Mainly because of the internet, clients today are smarter, more knowledgeable and more superior than in the past. When they come to you, ready to components speaking, training, coaching or consulting services, you can guess they didn’t abruptly think of you a few minutes earlier. They will might have asked around on Twitter or LinkedIn, watched some sample videos on YouTube, checked in with their Facebook friends, done some Google research, looked through their in-box for recent newsletters, and so on. buy youtube likes and comments
This is the biggest change in the sales process: You used to be the first port of call in their buying circuit (or if not you, at least a bureau or agent). But no longer.
As Barry Truck and Jim Dickie said in a Harvard Organization Review article in This summer 2006:
“Buyers usually got a buy cycle, starting at the point they perceive a need. Retailers have always a new sales cycle, starting at the point they place a prospect. It used to be that these were in sync… [but] now, the buy cycle is often well under way before the seller is even aware we have a cycle. inches
If you’re step eight, 9 or 10 in the buying process, and you used to be step 1, is it any wonder you’re burning off business?
You will possibly not want to agree with this, but you know it’s true, don’t you? Just think back to your own buying behaviour the previous time you bought a home, a car, a technical gadget, furniture, or pretty much other things. You didn’t call a salesman first, do you? I didn’t think so.
Exactly what do you do about it?
You need to return to being with them early on in the act, so you can influence them right from the beginning. This basically about hard sell; it can about guiding them as a professional adviser, rather than being available later as yet another supplier.
In the event that you had a ravenscroft ball and you could predict exactly when your client was going to get started on thinking about your services, you could jump in at that time – and send them an useful article, an easy mail or even a friendly call.
But of course you don’t have such a crystal ball (Do you? )
So the only other option is to be always in front of them, to enable you to be there whenever they’re ready to buy.
The Internet makes this easier.
Will you be mailing an e-mail newsletter at least every 2 weeks? Email is still the most effective on-line push marketing tool for your use.
Are you running a blog at least once every week? Blog posts are brief and sweet (my secret is “No more than a couple of minutes per post”); and each post creates a new Web page, so you’re increasing your across the internet footprint.
Are you participating in a more significant way at least regular? My choice is to run a no-cost general population webinar as an advertising tool for my business.
Your mileage may fluctuate, but do SOMETHING!
If you do anything, you’ll be way behind your opponents. At best, you’ll just be just another dealer in the client’s buying process, like one of the myriad brands of laundry powder on the superstore shelf. At worst, you may ignored altogether!