One thing that my clients can really struggle with in our sessions is how to make the conversations around sales flow without coming across like a hard-sell.
So, today, we are talking about three ways to create sales conversations online.
- Attract – the stage in which we are attracting new prospects with our content and marketing
- Nurture – this is where your prospects are in a holding pattern almost and you are nurturing them until they are ready to buy or buy again
- Convert – taking them from onlookers to buyers
- Fan – where your customers become your biggest fans and word of mouth because a massive marketing tool for you because of the customers who are here – they love you, they love talking about you and your brilliance and how you’ve helped or delighted them. This is where marketing gets good and a little effortless because they are spruiking you, not you spruiking you!
So today’s blog post comes into play in between the nurture and convert stage.
I will take you through three ways to take those people in the holding nurture pattern into the conversion group and making the sale!
Now a common mistake I see on social media all the time is where people forget to ask for the sale or forget to ask to get people into sales conversations.
So, let’s go through 3 super simple tips you can start implementing into your marketing strategy and content to help create sales conversations.
1.Sending them into a specific funnel with a specific outcome
Hold the eye roll on the word funnel! At its most simple, this looks like providing links to click in your content which leads them to your website, to take a specific action to come deeper into your world.
For example, a link to go to a landing page to download your latest and most fabulous lead magnet that solves one of their biggest challenges, which after they put in their email and name, puts them into an automated funnel.
Depending on your business model, this funnel could consist of emails, SMS messages or some phone calls thrown in (yes, the phone! It’s an amazing sales tool – try it!).
Your funnel needs to be set up with the end in mind – the sale. As your prospect falls through the funnel, think about how you are going to create the sale.
Is it as simple as asking for it along the way? Actually, I would think so – especially if you’ve done the whole process with the end in mind.
2. Get them into your DMs and create conversations over there!
Getting people off your socials and into your DMs (messaging services) is a great way to have 1 to 1 sales conversations. Of course, you’ll need some nurture in there, depending on the sale or the conversation, but you can talk directly to your prospect, understand their needs/challenges and then give them your saleable option!
You can create DMs (direct messages) via Instagram, Facebook (messenger), LinkedIn or telling people to simply hit reply to a sales/nurture email.
If you want to stop talking to many, start talking in your marketing about having conversations in DMs.
And for those of you who are thinking this isn’t a great strategy, I would 100% say it depends on your target market but some of the most successful online people I know, including some clients of mine, use this strategy so well and it actually makes being online profitable as they sell via their DMs.
3. Have a system for booking a call
Depending on your business model, offering prospects the chance to chat to you 1:1 either in person or via a platform such as zoom, at their convenience and yours is essential.
Get yourself a booking system such as Calendly or Acuity (they have free offerings too if you’re just starting out, but if you’re a profitable business, invest in the tech).
Give that link out (I like to make mine a bit.ly link so it’s more easily trackable) and offer people to book a time with you for a chat.
Put it on your website – in several places, use as PS in emails, put in your social content as a “if you need some help, book a time with me ….”
Doing a session face to face with your prospect, talking about their challenges and roadblocks, allows you to tell them exactly how you can help.
I’d say face to face, sales are easier – but you do need a bit of a system and know your audience, your branding, your values, your offerings and stick to them!
Not every call is going to be a sale – but without a system for people to be able to book you, you are 100% leaving money on the table.
So, there you go – 3 ways to create a sales conversation online.
If you’re interested in learning more about sales, from a superstar expert, go and listen to Episode 96 of my podcast where I am talking with sales expert Julia Ewert. She has the best selling system that she teaches to business owners just like you and her episode is full of sales gold.
Before I finish off today, here’s a challenge for you.
Go back over your content for the last couple of months and write down every time you have attempted to create a sales conversation with your audience, either on socials or via email.
Perhaps you’ve given links to a funnel, offered them to book a call with you or asked them to DM you with their thoughts or how you could help them.
Social media is ALL about being social – absolutely, but you can still, as a small business owner, sell like a human and not sell like a 1970’s car salesman.
Do the audit and then look at your content for the next month and see how you can work some of these tips into your content marketing strategy.
Let me know in my Like Minded Business Owners group how your audit went. Do you need some help, maybe a nudge or some accountability? You’ll find it all in the group so I would love you to join in if you aren’t already a member!
I’d also love to hear about any shifts in your marketing or business you get from reading my blog (or listening to my podcast) each week – shoot me a DM, leave a comment or email me to email@example.com.
I absolutely love helping my clients find clarity in their business marketing and social media. Did you know I have free discovery calls available? Book a call with me at: https://calendly.com/jenn-smm/discovery
And as a reminder, jump in and join my Like Minded Business Owners Facebook group! If you aren’t already a member please join in – the community there is absolutely wonderful and are so supportive of each other and in sharing of their knowledge!
Or you can DM me on Instagram or send me an email firstname.lastname@example.org
I wish to acknowledge the Traditional Custodians of the land, the Yorta Yorta People, on which I conduct my business today and pay my respects to their Elders past and present. I extend that respect to Aboriginal and Torres Strait Islander peoples reading this blog post today.
About the Author:
Jenn Donovan of Social Media & Marketing Australia. Jenn’s a coach and mentor from rural NSW and is all about empowering business owners to earn what they’re worth so they can make a bigger difference in the world. The Founder of Buy From a Bush Business, Co-Founder of Spend With Us – Buy From a Bush Business Marketplace and host of the very popular podcast Small Business Made Simple, Jenn is all about community and humans interacting with humans! H2H Marketing – human to human marketing. Jenn talks the talk but importantly walks the walk! Jenn’s online community is over 320,000 with her famous Facebook Group currently at almost 351,000 members and still growing every day. She’s the major of her own little online city!
Get in touch – www.socialmediaandmarketing.com.au
On Instagram – @jenndonovan_
On Facebook – Social Media and Marketing AU
Or on LinkedIn as Jenn Donovan