This post is part of the 📖 Oversubscribed series.
Today, I am still 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 started reading SALES CONVERSATIONS VERSUS CHIT CHATS section from the PHASE 4#: SALES FOLLOW‐ THROUGH: PROACTIVELY FOLLOW UP WITH PROSPECTS TO MAXIMISE THE EFFECTIVENESS OF YOUR CAMPAIGN.
SALES FOLLOW‐ THROUGH: PROACTIVELY FOLLOW UP WITH PROSPECTS TO MAXIMISE THE EFFECTIVENESS OF YOUR CAMPAIGN
SALES IS A PROFESSION
If you tell salespeople to go and “be yourself,” don’t be surprised when they come back without any sales.
In the same way, actors must rehearse their lines, or sportspeople must practice their technique. Salespeople need to role-play their sales meetings dozens and dozens of times before they will get it right.
AVOID ABS BRAKING
To do the work you love, you have to win the work – you have to make the sale.
The secret behind every successful campaign is that a significant number of sales are the direct result of follow‐up sales conversations.
WITH‐OR‐WITHOUT YOU ENERGY
Humans are drawn towards people who aren’t needy. They open up, they banter, they bond, and they buy.
Conversely, when someone is insecure and seems desperate to make a sale, it has the effect of making a prospect close down and withdraw from the conversation.
POSITIVELY REMARKABLE DELIVERY
The old adage of “Sell the sizzle, not the steak” is over. We live in a world where, if the “steak” is no good, the business is over.
Today, your job is to “cook great steak” and let your customers create the “sizzle” for you.
Your marketing team is composed of your clients, and your long-term lead generation strategy is brilliant.
THE REMARKABLE AUDIT
Look at every touchpoint in your business–your website, brochures, people, products, premises, ads, staff handbook, uniforms, packaging–and ask yourself the question, “Is this touchpoint positively remarkable?”
You can list every touchpoint in a spreadsheet, not only for the customers but also for the team and the suppliers. Every person who touches your business should find it remarkable.
As you scrutinize point‐ by‐ point, score yourself on a scale of 1–10 to determine where your organization is right now.
- Salespeople should treat their role the way a dentist, doctor, lawyer or accountant does.
Sales is a profession and should be treated as such. Invest in training your people, invest in high-quality sales materials, and make every part of your sales experience a positive experience.
The best product wins. If you commit to build the best product and keep investing in it, you’re playing a winning strategy. If you surround that product with remarkable touchpoints, you’ll be unstoppable.
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 27 of 32 in the 📖 Oversubscribed book series.