This post is part of the 📖 Oversubscribed series.
Today, I am reading PHASE 4#: SALES FOLLOW‐ THROUGH: PROACTIVELY FOLLOW UP WITH PROSPECTS TO MAXIMISE THE EFFECTIVENESS OF YOUR CAMPAIGN section from BUILD-UP: WARMING UP THE MARKET WHILE SENDING AND COLLECTING SIGNALS chapter of PART 2 of the book Oversubscribed: How To Get People Lining Up To Do Business With You written by Author, Daniel Priestley.
Are you constantly chasing customers? Why does it seem like some businesses have their customers begging to purchase their goods or services?
Learn how to get your business oversubscribed in a crowded marketplace to make your business stand out and get people lining up to do business with you.
The Book Oversubscribed is the guide to transforming your business into one which customers fight over! This invaluable guide will teach you how to drive demand for your products or services far beyond supply and will dramatically increase the success of your business.
Yesterday, we finished reading PHASE 3#: OVERSUBSCRIBED RELEASE: COMMUNICATING DEMAND AND SUPPLY TENSION BEFORE ALLOWING PEOPLE TO BUY.
SALES FOLLOW‐ THROUGH: PROACTIVELY FOLLOW UP WITH PROSPECTS TO MAXIMISE THE EFFECTIVENESS OF YOUR CAMPAIGN
Despite all the urgency and desire your marketing campaign creates, more than half the people who will buy from you want to talk to someone first to check their decision is the right one.
SALES CONVERSATIONS VERSUS CHIT CHATS
Sales conversations are unavoidable. Even when you are oversubscribed with people who know you, like you and trust you, you still need to maximise your results by having sales conversations.
Following up with sales conversations can quadruple the results you get from your campaigns.
You must mop up after your campaigns. All that buzz you created will go to waste if you’re not following up with warm leads, booking face-to-face appointments, hitting the phones and making sure payments are made.
In every campaign, the sales follow‐up turned it from a break-even campaign to a highly profitable campaign.
THERE’S A RHYTHM TO SUCCESSFUL SALES
Different businesses have different LAPS rhythm. Some businesses make one sale for every ten leads they generate. Some businesses need to generate 100 leads to make one sale.
An example LAPS scores from the author’s one of business over the last two years follow a predictable rhythm:
- 50 leads
- 10 appointments
- 8 presentations
- 2 sales
THERE’S A STRUCTURE TO SUCCESSFUL SALES CONVERSATIONS
When you present a sales meeting, it should follow a predictable structure that you’ve planned and rehearsed; otherwise, you risk drifting into chit‐chat.
Many scheduled sales meetings last one hour, so you have to plan for using that time effectively.
There are some key phases of every sales meeting that are common to most businesses:
Author Daniel Priestley has discussed in depth in the book. It is not possible or ethical to copy them here. Please consider purchasing the book.
More than 50% of your prospects who could have bought (but didn’t) from you want to talk to someone first to check their decision is the right one.
Avoid chit-chats in the sales call. You have to have a plan, and you perfectly rehearsed; otherwise, you risk drifting into chit‐chat.
The world’s biggest brands have trained salespeople delivering scripted sales conversations; your business will need you and your team to be trained up in sales too.
Being oversubscribed and running powerful campaigns doesn’t remove the need to sell. It gives you more opportunities to sell and better-qualified people to sell to.
That’s it for today. Tomorrow, we will continue to read PHASE #4: SALES FOLLOW‐ THROUGH: PROACTIVELY FOLLOW UP WITH PROSPECTS TO MAXIMISE THE EFFECTIVENESS OF YOUR CAMPAIGN from the Part 2, of the following section THE CAMPAIGN‐DRIVEN ENTERPRISE METHOD: TURNING PRINCIPLES INTO STRATEGY.
PART 1: PRINCIPLES (We read & understand 8 principles)
- ONLY OVERSUBSCRIBED BUSINESSES MAKE A PROFIT.
- THE ONLY PEOPLE THAT MATTER ARE YOUR PEOPLE.
- FIRST MAKE YOUR MARKET THEN MAKE YOUR SALES.
- PEOPLE BUY WHEN THE CONDITIONS ARE RIGHT.
- BE DIFFERENT AND SET YOUR OWN RULES.
- VALUE IS CREATED IN THE ECOSYSTEM
- MEET PEOPLE WHERE THEY ARE, SPEAK TO THEM IN THEIR LANGUAGE
- NOTHING BEATS BEING POSITIVELY REMARKABLE
Currently, reading 👇
PART 2: TURNING PRINCIPLES INTO STRATEGY
- CAMPAIGN PLANNING: KNOW YOUR CAPACITY, WHO IT’S FOR AND WHEN YOU CAN DELIVER IT.
- BUILD-UP: WARMING UP THE MARKET WHILE SENDING AND COLLECTING SIGNALS
- OVERSUBSCRIBED RELEASE: COMMUNICATING DEMAND AND SUPPLY TENSION BEFORE ALLOWING PEOPLE TO BUY
- SALES FOLLOW‐ THROUGH: PROACTIVELY FOLLOW UP WITH PROSPECTS TO MAXIMISE THE EFFECTIVENESS OF YOUR CAMPAIGN
Author(s): Daniel Priestley
Part 26 of 32 in the 📖 Oversubscribed book series.