This post is part of the 📖 1-Page Marketing Plan series.
Today, I am reading the same section Transitioning from Pest to Welcome Guest from SALES CONVERSION chapter of the book The 1-Page Marketing Plan written by Author, serial entrepreneur and rebellious marketer Allan Dib.
Yesterday, I read some sections of Every Dog Bites chapter of the book.
Tomorrow, I am going to read a section Manufacturing Trust from the SALES CONVERSION chapter of the book. Look out for tomorrow’s article.
Transitioning from Pest to Welcome Guest
The welcome guest brings value to your life, whereas the pest is just there to interrupt you and to take.
Wouldn’t it be great if you could approach a prospect and be treated by them as a welcome guest rather than a pest? Suddenly selling becomes much easier and more pleasant.
Asking for a sale before building trust is like proposing marriage on a first date.
Instead of the old school “close, close, close… sell, sell, sell…” approach, you need to move towards the model of “educate, educate, educate.”
With education, you build trust. With education, you position yourself as an expert. With education, you build relationships. With education, you make the selling process easier for both buyer and seller.
Delaying the sale accomplishes two things.
- It shows you’re willing to give long before you take, which breaks down sales resistance.
- It presents you as an educator and expert in your field. Think about it.
Who would you prefer to buy from?
You must stop selling and start educating, consulting and advising prospects about the benefits your products and services deliver compared to each and every competitor in your category — Allan Dib
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If you are not into reading like me, then you can listen to this book for FREE on Amazon AudibleDon't Read. Just 🎧
Most businesses try to sell without first creating trust. They either cold call or advertise using outdated methods that no longer work.
Educate your prospect, with education; you position yourself as an expert.
You need to educate your prospect and build trust before you make a sale.
Instead of trying to sell to them straight off the bat, the first thing you do is offer your readers something of value that educates them about a problem they have.
Consultative, advisory selling is the most cost-effective, the most enduring, the most impactful and the most powerful marketing strategy a business owner could ever devise.
In this groundbreaking new book you’ll discover:
How to get new customers, clients or patients and how to make more profit from existing ones.
Why “big business” style marketing could kill your business and strategies that actually work for small and medium-sized businesses.
How to close sales without being pushy, needy, or obnoxious while turning the tables and having prospects begging you to take their money.
A simple step-by-step process for creating your own personalized marketing plan that is literally one page. Simply follow along and fill in each of the nine squares that make up your own 1-Page Marketing Plan.
How to annihilate competitors and make yourself the only logical choice.
How to get amazing results on a small budget using the secrets of direct response marketing.
How to charge high prices for your products and services and have customers actually thank you for it.
Author(s): Allan Dib
Part 22 of 36 in the 📖 1-Page Marketing Plan book series.