Wouldn’t life be great if people were to seek you out for you expertise? Or If they wanted your product badly enough to pay whatever it costs? People would be lined up, ready to pay you, sort of like a drive through window. If so, you really wouldn’t have to “sell.” You could just take orders. The situation would be something like this:
1. You could choose your clients / customers, rather than take what you can get.
2. You could command your price, rather than compete on price.
3. You could adjust your work schedule up or down, depending on the money you want to make, and the time you wish to devote to working.
4. You could focus on quality and results rather than “kill it and bill it.”
What if you could create more opportunities for interaction with your prospects without taxing your time or resorting to cold calls and volume selling? Would your sales efforts be more fruitful? What if you could create a system that brings customers to you rather than having to constantly hunt them down?
I call these interactions “touch points,” and they are like gold for building revenue.
To me, the ultimate goal is to get potential customers to seek you out, rather than selling outbound. The current buzz is “Inbound Marketing.” It’s sort of a misnomer, but the idea is fairly sound: create something that your prospects are interested in knowing, having, or learning more about, and provide opportunity for connection. (hint: that’s what I’m doing now. I’m trying to create a touch point connection with you by offering you some insights that I have learned over my years of marketing experience. If it’s valuable to you, you may be more interested in what I have to offer.)
The other day I watched a YouTube video on how to change a part on my car. The video was created by an online parts store, so I ordered the part from them. They are the experts, and they earned my business by giving away free and valuable information, and they made it easy to do.
You need to let people know that you are the best at what you do by providing something of value that proves it. That’s a touch point. Most often that comes in the form of information. For me, that valuable thing was a how-to video.
What value touch point can you give to your prospects free of charge, no strings attached? Once they are interested, how will you follow up on that? Create “inbound marketing” by being the best at what you do, and being confident enough to give something away. Your customers will trust you, respect you, and appreciate you. Now that’s an extra value meal!
If you need help figuring out your “value offer,” contact me. I’m here to help.