Boost Your Profile & Your Profits

4 Easy Steps to Convert Prospects to Clients When You Don’t Have a Clue or TIME!

While many authors, coaches, consultants and entrepreneurs struggle with selling their products and services, a few knowledgeable individuals are systematically building profitable businesses from products, events, tele-seminars, paid speaking engagements and high paid consulting.

One way the pro’s are building their profitable personal brands and businesses is by using a highly distinct sales and marketing process.

This process allows you to visually map out the psychological journey that a prospect steps through when engaging with your business to eventually becoming a high paying customer.

And to continue our article series dedicated to building your profile, getting publicity and boosting your profits to coincide with my upcoming national Australian tour... 

…'Profile, Publicity & Profits - Learn to Out-Shine & Out-Sell Your Competition,'  1 day intensive - coming to a capital city near you in February 2012…

( If you haven’t got your tickets yet – go here IMMEDIATELY!)

…today we continue your series by focusing on how to convert prospects to paying customers with greater ease.

Go here for past week’s lessons;

Week #1:   Why Your Personal Brand Will Get You On TV Faster Than Your Press Release 
Week #2:   How to Get 2,700 New Leads In Just Days Not Months 
Week #3:  6 Steps to Getting Paid $5,000 + Per Speaking Engagement


Today, I want to help you establish a process to help you convert prospects to customers with greater ease. 

Most businesses understand the need for a solid sales and marketing process, but all too few understand what your process is really supposed to do. Your process is designed to be a vehicle for your marketing message and that of your products and services to build the need for a prospect to finally TAKE ACTION and make not only one purchase but many.   

If your sales are lack luster on your website or in person, it is usually due to key elements being skipped over when engaging with the prospect. Your process must convince buyers that you are the MOST credible within your industry and that there is no need to look elsewhere. 

STEP #1: Generate Leads

Let’s face it there is no need for a sales process if there are no leads to travel through it. Clearly map out the various key areas that you can generate 1000’s of leads for next to no cost. The options available to you are significant.

A little research is required of which can result in a BIG pay-off.

Assess the options that may be right for you, i.e. Google Adwords, Facebook Fan Pages, viral marketing, competitions, webinars / tele-seminars, affiliate marketing, cross promotions, cold calling, referrals or even paid banner adverts or direct email marketing campaigns to other databases. 



STEP #2: Build The Need

One of the biggest mistakes I see entrepreneurs make time and time again, is that they forget to build the need and desire for their product or service within the mind of the prospect.

Selling without building the desire to purchase is like trying to force someone to eat when they don’t feel like it. I mean if you’re not hungry, you’re not hungry.

Building desire can be achieved by creating trailers (like in the movies) for your product / service, writing an e-book to establish trust and by giving them a sneak peak at what else they will receive once they have purchased your whole program / product / service.

There is an art to building the need to purchase. It is an art that pays well. Master it and you will master your cash flow. 



STEP #3: Make an Offer

You’ve most likely heard me say it before; selling to someone the first time you meet them is like trying to sleep with them on the first date. You don’t know anything about them, so how are you going to make an educated decision on what it is that they need. 

The only time you make an offer for a product / service is once the need for it has been built, no desire = no purchase.

List out all of the offers you plan to make within the next 12 months, i.e buy 12 coaching sessions and get 4 free, then work back from there crafting key strategies on how you will build the need for each offer, product and service through various materials and marketing communications. 



STEP #4: Customer

Once a prospect has purchased, it is now time to turn them into an ongoing customer – someone that makes repeat purchases. The first purchase is just the first step in the process.

What is the next logical product / service your customer needs to buy in order for them to continually move forward on their journey?

This could be high level consulting, other products or even one on one work.

Whatever it is, it is time for you to map out how they are going to arrive at the logical conclusion to purchase once more from you as soon as they have made the initial transaction.

Implementing the above steps is, admittedly, a fair bit of work. But the long term benefits that you receive from having a consistent stream of new leads and paying customers far out-weights the effort that is required from you in the initial implementation phase. 



This Week’s Homework to Sell More, More Often, With Greater Ease

Begin the process by completing the following steps:

1.     Draw your marketing and sales process on a piece of paper (see the example above).

2.     Determine where you will generate your leads from at minimum to no cost.

3.     Define the activities that you will complete to successfully ‘build the need’ for your prospect to buy.

4.     Create various compelling offers that you can offer to your new list at key times of the year that also takes into consideration any other purchases that have previously been made.   

5.     Re-visit all of your existing customers and see what else you can sell to them that would compliment what they have already purchased.

Of course, if you need step-by-step guidance in generating 1000’s of leads at next to no cost, the skills to build the need to buy and the vital steps required in converting prospects to customers with greater ease a lot sooner, click below to get your ticket to my upcoming national ‘Profile, Publicity & Profits’ tour.

Click Here for Details Immediately – Tickets Are Selling Fast!  

In this 8 hour workshop I will show you how you can create a profitable personal brand within just weeks and earn thousands from HIGH paid speaking engagements, information product sales and consulting. 

And for those of you that are authors, speakers and consultants… I’ll even reveal how to be booked solid with appointments during slow months and move your products when everyone has stopped buying in an economic downturn. 

Click Here for Details Immediately – Tickets Are Selling Fast!  


Until next time, 

Author | Speaker | Trainer


P.S. Here are the details for the national tour. Remember, act fast! These tickets will go quickly! 

Posted by Ben Angel on 22nd January, 2012 | Comments | Trackbacks
Tags: marketing strategy, business marketing, marketing strategies

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