What Worked Yesterday Won’t Necessarily Increase Sales Today
Posted by: Cheryl Clausen in sales coaching, tags: increase sales, sales coaching, sales marketing strategy
photo credit: nickolette22
When blogging first got started a lot of the blogs were these long winded diary type posts. I don’t really know why they ever worked other than anything new will work at least for a while. Patsy Krakoff’s recent post is an example of this type of post.
Why is this relevant to you and your business? Well, it provides yet another example of marketing that focuses on you rather than the person you’re marketing to. Gone are the days when getting email is a novelty. Gone are the days when people pay attention to you talking about you unless you already have a loyal following.
For the most part you’re trying to connect with a completer stranger. Ideally you want to get their attention and you want them to take an action that moves them closer to you. How do you do that?
- You only talk about them and what they want
- You get their attention
- You trigger their curiosity
- You give them something they want
- You tell them exactly how to get it
When you lay it out in a step-wise fashion it sounds really easy. Yet most people find it very hard to do because you have a lot of ingrained bad habits you don’t even realize you have. I’d like to challenge you to identify a few of those bad habits now.
- Look at your current marketing communications and count how many times you refer to you, your business, or a product
- If you use a sales presentation do the same thing
- How often are you contacted by someone who has questions about how you can help them
Your first connection should contain almost no information about you or your business. Any presentation you use should be 80% prospect focused and 20% you focused. If you aren’t getting contacted by people who want to know more about how you can help them on a consistent basis you have proof your sales marketing strategy is too you focused.
Entries (RSS)