What This Problem In Your Sales Funnel Reveal
How To Be Great At Sales Without Being Salesy: No Cock N Bull Stories
Has a prospect ever stopped responding to your phone calls, emails or texts, you know — ghost you? Are you frustrated by prospects who seem to never know what they want? Are you wondering how to free up space for prospects who are a good fit for your services? If so, the way you’re moving someone from prospect to client may need some reform.
Today, I’ll be sharing my observation of the typical sales process and how this rigamarole is causing those negative responses you’re talking about.
The Typical Sales Process Goes Like…
After doing research on a lead you got, through a couple of outreach attempts, you’d try to have a conversation with that person. If the person is too busy to entertain you at the time, throw in a follow up or 10 via phone calls, emails or texts. Maybe even stalk them if you’re gutsy, all to possibly get an opportunity to do a presentation that might lead to a sale.
I’ve never done this, but I certainly know people who swear by this approach despite its pitfalls: prospects disappearing, changing their minds or just your inability to tell whether or not they want what you’re selling. Well, “if the data doesn’t lie” then, these are all circumstances of a poor conversion strategy. While I can only imagine how discouraging it all feels to have nothing happen — despite all that effort. I can definitely relate in other unrelated ways.
Here’s the thing, you certainly don’t have to settle (in this case) for not being in control of your close rate. But painting over what the prospect is saying about the quality of their experience is you avoiding a problem.
Read up on: Color-Masquerading
Putting “Lipstick On A Pig!”
Using buzzwords like “benefits’’, “outcomes”, “ideal clients” and “a good fit” doesn’t disguise these pitfalls. You’re still stuck pitching to people who ghost you because they never sold themselves on your services. You’ll continue wondering “if the project is a priority” without a process that quickly helps the prospect make it one. You’re insecure about “the flow of a project” because you have no control over what the prospect experiences and more importantly, you’re calling people who never paid you “customers” and “clients” because inherently you’re pushy.
Read: Are You Marketing Without A Call-To-Action?
Nothing has changed except what you’re playing dress up with but you expect a prospect to convert into a client?
How The One-Page Project Process Works
Through my brand I am able to avoid time-wasters and connect with people who are serious. But, as in the case of the couples psychiatrist in 2021, not all leads have the right vibe to them. So The Fit Test is like an extra filtration system to keep the transition (for the prospect) smooth. Twice the CEO of XN General Insurance expressed how drawn and connected she felt to my company. Her words underscored the part core values play in creating an atmosphere of feeling understood for the prospect to sell themselves on you being the right person to work with.
Once I’m sold on it too, rather than drag out the objective with “a presentation” or “a proposal”, I offer them my design interview — the foundation/start of the project to buy. The prospect either wants it or they don’t!
Read: What Going “Above and Beyond” For A Trini Client Really Means
Revisiting my experience vetting the couples psychiatrist in 2021, I observed how freaky it is for someone when you cut out all the small talk. But it has been productive for me and my clients. To this day only 3 of 16 prospects didn’t buy TheBrandConductor. 13 moved from prospects to clients without follow ups or the giving away of my thoughts and ideas for free because the process (according to all of them) was smooth: no hassle, no worries, no cock n bull stories.
For clients, who were experiencing slow conversion before branding their services with TheBrandTUB, I’ve gotten messages like
“Lord bookings like rain, I just finished 2 and I have 2 more”, “I just checked my messages 1 Pedi-Plan for Friday and 1 for Saturday”.
“4 customers for far”, “She said until she found me, she couldn’t find shoes for her husband”, “She buys all his dress shoes from me”.
“We’ve got an appointment for what looks like a parts distributor and we’ve got 15 new subscribers.”
Learn why: Some Folks Purchase Ferraris To Park It In Their Garages
I learned very early branding my own services that our clients tell us what they need from us, it’s just encrypted language.
Do you know the real problem you need to solve for your clients? How smooth is the transition from prospect to client for your clients? Is that road filled with the bumps highlighted in this article?
If so, reach out via The Fit Test, lets see if you’re a fit for rebranding TheBrandTUB way.
I am the Founder and Visual Brand Strategist at The BrandTUB
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