Do You Hate Pushy Sales People?
How to sell without being annoying ~ I used to buy vacation Time Shares. I did not own the time share but would purchase a section of points that would allow me to go on vacation in a time share without the worry of actually owning it. I was a single Mom and wanted to go on vacation’s with my son but wanted to know that we were going to be safe and time share communities provided a lot of perks that offered that safety.
We had to agree to listen to a 45 minute presentation on the joys of owning at what ever resort we were staying at. Most resorts had a game room within yelling distance of your presentation so I could give Bryer a roll of quarters and he would be done about the same time I was….. until Destin, Florida where the sales presentation was done in a little back office that smelled of stale cigarettes and strong coffee and the sales person insisted on using my love for my son as a means to shame me into purchasing.
First it was “I cannot believe you would not want to just go ahead and buy here so that your son would be safe.” She became so obnoxious with her comments that she made Bryer cry at the adjectives she was using to imply I did not care for his safety. He said “Mom I need to go.” I got up to leave and realized the door was locked. ?? Then she said “I will have to buzz you out but you should know that God is not making any more ocean front property so you would have to be an idiot not to buy here.”
Still she did not unlock the door. I wanted to do violence to her person but I saw the truth, she was hungry for a commission so in her mind a young single mom with a small child was easy prey. I smiled and said “Son, do you want to go potty here in her plant or do you want to go back to the room?” He chose the room and I suggested she unlock the door or watch her palm tree die. She opened the door.
Obviously I was a tire kicker not a buyer, as a single Mom it was not in my budget to buy a timeshare at that time. We are all going to have tire kicker’s on line who never transition to buyers but if we change their perspective from the beginning we have a higher chance of conversion.
I was told by the person who sold me the “Points” that this was a great way to see and stay in some amazing, safe and secure places without having to own. I was told that just by staying I was doing a service to these communities because they had empty time shares and wanted to fill the vacancies and that by listening to the presentation I could be a “Word Of Mouth” ambassador to other people who could buy if I sold them on the idea of the vacation points. I actually received 4 Thank You letters with Free Points included for referrals who bought time shares but I never thought about buying because it wasn’t what I was told.
Many people online approach things from the point of view that if you give tons to your customers at first, then they’ll be in a better position to sell them something later. This approach can most certainly work. After all, giving can create a stronger bond between subscriber and publisher, plus it fosters an environment of sharing and spreading the word about what you have to offer.
However, you can have the best of both worlds in a way that is manageable and very profitable.
The give, give, give approach means you sacrifice a lot of profit early on in the hopes of a bigger payout later on. It also relies on VOLUME to make it work because you’re focusing less on converting your prospects and more on getting a lot of them, so you can sell at a later time. A lot of extra work and stress can come with that volume.
If you’re a small publisher who doesn’t have huge subscriber numbers and followers, you have to work with what you’ve got and that’s why it is a good idea to focus on conversion. You don’t need a lot of traffic or a huge list to do really well for yourself, but you have to be willing to sell stuff. And seriously, it’s not that hard to combine tremendous value with selling. Plus, when you provide value and sell/recommend at the same time, you will attract the targeted audience that you want. Someone who wants your great information…but who is also willing to consider your product offers readily.
Consider These Scenarios:
Scenario #1: Jane is a natural soap maker who embarks on a campaign to get 5000 Facebook fans, so she gives out free incentives for becoming a fan and for referring friends. She is also building a mailing list at her site that is growing a little more slowly than she’d hoped, but that’s okay because she’s growing her Facebook following. She is getting lots of likes and comments on the tips and content she shares, but sales are coming in slowly as she isn’t quite sure how to convert these fans into customers.
Scenario #2: Jane, still a natural soap maker, decides to focus on building her own mailing list because she feels that having this asset of her very own is important. She offers a free gift on subscription, but decides not to sell anything at this time, because she wants to build a rapport with her readers. She gives out more free gifts and about 3 months down the line, she sends a promotion for a product she is very passionate about. She gets a couple of sales, a lot of opt-outs and a few complaints from subscribers telling her she promised free information and that she shouldn’t be selling to her list.
Scenario #3: Jane, still making natural soaps, has decided to really focus on her marketing and building her mailing list on her own website. She knows that email has really good conversions and it doesn’t cost much to build and market to a list, so like in scenario 2, she wants to build this asset. She also has decided to give out a free report with sign up, but has carefully put in a hard-to-resist offer in that report and makes sure to follow up with her subscribers. As her subscriber numbers grow, she is able to see sales coming in and continues to follow up to sell other products to those subscribers.
All three scenarios could eat up about the same amount of time…but without a good sized mailing list of her own and a conversion plan in place, Jane struggles to make things work. If you present yourself as a business owner who has good information to share, but also has products to sell, you are more likely to attract your target customer. When you focus only on the free and growing your following, you attract a much wider audience, many of whom will have no interest in buying what you have to sell.
My point? Telling someone what you are (a business) and what you expect (to Sell them something) from the beginning is an easier and faster way to profit and grow as opposed to leading them to believe that you will be giving it all away forever. People want value and integrity and they don;t mind paying for it but they don’t respond to vague or pushy marketing tactics.
Did we ever buy a timeshare? Yes we did but not from that company, to this day when ever I see their signs I still smell her overwhelming perfume mixed with stale cigarettes and see my little boys face with tears streaming down it. Is that the kind of imagery you want when someone sees your brand? Email responsibly and be patient you will find your tribe by being consistent and relevant! What niche are you building a tribe in? Tell us in the comments below.
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