The gold standard of a strong brand is fast, efficient selling. Simplify your buying process by avoiding these three buying sins.
In the pre-Internet days people used to say, “Buyer Beware.” Companies were in control. They set the price. They educated the buyers. They negotiated from a position of power. That’s not the case anymore. The tables have turned. It’s “Seller Beware.”
Your brand and marketing create the conditions for a sale. But a flawed sales process can unravel all the goodwill created by your brand. Manage your sales process to a high standard, and deliver a buying experience your customers expect.
A B2B customer can be 90% of the way through the buying cycle before they even engage a sales person. Is your call to action too late? Typical call to to actions like “contact us” or “request a demo” only work when the buyer knows what they want. How can you engage your customers sooner?
The greatest obstacle to sales is indifference. Your customers are on autopilot, and make decisions out of habit. Break their buying habits to consider new ideas and your services.
Lead with a hypothesis. You don’t have time to ask a prospect how you can help them. They expect you to know the answer before you even start.
When your clients are looking for information about your products, give them everything! Internet research is a common step in any major purchase, and your clients research to help them get informed and mitigate their buying risks.
Customers mitigate major purchase decisions by hedging. It’s a natural part of the buying cycle. Instead of fighting or avoiding the hedge, use a Door Opener to initiate the sale.
Customers don’t want sales people, they want business people who solve problems.
Who has time for slick talking, no substance sales guys? No one. Who has time to spend countless hours golfing, lunching and socializing? I can’t think of many. As Tim Sanders related on his blog, “Don’t invite me to lunch if you want to sell me something. Set an appointment at my office to come pitch me if you really want my business!”
A lot of marketing is misguided, because it focuses on explaining what a company does and its service category. You can’t differentiate your business based on what you do. For example I recently attended a networking event where all the participants got up and shared...
Subscribe via email
Get weekly emails with ideas, stories, and best practices to grow a Sticky Brand!