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| #stickyadvertising |
Why and how do customers
decide to “BUY” from one person or company vs. another? Below are what
non-savvy sales professionals do:
- Pressure people into buying the program with hard-sell tactics.
- Act like their program is the greatest thing in the world.
- Overpromise and under-deliver or provide the WORST #customerexperience.
All three of these
approaches are guaranteed to turn off a huge number of potential customers, and
send your sales down the commode. That’s no way to run an enterprise.
What you want for your
business is to have created a Sales Professional that differentiates themselves
– in other words, that makes your customers say “Holy ****, I want that Sales
Professional and whatever they have because they are unique, have strategies
and bring something DIFFERENT.”
You need something
different, something that nobody else can provide. Something, "sticky"!
Are you ready?
There are a lot of
things you can do to create programs or solutions that people are eager to buy,
but focus on these three first, and you’ll be well on your way to bigger sales.
- Link your program benefits to outcomes that ideal customers are itching for.
- Create your program to match the experience your ideal customers want.
- Show potential customers how your program overcomes their objections and differentiates themselves from their competition with a fresh, edgy and "sticky" strategy.
They are in the market
for the shortest path to their desired solution, and they couldn’t care less
what your product is because everybody else out there probably has the same
thing in one way or another. All they care about is “Will this program
give me the outcome that I need to have?”
Outcomes come first,
product comes last. I can’t stress this enough. I see too many
smart people positioning their products instead of positioning the program
outcomes (and experiences) the customer desires to have or subjectively don’t
realize they have the need to switch because they might perceive themselves as
being “loyal”.
We all have objections
when we’re considering buying something. Think of the last thing you had
to think about before you bought it, whether it was a digital product or a
physical item in a store.
You had objections
that you were going through in your mind, and you had to justify the purchase
to yourself before you made it. Eventually, something pushed you over the
fence and you whipped out your wallet. I bet it was something that was a “differentiator” or "sticky" that persuaded you to choose.
If you don’t know what
your customers’ objections are, you won’t be able to address them in your sales
material (and in the product itself).
Whatever it is that’s
bugging them, fix it in your program and make sure “they” can see the path to
solving this by being “different”. Explain how it’s designed to take as
little time as possible, or to fit into a busy schedule. Talk about how
you’ve made a complicated subject dead-easy to understand and drives results.
Whatever the
objections are, defuse them by answering and solving for the inevitable before
you go see your customer. How might you ask? Just look at what the
competition is doing, identify from a “consumer” and a “business” point of view
how your program brings a “different” solution to the market that addresses the
needs and wants people are looking for. Again, bring something
“different”! Nobody wants status quo or something that is easy to copy or
mass duplicate. They want something unique that builds a BRAND and is "sticky!"
And then they
buy. Your sales funnel explodes exponentially. And then they tell
their friends.
What have you read
thus far that can change your Sales World, be “DIFFERENT”, be "sticky"…that’s all!
It’s not as easy as it
sounds but hey…that is what separates MONEY MAKERS and MONEY BREAKERS.
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| ConnecTheDot - #stickyadvertising |
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