How to get the first sales meeting that leads to the sale?
Posted: Sun Dec 22, 2024 7:30 am
Selling is not easy, especially if you sell high-priced products and especially if you sell to other companies (B2B).
In recent months I have encountered this situation in several of my marketing and business consultancies.
I meet clients who have great products. Perfectly thought out, products that once they get to sit with customers get the best feedback.
The most common phrase is: “ If I have the opportunity to sit down with a potential client, I get a sale 70-80% of the time .”
But using a digital strategy to get prospects to
telegram usa number make the leap from visiting our website to a business meeting is not easy.
Here is a video summary of the article in case you don't have time to read it now:
How to Get the First Business Meeting from Your Website
What are the most common obstacles to getting a sales meeting?
1. Product too big and complex
The first is usually that the product represents too strong a bet on the part of the client. Due to the size of the project, the price, the complexity of the product or service itself, etc.
This creates a big problem. The client does not fully understand what we are proposing. One of the most difficult things is knowing how to convey our value proposition on our website, so that a potential client understands what we are selling and what its advantages are for him.
We are very clear about this and when we have it in front of us we are able to transmit it perfectly, but for our website to manage to do so in a similar way is not easy at all.
2. Difficulty in establishing first contact
The second problem, a consequence of the previous one, is that when our future client visits our website, he does not trust us; we have not given him any reason to contact us.
And the visits to our website that our marketing efforts generate end up in two or three clicks that do not provide us with anything commercially.
How can we capture our customers' attention to start the sales process?
Our goal is for them to take that leap of trust from not knowing us to giving us their contact information so that we can begin a business relationship with them.
This is the fundamental principle for the sales strategies that I explained in the previous article to work.
1. Obtain the contact information of our potential clients
We have to offer them valuable information in exchange for their data.
In digital we have traditionally done it with lead magnets , such as downloadable PDFs, entry promotions (x% discount on your first purchase), etc.
And they work quite well. Especially in B2C sales of medium and low priced products, but when we talk about high prices and B2B, things change.
We need to try harder. Ask yourself:
What data does my client have in mind in exchange for which I can offer valuable information about their business and related to my product?
Why am I talking about a piece of information that you have in your head? Because what we are proposing is that you give us your contact information and information about your company (our target) and you have to be able to do it right away . If you have to search for or ask for that information, we have lost the opportunity .
We can offer you a results simulator, an initial diagnosis of your situation, an estimate of how your company is doing compared to the competition…
2. Create a more accessible product for our customers
Another way to achieve this, which is perfect to combine with the previous step, is to define a new product that serves as a test so that they can take the step to hire the big one.
We can create the product or break up the big one and offer them the first phase. This achieves.
In recent months I have encountered this situation in several of my marketing and business consultancies.
I meet clients who have great products. Perfectly thought out, products that once they get to sit with customers get the best feedback.
The most common phrase is: “ If I have the opportunity to sit down with a potential client, I get a sale 70-80% of the time .”
But using a digital strategy to get prospects to
telegram usa number make the leap from visiting our website to a business meeting is not easy.
Here is a video summary of the article in case you don't have time to read it now:
How to Get the First Business Meeting from Your Website
What are the most common obstacles to getting a sales meeting?
1. Product too big and complex
The first is usually that the product represents too strong a bet on the part of the client. Due to the size of the project, the price, the complexity of the product or service itself, etc.
This creates a big problem. The client does not fully understand what we are proposing. One of the most difficult things is knowing how to convey our value proposition on our website, so that a potential client understands what we are selling and what its advantages are for him.
We are very clear about this and when we have it in front of us we are able to transmit it perfectly, but for our website to manage to do so in a similar way is not easy at all.
2. Difficulty in establishing first contact
The second problem, a consequence of the previous one, is that when our future client visits our website, he does not trust us; we have not given him any reason to contact us.
And the visits to our website that our marketing efforts generate end up in two or three clicks that do not provide us with anything commercially.
How can we capture our customers' attention to start the sales process?
Our goal is for them to take that leap of trust from not knowing us to giving us their contact information so that we can begin a business relationship with them.
This is the fundamental principle for the sales strategies that I explained in the previous article to work.
1. Obtain the contact information of our potential clients
We have to offer them valuable information in exchange for their data.
In digital we have traditionally done it with lead magnets , such as downloadable PDFs, entry promotions (x% discount on your first purchase), etc.
And they work quite well. Especially in B2C sales of medium and low priced products, but when we talk about high prices and B2B, things change.
We need to try harder. Ask yourself:
What data does my client have in mind in exchange for which I can offer valuable information about their business and related to my product?
Why am I talking about a piece of information that you have in your head? Because what we are proposing is that you give us your contact information and information about your company (our target) and you have to be able to do it right away . If you have to search for or ask for that information, we have lost the opportunity .
We can offer you a results simulator, an initial diagnosis of your situation, an estimate of how your company is doing compared to the competition…
2. Create a more accessible product for our customers
Another way to achieve this, which is perfect to combine with the previous step, is to define a new product that serves as a test so that they can take the step to hire the big one.
We can create the product or break up the big one and offer them the first phase. This achieves.