What Is A Sales Process? Here Is A Quick Way To Understand How To Make More Sales
Do you want
Here’s a marketing joke: 'What’s the quickest way to become a millionaire? Just get a million people give you a dollar!'
It’s a joke because, actually getting a million people to give you a dollar would cost you well over a million dollars.
It's all about target marketing – serving niche markets.
The more targeted the niche, the more money you can make, within certain limits, of course. The goal with your marketing is to find the right potential customers who are most likely to want the types of products and services you offer.
You can do everything else right in your marketing efforts but m
aybe you might be wondering just how to make more sales. Let's start with the sales process.
What exactly is a sales process?
The first step in the process is the awareness phase.
Customers are looking for a solution to their problem, s
o the first step in the process is them becoming aware of the solution you can provide.
In order to be found when your potential customer is looking for the solution, we use keywords.
To advertise your solution to their problem, you use the same sentences people are using when searching on the internet for the solution.
Now you move onto the next stage in the process. You have their interest.
They want to know what you have to say, and find out whether or not you really have the best solution to their problem.
But you only have their interest temporarily. They are just a casual visitor. It’s your job to groom that interest and make it grow.
Next, they’ll move onto the evaluation phase of the proposition.
The evaluation stage is where they compare your product against what they were looking for in the first place, as well as other products.
People are savvy when it comes to advertising, so you’ll have to get creative.
The next thing that will happen is your buyer making a decision.
They will decide one simple thing: whether to buy your product or not.
If you have done a good job and convinced them that your product will solve their problem, then they are likely going to buy. If not, they will go elsewhere.
The final step in the buying process is the purchase stage.
You need to make it easy for them to buy . They are committed but that doesn’t mean that they can’t back out.
How to make more sales
Your goal is to get the largest number of the highest-qualified leads for the products and services you sell.
How do you attract the right kinds of prospects who will spend the most money with you? The emphasis here is on the word 'qualified'. You may end up with smaller numbers of people in your net, but they're more likely to buy from you. Quantity does not mean quality!
There's no problem generating huge numbers of leads if you really want them, but if you don't make an effort to trim that number down to the highest quality leads, you're shooting yourself in the foot. You’ll waste good money chasing bad leads. If you can't convert your leads, you're not making any money.
One way to make sure your leads are qualified is to charge money on some kind of introductory offer.
A lead that pays is a much better prospective customer than a free lead, or someone who merely opted into
your sales funnel
. That's a good model that can be directly applied to just about any business. People vote with their wallets, and that's one of the ways they qualify themselves. A paid prospect pays attention.
Think about your own experience being a customer, or potential customer.
If you’ve paid money to someone, you pay attention when they call, send you an email, or drop a letter in the mail.
Contrast that to the way it feels when you get a cold call in the middle of dinner.
If you want to attract customers who are willing to spend lots of their money with you, you must give up the idea that you need millions of customers who give you small amounts of money.
Instead, think about attracting a smaller group of better customers who are willing to spend premium money for the premium products and services you offer them.
That is the secret you can use to make more money from fewer people.
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© 2018 by Marisa Specogna