One direct response expert shares his experience and knowledge that will help you boost your sales.
The next excerpt is from Dan S. Kennedy’s book No B.S. Guide to Direct Response SOCIAL MEDIA . Buy it now from Amazon | Barnes & Noble | iTunes
Within their book, business coach and consultant Dan S. Kennedy and marketing strategist Kim Walsh-Phillips demonstrate how exactly to use direct response marketing principles on a number of social media platforms to operate a vehicle real results and profit. In this edited excerpt, the authors offer some smart tips for turning prospects into customers.
The most frequent failure for struggling companies isn’t product, place, price, or profitability. Their businesses basically work — they just collapse in terms of selling. That is something of a lost art and a newly disdained activity. People want to distribute proposals by email rather than getting in person to present them. They need an iPad on the wall within their store to do the task of a live, human demonstrator.
The worst of most selling failures comes if it is time to require specific action. Most advertising peters out and meekly ends, with out a clear and direct proactive approach. Folks are routinely permitted to wander around to get, look at merchandise, and leave empty-handed without ever being subjected to an organized, scripted sales presentation leading to a “close” as well as having their names and contact information captured for follow-up.
In social media, there’s a cultural idea, and a fear, about moving people prematurely or definitively to an offer and a proactive approach — only somewhat justified by the interference of the gods of Facebook, Twitter, LinkedIn, etc. The truth is, there’s no money made until somebody sells something, and damn little gets sold without somebody directly requesting the order.
A prospect is worthless without conversion. In the event that you aren’t actively turning your prospects into buyers, then you’re passing up on a whole lot of potential revenue. It might be like closing your flower shop that’s filled with red roses in inventory, your day before Valentine’s Day.
While there are various methods for you to convert a lead right into a sale, here’s how I’ve had the most success for our clients and firm:
Following up after a prospect who doesn’t convert means a lot more than just emailing them some additional sales messages. It needs answering their objectives and providing content to help expand nurture the relationship prior to making the sale.
In the event that you had an exercise event as well as your prospects didn’t convert, it doesn’t mean it’s a one-and-done deal. Whenever we held our Facebook Sales Funnel launch twelve months, almost 500 people watched videos one through four, but most of them didn’t convert until that they had attended a live follow-up webinar. Give your audience various ways to learn and purchase for the best ROI.
If your prospect entered your marketing funnel through an electronic channel, it doesn’t mean your conversation must stay there. Test taking your conversation offline to gauge whether that increases your conversion rate.
Through Facebook’s ad platform, you can target your email list by creating a Facebook Custom Audience. Leverage this plan by uploading your email list and creating messaging designed for those you targeted together with your sales messages, yet who didn’t convert, with a follow-up offer or new little bit of content.
This can be the most reliable, yet least often used approach to sales conversion — the nice ol’ follow-up call. Our clients who utilize telemarketing within their sales process achieve an improved ROI than those that don’t. Sure, there’s a period investment involved (this means more risk), but there’s always risk when you’re earn