Baby Steps towards Success

Making Selling a System

Oftentimes, the quickest way to make an impact on an organization’s marketing results is to go to work on the lead conversion or sales process.

The lack of any semblance of a systematic approach to selling is the biggest weakness for most small businesses.

The focus of marketing is almost always on generating more leads. While leads are certainly important, the obsession with generating them consumes a significant amount of time and money.

Installing a sales system, one that everyone in the organization who is involved in selling operates, is the fastest way to improve overall marketing results.

We’re assuming you’ve also narrowly defined your ideal client, created a significant way to differentiate your business, and are consistently building trust through educational content. The end result for most businesses we* work with is that we dramatically reduced the number of leads they are chasing (decreased expense) while also dramatically increasing the number of leads they are converting to customers (increased revenue).

If you’re moving prospects logically through the Marketing Hourglass, you will notice that by the time they get serious about a buying decision, they’ve already sold themselves. This approach almost makes selling a non-issue and delivers stunningly high conversation rates.

Below are the essential ingredients needed to operate your lead conversion system: DISCOVERY. You must have a planned response when a lead asks for more information. I know this sounds obvious, but few businesses do more than react. In order to move prospects, you must have a call to action, education plan, and filter that helps qualify and direct leads to the next step.

This is a significant step and one that can help you stop?chasing the wrong leads while also giving you an opportunity to create a unique experience. Interrupt the norm for your industry here and ....

Continue reading -> DISCOVERY

Source: John Jantsch is a marketing consultant, speaker and best selling author of *Duct Tape Marketing, Duct Tape Selling, The Commitment Engine and The Referral Engine. He is the creator of the Duct Tape Marketing System and Duct Tape Marketing Consulting Network that trains and licenses small business marketing consultants around the world. His blog was chosen as a Forbes favorite for marketing and small business and his podcast, a top ten marketing show on iTunes, was called a “must listen” by Fast Company magazine. Huffington Post calls him one of the top 100 “Must Follow” on Twitter and Forbes named Duct Tape Marketing on of the 100 Best Websites for Entrepreneurs. To find out more about John and Duct Tape Marketing visit https://www.ducttapemarketing.com/.

- Any opinions expressed are those of the authors.

Published by?#NHGBe?2022-05-11 -Be-Time 12:30 AM

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