The Secret Steps and Action it Takes to Win the New Buyer

In order to get the full benefit of this post, you gotta read the first part. Click here.

How do you, as a salesperson, win the sale? How do you win the new prospect? Delivering the best product or service is now a given. These are the answers I promised you

The secret to winning the new buyer, creating first sales and ongoing business is going BEYOND your product or service offering:

Know what your product or service does AFTER the customer takes ownership, and talk about it.
Use (video) voice of customer as proof.
Know your product and your competitors products better than your consumers do, and be the expert at helping, asking, and informing. This should not be new. Youve always needed to know more than your prospect, but now your customers are more informed, and you must be one notch MORE informed.
WRITE and POST. Be the expert online, not just in-person. Contribute to LinkedIn groups, comment on blogs, create a personal social reputation and brand.
Find out where your prospects hang out – what kind of associations and networking groups theyre part of. And dont just join them, get involved. Youre probably going to meet more similar types of people in those associations that have similar problems that you can solve. Let people see you as a leader, not just a joiner.
Balance your time between research, social media listening and responding, making online connections, and networking and prospecting via emails and phone calls.
Maintain the relationship with consistent value messaging, and thereby stay top-of-mind for both new customers and repeat business.
Create genuine attraction and interest through value messaging, and use promotional (sales-based) articles and offerings sparingly. Only offer promotional stuff 20% of the time, or when theyre further down the sales pipeline with your value offerings.
The success key is to offer value-based content thats educational, helpful and/or inspiring- content that your consumer, customer, or prospective customer cares about or needs – the remaining 80% of the time. For example, my followers want to know how to make more sales, so I offer a free ebook on new strategies to increase sales – Its called Jens Top Ten for Sales Zen and you can find this resource here.
Build loyal relationships with existing customers so you can earn referrals.
GIVE a referral. Bring someone to the table who may give your customer business. Once you become their partner instead of their vendor, youll win their respect, their loyalty, and earn their referral.
COFFEE IS NOT JUST FOR CLOSERS, ITS FOR RELATIONSHIPS. Have coffee with a client or prospect every morning or make it a breakfast – bring someone of value to them.

Note: Cold calling is not on the list. Cold calling may have worked in 1972 (and even 2002), but its now a distraction and an annoyance to the person receiving the call. If you have ever received a cold call you know exactly what Im talking about! THINK ABOUT IT: How quickly do you hang up on, or ignore, or delete, a cold caller?

Dont WASTE time cold calling on the phone (getting rejected 99 out of 100 times). Yes Virginia, you may make a sale cold calling, but its not your best sale.

Your BEST most profitable sales will come from attraction and relationships – and whether thats done in-person or digitally through social selling its irrelevant – its the same process with the same effect. Money from people that WANT to give it to you.

In-person networking, online (LinkedIn) prospecting, market positioning, value-based content marketing, and short value messaging on Twitter and YouTube are the new and now ways to go. Virtual networking to attract with value, and connections with purpose and on purpose are the future of prospecting – that you can use today. All you have to do is adjust your mindset, and reallocate the time youre wasting, and focus on the new frontier.

Social selling works in a different way. Learn to use the Internet a little bit each day to research potential prospects, link with them, and meet them virtually, and THEN face-to-face.

Its not simple, but if you dedicate a small amount of time to it every day, you can create your own Law of Attraction.