Selling Made Easy Clare Whalley Meta4 Business Coaching
What we’ll cover • 7 Steps to a Successful Sale (p.50) – Your (potential) Customer Journey • Each Stage there’s actions! - Creating template emails - Getting your sales collateral in order - All important - following up
The 7 Steps… Today’s consumer has never been savvier – They do their research: online, checking websites, social media pages, reviews, getting 3 quotes, booking in free consultants and then comparing. As consumers we all like to feel we have made the best choice. So, let’s start by creating a clear process / outline of your (potentials) Customer Journey A sale starts here: You – The Seller The (potential) Client / Customer Step 1: Marketing Activity (show what I offer) Ooh look what they offer Step 2: Interest (create clear Call to Actions - CTA’s) I’ve spotted you; I want to find out more Step 3: Freebie Resources (sharing expertise) What would it be like to work with you? Step 4: Getting in Touch (Make it easy) What do they offer here? Step 5: Following Up (Care for your potential client) How do I feel? Do I want to take it further? Step 6: Arrange a Meeting/Consultation (create a clear next step) I want to know what I’m letting myself in for? Step 7: Close (Show them how you can solve their challenge) I want to know this is the right decision for me Each Step involves an action from you and the potential client, so let’s create a process. So it’s: ü Clear ü Consistent ü Easy to implement ü Easy to follow for both parties ü Timely ü Feels nurturing ü Helps you to feel in control
The 1 st 3 Steps… Action: Let’s spend some time creating a process for your customer journey. Shaping the actions that you want against each step. (see Meta4 Enquiry Process download) There can be many stages to a customer enquiry. Let’s help them to feel cared for at each stage. Step 1: Marketing Activity – (Module 4: Marketing in the Short Term.) Have you implemented the start of your marketing plan? Do you have an auto responder on your platforms with a CTA? Step 2: Interest: How do you handle this step? What do you want to find out about them? How quickly do you respond? Do you have an automated response if you’re away? In the meanwhile point them towards FAQ’s, Pre-Meeting Questions etc Action – Create a canned / template response to initial enquiries (you can amend slightly each time, but have an outline of what you want to 1) ask and 2) share) (Step 3: Tips / Resources – step not always necessary at this stage Do you have an email newsletter? Do you want to encourage them to sign up? Do you have any freebie resources? Do you want them to access them? Which can you share here?) Action – Develop a freebie resource / download with your I.C in mind – what would help to share your expertise and give them lots of value?
Steps 4-7… Step 4: Email / Call Response to a CTA Once you have found out their outlining issues in Step 2 be clear on the next steps – You want to find out more – they want to find out more. Action : Create a list of 5-6 questions you want to ask them prior to meeting. See Meta4’s Business Strategy Questions. Step 5: Follow up your initial chat over email or via the phone Action Create a canned response / template email with the next steps. E.G ‘Great to find out more, let’s arrange a time where we can really find out where you’re at and what you’re aiming to achieve… In the meanwhile take a look at answering these few questions which will help you *result* *result* *result. Let’s meet *include link to online diary* or give two options of times and dates….’ Step 6: Meeting / Consultation / Strategy Session (whatever you decide to call it) This is a time when you can find out more about them and vice versa and if you can work together. Outline the meeting. Listen to their needs / talk through their questions. Share your offering. Step 7 : Close Ask them which package they would be interested in if they were to go ahead? What questions to they have. Action : Create a follow up email for those who want to think about it. ‘Here’s what we talked about…’ ‘Summary of our meeting…’ and arrange a time to get in touch for a chat (usually within a week)
Next Steps: ● Get as clear as possible on your Customer Journey – the process from enquiry through to close ● Have a set of 5-6 questions that you ask and get answered prior to a 1 st meeting ● Get your collateral in place: - Success Stories - Outline of what you offer – a brochure or one page - Set up your canned responses – to an initial enquiry / arranging a meeting / ‘Thinking about it’ - follow up email - Freebie resource / download
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