Insthinktive Influencing
Creating Sales Momentum
One of the greatest challenges we see amongst SME’s today is that they don’t have a consistent method of generating sales momentum. They don’t generate enough leads to convert. They may have a great product. A great team. A great service, but they don’t have enough prospects who actually either know about them, or want to do business with them.
You can? create a vibrant business without creating sales momentum. You need to be able to make it easy for them to ?nd you. And grab their attention.
And they?l be interested in you if you address their Whys effectively.
Let’s repeat the mantra. What are your prospects Whys? Their problems?
1) Problem 1
2) Problem 2
3) Problem 3
As we write this we received a direct mail, and it addresses our concerns head on. And it’s framed as all good attention grabbers tend to be in to a question.
?re you hard of hearing? Could you use a Government grant?
It addresses the Why head on. And if your prospect is afflicted with this problem, chances are they?l be interested.
Here are some of the best Ad Questions
?an you hear me now? – Verizon phone ad
?here do you want to go today?? – Microsoft
?here’s the beef?? Wendy’s
?ow do you spell relief? – Rolaid ad
?assup? – Budweiser
The power is always in the question. If you can elicit a response you are engaging prospects in a conversation. More conversations means more momentum. More momentum means more leads. More leads will inevitably lead to more clients.
You need to focus on creating momentum.
Momentum And What You Need To Say
YouWe got a great product and / or service. You know it’s in demand. You can see from Google Analytics what people are searching for. Yet they aren’t responding.
Clearly the ?rst issue may be that your marketing is just not addressing your prospects concerns.
If I want to buy a new laptop and I go searching for information on a laptop, I? naturally inclined to opt for one that addresses my problems and answers any questions I have about what it can do for me.
If I can? have my concerns addressed or my problems answered, I? out of there and quickly.
Have you ever gone in to an electronics store and asked a simple question like ?ave you a laptop that’s suitable for business? And been literally bamboozled by the techno babble, and the endless and meaningless talk about RAM and ROM.
IWe walked out of too many electronic stores that have quite simply failed to address my problems. And failed to listen.
Your marketing has to achieve what their sales team can? do face to face. You need to be able to have the same impact as a face to face conversation with your marketing.
Your website needs to act as a virtual sales person and deliver the 1 to 1 experience as much as possible.
– Engage the prospect.
– Make them like you.
– Make them trust you.
– Make them want to learn more.
– Make it easy for them to have a concern addressed
– Let them know how it will enrich their lives
– Let them know that you are a trustworthy company with a reputable product.
– Update them on the technical speci?cations IF they need it
– Let them see your testimonials
– Offer them some form of guarantee
– Demonstrate the value you offer them
– Make it easy to contact you
– Make it easy to buy from you
– Make it easy to try it
– Reinforce why they need it.
– Convey that’s it’s easy to use
– Have tips on how to use it
– Have tips on how to maximise it’s value
Leave no stone unturned in your desire to answer every question conceivable. By doing so you are going to dramatically improve your lead generation and your overall results.
Clarity and simplicity will make decision making easier for prospects. That’s the goal here
Simple, but not easy…..
Next session; Learning to love Firewalls
