Why You Need to Capture Leads, Not Sales

If your goal is to generate passive income, then you might well be hoping to accomplish that by selling a product. This could be a product you’ve made, or it might be a product that you are promoting as an affiliate marketer. Either way, you’ll likely have set up a sales page, creating an ad campaign to send visitors there and then hopefully begun to rake in the profits!

The problem is that it can be tough trying to convince people who visit your page to buy. Your success in this endeavor comes down almost entirely to your conversions and the percentage of visitors that end up buying from you.

And to this end, many marketers will jump straight in with the hard sell. That means that they’ll heavily push all the positives of their product and try to get the visitor to click buy as soon as they get there.

This doesn’t tend to work. Although you probably want to make your sales process as simple and automated as possible, it’s absolutely essential that you don’t try to go straight in for the kill. Far more effective is to try to capture leads first instead. Here’s why.

Why Cold Sales Don’t Work

Just because you’re making money passively, that does not mean that you should be impatient about how you are collecting your sales.

If you try to convert your visitors as soon as they land on your page, then this is the equivalent of walking up to someone you like in a bar and asking them for their number, without saying hello or even introducing themselves first. Or it’s a little like walking up to someone in the street and offering to sell them a watch for $500. Would you be receptive to that sales technique?

Of course not! And the reason is that you know nothing about the person selling, you know nothing about the product and you have no reason to trust that what they’re offering is as good as they say it is.

If someone lands on your page and you try to sell to them right away, then they’ll think your site is essentially spam and they’ll be frustrated at the lack of value. Chances are they’ll leave.

How to Convert

So instead, talk to them about how they can get free information by signing up to your mailing list, or provide them with an article and then offer to share more through your Facebook.

Now you have the opportunity to build that relationship and to build trust and eventually, you’ll find that this puts you in a position where they are more likely to want to buy from you!

You might be wondering how this model is still passive. In fact, though, it still can be: there’s no reason you can’t use automated emails for example through an auto-responder. Or you can write a ton of blog posts and then schedule them to post over time.

You can still make your model passive. Just don’t go straight in for the kill!

How to Get Appointments Via Phone Calls: Five Tips for Sales Success

Most sales people dread making the number of calls necessary for sales success. Is it because the sales representatives do not know their product or service well enough? Do they have a fear of the unknown? It may very well be one of those reasons. However, the fear typically comes down to a lack of preparation before making the first sales call.

Here are five easy tips that will help in planning a sales call strategy in advance of dialing the phone. Using these can assure success in getting to the next step in the sales process, which is an appointment.

1. Practice what will be said to a prospect before calling. Do not let it sound like there is a lack of organization or that standard script is being read to them. It is okay to have reference notes as long as the sales representative does not sound like they are reading a script word-for-word. If done well, practicing will generate great conversations or voice mails that get call backs.

2. Be interesting! How? Quickly and efficiently, state the purpose of the call. This can be as simple as two or three benefits or a few statements of value for the product or service offering. The best way to communicate is by giving the prospect just enough information to compel them to ask for more information. If sales representatives randomly talk and just throw information at the prospect then they are more likely to reject the idea of a meeting.

3. Be easy to listen to. Use polite words such as “may I”, “please” and “thank you.” Use the name the prospect likes to be called by. Speak louder as it conveys authority. It is okay to talk a little faster as there is no body language interference. Be sure the words come out very clear. Also use “hello” instead of “hi.” If leaving a phone number on a voicemail, be sure to repeat it two times and slow down so the listener has time to write the number down without missing digits.

4. Use an alternate choice close when setting appointments by phone. Give the prospect an alternate choice when setting a meeting. For example, a good message might be “I know you are busy, so in your line of work are mornings or afternoons better for you?” The prospect will respond with a timeframe rather than saying “I don’t have time.” Use the alternate choice method again before hanging up by offering a choice between two dates and times for the meeting.

5. Make the gatekeeper an ally. If the initial contact is the gatekeeper and not the decision maker, it is vital to make them an ally. Gatekeepers are more inclined to make certain that the decision maker receives a phone message if they are treated with respect and not as a stepping stone. With a little imagination, create a compelling approach so that the gatekeeper will not only find interest, but that they will want to pass along the message. Obtain the gatekeeper’s name and when calling back again, ask for them. Build that relationship and watch how sales can soar.

Using the above tips, should produce more qualified appointments. An additional benefit is sales representatives may have more fun prospecting than they could ever imagine.

Overall, successful calls are made by seeking out the right prospect, expressing a sales advantage through the purpose of the call, and by creating a need for the prospect. If sales representatives can manage to accomplish this in a short phone call, then they can prepare for the next step in sealing the deal with an appointment.

Three Questions to Ask Before Becoming a Sales Manager

You’ve been a sales producer for a number of years and a sales management job opens up. You’ve consistently been the top-producing salesperson at the company, winning awards and accolades from upper management. You apply for the position of sales manager and earn the position based on your previous performance and great attitude.

But three months into your new position, you are asking yourself, “Did I make a mistake?”

Some of this regret can be attributed to a steep learning curve because the skills that sales managers need are different then those of a sales producer. Or, the regret may be that you’ve realized you made a wrong career choice.

Ask these questions and decide if you really want to become a sales manager.

1. Do you enjoy training and coaching? Teaching and training always looks like fun – and it is. It is also tedious, requiring endless patience as you conduct role plays and drill skills in order to elevate your team’s selling skills. Salespeople are like well-trained athletes. They have to run the plays over and over until they become second nature, enabling the salesperson to execute under stress. There is a saying, “Infinite patience produces immediate results.”

Instilling new habits and skills takes time, effort and patience. Do you have the patience to develop people?

2. How comfortable are you holding people accountable? As the sales leader, you must make sure your sales team is engaging in the right activities and number of activities needed to create a full sales pipeline. My philosophy is that a salesperson can always do the work because they control how much effort they’ll extend. If a salesperson isn’t doing the work, effective sales managers are willing to have a tough-love meeting.

They aren’t worried about being liked. Their concern is helping this individual achieve their full potential — or find a job where they can do so. A professional selling career isn’t for everyone.

3. Do you enjoy analyzing numbers and data? Sales managers are charged with analyzing sales forecasts, conversion rates and win-loss analysis, capturing trends and working through mounds of big data that needs to translate into relevant data. Wing-it sales management doesn’t work in a sales organization, so if analyzing data doesn’t rock your boat, then stay in the individual sales producer boat.

Everyone has a special set of talents.

Apply the EQ skill of emotional self-awareness, and ask yourself the tough questions to assess your strengths AND motivators before applying for that sales-management position. Companies need strong leaders and strong sales contributors.

Good Selling!