GrowLoop eNewsletter 2 17 13

Give what you want to receive - a sales strategy

February 17, 2013

Contact GrowLoop for a FREE initial consult.

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Hi ,  How many other businesses have you helped lately - for free?

How many prospective clients have you offered to be a resource to before ever requiring they pay for anything?

If you’ve had those experiences where you’ve helped others, what happened?  How did it make you feel?  Did you feel helpful, useful, good?  How did the person on the receiving feel, or did their reaction indicate their appreciativeness?  How do those relationships tend to pan out for you and your business?

On the flip side, have you ever been so concentrated on generating new sales that you forget the humanity of business where you’re just trying to get a prospect to buy? ...you’re just trying to complete the transaction?

All of the above shows the difference between long-term, longer-lasting positive gains vs. short-term, short-sighted fleeting gains. 

If you feel like your current marketing and sales efforts are leaving you frustrated because,  “no one’s buying.”  Ask yourself, whether or not you’re forcing the sale.  Are you viewing new leads as nothing more than a transaction to be completed?  If so, you may want to rethink your approach.

Here’s a bit more of an explanation...

When you force your marketing by interrupting people you try to force a sale.  Now, there’s a time and place for some level of interruption in your marketing, but it has to be strategic and as minimal as possible, and the trick is to target your message to the audience’s specific need so it doesn’t much feel like an interruption - understand?  

I digress...when you’re too focused on generating the sale vs. generating a human connection, where the beginning of a lasting business relationship is, you’re not really building up to a quality interaction between you and the potential client.  You’re viewing every lead as a transaction, meaning you have only the money/profit that prospect represents on the brain.

I know, it is important to understand the monetary revenue value of client sales, but if you allow the idea of making a sale to be your sole focus (i.e. earned commission, money, revenue - call it what you want) you’re going to miss the opportunity to develop a lasting business relationship that can have a far bigger payout over time.

If you're frustrated that you’re not getting where you want with your lead generation, ask yourself if you’re forcing it.  Try something different.  Don't concentrate too much on just closing the sale and generating the revenue, really be interested in building a new, lasting client relationship that not only turns into a sale, but turns into long-term revenue.  Long-term revenue happens because you’ve built a solid business relationship and the client is excited about what you do, and will continue to be a client and refer others to you increasing the true revenue value over time of that one relationship.

Back to your generous giving to help kickstart relationships...

I’m not talking about giving away the farm here, but simple, subtle things that help your prospects know and understand that you genuinely want to help them succeed.  When you do that others, even if subconsciously, feel more inclined to reciprocate that kind of value.  That keeps you top-of-mind when they need the service you offer as well as when they connect with others who could benefit from the service you offer (i.e. referrals). Plus, it just opens the door to worthwhile connections that can lead to good things and lasting relationships.  

Here’s the rub:  you have to want to be helpful...you can’t fake this until you make it.  That approach will land you back in the “transaction” category.

What are you doing to build positive, long-lasting business relationships?

Feel free to email me responses or simply ponder those questions for your own benefit.

That’s it for now, until next time.  Thanks,  Nick Venturella, CPC Owner & Certified Professional Coach GrowLoop - coaching, design, digital marketing

Madison, WI