There are times when you can’t adequately explain in depth and detail everything that the prospect wants to know. That can be your location, a trade show, or just a chance meeting. If they are at your location, you can feel around to find if they are right now buyers. If they are anything but, don’t risk it. Put them into the funnel to warm up until they are good and hot and ready to buy!
Face time is high cost and short supply for you and your prospect. You won’t have time to give every one of them all of the information to really (no – really) be comfortable with their purchase. The result is one of two unfavorable outcomes: They don’t buy or you push them to buy so don’t like the experience and will not buy from you again.
How do you prevent that?
Get rid of the must buy right now, deal or no deal mentality. Everyone is not a “right now” buyer. I don’t need to convince you of that. You can see that in your sales closing rates. Once you realize that, you can plan how to prevent losing the “not right now” buyers to your competitors.
Your site is more than something you lose time posting information on consistently. This is how that time and quality information investment pays you back. When you’ve posted articles with real value; that answers your customers’ nagging questions that hold them back from buying; and educates them why you, your business, and your product/service are the only choice; you have something to send them to that you can be confident will bring them back.
That is the most valuable information they could give you. That gives you the ability to put them into the funnel and let the system do the work. Your face time is gold and should only go to those “right now” buyers. Incidentally that’s what pops out the other end of the funnel, right now buyers.
If they feel any pressure or like you’re trying to close them, the contact will see an out and take it. If you want a real email from them you need to be different from every other pushy, commission-driven salesperson they’ve ever had the misfortune of dealing with. Make sure to have a no pressure approach. You can even go so far as to let them know that up front. Tie that into your content.
If you only get one thing from what I teach, it should be to be different and set yourself apart from everybody else. Don’t say it, do it. Demonstrate you are different and you will have customers telling you how you are different as they are signing that dotted line.
Putting them into the funnel gives you the ability to follow up and positions the sales person as going above and beyond to help them get the answers they're looking for.
If you don’t have a dynamic site or a marketing funnel, contact us now to get one. Subscribers can just reply to any message and use the subject line “I want a dynamic duo working for my business!”
What if you’re not a right now buyer? I’ve got you covered! Get the “dynamic duo” combo report pack for free here.
tags: email marketing, capture to convert, dynamic website, marketing system, personalized automation