6. Key # 6: How Do You Want Them to Engage with You? What is it that you want potential
clients to do? They need to be eased gradually toward what they may perceive to be your high-risk offerings. It’s often said that, on average, you will need to connect with a potential client seven times before they’ll purchase from you. Not always, but if you understand this principle you will be on the road to booking yourself solid a lot faster than if you try to engage in one-step selling. Clearly defining these six keys will help you to determine what you want to offer your potential clients in each stage of your sales cycle and will help you craft the most effective sales cycle possible. The Book Yourself Solid Sales Cycle begins by making no-barrier-to-entry offers to potential clients. A no-barrier-to-entry offer is one that has no risk whatsoever for a potential client so that he can sample your services. This strategy works! Of the 93 percent of the author’s clients who successfully book themselves solid, all of them use it in one form or another. The value you add in your offer meets the needs and desires of the people you serve. This no- barrier-for-entry offer is an essential component of the Book Yourself Solid Sales Cycle. Then as you continue to build trust over time by offering additional value and creating awareness for the services you provide, you’ll attract potential clients deeper into the sales cycle, moving them closer to your core offerings. Please give away so much value that you think you’ve given too much and then give more. Your potential clients must know what you know. They must really like you and believe that you have the solutions to their very personal, specific, and urgent problems. The single best way to do that is to invite them to experience what it’s like to be around you and the people you serve.
The Book Yourself Solid Sales Cycle Process
The sales cycle works in a way that allows buyers to enter at any point in the process, depending on their situation. A client hires you when the circumstances in his or her life or work match the offers that you make. The Book Yourself Solid Sales Cycle is a sequence of phases that a client moves through when deciding whether to buy your services or products.
Book Yourself Solid Sales Cycle—Stage One To book yourself solid, you must perform daily tasks that will keep your name in front of potential clients. In stage one your objective is to create awareness for the services, products, and programs you offer through the Book Yourself Solid 7 Core Self-Promotion Strategies You will have your choice of:
The Book Yourself Solid Networking Strategy.
The Book Yourself Solid Direct Outreach Strategy.
The Book Yourself Solid Referral Strategy.
The Book Yourself Solid Web Strategy.
The Book Yourself Solid Speaking and Demonstrating Strategy.
The Book Yourself Solid Writing Strategy.