Are You Sending the Sales Signals You Think You’re Sending?
Posted by: Cheryl Clausen in sales coaching, tags: increase sales, increasing sales, sales coaching
Top internet marketer and copywriter Yanik Silver has an 8 step process for writing better sales copy. So what does copywriting have to do with you and the sales signals you’re sending out? Well, as I read Yanik’s post I realized just like no one has to tell you when you’re reading sales copy that works and bad sales copy…you can spot a top sales producer immediately.
Your sales signals are so loud and clear it’s like your sounding an air horn every time you make a sales signal misstep. Your prospect only has to hear this horn once or twice to completely discount you and whatever you have to say. No second chances.
There are 5 things you need to do well to send the right sales signals every time:
- Get their interest immediately and don’t let go
- Keep the focus on them
- Create energy & gain momentum
- Build their motivation
- Get a commitment to action
Whether you’re meeting a prospect face-to-face or using a marketing communication you have 10 seconds or less to get that prospect to pay attention to you. What you communicate in those first 10 seconds has to get their attention like Scooby Doo hearing the words “Scooby Snack”. They need to stop whatever their doing and pay attention to you and only you.
Don’t blow your opportunity by saying anything about you. Keep the focus of your communication on them and what they want. They should be thinking, “This is just what I’ve been thinking about.”
Once you’ve sparked their attention and interest you’ve got to stoke the fire to build a full head of steam. In person you’ll visually notice this increased energy in your prospect. Their eyes light up their pace quickens and their focus on you intensifies.
You can’t motivate someone else, but you can help them build their own motivation. Just like Ben Franklin said over a hundred years ago the best way to get someone to take an action you want them to take is to make them think it’s their idea. You do this by guiding them through a logical thought process that fuels their reason for taking action.
The final thing a top producer does that sends the signal they are the best is they don’t fail to get a commitment to action. In most cases you can’t make the sale on a first encounter, but you can always provide a logical next step that requires an action and get a commitment to that action. This action qualifies the immediate buyers and keeps those who will be buyers some day in your sales funnel.
Discover how to attract more highly qualified prospects to you and improve your sales marketing strategy
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