5 Simple Steps to Improve Your Sales
#1 MARKETING AT THE MOMENT WE LIVE
The number one advice I have for marketers is that they have to market at the time we live. You have to invert the attention of the consumer engineer and deploy all your time, energy and resources into producing content for that specific behavior.
It’s only binary. No one in the world reads billboards anymore when they are driving on the freeway. Most people check Facebook during an ad. The statistics are on …. People spend 5 hours a day USING their mobile devices.
You have to create content where attention really is
It’s the # 1 secret of success.
#2 AUTOMATION IS NOT THE ANSWER
An impressive number of people who read this article will not be successful in sales, because they are not willing to work hard enough. They love automation. They love all these tools, and bots, and auto-answers and applications and services, and startups and CRM that they think will solve the problem. But the truth is that sales are about people. You have to build relationships first. You have to put yourself in your client’s shoes and empathize with your position. No application will teach you that.
#3 USE PROPER TOOL FOR WORK
The problem is that if you have the biggest hammer, and the bigger screwdriver, and the larger key, but you do not use them correctly, you will lose.
It is the context. You never use a hammer when you could have used a wrench. You need to know when to implement the right methodology for the opportunity you have at hand. Where is your audience and what do they actually do? Is Snapchat the right tool for the problem? Is e-mail the best way to reach your audience? Is event marketing and in-person interaction the best solution to create an experience for your brand?
These are the things you need to find out. You need to know what you are trying to achieve and the reverse engineer your result. When is the right time to use a geo-filter, when is the right time to use Facebook, or influencers, or instagram?
You have all these tools but your context is wrong. You have to treat every platform as it is your own unique experience and you have to understand how to market and sell * on each.
Let’s use Pinterest as an example.
Why do people use Pinterest on Instagram?
Because they are planning something or have a strong intention to buy. It is a very different behavior that requires a different strategy and a unique set of tools. Understand this and you will win.
#4 CREATE MORE CONTENT. NO NEED TO BE SALES OBJECTIVE FOR EACH CREATIVE PIECE
By 2017, there is no excuse for not creating content around your product, service, company or brand.
Due to the iPhone and the Internet, and social networks, anyone can produce and distribute. Just 15 years ago, if you wanted to create a commercial to promote your brand, you would have to spend hundreds of thousands of dollars on media and marketing. Today, you can literally use your smartphone, record a 2-minute clip and post ads on Facebook. The cost of entry has dropped 100 times.
Instead of trying to sell, you now have the luxury of creating entertaining or utilitarian content as the gateway to long-term relationship. The content you produce does not even need to be related to your product. You can post your favorite articles by saying “these are the articles you need to read” You can post about the weather, the news, your users, yourself! While you are focused on bringing value to the end consumer, you will build reputation and relationship.
This is the key. No sale required.
#5 ADAPT – DO NOT COMPLAIN!
Guys THE MARKET IS THE MARKET IS THE MARKET.
The fact of the matter is, you fail to dictate where the market puts your attention. You do not get to decide what they want to do 13 to 25 years with their hair, their clothes, their bodies, their cell phones, their friends, their time, their money. Just watch and react.
If every 18-year-old in the India spends 8 hours a day at facebook or Youtube or Instagram, you do not have to decide. You just have to accept the facts. You have to accept that truth.
And if you’re smart, and you understand that you have no control over THE MARKET, then you begin to think about where the potential is. There is nothing you can do about the fact that people like to take selfies. Now, as I contemplate that, what would be a good business idea to arbitrate that opportunity? That’s how Snapchat was born. It’s the truth and there’s nothing you can do to stop it.