Are you looking to improve your marketing and sales techniques so that you can bring in more clients? To do that, you need to have an effective process that you can follow to bring a person from being a lead to a paying client. If you are looking to improve your sales game, then you’ve got to hear this interview with John Barron.
This episode is actually the first of a 2-part interview with John. In this episode, we’re discussing the sales continuum and next week we’ll learn about the referral engine. By the time you are finished with both episodes, you will understand a process that you can follow to improve your marketing and ultimately turn prospects into paying customers.
You will want to hear this episode if you are interested in…
- How John went from being an attorney to becoming a coach [4:22]
- Key characteristics of entrepreneurs [8:21]
- Creating your own sales continuum [11:20]
- How to develop an effective sales process [18:15]
- Helping your prospects to be better consumers [28:22]
- Sharing your unique offer [32:43]
John Barron went from lawyer to banker to coach
John Barron founded Apollo Coaching back in 2010 after trying his hat at various careers. He was able to start his coaching business simply by reaching out to his network of friends and family. Through his network of referrals, he eventually built up a constant flow of business.
John works with groups and individuals by using his effective methodology in a hands-on way to produce the results his clients desire.
Visualize your sales continuum
Think about the people that you are looking to connect with in your business. What makes someone change from a prospective client to an actual client? Many people think that leads jump from one stage to the next but there is more of a continuum to this sales process.
A prospect can be defined as someone who is aware and interested in your product or service. A lead is someone who is willing to engage with you and your company. Someone who is committed is ready to purchase what you are selling.
People don’t just jump from prospect to client all of a sudden they follow a sequence based on their interactions with you. To move potential customers through these stages you have to have an effective process in place to help move them along.
Design a pitch-free process
The whole point of prospecting is to get someone from your target audience to become aware and interested in your product. Once you do that, then you can move them through your sales process. To get them ready for your process you’ll want to use compelling language that also makes them feel safe.
Listen in to learn 3 must-dos to help you design a pitch-free process so that your potential clients feel safe to engage with you.
If you got value from this interview with John Barron, make sure to come back next week to hear John describe his referral engine.
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