Are Your Digital Sales Conversations Turning People Off? (I Audited Tons and Here's Why)

20 years in, I've seen the digital shift change everything...

Real Estate consultants, dental specialists, medical/healthcare-related consultants..

Studies show a whopping 70%+ of buyers do their own in-depth research before even reaching out.. That means we can't rely on traditional pitches anymore..

Especially when you know your target market/audience is increasing in sophistication...

Are Your Digital Sales Conversations Turning People Off? (I Audited Tons and Here's Why)

I love sales. The thrill of connection, figuring out someone's needs... it fires me up! But 20 years in, I've seen the digital shift change everything. Now, if we're not adding value online, we're just noise.

Remember those 'Valentine's Day roses' salespeople? Relevant for a week, gone the next. If your product has a seasonal pulse, you know that pain. But here's what I learned the hard way – you don't wait for relevance, you create it.

Question: How can we start creating demand and relevance?

My take? Start connecting and understanding your target market..

Understand their pain points along their purchase journey.. along their life journey...

Fun fact: when V-day was over, my kakis and I donated all our extra unsold stocks to patients at the hospital wards :)

So, how do we stay relevant all year? By focusing on connection and sharing value BEFORE the pitch. I've audited so many sales conversations where it's just 'me, me, my product!' People want to know you get them before they'll trust you.

Also, another useful tip: Be beyond what our role is.

I'm sure a lot of consultants dislike doing sales/ hate being known as salesperson/ dislike being salesy. But some also don't mind.

But me myself being in sales myself, I don't like being seen as just another salesperson. Because come to think of it, we're in the business of helping people solve their problems. We should respect our own role and be the rightful consultants that we are - but we need to do it well - be the domain expert, be problem solving-centric, not be grounded in neediness.

No solution = No sales

No probing/ No care = No problem

No problem = No needs for solution

No solution = No value = Noise in the market

See ourselves as beyond the person who needs the sales - but a person who knows our solutions can solve problems for a certain group of people. Our task is to reach these people, connect with them and have valuable value-exchange.

Sound familiar? What's the biggest shift you've seen in digital sales?

My next client slot should be opened by May 2024- limited slots are available as we work closely with clients instead of going for quantity.

Here are the insightful posts tha I think you shouldn't miss to make better decisions and get more bang from your bucks for your business..        

• Why working on ground level is so important for successful client acquisition
• How to form genuine connection with prospects online
• How a local entrepreneur in Malaysia grew from a content creator to hitting 1 million in sales within 3 minutes online and how you can apply too in your business!
• System mindset in Enrolling more clients Digitally
• 6 Cold hard Truth from working in clients-facing role for about 2 decades
• Running ads? These are important areas to improve to get the most from your adspend
• In Real Estate sales? Don't miss these Core Basic Elements (Not even known to advertisers) - even relevant to Expert-based Businesses
• Amazon's Everyday is Day 1 Mentality
• There's no better time to be in Expert-based Businesses than now

If we have not connected, let's connect Stephanie Lam ↗? !

Thanks for reading issue 14 of my Humanising Business newsletter.

For those of you who are new to my newsletter, Humanising Business is written for business owners, sales and marketing professionals, consultants (Medical, Real Estate, Dental, etc) who wish to build more KOL positioning and attract more high quality clients digitally. This newsletter discusses the following three goals: (1) How to leverage on AI and Automation for more clients and impact, (2) How to build Digital Acquisition System and its importance (3) No-bs/no-fluff insights from my day-to-day work with clients on building digital sales and marketing system that get more bang for your bucks.