Read More Great Marketing Articles
Your Sales Cycle Offerings - Turn Your Product Funnel Into A Sales Cycle Circle
As a solo professional, a sales cycle is one of the most important things you create to reach your target market, and then attract and retain the ideal clients from that target market.
By: Amy Franko
As a solo professional, a sales cycle is one of the most important things you create to reach your target market, and then attract and retain the ideal clients from that target market.
By: Amy Franko
|
You may have heard your sales cycle referred to as a product funnel.
A product funnel is wide at the top and narrow at the bottom. The number of prospective clients is highest at the top of the funnel; as they move through and purchase your offerings, they become increasing more qualified but fewer in number. At the bottom of the funnel is ideally where your most inspiring, qualified clients reside, purchasing your core services.
But a funnel assumes that your client moves through it in a linear fashion and possibly exits at the bottom. In real life, that is usually not the case. Clients will jump around, purchasing your products and services based on their readiness level and the level of trust and credibility you've earned.
A circle by contrast, is a closed curve and all points are an equal distance from the center. Picture your offerings equally positioned within the circle and your clients choosing what they need when they need it. Ideally, your best clients will remain within the circle because your offerings continue to provide what they need.
There are three elements to a successful sales cycle circle:
1.An always have something to invite people to offer. This offer should be free, frequent, create community, and provide value to your target market. It's important for them to connect with you so that you can increase your trust and credibility with them. An example of this offer is a bi-weekly conference call where you interview top experts from your field. This offering is one part of the sales cycle circle.
2.A range of offerings to equal the trust and credibility that you've earned. It's vital to have a range of offerings that meet your clients where they are in their readiness to buy from you. This builds the trust and credibility required before they purchase anything. Your sales cycle circle should have no-barrier-to-entry, low-range, mid-range, and core offerings. It's important to note that a no-barrier-to-entry offering is different from your community-building offering in #1.
3.A method to keep in touch. This is the final addition to your circle. It's not a product offering, but an offer to communicate with permission. It affects each part of your sales cycle circle. You must have a way to keep in touch with both prospective and current clients so they will remember you, and more importantly, know that you value them. Keep in touch methods can include auto-responders, e-zines, and personal notes.
Each of these elements are an equal distance from the center of your sales cycle circle - the center being your potential and ideal clients!
Amy Franko is the owner and principal learning designer of Amy Franko Consulting. Amy is a certified Book Yourself Solid ™ business coach. The group she's most passionate about serving is women who are solo service professionals. She uses a simple system of protocols specifically designed to bring more ideal clients into their business, even if marketing and selling isn't something they like to do. You can learn more about her by visiting her website www.amyfranko.com or following her on Twitter www.twitter.com/amyfranko.
A product funnel is wide at the top and narrow at the bottom. The number of prospective clients is highest at the top of the funnel; as they move through and purchase your offerings, they become increasing more qualified but fewer in number. At the bottom of the funnel is ideally where your most inspiring, qualified clients reside, purchasing your core services.
But a funnel assumes that your client moves through it in a linear fashion and possibly exits at the bottom. In real life, that is usually not the case. Clients will jump around, purchasing your products and services based on their readiness level and the level of trust and credibility you've earned.
A circle by contrast, is a closed curve and all points are an equal distance from the center. Picture your offerings equally positioned within the circle and your clients choosing what they need when they need it. Ideally, your best clients will remain within the circle because your offerings continue to provide what they need.
There are three elements to a successful sales cycle circle:
1.An always have something to invite people to offer. This offer should be free, frequent, create community, and provide value to your target market. It's important for them to connect with you so that you can increase your trust and credibility with them. An example of this offer is a bi-weekly conference call where you interview top experts from your field. This offering is one part of the sales cycle circle.
2.A range of offerings to equal the trust and credibility that you've earned. It's vital to have a range of offerings that meet your clients where they are in their readiness to buy from you. This builds the trust and credibility required before they purchase anything. Your sales cycle circle should have no-barrier-to-entry, low-range, mid-range, and core offerings. It's important to note that a no-barrier-to-entry offering is different from your community-building offering in #1.
3.A method to keep in touch. This is the final addition to your circle. It's not a product offering, but an offer to communicate with permission. It affects each part of your sales cycle circle. You must have a way to keep in touch with both prospective and current clients so they will remember you, and more importantly, know that you value them. Keep in touch methods can include auto-responders, e-zines, and personal notes.
Each of these elements are an equal distance from the center of your sales cycle circle - the center being your potential and ideal clients!
Amy Franko is the owner and principal learning designer of Amy Franko Consulting. Amy is a certified Book Yourself Solid ™ business coach. The group she's most passionate about serving is women who are solo service professionals. She uses a simple system of protocols specifically designed to bring more ideal clients into their business, even if marketing and selling isn't something they like to do. You can learn more about her by visiting her website www.amyfranko.com or following her on Twitter www.twitter.com/amyfranko.
Reflection Networking
Build Your Marketing Plan Around Publicity
Do Your Customers See What You See?
The Deception Perception
How To Have Networking Charisma
Build Your Marketing Plan Around Publicity
Do Your Customers See What You See?
The Deception Perception
How To Have Networking Charisma
Sponsored Links
Sponsored Links
