Warning: This is How You Get Customers to Act Now

Sales Funnel Series, Part 3

Think of that guy you see on your daily routine.  You develop a relationship with a stranger.

This is the process your customer goes through.  First, they Acknowledge you, then they connect (a relationship is made), then they are willing to try what you do.  That is, they have enough trust to spend money with you. 

A:  Acknowledge

C: Connect

T: Trust/ Try

Research from over 2,000 customers showing how far companies must go to please (or alienate) customers. *

Customer-centered marketing (aim at the customer) >> Customer-first marketing (elevate the customer).

Your customers today are:

• modern empowered customers
• people looking for personalization
• those that value efficiency

The number 1 reason people were satisfied customers is: “I consistently have good experiences with it.”

The number 1 reason people were unsatisfied customers is: “The company does not put my needs and wants above its own business goals.”

The key to getting your customers to act is to show empathy.

You are already doing this. You show empathy throughout the day, meaning you know what they are going through.  The thoughts, feelings, or attitudes of others.

There is not another group of people on the planet that can match the level of empathy of smart, ambitious women.

“You can have everything in life you want, if you will just help enough other people get what they want.”  — Zig Ziglar, Secrets of Closing the Sale, 1984

The steps to showing empathy & getting your customer to act are:

1.  Make the Connection

• Starting to get them to act is starting a conversation.
• Make it genuine.
• Be right there with your customer.

2.  Speak their language

• Big companies have brand ambassadors.  You are your own ambassador.
• This is the long-game.  Building trust takes time.  
• Speak to your customer in her moment.  (Think the woman on the bus at day's end.  She's not stupid.  She's tired.)

3.  Be Orginal.  Be true.  Be You.

• Don’t put anything you out there you wouldn’t want shown on the Times Square Billboard to be shown.
• They may copy your graphics, color & design…they can’t copy YOU.  You are the secret weapon.
• Share what’s going on in your journey.  Really connect.

4.  Remember, It’s not about you. Make it about them.

• Find ways to make it an easy convenient sale.  Example: great reminders come through Instagram.  Show the story of how you got where you are/ created your product/ get through the process of ideas...
• Think, what else?  What else does my customer want with this?Example:  Selling a product…add a sample of the companion product.
• Make it easy to buy. Have the next step in the process there for them.  Example: Amazon as a search engine.  You can find it, click, and do nothing with credit card info because they’ve saved it there for you.

5.  We're all busy. Time is of the essence.

• At the end of the day, we all need deadlines.
• Set a deadline and stick with it. (No one takes you seriously until you do.)
• Add some sort of bonus with your purchase if you act now.
• Follow up. Sometimes people get distracted.

6.  You + Your product is an irresistible team!

• This is the biggest truth I want all smart, ambitious women to understand:  People aren’t buying the product, they are buying you.  They trust you.  You already have people who trust you- let them have your best.
• Confidence comes when you take action.  Start.  Ask.  And move forward.

7.  Ask:  will you _____?

• Some less-effective business coaches tell you, “The next thing to do is…” as you walk customers through the steps of the purchase.  NO.
• Have some class.  Treat them like you want to be treated.
• Start invite with, “Will you ______ ?”

8.  Show them what to do next.

• Don't assume they know. (Don't give them a fish!)  Think of this podcast.  I take the ir phones from their hands, show them where the podast app is, put in the show title or my name and click subscribe.
• Tell them, “Great!  Do this next…”
• Thank them directly.
• Take them to the next step.

Social Media Steps to Get them to Act

Consider opportunities like this for social media:

1. Ask a question.  Something that can be used a conversation starter.
2. Set a timer for 5 minutes and follow the hashtag rabbit hole. Like & connect.  How do you start convos?  Use a question.  Here’s the key:  when the timer is up, you are done.
3. Serve others in social media. (this the modern, empowered customer era) Answer questions.  Share info.
4. Offer to help 1:1.  

Real Life Steps to Take so Customers Spot You

The best way to get customers to act.

The process is: See > Serve > Share > Stay Steady :

1. See:  they see me, I see them.
2. Serve:  help them somehow.
3. Share: tell them what you do and why.
4. Stay Steady:  If they say no- you do not change how you treat them.  This is where many smart, ambitious women fail in the Sales Funnel.

So, How Do You Quickly Get Started with Your Solid Sales Funnel?

• Take one step and start moving forward.
• Next time I'm going to show you how to do even more and get your customers to start talking about you.
• You have big work to do. I love showing you how to simplify the steps so you are working smarter instead of harder.

If you have questions, are looking for even more insight, you can send me an email at: amy@thinkenriched.com.

* Resource:  https://www.marketingsherpa.com/

How to Quickly Get Started with Your Solid Sales Funnel

This is part 1 in the series on Sales Funnels.  

The old school vs. new school sales funnels.  

Too many terms, not enough tactics.

Attract Your Customers With a Nibble

You are leading them on a journey. In a world bombarded with noise, it doesn't help to give someone the full feast of what you offer.

It's appetizer education now. Give them a nibble.  

Your customers are too busy with all the incoming messages, a nibble is all they need. 

Think of Costco runs on Saturday afternoons.   Those sample stations are at nearly every turn. Smell good? Have a nibble. "Do you like it?  They are located right around this corner and are sale today!"

It Starts When Customers Spot You. Here's How the Big Companies Do This.

Companies pay millions of dollars so that you can spot them. A few examples are:

• Movie/ television sets are paid by companies to have their products on camera. Think of cereals, etc.
• Sponsorships of teams and organizations in the community. Banners out on left field, on the walls of the high school, etc.
• Celebrities holding a can of Pepsi.
• Billboards across the globe. Thank you, Coke.
• Times Square flashing lights.
• YouTube ads: before you can watch some videos you have the 5-second mandatory ad. 
• Streaming videos: services have mandatory commercial breaks within the shows.

You, Smart, Ambitious Woman, Are Already in Sales. And You're Good at it.

We make sales too complicated. You are a salesperson, you may not have realized that.

I'm on a mission to help smart, ambitious women make sales simple & a natural part of daily life.

Because you are already in sales. The process of making a sale is convincing someone to act.  You do this every day when you:

• Remind your child to make their bed so they can get to school on time. 
• Get the family out the door on time so you're not late again.
• Help a co-worker pass that certification with study notes/ practices so she can get a raise.
• Give someone a reason why they should join the volunteer organization, or plan the company picnic, or do something extra so they can put it on their resume.
• Negotiate the purchase price of an item so you save money and they still get a commission.

We'll go into the power of sales more down the road, recognize that you are an excellent salesperson already.

How to Make it Easy For Your Customers Spot You

Your sales funnel is your strategy. You implement the tactics.  This is why there are so many in business who give you the strategy and sale the tactics.  

So now to the tactics to start your sales funnel so your customers spot you easily.

But first, know your customer.  You must know who you are looking to draw into your sales funnel.  If you're not sure about that, I've got an entire worksheet dedicated to your perfectly delighted customer in the show notes. 

The secret?  Make it a part of everyday life. Use what you've got, girl. 

A few ideas that come to mind are:

• If you are a natural encourager, encourage your customer.
• If you are funny, be funny in your placement.
• If you are out a lot, be the person with your product.

You are putting your message/ product/ad out in the world. [Note: Do not do all of these at once.  Start with one and do this consistently for a month. Then look at adding another. Don't be concerned it's not enough, people will start to notice. You are laying the foundation for your powerful sales funnel here.]

Social Media Steps so Customers Spot You

Consider opportunities like this for social media:

1. Make a consistent post. At a minimum, post twice a week, you could post daily. (10 words or less is ideal for graphics.)
2. Tell a funny story in your life. Pull that story back to your product or service.
3. Show pictures of your life in daily use on how the product works.
4. Ask a question.  Something that can be used a conversation starter.
5. Share the good news! If your product, someone in your organization has an article or post, share that and explain why this is important.
6. Send congratulations!  When someone else succeeds doing something that you are happy for or talks about your product or service, bring up in the feed.  
7. Video posts. This will take more time and planning but should be on your radar. 

Real Life Steps to Take so Customers Spot You

Life doesn't happen only online. The best way to allow your customers to spot your product is when they spot you.

Think of it this way:

1. You are your product. When customers choose to buy, they choose you.
2. They notice you when they trust you.
3. Dress like a professional. 
4. Smile with confidence. (You can watch Amy Cuddy's TED Talk here.)
5. Listen. Listen 3:1 ratio. People instinctively trust the listeners.
6. Don't push.  Say less about your product or business, a casual mention is sometimes more powerful than a full-scale business presentation at the kids' soccer game.
7. Share a sample, if someone shows interest.  Remember this is the world of appetizer education, so give them a nibble.

So, How Do You Quickly Get Started with Your Solid Sales Funnel?

Take one step and start moving forward.

Next time I'm going to show you how to do even more and get your customers to act.

You have big work to do. I love showing you how to simplify the steps so you are working smarter instead of harder.

If you have questions, are looking for even more insight, you can send me an email at: amy@thinkenriched.com.

The next few episodes, we're going to take each step, each component, and really go into that, how you can make that work for your business, how it's going to happen, and put the pieces together. By the end of the next few episodes, you will have your own kind of sales funnel to get your marketing going for your people.

The question really comes down to is where are your next customers?

You know they're out there. You know they're people can benefit from what you have to offer. Not just the product or service, but from you as a person.

It all comes down to this. You need a sales funnel.

It's some jargon marketing sales talk just to relate the customer experience.

I learned about sales funnels in a marriage and family relations class in college.

Smart sales funnels take the entire population and guide the person through the experience and keeps them not only to become a first time buyer, a customer.

Examples of sales funnels you see daily.

Define the Terms of a Sales Funnel

Make it a snack

Email in your sales funnel

Hey Smart, Ambitious Woman, You Good?

Speak the Lingo:

Here's a term we should all know:  netiquette.

Yes, it's really a word, meaning, the etiquette of the Internet; polite online behavior : 

netiquette. (n.d.). The Dictionary of American Slang. Retrieved October 12, 2017 from Dictionary.com website http://www.dictionary.com/browse/netiquette

5 Easy Ways You Beat Stress Right Now

I see you. I hear you. You are busy.  You are serving.

Components of life:

• Family
• Faith
• Finances
• Fitness
• Friends 
• Feed running

That's running on normal autopilot.  What happens when that is overpowered by something else?

How can you take care of yourself while you are taking care of so many?

Try a couple.  When you find yourself in that moment, there's a lot going on and you just need a break, take your 5-minutes. Because we need you.  We need you GOOD.

• Have a drink of water. Your stress, headaches, muscle aches and more could simply be that you are dehydrated.
• Take a bathroom break. Your body responds to your mind. 
• Listen & dance to one thing that makes you feel AMAZING. 
• Have a laugh. Really laugh. (Go to YouTube. Search for your favorite comedian. This is a great place to find a quick break. I really laughed at Oprah and Ellen talk about going to the bank.
• Make list. Right now. Write it down. Get it out of your mind.
• Call somebody. (Yes, you can fit a 5- minute call in.) They might think it’s weird. Tell them to listen to this podcast.
• Breathe. Inhale. You can’t always exhale. (Brene Brown shares the story in Braving the Wilderness.)
• Try a 5-minute meditation.  Find them for free on YouTube or other podcasts.

Books every smart, ambitious woman should read.

I read in the car.

In today's list, I'll share with you the book and why you need to take it in.  Then you can decide which order to read them.

The Deeper Path by Kary Oberbrunner

This book, The Deeper Path, profoundly impacted my life.  I have given away multiple copies to friends.

You should read this because: like all of us, you have a tendency to hide your failures and pain. You can either work through toil and suffering, or you can work to create your OPUS, your masterpiece. This book takes a profound look at how to take your pain, the scary room in your heart, and all of who you are to create your OPUS.  

Essentialism by Greg McKeown

If there is one thing every smart, ambitious woman understands, it is that there is not enough time to get it all done. But where do you decide to cut something off?  Essentialism helps you navigate that space.

You should read because: not only have you found yourself stretched too thin... you, smart, ambitious woman, have definitely felt completely overworked and unfulfilled. The substance of the book is made of 3 questions we have discussed, specifically: 

• What is the core mindset of an Essentialist?
• How can I discern the trivial many from the vital few?
• How can I make doing the vital things almost effortless?

Braving the Wilderness by Brene Brown

What a powerful read this one was.  I was laughing out loud and crying at times by the sheer rawness of Brene Brown's honesty.  Braving the Wilderness touches on some important issues we must address.

We have forgotten how to communicate with one another, and how to just be with one another. The final chapter, Strong Back. Soft Front. Wild Heart. had me in absolute tears.  

You should read because: you understand what it means to be everywhere and nowhere at the same time.  You have so many listening to you and depending on you, that you must know how to speak truth and be civil. And, oh, smart, ambitious women need a place to hold hands with strangers.

You are a Badass at Making Money by Jen Sincero

Note: she is a bit crass for some readers and listeners.  It's part of her charm and adds to her perspective. You've been warned. Most people have no idea what their mindset of wealth is.  Jen Sincero breaks it down in a very plain, easy to understand steps.  At the end of every chapter she shares a "Suggested Money Mantra (say it, write it, feel it, own it)"

Most people have no idea what their mindset of wealth is.  Jen Sincero breaks it down in her easy to understand steps.  In You are a Badass at Making Money, at the end of every chapter she shares a "Suggested Money Mantra (say it, write it, feel it, own it)"

You should read because: you need to know what is holding you back from making money.  You will know how to tap into your natural ability to grow wealth. And she is highly entertaining!

QBQ! The Question Behind the Question by John G. Miller

In a world eager to point the blame, personal accountability is rare. 

John G. Miller shares his insight in QBQ, why each of us needs to accept personal accountability with wisdom and integrity.

You should read because: he gives you the structure on how to ask the right questions.  The QBQ method allows you to look at yourself and see if you are behaving and asking questions as a leader or as a victim.