Tweet me and the road to the sale
Social networking is a phenomenon that was quite unexpected. It has taken the digital world by storm and transformed the way information is disseminated. Everyone is still scrambling to try and figure out how to capitalise on it. Real time Win or Loose your reputation in a matter of seconds without ever seeing the party in person is too much brand capital to risk.
Connectivity is the answer. Real time answers. Someone has to be constantly updating any thread that has activity. A social network agent for lack of a better word.
ABC's - Always be closing. I know it sounds aggressive. How do you ask for the business without offending someone. Timing, earning the right to ask. Giving information to get information. One step at a time. They are there looking for answers. Answers to the question you asked in the beginning. Why do they need you? Spend enough time building value and collecting information creates commitment. How do you do this digitally. By creating a system that keeps them captivated.
Sales has been the same since time began. Whether it is steps 1 to 8 or steps 1to 24.You have to do them in order or you will probably not get the sale. People buy when value exceeds cost.
1. Meet and Greet
2. Needs Assessment
3. Product Selection
4. Trial Close
5. Presentation
6. Demonstration
7. Trial Close
8. Cost Presentation
9. Close