People don’t want to be sold.
As a matter of fact, being “sold” is uncomfortable for many. People don’t like getting sales calls. They don’t need a sales rep to tell them how to solve their problem. This is a far cry from years past when your slick salesperson comes in with the magic bullet to your problem. Those days are long gone.
Today the consumer has the world at their fingertips.
Think about this. When’s the last time you had a problem at home or at work? What did you do? Chances are you didn’t sit by the phone waiting for a sales rep to solve your problem. You went to the internet. Do you need a plumber? Search the internet, ask your Facebook friends or private message that guy you see on Instagram. Do you need a new vehicle? While some take an entire Saturday and go to every dealership in the community, however, most are doing the homework online before heading out. They arrive at the dealership already knowing the make, model, and price of the car they are looking for. Do you need accounting software at work? You Google the words “accounting software.” Consumers are more proactive than ever. They know where to find stuff, how to solve their own problems and before the sales rep gets on the phone with them, they already know what they want.
Pull vs. Push
Pull is when people come to you already interested. You’re creating pull when your marketing makes your phone ring. Traditional selling is a “push.” You are pushing the information to your most anyone and only a few are really interested. In today’s competitive business environment where every most industry is saturated, small businesses aren’t big enough to be seen in traditional areas like print and TV. This is why small businesses usually stay small and only a fraction of them grow into large companies. Larger companies have budgets to create pull through traditional methods. The internet has evened the playing field a bit. With the right internet marketing, people are making thousands of dollars a day from their basements.
Welcome to Sales v3.0.
The information age has dramatically changed the sales process forever. Now even the smallest of business can grow significantly with the right prospecting. You have to first know who your customer is, figure out which platforms they are on and pay to play. Stop cold calling and start getting in front of your prospect where they are looking for a solution to their problem–online. If you’re not there when they are looking, the chances are slim to none that you will get the business. Unless of course, you’re in the phone book and they still have one.
So what’s the answer to this dilemma?
As the marketplace changed and consumer buying processes morphed, more companies are using Evergreen funnels for leads, demand generation, and sales. What’s an Evergreen Funnel? Glad you asked! This is an online platform mapping out your customer journey, and moving them to a transaction. The best part of an Evergreen Funnel, you don’t do anything except deliver the service/product. The system is constantly selling on your behalf and populating ads/content to your prospects, generating interest, leads and eventually sales.
The funnel takes the prospect from general interest to discovery and eventually leads them to a transaction- but only if your product/service solves their problem. After all, there’s a lot of companies solving the same problems but like traditional sales, it’s timing, message, and price. Those are the elements that facilitate a transaction.
Ok, ok, some of you might be old school and say “I like talking to people!”
You don’t have to stop talking to your customers or your prospects! As a matter of fact, we say you should talk to people…but…..talk to people who are actually interested in what you have to offer. Evergreen Funnels will weed out people who aren’t really interested and you won’t waste your time.
Evergreen Funnels are equivalent to the cost of a part-time sales rep, but working 24/7 on your behalf. So what’s a funnel? This explains it pretty good. These online evergreen funnels use landing pages and email automation to continually communicate value and educate the prospect. If the prospect is truly interested, they will either contact you or better yet, buy something. You give your prospect the freedom to decide based on the value THEY see in you. It’s not forceful or pushy, it’s a natural progression from “I have a problem to solve.” to “I found a solution.”