Episode 044 - 6 Things To Grow In Slow Markets

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE
Your Enquiry-to-Sale Conversion with The Lead Flow You Already
Have.


In a competitive market? Or are things slowing down?


No matter which one, you can smash your sales results with six
ideas.


Businesses hit rough spots all the time. Forget about
depressions, how can you compete when you’re being undercut left
and right? Actually, these are some tactical opportunities that
are passing you by.


When we break it down, our advice is all about shifting focus
away from your price tag and placing it on your value.


We won’t lie to you; this isn’t a cheat button. But, if you
follow my outlines, I’m sure you’ll see positive results.


The first one is to lead with value. While everyone else is
pitching ideas, you be the ones to bring out a demo. Actions
speak loudly.


We know there’s a balance—not everyone can work for free to
provide this upfront value, but a free appraisal or consultation
with some description should be an easy option. In most cases,
someone may not be aware of everything your business offers.


In the “Book the Challenger” sale, I feature my one-day
professional sales masterclass. Then, I highlight a study
displaying how your sales process is actually more important than
your product.


So, how can we capitalize on this?


In my questionnaire, I asked, “How many times do you follow-up?”
Across the entire sales team, it averaged out at around three
times.


Most non-converting sales are made during a fifth or sixth
follow-up. So, it’s absolutely crucial to maintain a great
procedure. Massive opportunities are left out in the cold because
clients weren’t ready at the time, and the salesperson gave up
too soon. Not to mention the pool of your consistent clients…


There is gold in a network. Build your lists, and one list you
can’t forget is the list of potential buyers. Someone already
thinking about purchasing is more likely to do so when you
follow-up.


After the initial inquiry, I think 50% of your potential crowd
will buy within 18 months. However, only 20% will buy within the
first 90 days. The missing 30% chunk is the people spread out
between those times.


The best way to start this converting process is by email. Ask
them if they’re interested. More than likely, the answer is yes.


Last week, a client had a similar success story. One potential
buyer was marked as no because they inquired a better service
five months earlier. When they emailed her, she just needed that
simple prodding and flipped to a yes!


Circumstances change for people (sometimes daily), and you must
be on top of their mind when they do. Also, make sure you’re
keeping their needs in mind. If you can help them avoid
landmines, this can massively improve your credibility for them.
Help with no strings attached is a great way to build trust.


This example can be shown through different changes: legislation,
local laws, or competitors. You can’t put a price on a trusted
network.


The next idea is “clean the shade.” When I was the National Sales
Marketing Manager for Onnit Sunglasses, one thing I did
exponentially more with retailers in slower markets was to visit
each store, rearrange the displays, and clean the eyewear.


This simple process achieved several strategic goals, one of
which is attracting people. Customers crowd around the displays,
and often, I could sell a few pairs for the retailer.


This allowed us to take inventory, and we often found gaps. Now,
I understand that’s not applicable to every business, but it
should hold as an example for most. Here’s the key takeaway: how
can you polish your act?


Find a valid business reason to contact a potential client and
offer them something. This can be in the spirit of spontaneity,
or you can simply give them something of value for free.


With our help, they’re avoiding costly mistakes. This tactic is
also a great way to cut through the spam and grab someone’s
attention. What better way to build a customer base than through
trust and a spirit of cooperation?


To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his
exclusive, free, no-fluff, audio training and companion PDF
guide.


Inside you’ll get word-for-word email followup templates, phone
scripts, and more that you can put to use today.