Bye, Doom and Gloom

Source: https://postfunnel.com/bye-doom-and-gloom/

After the year we’ve experienced, we could all use a break. Content about COVID and the current pandemic is everywhere, from ads and blogs to the news. While it’s important to stay informed about what’s going on around the world, most people are looking for some type of relief from the pandemic. That’s why more people are starting to seek out uplifting content online.

So, why not make your brand the one they turn to when they’re searching for some encouragement?

Here are ways you can help consumers press pause on their current worries and provide them with hopeful content during these uncertain times.

Become the best CRMer you can:
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How To: use loyalty data to power retention and reactivation
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Get inspired: great sports betting campaigns to follow

Post fun video content

Creating videos that your audience will laugh at or just find entertaining is a great way to give people a break from COVID. If you do a good enough job with the video, it might even go viral. Just think about John Krasinski’s YouTube show, “Some Good News,” that started during the pandemic and highlights positive things from around the world. It has more than 2.5 million subscribers now and was bought by ViacomCBS. People obviously want to see this type of content.

Video views continue to be on the rise, with YouTube.com seeing a 15-percent increase since Feb. 29 (on the website, not the app). Consumers are, for the most part, searching for upbeat, useful videos:

  • 48 percent are watching music-related content
  • 48 percent are watching entertainment videos
  • 33 percent are looking for comedy
  • 31 percent are checking out DIY videos
  • 28 percent are searching for cooking-related content

The research also shows 70 percent of consumers 18 to 28 years old are looking for entertainment content, compared to 48 percent of the general population. So, make sure your videos are appealing to this younger demographic.

Airbnb obviously was affected by the pandemic, but instead of focusing on the negative aspects, they created a heartwarming video featuring Airbnb Experiences hosts from across the world. It’s pretty clear this video is anything but serious with a title like, “#StayHome with a drag queen, chef or naughty sheep.”

What we like about this video content is that it doesn’t gloss over that the pandemic is here, but it gives people the chance to focus on the positives from the past few months. They show that the new normal (at least for the time being) can be hopeful and fun.

Besides posting your videos on your social media pages, you can also embed or link to them in your email campaigns, sending them to the targeted audience for the subject matter. For example, if you create a video featuring dogs, send them to your email segments that have pets. The more targeted the message, the better the chances are of them engaging and converting. Providing content that’s valuable to consumers shows you care about them, helping to improve brand loyalty.

Show the helpers

A pandemic has a way of bringing people together. OK, maybe not physically, but it has made a lot of people more empathetic to others. While that’s not true across the board, try to show your audience the silver lining to the current events. Like Mr. Rogers said, “Look for the helpers.”

Coca-Cola released a pair of campaigns, “For Everyone,” and “To the Human Race,” that feature the power of the human spirit. Even in hard times, there are people doing amazing things, and that’s exactly what they’re highlighting with these messages.

You can take a similar approach with your marketing content. Feature local first responders, teachers, or just regular people doing amazing things. You can even turn the campaign into a contest by asking for people to nominate others who are helping out in some way. Think of it as an “unsung hero” type of campaign. It’s a feel-good story that also helps humanize your brand.

Connect with consumers

Right now, might not be the best time for content that’s solely focused on selling people a product or service. Many are struggling financially, and even those who aren’t might have that type of content inappropriate at the moment. What you want to do is find a healthy balance of promoting what your brand does best, while showing you understand what people are going through.

That’s what IKEA is trying to do with their “Disconnect to reconnect with yourself” online content. The page features several product shots, along with blurbs like this one that shows how you can enjoy the simpler things if you forget about your phone for a while. While less screen time isn’t exactly new, it has become more important during a time when most of us are stuck at home.

IKEA tells customers they can improve their well-being if they take a step back from their devices, which could leave people feeling uplifted – and also checking out the brand’s products. Make your products or services part of the solution for consumers.

Tourism agencies have also taken a similar approach by showing consumers how they can safely get out of their homes.

9 Email Tactics Used by Smart Retailers

Be smart about content

There’s more than enough depressing content out there that can ruin anyone’s day, so use your campaigns to uplift your customers. Besides the examples above, here are a few more general rules to follow with creating marketing content during the pandemic:

  • Be hopeful, but not ignorant. It’s good – great, even – to create content that gives your audience some hope. However, make sure you don’t sugar coat how things are right now in the process.
  • Ensure text and images are socially responsible. You don’t want to show photos of large crowds or write content that isn’t appropriate right now, like saying, “work hand-in-hand,” or “get closer.”
  • Provide solutions. Show your audience how your brand can help them.

Every campaign shouldn’t be about making a sale, so focus your next one on creating hope and brand loyalty. That’s what will create a solid foundation for your audience, whether it’s their first interaction with you or their hundredth.

 

The post Bye, Doom and Gloom appeared first on Post Funnel.

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13 Tips to Ask for the Sale & That’ll Guarantee You a YES

Source: https://www.autogrow.co/how-to-ask-for-the-sale/

Do you remember that special someone who you wanted to make a move on?

Whether you wanted to text them, call them, or even date them—you simply wanted to act on it.

But the problem was you were too afraid of rejection. I mean, who isn’t, right?

So you didn’t really know how to make the move.

You didn’t know how to pop that question you wanted a “yes” to.

But one thing you were confident about: if you didn’t act, you would never know how they felt.

Well, the exact same thing happens when you close sales. If you don’t ask for the sale, you will never make the sale (duh!) 🙄.

So even when you’ve built rapport, your prospect knows how great your product or service is, and has shown some serious interest, you still have to pop the question before you can close the sale.

Otherwise, you may lose that lead forever.

That’s why I wrote this article: to teach you how to ask for the sale—because if you don’t, someone else will(!).

Today, I’m going to tell you:

  • The 13 proven tips for asking for the sale without being pushy or annoying.
  • The best tactics we’ve followed here at AutoGrow that’ll guarantee you a YES.
  • And all the steps to take before you actually pop the question.

Ready to ask for your well-deserved sale? All you need to do is start doing this…

In a rush? Want to download this article as a PDF so you can easily take action on it later? Click here to download this article as a PDF guide.

Tip #1 to Ask for the Sale: Qualify Your Leads & Weed Out the Ones That Will Likely Say No

Part of asking for the sale is to actually qualify your prospects first.

You see, a lot of the hard work behind asking for a sale comes from filtering out bad leads.

This process is nothing but weeding out leads that could likely aren’t going to be a fit for your products or service.

And then, the ones that are a good fit for whatever it is you’re selling are the ones you want to engage with and eventually ask for the sale.

You see, 57% of B2B companies say converting qualified leads into paying customers is a top priority according to MarketingSherpa.

Source

But when you qualify leads before getting on the call with them, asking for the sale virtually will be a lot easier.

And you already know that the best strategies for qualifying leads are:

  1. “Asking qualifying questions and asking the right qualifying questions
  2. Creating an engaging demo video
  3. Building an FAQ section into your sales page
  4. Surveying the leads that got away
  5. Setting a clear price point
  6. Being blunt about the basics
  7. Calling out the industries that are a good fit—and the ones that ain’t

By following these strategies, you’ll be able to qualify leads and filter out the bad ones before you even get on the phone.

And if your prospect doesn’t fit your ideal customer profile, then NEXT.

You shouldn’t waste your time getting on the phone or sending out further email outreach campaigns to people who won’t ever end up buying.

Ad since your time is precious…

Tip #2 to Ask for the Sale: Don’t Waste Your Time & Talk to the Decision-Maker or Whomever Has the Final Word

To actually get ready to effectively ask for the sale, you need to speak with the right person: the decision-maker.

So once you’ve qualified your leads and know you’ve already connected with the right prospects, it’s time to talk to the actual decision-maker.

Don’t waste your time talking to someone who doesn’t have the authority to close the deal.

Because most people who are in charge of closing sales are “trained” to say no or derail your proposal.

They’re trained to just listen to your pitch and then get back to their boss for a final say.

What’s problematic about this is that many times, these people aren’t going to “sell” your solution to those higher ups like they should.

And if you can actually get in front of that decision maker, you’re going to be much more likely to get their buy-in.

So instead, try closing the sale with the C-suite executive in charge…

…You know, the person who signs the checks and would say yes to your sales pitch without having to consult the decision with anyone else.

So make sure you’re not dealing with an entry-level person or assistant.

Ask to meet with the decision-maker to review your proposal before you even begin your virtual call or video call.

Tip #3 to Ask for the Sale: Don’t Be Afraid of Rejection & Be Confident—a “No” Is a Possibility

We’re naturally hard-wired to fear rejection. It’s only human.

But when you work in sales, you must overcome this fear. Because you’ll get rejected, laughed at, and/or ignored some times.

But I totally get it. It’s tough.

Especially in sales when someone laughs at your products—the ones you proudly created from scratch and expected everyone to love.

It’s hard to deal with rejection, yes, but not impossible.

And the first thing to do here is to be confident.

Confident about yourself and your product or service.

(You can even follow one of our proven-to-convert mind-hacks—boosting your self-image.)

If you built it from scratch, then you probably know perfectly how to sell your info product.

After all, no one will sell it better than you!

And if someone rejects it, that doesn’t mean they dislike you as a person.

If you hear a “no”, that means the buyer doesn’t need or want your product or service BUT don’t let that discourage you.

Instead, take it as a lesson.

How can you sell better? Were they even the right type of customer for your service? What kind of feedback did they give to help make your business stronger?

And don’t take rejection personally.

Even if a potential customer says “no”, that just means it’s time to move on to the next prospect.

And now that you’re confident and prepared for rejection, let’s be prepared for something else…

Tip #4 to Ask for the Sale: Be Prepared for Handling Any Sales Objections (Don’t Put That Sad Puppy Dog Face If You’re Rejected)

Ok so, you don’t only need to be mentally prepared for rejection.

You must also be prepared for any sales objection in general that your potential buyers might have.

But what does this mean?

This means that as perfect as your product or service is, your customers are still going to have objections to buying whatever it is you’re selling.

This happens no matter how refined your product is and how beneficial it may be.

People are still going to come up with reasons or excuses (valid or not valid) not to purchase your products or service.

In fact, Bit.ai found that a whopping 96% of your visitors simply aren’t ready to buy when they land on your website.

Source

And this happens specifically with high-ticket products and services.

Because people are going to be even more wary of investing large amounts of money in products they’re still unsure about.

That’s why I recommend being prepared to address and handle sales objections by following these sales strategies to close 481%+ more high-ticket sales.

For instance, these are the most common sales objections you could be forced to handle:

  1. “Your product/service is too expensive”
  2. “Now is not the right time for me to buy”
  3. “I need to check with other stakeholders”
  4. “I don’t think this will work for us”
  5. “We are going to go with x competitor instead”

And these are the best tactics to use to handle those objections:

  1. Take a breath before addressing objections
  2. Practice active listening
  3. Avoid monologuing and keep the flow going
  4. Respond to leads quickly
  5. Be persistent with your contacting
  6. Ask plenty of questions
  7. But don’t ask too many questions

Ok, now that you’re prepared to handle any sales objections, let’s talk about social proof.

Tip #5 to Ask for the Sale: Share Your Social Proof for Prospects’ Peace of Mind

Social proof is a salesperson’s most effective tactic for addressing sales objections and for setting the foundation before asking for the sale.

Social proof is any type of content that shows other people like your prospects have bought your products or services and that what you say about them is true.

That’s why we have social proof all over our website including our checkout pages.

For example, in this case study analyzed in our Proven Sales Conversion Pack, an eCommerce company added a testimonials widget directly below their add-to-cart button.

And the result was a 58% increase in sales (before is on the left, after on the right).

And here’s a company that used super-simple vanity stats in the form of social media followers to dramatically grow their leads and sales…

In this case, by simply adding a count for the number of Twitter followers (yes, Twitter followers) to the navigation bar of their site, the company’s conversion rate increased by 72%.

You see, none of your potential buyers want to feel “tricked” or waste their money or time on something they’re not 100% sure about.

And that’s where social proof comes in to “lubricate” a customer’s decision making.

Customers who want what you’re selling but are skeptical or afraid, naturally want some proof.

They want proof that you can provide the benefit you’re promising.

For instance, case studies, testimonials, vanity stats, and more will give your prospects some peace of mind.

However, pay extra special attention to case studies of buyers that were facing the same problem as your current prospect.

Using case studies can increase sales by 185%.

And this will help show that, yes, this product is in fact perfect for them.

We actually included an on-page (summarized) case study we used with the launch of our 6-Figure Sales Funnel Training on this info product’s landing page.

And although I didn’t AB test it, I knew this particular case study would have a positive impact and work well on our landing page.

I knew this because many of our customers of the training were marketing consultants / agencies, or even software agencies.

And it’s exactly why we have such a diverse range of industries in our clients.

See?

Tip #6 to Ask for the Sale: Listen to Your Potential Buyers’ Needs—Their Feedback Can Help You Improve Your Product or Service

The only way you can successfully get your prospects to buy is by figuring out who they are and what they want.

Now, the question is, how exactly do you do that when it comes to refining your sales pitch?

Well, one way is by actually taking a step back and listening to how you present it.

And this is actually one of the proven sales tips we at AutoGrow always follow.

For instance, Sales Hacker found that the bottom 20% of salespeople spent over 65% of conversations pitching their products.

But the top closers spent just over 40% pitching—the rest was spent listening to the customer.

Source

So this data shows that listeners are actually more successful in handling objections in sales and closing.

And on top of listening to your prospects, make sure you ask questions too.

In fact, Sales Hacker found that as sales reps asked more questions, their success rate actually rose too.

Source

But all that being said, you don’t want to ask too many questions either.

Sales Hacker actually found that after 11-14 targeted questions per call, the success rate of the sale will actually drop.

Source

And that’s because customers want to be treated like people, not just sales numbers.

And what your prospects have to say about your products or services can help you improve whatever it is you’re selling.

Because although they haven’t tried your products yet, user feedback can grow your sales by 71% (it’s happened to us).

Alright. It’s time now to know when exactly to ask for the sale.

Tip #7 to Ask for the Sale: Know When to Make the Move

Part of asking for the sale is knowing when to do it.

Not every single moment spent on your sales call will be a good moment for it.

Why?

Because the idea of a sales call is not just to close the sale but to evaluate if your product or service can and will solve a pressing problem for your prospects.

Thinking that every moment is the right time to ask for the sale is like thinking that you can close the sale with everyone.

So to find that perfect moment, suck up all the information you can from the prospect during the call.

The information you find may or may not seem directly relevant to your upcoming discussion, but it will give you the green light of when to ask for the sale.

So pay attention to the positive signs that your prospect gives you.

Tip #8 to Ask for the Sale: Don’t Wait for the Prospect to Make a Move

If you cannot, will not, or do not ask for the sale, guess what?

Someone else will!

So don’t wait for a miracle to happen. You gotta go for it.

Don’t wait for the prospect to actually tell you “Hey, it’s not necessary for me to listen to your sales pitch, I want to buy your products right now.”

Ideally, that would be the perfect scenario but it rarely happens 🙄.

So don’t wait for the potential customer to make a move. You do it first!

And when you do make the move and finally decide on asking for YOUR sale, avoid using negative words or phrases like “Unfortunately, no …” or “I’m sorry” that could scare off prospects.

Instead use these powerful words…

Tip #9 to Ask for the Sale: Use the Words That Sell

Let’s talk about some words that will boost your close rates and gain the trust of your prospects.

“Because”

Using this word is a great tip for closing sales.

In 2012, psychologist Ellen Langer conducted a study where an experimenter made a request to strangers using 1 of 3 different lines.

The second 2 lines included the word “because,” explaining why the request was made.

The first line without “because” only had a success rate of 60%. The second and third, both using the word “because,” had success rates of 93% and 94%.

Langer concluded that the simple addition of the word “because” was the key to getting strangers to comply with the request.

“Save” & “Free”

While “discount” may lower the value of a product in the prospects’ eyes, hearing about an opportunity to save money will reel them in.

Any opportunity to save money while solving a problem is something both new prospects and pre-existing clients want to hear about.

“Now”

Using the word “now” when talking about your product or service creates urgency.

“Now” belongs to a group of words and phrases that are called “Action Words”—terms that are particularly good at driving action in your buyers.

CoSchedule actually put together a list of their own action words which are ripe for writing clickable CTAs. Check them out below.

Source

Action words like “now” give a little push to your prospect to move forward.

By helping your prospect understand that you can solve their problem now, you’ll help them make a decision sooner rather than later.

And the longer they wait, the lower and lower your chances are of closing the deal.

Tip #10 to Ask for the Sale: Pitch Your Solution, Not Your Product or Service

Don’t go into long, drawn-out explanations of how your product or service solves any pain points or problems to your prospects.

Do it (explain how your product or service solves any problems) but be concise.

You see, the success you have in your sales isn’t as much about what you’re selling. It’s more about you and how you sell.

In fact, a recent study by Science Direct confirmed that sellers are more persuasive when they believe in what they’re selling.

And if your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

So you must focus your sales pitch on how your product or service solves a problem for your customers. Not the product per se.

When asking for the sale you must do this because prospects want to learn more about your company.

They want to hear why you’re superior to your competitors.

They want your product or service to be the solution they’ve been looking for.

And you’ll establish rapport and loyalty by educating your clients about the value of your products or service and how they simply help them solve a problem.

For instance, always remind your clients of the value your service adds to them.

Always highlight the benefits of signing up or partnering with your business.

After all, even a perfect pitch for a perfect product or service can be ruined by poor handling of your buyer’s interests.

Tip #11 to Ask for the Sale: Assume the Sale

Always assume the sale.

Even if prospects are hesitant to sign up for your service or buy your product, never assume they’ll say no.

Instead, intentionally assume that the prospect has already said yes to the sale.

If you change your underlying thoughts about a possible negative response, you’re bound to get better results.

This technique works really well because it comes off as being professional and confident (as long as you don’t beg for the sale).

All you need to do is not misunderstand your prospect’s attitude, behavior, or words.

In other words, just because their face expression seems to say “I’m not buying from you” that doesn’t really mean they won’t.

So the only assumption you should make is that they will say yes.

For this, you can ask them at the end of the call: “Do you know which package you’d like to sign up for today?”

See how professional and annoying-less it sounds?

Tip #12 to Ask for the Sale: Give an Incentive & Add Urgency(!)

The fear of missing out(FOMO) on something is almost 2X as powerful as the feeling of gaining something.

People are more willing to take a risk or act on an opportunity to avoid a loss.

And as a marketer, business owner, or salesperson, you can use that natural tendency to your advantage.

One of the 313 conversion rate case studies analyzed showed how a company grew their revenue by nearly 25% just by implementing scarcity messaging.

Here are 2 of their CTA boxes before the change…

And here they are after

By putting a hard date on the offer expiration, they saw a whopping 24.5% revenue growth.

So if you want to get more people to act on the product or service you’re pitching, give an incentive or add urgency to the prospect.

Tip #13 to Ask for the Sale: Congratulate Your Prospects Throughout the Process—Especially After Saying YES(!)

The same way you congratulate or thank prospects as they move down your funnel, you should do the same when you get on your virtual call with them.

Reassuring them and reinforcing the idea that they just took an important first step down your funnel is vital in nurturing the relationship with customers.

So go ahead and remind your customers and/or clients that they’ve just made a great choice by even considering listening to your pitch.

Conclusion

Download the “13 Tips to Ask for the Sale & That’ll Guarantee You a YES” so you won’t forget to take action on it later. Click here to download it now.

The idea of a sales call is not just to close the sale.

You’re looking to evaluate if your product or service can and will solve a recurring problem for your prospects.

That’s why asking for the sale is not just actually asking for the sale. It requires a series of steps or preparation in order to pop the question.

To review, here are the main points you learned with this article:

  • If you cannot, will not, or do not ask for the sale, someone else will!
  • A lot of the hard work behind asking for a sale comes from filtering out bad leads.
  • Don’t waste your time talking to someone who doesn’t have the authority to close the deal.
  • Know how to handle your prospects’ sales objections.
  • Even a perfect pitch for a perfect product or service can be ruined by poor handling of a buyer’s objections.
  • By listening to what your prospects have to say you can actually improve your products or services.
  • If your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

And now that you know that asking for the sale is about:

  • Understanding your target customer
  • Diagnosing their problem
  • Understanding if that problem matches well with your solution
  • And doing what is within your power to show the prospective customer “Hey, this could really help you, and here’s how”

…Tell me something, was this article helpful to you? Do you have any suggestions or tips to add for how to ask for the sale?

Let me know in the comments below.

Keep AutoGrowin’, stay focused.

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13 Tips to Ask for the Sale & That’ll Guarantee You a YES

Source: https://www.autogrow.co/how-to-ask-for-the-sale/

Do you remember that special someone who you wanted to make a move on?

Whether you wanted to text them, call them, or even date them—you simply wanted to act on it.

But the problem was you were too afraid of rejection. I mean, who isn’t, right?

So you didn’t really know how to make the move.

You didn’t know how to pop that question you wanted a “yes” to.

But one thing you were confident about: if you didn’t act, you would never know how they felt.

Well, the exact same thing happens when you close sales. If you don’t ask for the sale, you will never make the sale (duh!) 🙄.

So even when you’ve built rapport, your prospect knows how great your product or service is, and has shown some serious interest, you still have to pop the question before you can close the sale.

Otherwise, you may lose that lead forever.

That’s why I wrote this article: to teach you how to ask for the sale—because if you don’t, someone else will(!).

Today, I’m going to tell you:

  • The 13 proven tips for asking for the sale without being pushy or annoying.
  • The best tactics we’ve followed here at AutoGrow that’ll guarantee you a YES.
  • And all the steps to take before you actually pop the question.

Ready to ask for your well-deserved sale? All you need to do is start doing this…

In a rush? Want to download this article as a PDF so you can easily take action on it later? Click here to download this article as a PDF guide.

Tip #1 to Ask for the Sale: Qualify Your Leads & Weed Out the Ones That Will Likely Say No

Part of asking for the sale is to actually qualify your prospects first.

You see, a lot of the hard work behind asking for a sale comes from filtering out bad leads.

This process is nothing but weeding out leads that could likely aren’t going to be a fit for your products or service.

And then, the ones that are a good fit for whatever it is you’re selling are the ones you want to engage with and eventually ask for the sale.

You see, 57% of B2B companies say converting qualified leads into paying customers is a top priority according to MarketingSherpa.

Source

But when you qualify leads before getting on the call with them, asking for the sale virtually will be a lot easier.

And you already know that the best strategies for qualifying leads are:

  1. “Asking qualifying questions and asking the right qualifying questions
  2. Creating an engaging demo video
  3. Building an FAQ section into your sales page
  4. Surveying the leads that got away
  5. Setting a clear price point
  6. Being blunt about the basics
  7. Calling out the industries that are a good fit—and the ones that ain’t

By following these strategies, you’ll be able to qualify leads and filter out the bad ones before you even get on the phone.

And if your prospect doesn’t fit your ideal customer profile, then NEXT.

You shouldn’t waste your time getting on the phone or sending out further email outreach campaigns to people who won’t ever end up buying.

Ad since your time is precious…

Tip #2 to Ask for the Sale: Don’t Waste Your Time & Talk to the Decision-Maker or Whomever Has the Final Word

To actually get ready to effectively ask for the sale, you need to speak with the right person: the decision-maker.

So once you’ve qualified your leads and know you’ve already connected with the right prospects, it’s time to talk to the actual decision-maker.

Don’t waste your time talking to someone who doesn’t have the authority to close the deal.

Because most people who are in charge of closing sales are “trained” to say no or derail your proposal.

They’re trained to just listen to your pitch and then get back to their boss for a final say.

What’s problematic about this is that many times, these people aren’t going to “sell” your solution to those higher ups like they should.

And if you can actually get in front of that decision maker, you’re going to be much more likely to get their buy-in.

So instead, try closing the sale with the C-suite executive in charge…

…You know, the person who signs the checks and would say yes to your sales pitch without having to consult the decision with anyone else.

So make sure you’re not dealing with an entry-level person or assistant.

Ask to meet with the decision-maker to review your proposal before you even begin your virtual call or video call.

Tip #3 to Ask for the Sale: Don’t Be Afraid of Rejection & Be Confident—a “No” Is a Possibility

We’re naturally hard-wired to fear rejection. It’s only human.

But when you work in sales, you must overcome this fear. Because you’ll get rejected, laughed at, and/or ignored some times.

But I totally get it. It’s tough.

Especially in sales when someone laughs at your products—the ones you proudly created from scratch and expected everyone to love.

It’s hard to deal with rejection, yes, but not impossible.

And the first thing to do here is to be confident.

Confident about yourself and your product or service.

(You can even follow one of our proven-to-convert mind-hacks—boosting your self-image.)

If you built it from scratch, then you probably know perfectly how to sell your info product.

After all, no one will sell it better than you!

And if someone rejects it, that doesn’t mean they dislike you as a person.

If you hear a “no”, that means the buyer doesn’t need or want your product or service BUT don’t let that discourage you.

Instead, take it as a lesson.

How can you sell better? Were they even the right type of customer for your service? What kind of feedback did they give to help make your business stronger?

And don’t take rejection personally.

Even if a potential customer says “no”, that just means it’s time to move on to the next prospect.

And now that you’re confident and prepared for rejection, let’s be prepared for something else…

Tip #4 to Ask for the Sale: Be Prepared for Handling Any Sales Objections (Don’t Put That Sad Puppy Dog Face If You’re Rejected)

Ok so, you don’t only need to be mentally prepared for rejection.

You must also be prepared for any sales objection in general that your potential buyers might have.

But what does this mean?

This means that as perfect as your product or service is, your customers are still going to have objections to buying whatever it is you’re selling.

This happens no matter how refined your product is and how beneficial it may be.

People are still going to come up with reasons or excuses (valid or not valid) not to purchase your products or service.

In fact, Bit.ai found that a whopping 96% of your visitors simply aren’t ready to buy when they land on your website.

Source

And this happens specifically with high-ticket products and services.

Because people are going to be even more wary of investing large amounts of money in products they’re still unsure about.

That’s why I recommend being prepared to address and handle sales objections by following these sales strategies to close 481%+ more high-ticket sales.

For instance, these are the most common sales objections you could be forced to handle:

  1. “Your product/service is too expensive”
  2. “Now is not the right time for me to buy”
  3. “I need to check with other stakeholders”
  4. “I don’t think this will work for us”
  5. “We are going to go with x competitor instead”

And these are the best tactics to use to handle those objections:

  1. Take a breath before addressing objections
  2. Practice active listening
  3. Avoid monologuing and keep the flow going
  4. Respond to leads quickly
  5. Be persistent with your contacting
  6. Ask plenty of questions
  7. But don’t ask too many questions

Ok, now that you’re prepared to handle any sales objections, let’s talk about social proof.

Tip #5 to Ask for the Sale: Share Your Social Proof for Prospects’ Peace of Mind

Social proof is a salesperson’s most effective tactic for addressing sales objections and for setting the foundation before asking for the sale.

Social proof is any type of content that shows other people like your prospects have bought your products or services and that what you say about them is true.

That’s why we have social proof all over our website including our checkout pages.

For example, in this case study analyzed in our Proven Sales Conversion Pack, an eCommerce company added a testimonials widget directly below their add-to-cart button.

And the result was a 58% increase in sales (before is on the left, after on the right).

And here’s a company that used super-simple vanity stats in the form of social media followers to dramatically grow their leads and sales…

In this case, by simply adding a count for the number of Twitter followers (yes, Twitter followers) to the navigation bar of their site, the company’s conversion rate increased by 72%.

You see, none of your potential buyers want to feel “tricked” or waste their money or time on something they’re not 100% sure about.

And that’s where social proof comes in to “lubricate” a customer’s decision making.

Customers who want what you’re selling but are skeptical or afraid, naturally want some proof.

They want proof that you can provide the benefit you’re promising.

For instance, case studies, testimonials, vanity stats, and more will give your prospects some peace of mind.

However, pay extra special attention to case studies of buyers that were facing the same problem as your current prospect.

Using case studies can increase sales by 185%.

And this will help show that, yes, this product is in fact perfect for them.

We actually included an on-page (summarized) case study we used with the launch of our 6-Figure Sales Funnel Training on this info product’s landing page.

And although I didn’t AB test it, I knew this particular case study would have a positive impact and work well on our landing page.

I knew this because many of our customers of the training were marketing consultants / agencies, or even software agencies.

And it’s exactly why we have such a diverse range of industries in our clients.

See?

Tip #6 to Ask for the Sale: Listen to Your Potential Buyers’ Needs—Their Feedback Can Help You Improve Your Product or Service

The only way you can successfully get your prospects to buy is by figuring out who they are and what they want.

Now, the question is, how exactly do you do that when it comes to refining your sales pitch?

Well, one way is by actually taking a step back and listening to how you present it.

And this is actually one of the proven sales tips we at AutoGrow always follow.

For instance, Sales Hacker found that the bottom 20% of salespeople spent over 65% of conversations pitching their products.

But the top closers spent just over 40% pitching—the rest was spent listening to the customer.

Source

So this data shows that listeners are actually more successful in handling objections in sales and closing.

And on top of listening to your prospects, make sure you ask questions too.

In fact, Sales Hacker found that as sales reps asked more questions, their success rate actually rose too.

Source

But all that being said, you don’t want to ask too many questions either.

Sales Hacker actually found that after 11-14 targeted questions per call, the success rate of the sale will actually drop.

Source

And that’s because customers want to be treated like people, not just sales numbers.

And what your prospects have to say about your products or services can help you improve whatever it is you’re selling.

Because although they haven’t tried your products yet, user feedback can grow your sales by 71% (it’s happened to us).

Alright. It’s time now to know when exactly to ask for the sale.

Tip #7 to Ask for the Sale: Know When to Make the Move

Part of asking for the sale is knowing when to do it.

Not every single moment spent on your sales call will be a good moment for it.

Why?

Because the idea of a sales call is not just to close the sale but to evaluate if your product or service can and will solve a pressing problem for your prospects.

Thinking that every moment is the right time to ask for the sale is like thinking that you can close the sale with everyone.

So to find that perfect moment, suck up all the information you can from the prospect during the call.

The information you find may or may not seem directly relevant to your upcoming discussion, but it will give you the green light of when to ask for the sale.

So pay attention to the positive signs that your prospect gives you.

Tip #8 to Ask for the Sale: Don’t Wait for the Prospect to Make a Move

If you cannot, will not, or do not ask for the sale, guess what?

Someone else will!

So don’t wait for a miracle to happen. You gotta go for it.

Don’t wait for the prospect to actually tell you “Hey, it’s not necessary for me to listen to your sales pitch, I want to buy your products right now.”

Ideally, that would be the perfect scenario but it rarely happens 🙄.

So don’t wait for the potential customer to make a move. You do it first!

And when you do make the move and finally decide on asking for YOUR sale, avoid using negative words or phrases like “Unfortunately, no …” or “I’m sorry” that could scare off prospects.

Instead use these powerful words…

Tip #9 to Ask for the Sale: Use the Words That Sell

Let’s talk about some words that will boost your close rates and gain the trust of your prospects.

“Because”

Using this word is a great tip for closing sales.

In 2012, psychologist Ellen Langer conducted a study where an experimenter made a request to strangers using 1 of 3 different lines.

The second 2 lines included the word “because,” explaining why the request was made.

The first line without “because” only had a success rate of 60%. The second and third, both using the word “because,” had success rates of 93% and 94%.

Langer concluded that the simple addition of the word “because” was the key to getting strangers to comply with the request.

“Save” & “Free”

While “discount” may lower the value of a product in the prospects’ eyes, hearing about an opportunity to save money will reel them in.

Any opportunity to save money while solving a problem is something both new prospects and pre-existing clients want to hear about.

“Now”

Using the word “now” when talking about your product or service creates urgency.

“Now” belongs to a group of words and phrases that are called “Action Words”—terms that are particularly good at driving action in your buyers.

CoSchedule actually put together a list of their own action words which are ripe for writing clickable CTAs. Check them out below.

Source

Action words like “now” give a little push to your prospect to move forward.

By helping your prospect understand that you can solve their problem now, you’ll help them make a decision sooner rather than later.

And the longer they wait, the lower and lower your chances are of closing the deal.

Tip #10 to Ask for the Sale: Pitch Your Solution, Not Your Product or Service

Don’t go into long, drawn-out explanations of how your product or service solves any pain points or problems to your prospects.

Do it (explain how your product or service solves any problems) but be concise.

You see, the success you have in your sales isn’t as much about what you’re selling. It’s more about you and how you sell.

In fact, a recent study by Science Direct confirmed that sellers are more persuasive when they believe in what they’re selling.

And if your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

So you must focus your sales pitch on how your product or service solves a problem for your customers. Not the product per se.

When asking for the sale you must do this because prospects want to learn more about your company.

They want to hear why you’re superior to your competitors.

They want your product or service to be the solution they’ve been looking for.

And you’ll establish rapport and loyalty by educating your clients about the value of your products or service and how they simply help them solve a problem.

For instance, always remind your clients of the value your service adds to them.

Always highlight the benefits of signing up or partnering with your business.

After all, even a perfect pitch for a perfect product or service can be ruined by poor handling of your buyer’s interests.

Tip #11 to Ask for the Sale: Assume the Sale

Always assume the sale.

Even if prospects are hesitant to sign up for your service or buy your product, never assume they’ll say no.

Instead, intentionally assume that the prospect has already said yes to the sale.

If you change your underlying thoughts about a possible negative response, you’re bound to get better results.

This technique works really well because it comes off as being professional and confident (as long as you don’t beg for the sale).

All you need to do is not misunderstand your prospect’s attitude, behavior, or words.

In other words, just because their face expression seems to say “I’m not buying from you” that doesn’t really mean they won’t.

So the only assumption you should make is that they will say yes.

For this, you can ask them at the end of the call: “Do you know which package you’d like to sign up for today?”

See how professional and annoying-less it sounds?

Tip #12 to Ask for the Sale: Give an Incentive & Add Urgency(!)

The fear of missing out(FOMO) on something is almost 2X as powerful as the feeling of gaining something.

People are more willing to take a risk or act on an opportunity to avoid a loss.

And as a marketer, business owner, or salesperson, you can use that natural tendency to your advantage.

One of the 313 conversion rate case studies analyzed showed how a company grew their revenue by nearly 25% just by implementing scarcity messaging.

Here are 2 of their CTA boxes before the change…

And here they are after

By putting a hard date on the offer expiration, they saw a whopping 24.5% revenue growth.

So if you want to get more people to act on the product or service you’re pitching, give an incentive or add urgency to the prospect.

Tip #13 to Ask for the Sale: Congratulate Your Prospects Throughout the Process—Especially After Saying YES(!)

The same way you congratulate or thank prospects as they move down your funnel, you should do the same when you get on your virtual call with them.

Reassuring them and reinforcing the idea that they just took an important first step down your funnel is vital in nurturing the relationship with customers.

So go ahead and remind your customers and/or clients that they’ve just made a great choice by even considering listening to your pitch.

Conclusion

Download the “13 Tips to Ask for the Sale & That’ll Guarantee You a YES” so you won’t forget to take action on it later. Click here to download it now.

The idea of a sales call is not just to close the sale.

You’re looking to evaluate if your product or service can and will solve a recurring problem for your prospects.

That’s why asking for the sale is not just actually asking for the sale. It requires a series of steps or preparation in order to pop the question.

To review, here are the main points you learned with this article:

  • If you cannot, will not, or do not ask for the sale, someone else will!
  • A lot of the hard work behind asking for a sale comes from filtering out bad leads.
  • Don’t waste your time talking to someone who doesn’t have the authority to close the deal.
  • Know how to handle your prospects’ sales objections.
  • Even a perfect pitch for a perfect product or service can be ruined by poor handling of a buyer’s objections.
  • By listening to what your prospects have to say you can actually improve your products or services.
  • If your product or service doesn’t solve a problem or fulfill a need for your prospects, then it’s not a sustainable option.

And now that you know that asking for the sale is about:

  • Understanding your target customer
  • Diagnosing their problem
  • Understanding if that problem matches well with your solution
  • And doing what is within your power to show the prospective customer “Hey, this could really help you, and here’s how”

…Tell me something, was this article helpful to you? Do you have any suggestions or tips to add for how to ask for the sale?

Let me know in the comments below.

Keep AutoGrowin’, stay focused.

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15 Sales Rapport Building Tactics to Turn Leads Into Buyers

Source: https://www.autogrow.co/sales-rapport-building-tactics/

How are you?

You: I’m good, how are you?

I’m doing great, thanks. How was your day?

You: It was good, thanks….

…Isn’t that the most boring conversation you and anyone else could possibly ever have? 😒

Zero emotion. Zero empathy. Zero connection.

A plain boring call like that has zero impact on prospects and it’s exactly where you’re probably leaking money.

You see, your prospects won’t want to buy your products or service if you make them go through such a boring call. Even if your products or services are the greatest ever.

So instead of establishing rapport and nurturing the relationship with prospects, you’re basically scaring them away.

But luckily, there are plenty of ways to help you close more sales.

One of them is building rapport with prospects.

But how do you do that?

Well, today I’m going to tell you:

  • The 15 sales rapport building tactics that’ll turn your leads into paying customers.
  • Why you should ditch the impersonal, boring, non-empathetic type of conversations with prospects.
  • And how by injecting emotion to your calls, establishing rapport, and nurturing your relationship with prospects, they’ll likely end up BUYING.

Ready to start building rapport with prospects? All it takes is starting with this basic thing…

In a rush? Want to download this article as a PDF so you can easily take action on it later? Click here to download this article as a PDF guide.

 

 

Tactic #1 for Sales Rapport Building: Know Your “Stuff” & Show How It Works—This Will Show Intelligence

Curiosity, intelligence, and an agile mind are the biggest predictors of sales success according to Harvard Business Review.

And by showing your prospects in your sales calls that you really know your products or service, you’ll be simply showing them you’re smart.

And if you show them intelligence, you’ll establish rapport with your prospects.

You see, more than half of prospects want to know how a product works on the first sales call according to HubSpot.

It’s exactly why we have a demo video of how our service works right on our homepage.

To answer any possible question our leads might have about how delegating their digital marketing tasks to us really works.

People who visit your website or get on a call with you want to learn everything about the product or service they’re considering buying.

And if you don’t have all the answers, you’re going to look foolish. And you’re going to end up losing the sale too.

For instance, if you explain your value proposition, your products, your company—everything your prospects need to know, you’ll be demonstrating intelligence.

And that my friend is the first step to sales rapport building!

Now let’s head to tactic #2.

Tactic #2 for Sales Rapport Building: Provide a 5-Star Customer Service

Companies that are customer experience-driven earn 4-8% higher revenue than the rest of their industries according to Bain, a global consultancy.

And 84% of companies that work to improve their customer experience have reported an increase in their revenue according to PR Newswire.

On top of that, brands with superior customer experience bring in 5.7 times more revenue than competitors that lag in customer experience according to the Retail Customer Experience.

That’s because superior customer service experience is what pretty much any human being expects from a service or company they’re doing business with.

It’s no wonder why we all look to stay at 5-star hotels. Not in 2-star review Airbnbs.

In other words, according to the State of Global Customer Service report, 96% of respondents say customer service is important in their choice of loyalty to a brand.

For instance, if you’re looking to build rapport with your potential customers or clients, provide excellent customer service.

Prospects will seek to partner with a business with great customer service.

Simple, right?

Now let’s jump to the next tactic…

Tactic #3 for Sales Rapport Building: Use Your Listening Skills to Understand Your Prospects’ Needs

Did you know that according to HubSpot, 69% of buyers want sales pros to simply listen to their needs?

It’s very simple. Prospects want to feel heard and understood.

They want to know they’re not talking to a robot or an artificial intelligence-powered device (like Alexa or Google Home).

Prospects want to get clear answers to their questions and want to talk to someone who can listen to them—they don’t want to just listen to a salesperson.

In fact, 70% of the customer’s journey is based on how they feel they are being treated according to McKinsey.

For instance, this is a proven tip on how to ask for the sale that will guarantee you a YES.

On top of that, top closers spend just over 40% of the time pitching and the rest of the time listening to the customer.

Source

A smart move you gotta make in order to start your sales rapport building with prospects!

For instance, don’t be like the 20% of salespeople who spend over 65% of the call pitching their products according to Sales Hacker.

Instead, use your listening skills to show prospects you care about them and their needs.

And if you need proven tips to convert even the most frugal lead, then as HubSpot reports, the top way to create a positive sales experience is to listen to your prospects’ needs.

Because the best way to get people interested in your products or services is to show interest in them first.

And speaking of interest, let’s review the next tactic…

Tactic #4 for Sales Rapport Building: Listen to What Prospects Have to Say About Your Product or Service

Bragging about your products or services isn’t going to help you close a sale.

Nope.

Your prospects aren’t looking for your product or service just because someone told them to or because they think it’s fun.

Potential buyers have real problems and pain points.

And they need your products or service to solve those problems so their lives can get better.

But what’s really going to help you close a sale and improve your products or service is actually what prospects have to say about them.

For instance, take feedback to heart—it’s what we do all the time with our clients.

In fact, user feedback grew our sales by 71% in the past.

So then and only then, when you take the time to truly understand your prospects’ needs and listen to their feedback, you’ll be able to put yourself in their shoes.

And by putting yourself in their shoes you’ll be able to add more value to your prospects’ lives and perfect whatever it is you’re selling.

You’re following me, right?

Awesome, let’s continue…

Tactic #5 for Sales Rapport Building: Be Respectful & Make Prospects Feel Comfortable

Did you know that according to HubSpot, more than 40% of salespeople say that prospecting is the most difficult part of the sales process?

I can see why…

But certainly, to build rapport, you need to put your prospects first.

Your sales call is about them, not about you.

It’s about what they need and want.

For instance, make them feel comfortable during the whole sales process.

Especially when they’re on the phone learning more about your products or service.

Because once they get on a call with you, they’re basically on board with the idea of potentially buying your products or service.

So be super receptive and make them feel good from the very beginning of the sales process.

In fact, the best salespeople build rapport early on in their sales calls according to Gong.

Source

And sales reps who can switch between introverted and extroverted modes outperform both introverts and extroverts by 24% to 32% according to Forbes.

So for this, be nice.

Try to look for things you have in common with them and try to play to that.

And since you’ve already established good rapport since the beginning of the call, they’ll likely respond favorably to your sales pitch.

Although this sales rapport building tactic may seem obvious, it’s often missed.

Most people don’t realize that by simply being late to the call or not having all the paperwork ready—you’re showing disrespect.

In fact, 73% of consumers say that valuing their time is the most important thing a company can do when providing customer service according to Groove.

For instance, respect prospects’ time, keep the tone professional, and if they end up not buying, don’t be upset at them.

And by the way, pay attention to their body language, sense their tone, and listen carefully to their words.

All these could be important indicators of how much the client is ready to share or if they’re trying to express any discomfort.

Tactic #6 for Sales Rapport Building: Be Responsive & Provide Immediate Answers

Who doesn’t like immediate attention or responsiveness from anyone?

90% of customers say that immediate responses (10 minutes or less) when they have a question is very important according to HubSpot.

Your prospects feel the same way.

Their time is as precious as yours.

73% of consumers say that valuing their time is the most important thing a company can do when providing customer service according to Groove.

For instance, don’t keep them waiting for an answer.

In fact, according to HubSpot, 33% of customers get frustrated by having to wait on hold. And 33% get upset by having to repeat themselves to multiple support reps.

If they ask you for more information or have a specific question, make sure to address them as soon as you can.

And if you don’t have the answer right off the bat, let them know you’ll be looking for the solution so their expectations are in the right place.

Tactic #7 for Sales Rapport Building: Know How to Handle All Sales Objections

If you don’t know how to overcome objections in sales, your prospects won’t realize that what you’re selling is exactly what they’ve been looking for.

The long awaited solution to all of their problems!

So when you get on a call with potential clients or customers, be prepared and know how to handle sales objections.

Only then, you’ll be able to build rapport with prospects and nurture the relationship.

Because knowing exactly what to say to things like:

  • “Your product/service is too expensive”
  • “Now is not the right time for me to buy”
  • “I need to check with other stakeholders”
  • “I don’t think this will work for us”
  • “We are going to go with x competitor instead”

…Will let you start closing more high-ticket sales.

Not having all the answers right off the bat may make you feel like that sale is going to slip away forever.

Tactic #8 for Sales Rapport Building: Put Your Script Down for a Second & Empathize With Prospects (This Shows Kindness…)

According to Salesforce, 80% of customers say the experience a company provides is as important as its products and services.

This means prospects are looking not only to buy a great product or service. They’re also looking to go through an exceptional sales process experience.

And the same way you improve your candidates’ experience through your hiring funnel, you must optimize your prospects’ journey through your sales process too.

And for doing that there’s no better way than to empathize with prospects.

So put yourself in their shoes. Put down your sales script for a second. Listen to what they have to say in order for you to provide an excellent customer experience.

In fact, data from Gong shows the more time that was spent on rapport-building on sales calls, the greater the closing ratio.

Source

Being empathetic and showing that you care will show kindness to prospects. And this will make the experience through the sales process a lot more pleasant.

Because by using empathy to build rapport, you humanize the customer experience and nurture the relationship.

So be authentic, honest, and collaborative to ultimately provide an excellent customer experience!

Tactic #9 for Sales Rapport Building: Don’t Talk Bad About Your Competition—It Can Leave a Bad Impression

As tempting as it may be to try to destroy your competition during your sales call, this can leave a bad impression on prospects.

Why?

Because they know you’re just trying to take advantage and brainwash them to make them like you.

But guess what?

Your prospects can draw their own comparisons between you and your competition.

So don’t try to force the sale by talking bad about your competition. Don’t try to make it a negative sale.

Simple enough, right?

Tactic #10 for Sales Rapport Building: Always Thank Prospects—This Will Show Kindness

This one is pretty self-explanatory.

The same way you thank prospects as they move down your sales funnel, you must do the same with prospects.

Even if you don’t end up closing the sale, make sure to thank them for their time, their interest, and for their consideration.

By simply thanking prospects, you’ll be standing out from the competition.

Tactic #11 for Sales Rapport Building: Be Helpful & Competent

This tactic for sales rapport building is nothing but being helpful and diligent to prospects.

If they have a question, answer it.

If they need to watch a demo video, share it with them immediately.

If they’re having trouble accessing your website, fix the issue.

A great customer experience comes down to making your prospects’ experience more pleasant and easier.

And probably the best way to destroy the rapport you’ve already built is to be incompetent.

No potential customer or client will trust you if you’re not helpful or competent.

So make sure you’re properly trained before getting in that call with your prospect.

Tactic #12 for Sales Rapport Building: Provide Prospects With Next Steps to Take If They Decide to Buy

As 2 of the Laws of Sales Funnel Physics teaches you, you gotta add clarity and reduce friction in order to close more sales.

The Law of Clarity says that before people become interested and decide to buy your product or service, they must first understand what it is.

And the Law of Friction says that the easier you can make the experience for a potential buyer, the more likely he/she will buy.

So what are all these sales funnel physics laws telling you?

They’re telling you to be clear about whatever it is you’re selling.

They’re telling you to provide prospects with all the needed information about your product or service.

And they’re telling you to explain beforehand what are the next steps to take after purchase.

Also, reduce friction.

Don’t make prospects’ buying decisions difficult to make.

Eliminate any unnecessary steps, forms, or anything that can scare away your lead.

Tactic #13 for Sales Rapport Building: Give Incentives to Motivate Them

A little bribe can do wonders for establishing rapport.

You see, when you offer prospects an incentive, you’re encouraging them and motivating them to take the next step.

And that next step, of course, is to buy!

For instance, offer them a bonus, a discount—anything that can help speed up the buying decision.

After all, prospects are the ones deciding on buying or not. Not you.

Tactic #14 for Sales Rapport Building: Don’t Lie (Prospects Can Know If You’re Being Fake)

Be authentic.

Don’t try too hard to impress your prospects because they’ll notice if you’re not being genuine.

For instance, don’t lie about your products or service’s features.

Show them how much value they’ll get from buying from you.

Explain to them all of your products or service’s benefits and features without lying about it.

After all, they’ll find out if you lied to them if they try your product and don’t see some of the features you promised it would have.

Tactic #15 for Sales Rapport Building: Add Emotion to the Conversation

Even if you’re speaking on the phone with a lead, you can still add emotion to the conversation.

How?

By being passionate while you talk.

The same way you enthusiastically tell a story to a friend on the phone, you should inject that same emotion to your calls with prospects.

Make them feel enthusiastic and excited about your products or service.

Don’t start a cliche, boring conversation (like the one at the start of this article).

Use your body language even when prospects can’t see you.

So be confident. Use your hands while you talk. Laugh.

Do all of the same things you would do if the person on the phone was sitting right in front of you.

Conclusion

Download the “15 Sales Rapport Building Tactics to Turn Leads Into Buyers” so you won’t forget to take action on it later. Click here to download it now.

See how easy it is to build rapport with prospects and get them to finally buy your products or services?

To review, these are the main points I went through in this article:

  • The importance of ditching the impersonal, boring, non-empathetic type of conversations with prospects.
  • How you should inject emotion to your calls to establish rapport.
  • Showing intelligence (that you know your products or service) is the biggest predictor of sales success.
  • Businesses with superior customer experiences bring in more revenue.
  • Buyers want sales pros to listen to their needs.
  • What’s really going to help you close a sale and improve your products or service is what prospects have to say about them.
  • Add clarity and reduce friction (make the buying process easy for prospects).
  • Be competent, helpful, and authentic.

If you apply all of these tactics, I guarantee you’ll get prospects to definitely like you and BOOM, you’ll have created your sales rapport building!

Now tell me something, what’s the most challenging part of establishing rapport with prospects? Are there any tactics you have tried to close more sales?

Let me know in the comments below.

Keep AutoGrowin’, stay focused.

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An Updated Look At Zoom Webinars

Source: http://feedproxy.google.com/~r/TheWebinarBlog/~3/rhBqiu4DCHc/thewebinarblog~An-Updated-Look-At-Zoom-Webinars.html

Zoom has become ubiquitous over the last several months of global work from home operations. Has Zoom’s widespread adoption as a peer-to-peer conferencing tool led to greater use of Zoom Webinars for presentation-oriented events? I can’t find any hard data to answer the question, but it certainly feels that way. After years of almost no interest in Zoom Webinars from my clients, I now see frequent requests for that platform.

This has given me the opportunity to revisit my early impressions of Zoom Webinars from three years ago. Has the product matured? Have they incorporated design improvements learned from years of practical application in the field?

In certain specific areas, I’m pleased to say yes. Typed Chat and Q&A functions work more intuitively these days. Reports are no longer jumbled together into one big worksheet with sections that don’t match up under consistent column headers. So hooray for that!

But in other ways, I remain frustrated with the technology. The webinar-specific product still reflects a lack of clear intentional design. You can tell that functionality has been added in a piecemeal fashion, without attention to logical groupings or workflow efficiency. It makes the product more difficult than it should be to learn and use properly.

The main strength of Zoom Webinars is the strength of Zoom Meetings…. The participant experience is smooth, uncluttered, and to repeat a phrase you hear a lot when people talk about Zoom: “It just works.” It’s easy to join a webinar, easy to turn on your webcam and microphone, easy to share a screen. Screen sharing and video camera performance is very good. Part of that is inherent in the performance advantages of an installed client over a browser-based solution. Part of it comes from the fact that this was the design goal of Zoom from its founding.

The problem areas are mostly seen by administrators and hosts working behind the scenes. Few of the issues are actual bugs… It’s mostly a case of things just being frustratingly restrictive, inflexible, confusing, or poorly designed.

I’ll start with a situation I ran into with one of my early webinars in Zoom. My client wanted to use Breakout Rooms in their event. It turns out that Breakout Rooms are not available in webinars… They are only enabled in meetings. This is a pity, as the functionality is perfect for controlled sessions with presenter and attendee roles. The bigger problem is finding that limitation.

The online help documentation for Breakout Rooms mentions meetings, but that term is loosely applied across different help articles in the Zoom universe. Sometimes it means “Zoom Meetings only” and sometimes it means “Zoom sessions – Meetings and Webinars.” Nowhere in the article does it mention that the feature doesn’t work in webinars. Nor does the restriction show up in the section on “Limitations.” I had to search the documentation library for “Meeting and webinar comparison,” which included a table of features. Then I had to look down the Webinar column to look for features that have an N/A listed. By scrolling through the long list, I could find that Webinars do not support reaction emojis, file transfer, and breakout rooms. Now I know, but it’s one of those learning curve issues that could definitely be improved.

Webinar setup and customization leaves room for improvement as well. Take setting up a custom registration page as one example. You can enter custom registration questions that get added to the page. But once they have been added, you can only add new questions at the end of the existing list. There is no ability to change the order of your custom questions or insert a new one in the middle of the list. I had tons of fun when my client asked me to add “Other” as an optional text box after our first custom question. I had to delete everything below it and then type them all in again, one after the other. Not a calamity, but time consuming and irritating.

Email customization is rudimentary at best. You can cancel registration for attendees and you can set an option for canceled people to receive a notification email. But you can’t customize any part of the email they receive. Registration confirmation emails allow you to slip in two text blocks in designated places in Zoom’s otherwise strictly formatted message body. The upper text block throws away preceding or trailing blank lines, and jams the custom text against the surrounding Zoom template text. The lower text block always adds preceding and trailing blank lines.

Follow up emails are another highly restrictive design area. You can schedule a follow up to go out up to 7 days after the event. If you miss that window, you are out of luck… There is no way to send anything. And if you want to change the Reply-To name or email for your follow up emails after the event? Forget it. There is also no way to see a preview of your email while editing, and the system will only email a preview to the designated account host.

Recording and reporting remain areas where Zoom would benefit from a design review in both Meetings and Webinars. It’s almost impossible to predict where webcam video will end up in a recording based on whether it goes to the cloud or a local computer, how many presenters have cameras on, and other factors I still haven’t figured out! If you show a poll in your webinar and share the results in the session, the results display does not end up in the recording. In reports, Webinars lack the feature to consolidate multiple records per participant that Meeting reports have as an option. This means you get a row every time a person leaves and rejoins the webinar (or more commonly, has a brief internet drop that isn’t even noticeable to them during the session).

I’ll close this by mentioning a big problem at the moment. Widespread adoption has placed an overwhelming support workload on the Zoom customer support team. Three years ago I wrote about how impressed I was with my ability to quickly reach a knowledgeable support rep through online chat at almost any time. Throw that comment right out the window. The standard “Pro” paid account now receives low priority responses by email whenever they get around to it.

I asked a tech question during the pandemic and received a reply four months later. And the person who replied did not understand the area of functionality I needed help with. He simply gave me a link to a page listing the difference between a Zoom Webinar and a Zoom Meeting. I finally asked if he could escalate my request to a supervisor or more senior rep. I received no response… He simply stopped sending emails. After another month, I received a reply from someone else in the tech department who understood what I was asking. I mentioned this to colleagues and they told me that they had seen similar delays of 3-4 months before receiving replies to support questions. But one of my contacts said that after upgrading his Zoom account to a higher-priced business license, he received rapid responses to questions. So it looks like they may be prioritizing those accounts. This can be a real problem for webinar hosts… If something is going wrong, we need a way to get help that doesn’t involve waiting for months.

My final analysis? Sure, you can use Zoom Webinars. The in-session performance is good and both guest speakers and attendees are likely to be familiar with the basic operations. As a webinar host, you’re going to have to resign yourself to some things being confusing, some things not offering the flexibility you might have hoped for, and some things taking more time and manual effort than you would like.

Three years ago I closed my review with this sentence: “It’s not that it needs more features… It just needs some hardcore use case analysis and refinement of existing functionality to make it more intuitive and flexible for webinar administrators and presenters.”

That seems like a reasonable way to end this review as well.

 

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Ads We Loved: The Travis Meal, TikTok, and the Unfinished Billboard

Source: https://postfunnel.com/ads-we-loved-the-travis-meal-tiktok-and-the-unfinished-billboard/

Welcome to our second monthly “ads we loved” article.

A month ago, we focused mainly on corona/recession-related ads, and said we hoped to be able to bring you more upbeat things in September.

And while the corona and economic crises are still very much a thing, we are standing by our original intention.

And after you finish watching the ads here, go check out our other series:

  • Recent podcast episodes marketers need to listen to
  • 7 commandments of CRM analysis (we got a new leader!)
  • Smart CRM takes from our partners
  • The loyalty series (that is now a free ebook)

1. ARE YOU READY FOR SOME FOOTBALL?

ESPN’s hype video is more moving than anything else. We think it’s appropriate. We’re not crying. You are.

2. Federer on a Roof

Let’s stay with sports for a moment.

Remember this video of two girls playing tennis on rooftops in Italy, that went viral back when the country was ravaged by the coronavirus?

Barilla thought it was a good idea to take things up a notch. They were right.

3. Put your hands together!

Looking for a job right now is even less pleasant than usually. Coming up with innovative ideas for billboard ads might be difficult as well. Interesting Development solved both problems with one unique campaign for Vita Coco, asking aspiring designers to finish their ad – so that they could hire whoever does it best.

“We didn’t want this to be a contest, or to be a crowdsourced call for free work,” Interesting Development creative chief Paul Caiozzo told Muse by Clio, “People are struggling enough without making our ads for free,” he says. “We were hoping that in addition to helping out recent creative grads, this would allow a more diverse group of people to apply. Maybe people who didn’t have the resources to put together a fancy portfolio but still had amazing talent. Which could be revealed in them doing anything they wanted with the green screen board.”

4. Open for business

One of Coca Cola’s #OpenLikeNeverBefore campaign’s latest versions – the one specially made for the Middle East – got more than 2.5 million views. It’s the most of the series.

But we still think the original one is great. Regardless of what some nasty comments online say.

5. Keep your friends closer

Google is now prioritizing local businesses with new ad tools. Which is fantastic.

The tv spot that goes along with the launch is showing just how fantastic this initiative is.

6. In Da House!

TikTok is staying on American soil, as you’ve read on the news. Thus begins the long journey of sustaining its position as a cultural phenom, and not a passing thing.

Here’s ispot.tv’s description this tv spot: “As Curtis Roach raps about his boredom at home, TikTokers around the world showcase their own boredom. From stacking cups to baby reveals, the creators have found a variety of creative ways to keep themselves entertained. To hold the boredom at bay there will be dancing, ping pong balls, roller skating and much more. TikTok says that if something is in culture, it began on TikTok.”

7. I want to be like Travis

The Travis Scott meal at McDonalds became the biggest thing in burgers since sliced buns.

But still, this ad – with more than 3.3 million views on YT:

Mostly just reminded us of Little Penny (and Chris Rock, obvs)

8. Kings of the house

And we’ll let you off with this: How do you get the biggest footballers to wear your shirt without paying them millions of dollars?

Burger King and Stevenage FC (who?) with the answer:

And the best thing about it? It’s not some small brand with limited marketing budgets that came up with this idea. To teach us that creativity and innovation can still come from money.

 

Keep Your First-Time Customers Coming Back

 

 

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