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This is your big chance! You have the prospect in front of you and it is time to ask for the order.
Success = You get the order
Failure = You don’t get the order
Eliminating “Sudden Death”
The trouble with this, of course, is that if you don’t get the order — you fail.
It’s a tragedy.
The truth is that most people you are talking to are not a “YES” on buying from you now. But they are not necessarily a “NO” either. The vast majority of your prospects are “MAYBE’s.”
When you are communicating with prospects — you need to have more than one object that, if met, moves you forward toward the ultimate level of success.
Of course, the ultimate level of success is getting the order.
But your prospects have more to give than just an order. They can give you permission to continue the conversation.
Don’t go into every sales situation with the possibility of only two outcomes —- 1) Get the order — OR — 2) sudden death.
Permission To Market To Your Prospect Is Success
Internet marketing is all about getting PERMISSION from customers and prospects to continue the sales conversation.
The key word is PERMISSION.
Your sales process should not necessarily be looking to close to a full-blown sale all the time.
If you are selling cars, consulting services or accounting software — the vast majority of your prospects are not ready to buy — but they may be willing to continue a conversation —- if they think there is VALUE in it for them.
If you can get PERMISSION from your prospect to continue the conversation — consider this a victory.
How To Sustain The Sales Conversation
You can sustain a sales conversation by asking the prospect to communicate with you via:
- Your email list
- YouTube
- etc
Provide REAL value for that prospect through these communication channels. If you bring the “hard sell” they will take back the permission that they gave you.
They will shut you off.
But if you provide value in your sales conversation, you will be there waiting for that prospect when they change from a “MAYBE” to a “YES.”
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{ 5 comments… read them below or add one }
Love it! Great information here, Russ. I guess this helps create the top-of-mind awareness we all seek for our businesses.
@John Gifford — Thanks Johnny! Nothing will keep you top of mind for a lower (financial) cost than Content Marketing.
Good point Russ! Although, I subscribe to various content letters that utilize what I consider to be a soft sell approach, incorporating sales page links related to the blog message. Just one or two, not overbearing. I don’t view this as pushy, just an option to buy or not to buy. At this point, they’ve “opted” to check it out by clicking the link.
@Rick Mueller — No question Rick, there is nothing wrong with selling. However, you have to be very careful with Permission based marketing — there is an unspoken contract between yourself and the prospect and if it is violated they will pull the permission back.
If the original deals was that you will be receiving promotions and offers, by all means. But if this is a newsletter full of tips and tricks, there should be mostly that and less (much less) promotion.
Makes sense. I suppose the moral of the story really is, with the advent of Permission based marketing, patience really is a virtue in establishing trust and credibility. You’re a shining example of that process Russ. Thanks.