I spent a day with two HVAC company owners. Harry the Anxious Hare is closing barely 10% of his online leads. Ted the Radio Tortoise’s telephone team is closing more than 60%.
Looking to close more sales? Try magic… Every great magic trick consists of three parts or acts. Like all great magicians, the power of your sales presentation is in the setup. Let’s take a peek behind the curtain.
My curiosity first peaked when I heard the phrase, “in any organization, culture eats strategy for lunch”. After 3 years of research on the subject following the scientific method, I’ve constructed and tested a hypothesis that I believe to be true.
Finders are your hunters. They take a surgical approach to finding the right prospects that need their specific solution. Minders are your nurturers. They take great satisfaction in caring for those that they know and have built a relationship with.
Did you know that your customers are only ever considering 6 elements of your product or service? Ever!!! And did you know that only 2.5 of those 6 things matter most to them?
The best way to drive exponential traffic to your front door is to stop targeting your advertising to the 7% of today’s buyers and start bonding with the 68% of all buyers.
As a Sales Operations Specialist, I am the first person to say that I am not a marketer. What I can say with 100% conviction is that a relational buyer is a way easier person to close.