With so much shopping and deal-closing happening online, to the point where Cyber Monday actually happens on Black Friday, this requires our attention.
Your smartphone beeps.
You check it.
There it is: e-mail from your shopping cart saying you just made a sale online.
Or, you worked your telephone sales game to the hilt on that prospect who called the phone number you displayed correctly on your website and booked that new client.
The promotion is on its last day, and you just filled that last slot in your new mastermind.
Time to celebrate?
Actually, no. You really don’t have much to celebrate.
You do NOT have a new customer.
Not yet, anyway.
Already we can hear it…
“I Don’t Have A New Customer? What Do You Mean? They Just Gave Me The Money!”
Jim Palmer, Dream Business Coach, explains the difference between
- A “transaction” is the ka-chinging of the cash register, the new client saying “yes, charge my card,” the mastermind member saying “hell yes”; versus
- A “customer” is what you WILL have once you take a few more steps.
Make dollars and sense?
To lay it out in detail, here are
A Few More Things Must Happen Before You Truly Make That Big Sale
Let’s find out…
- After the prospect completes their online purchase of (erm… “investment in themselves by claiming”) your product or training course, do you have a follow-up plan to ensure they actually consume it? Is someone going to call them and send them a personal email?
- Once you book that new client, what’s the plan to ensure they feel the positive benefit of working with you? What are the measurement metrics, the check-in points, the objectives to be achieved?
- What’s in place to make your coaching or mastermind member feel loved? What are the perks of being an “insider”? How are they now privileged, part of the elite, part of the upper-tier?
- What will make them so happy with you, they’ll be dying to tell their friends? A “customer” tells everyone about their fancy new car; a “transaction” is merely relieved to no longer have to drive that clunker they just traded in.
- Where is the next level of working with you? Remember, a customer you already have is easier to convert than a prospect who hasn’t given you money yet. How are you making a long-term relationship inevitable in the eyes of this customer?
Here’s What We Want You To Do Now
Take these 5 questions and copy-paste them into a document.
Then, add spaces between the lines and print it out.
Answer each question with this focus: “What can I do to help me accomplish each of these goals?”
Whatever you come up with, start implementing, testing, and tweaking.