Closing a sale is both an art and a science. As Mary Kay Ash wisely put it, the key is to make your potential customers feel important. This blog post aims to demystify the sales process and equip you with practical strategies to close deals effectively.

How to Set Up a Marketing Plan

Marketing is the bridge that connects your business with potential customers. It’s more than just advertising; it encompasses various strategies.

Step 1: Choose a Marketing Strategy

To begin the sales journey, select a marketing strategy that aligns with your personality and avatar’s needs. Options include internet marketing, co-marketing, strategic alliances, referrals, repeat business, networking, direct mail, broadcast advertising, telemarketing, and seminars.

Step 2: Develop 10 Tactics for Each Strategy

Create a matrix of 100 marketing tactics by outlining 10 ways to implement each chosen strategy. For instance, under referrals, consider asking clients for referrals, hosting special events, providing rewards, determining investment levels, requesting referrals through newsletters, ensuring a wow customer experience, and more.

Step 3: Test and Measure

Practical application is key. Test these tactics, measure results, and adjust accordingly. This step-by-step approach allows businesses to gather valuable data for informed decision-making.

Crafting Your Sales Process: A Customizable Blueprint for Success

Selling is an art, and every successful business knows the importance of a well-orchestrated sales process. Let’s delve into the intricacies of a sales process using a real-world example—ours. While this process has proven successful in converting leads to customers at a rate of 72%, it can be adapted for various businesses and products with a touch of “market research” to suit your unique needs.

Step 1: Define Your Target Market

Begin by identifying your ideal customer. Creating an Avatar, or a detailed representation of your target customer, helps in tailoring your approach. This initial step sets the stage for a more personalized and effective sales strategy.

Step 2: Execute Effective Marketing Activities

In our example, networking is the lead marketing activity. But whether you choose networking, content marketing, or social media engagement, the key is to connect with potential customers. The Directed Idle Chatter with Engagement (DICE) method is employed at networking events to initiate conversations. The focus here is on asking open-ended questions about the prospect’s business, engaging them in a meaningful dialogue.

Step 3: Initiate a Follow-Up

Upon identifying a potential lead at a networking event, the next step is to schedule a follow up. Our process uses a 20-minute strategy call called a Coach on Deck Call. This follow-up is crucial for maintaining momentum and demonstrating commitment. The goal is to keep the focus on the prospect and their business needs.

Step 4: Conduct the Follow Up Call

Assuming a positive response, the next step is to conduct the call. This call has a specific objective: to ask questions and determine if the prospect is a good fit for the services offered. Consistency in follow-ups builds trust and reinforces your commitment to the prospect.

Step 5: Engage the Prospect with a Questionnaire

Make the prospect actively participate in the process by sending them a questionnaire of some sort. This step ensures that the prospect is willing to invest time and effort into the sales process, a crucial factor in determining their commitment. You’ll also get more information about what your prospect is looking to solve, helping you create an ideal presentation.

Step 6: Confirm Receipt of Questionnaire

A simple phone call to confirm receipt of the questionnaire serves as another touchpoint in the process. Consistent communication demonstrates reliability and keeps the prospect engaged.

Step 7: Provide an Information Kit

This step is the only one focused on your business. Sending an Info Kit with marketing materials, testimonials, and customer lists activates the laws of influence, leveraging social proof and reciprocity to build credibility.

Step 8 to 11: Maintain Consistent Touchpoints

Steps 8 to 12 involve a series of touchpoints, for example

Confirmation call
Hand written Postcard confirming your meeting
Texting the details of the meeting to your prospect

Each touchpoint is strategically designed to keep the prospect moving through the decision-making process.

Step 12: Conduct Your Sales Meeting

Step 12 is your actual sales meeting. You’ll want this meeting tightly scripted and focused on assisting the prospect to convert to a purchaser. Focus on what their needs are, listen attentively, and ask engaging questions, and you’ll have the best chance to help them buy. Professional salespeople know that asking is better than telling in a sale meeting, so focus on asking them questions at least 80% of the time.

Step 13: Welcome Kit for New Clients

Once the prospect converts to a customer, the final step is to send a welcome kit. This not only marks the beginning of a fruitful partnership but also sets the tone for a positive customer experience.

Feel free to adapt and customize this blueprint to fit your business or product. The underlying principles of personalization, consistency, and effective communication are key to a successful sales process across diverse industries.

Conclusion:

In conclusion, closing a sale is not just about persuasion; it’s about building relationships and solving problems. By understanding your audience, implementing a sound marketing plan, and following a well-defined sales process, you can navigate the complexities of sales and drive your business toward success.

Remember, every sale is an opportunity to make a positive impact on your customer’s life, echoing Mary Kay Ash’s wisdom: “Make me feel important.”

How to Close a Sale: Your Comprehensive Guide