How To Sell More By Talking To Less People

It’s common for people to think that sales is a numbers game. You talk to 80 people, 40 may respond, 20 allow you to pitch them, and 4 buy.  Well that’s not really the case if you talk to the right people. What I’ve come to find out is that, you can talk to less people and actually make more sales!

I too was dumbfounded by the idea of it…. but now it makes sense.

You can attract people who have already identified themselves as a potential customer and further qualify them before you even talk to them. This is done through direct response marketing. Here’s how it works….

A buyer is known to be an information seeker. They are trying to solve a problem or satisfy a need. You as a marketer will then have to get in front of that person who like I said already has a need.

Let’s say you sell a power juice with antioxidants. Instead of going to your family and friends and tell them how cool this ‘residual income‘ thing works if they only join your company and get on autoship to keep their garage full of the power juice, you find people who need antioxidants because their doctor told them so.

Prospects are walking around thinking “I need antioxidants, else my health will deteriorate”

You come along and say “I have antioxidants to keep your health from deteriorating”

Now, in person this may work just like that. The mistake many people make is taking these same principles and applying them to social media. Online you will still have to go through your sales process, but you have to build a relationship first and position yourself.

You can find people with this need all day long in forums, blogs, etc.

If you’ve never met the person, it’s best to not pitch them directly but tell them about keeping their health from deteriorating by following your tips (including drinking your power juice) and let them come to you. They don’t want antioxidants, they want to maintain their health.

It’s like the guy who went to the store to buy a huge drill. The salesman knows that the guy doesn’t want a drill. The guy wants to make a hole. So the salesman told the guy about how to make a hole and in that story recommended the drill. Get it?

Now go talk to people who already have the need you can solve and notice how you sell more people and even talk to less people to get the same results you are now getting.

Tags: Direct Response Marketing, is sales a numbers game, sell in person, sell in social media, sell more, talk to less people