This is a Quick Talk by Small Business Speaker and Consultant Nathaneal Mohr on how to position your marketing with prospects and past customers to increase the size of your sales, decrease returns and decrease buyers remorse while getting you a few more referrals.
Fixing your sales follow up
Just so you know, on this customer getting video we’re going to talk about how to create a follow up marketing sequence effectively with your prospects and with your customers so that…
they buy more often, they have less resistance to purchasing from you in the future, they refer you and your business to all their friends and family all those good things, ok?
Because the style of communication; it’s not necessarily that it’s changing in our marketing but we kind of have to become a little bit more effective, or at least integrating some of these ideas into our small business marketing is something that we’re noticing is significantly increasing our return on the actual marketing money’s spent.
Just in case you’re wondering what the beard is about, or what the scruff is about, my almost three year old daughter has been asking me to “put my beard back on, daddy!” So I went ahead and I’m putting my beard back on for her between now and my next live speaking event for another great group of small business owners.
When we think about our sales or marketing follow up communications, whether it be in person, one-on-one, or whether it be on the radio, or whether it be on your blog, or maybe even any level of social media, or any kind of communications, or on the phone, it doesn’t really matter, we want to go ahead and integrate a few important tips and ideas to increase our sales.
First off, I’m going to state kind of what seems to be kind of obvious in today’s world of sales, but as a small business speaker I just feel obligated to start at the beginning of this strategy.
Be genuine and to be yourself, and to be real, because people aren’t perfect; I’m not perfect, you’re not perfect, your customers aren’t perfect…no one is and people are actually in today’s world now starting to even connect more with the imperfections of who we are because your customers are tired of being sold to…they just want to buy from a small business they trust. So we want to go ahead and be real with our communications.
Secondly, we want to add some kind of truism to it that our customers can say, “Yes, that’s true.”
Now when we do that, it adds not only the value, and the real, what makes our communication real is, without sounding to “woo-woo”, the energy we put into our communication of being real.
The idea is.. if we state a truism, it kind of stacks that on top of the real. So their unconscious mind goes, “That person’s being real and what they’re saying is real.”
And then if you, on top of that, you added some kind of level of value, preferably something that they can perceive as emotionally valuable to your ideal customers or prospects.
If you can do that with your communications, what happens in their mind, kind of like unconsciously on a logical level, what they start to do is each time you communicate, it adds a little more validity to it; adds a little bit more truth and truism to it, so that way the tenth communication you have is more valuable than the fifth, and the fifth was more valuable than the third, because unconsciously it’s kind of like it puts them on a little bit of a “yes” set, of feeling value and also recognizing that you’re telling the truth. It’s a little bit more advanced than a “yes” set, but basically what will happen is eventually when you say, “hey go here and buy this,” or “go here and take this action,” they’ll immediately attach that this is real, this is truth, and also this is valuable. They attach those feelings to what you’re saying actually.
And when you do this and you get customers from that simple communication, that simple style of communication, what happens is your customer is much less likely to actually return a product.
The conversion actually per new customer, per lead actually seems to be much higher with our tests. And you’re much more likely to get a referral.
Now saying all of those things, make sure you lead correctly. And I’m making the assumption that if you’re watching this video, you’re going to do that that you’re going to lead and get someone to buy a product or service that’s of value.
Because in a side-by-side test, the actually marketing tip that I am speaking about works even with the same product; you’re going to have a much lower return rate, and a much higher conversion.
I hope you got value out of these marketing ideas for your small business. I hope you have a really great day today, and if we haven’t had a chance to connect yet feel free to reach out and say hello. Also, the biggest compliment that I can ever get, is that you share these videos with the people you care about, the people you believe would get value from them as well. Other than that, you have a really excellent day today and I do look forward to connecting with you soon.
