In sales training, sales coaching and sales consulting people are always asking us the ‘what is your number one secret to increasing sales?’ question.
Of course, there is no NUMBER ONE SECRET (except in writing marketing materials… because everyone is always looking for THE SILVER BULLET…) but, this secret is a beauty that I was reminded of again last week.
So often, we want to make the BIG SALE.. THE BIG ONE that will break the budget.
Maybe we need to get out of the hole we might be in at that moment or just make THE BIG ONE so we can go back and tell the Boss we’ve done it..
That we are the Sales Legend for that week or month..
The fact is, in most cases, there IS NO BIG ONE…
Get ready for this.. don’t fall off your chairs when you read this next line…
The Big Sale usually comes after a series of smaller sales..
People need to know you can deliver first.
They need to know you can be trusted FIRST.
They want to dip their toe in the water FIRST.
You need an INTRODUCTORY OFFER first..
Why do you think all those skin creams on TV have an INTRODUCTORY OFFER..
Or when a new food product is released in the supermarket they give you FREE OFFERS or TRY BEFORE YOU BUY or TASTE TESTS??
You want to feel safe in the knowledge that when you do make THE BIG PURCHASE you have made the right decision.
Lesson for YOU..
What are you doing to Baby Step people towards buying your product?
How can prospects dip their toe in the water for you?
One of the ways we do this at Blue Rocket is our Introductory FREE Seminar – The New Sales Science Seminar.
We had 70 people attend last Monday night..
12 of those 70 qualified as potential clients and wanted to dip their toes in the Blue Rocket Sales Breakthrough waters..
Another Baby step we use is our Diagnostic-Engagement-Breakthrough Sales Design Project where we work with Management Teams and Key Stakeholders of a company for ONE day… on a money back guarantee – full re-imbursement basis.
If the company don’t get at least $50,000 in ideas, strategies to improve business, they don’t pay us.
If they decide to go ahead and work with us on an ongoing basis, they also don’t pay us..
So we’re offering what we belive is a NO BRAINER-NO RISK BABY STEP to companies who are serious about improving their sales and marketing.
What are you doing to offer NO BRAINER-NO RISK BABY STEPS?
By the way, if you want to find out more about our Diagnostic-Engagement-Breakthrough Sales Design Project and how it can be used in your company, click here and write DEBSDP in the Subject line.
In the meantime, make the Baby Step a NO BRAINER….
It’s how we all learned to walk after all..
See you next week.