Outline: 21 Ways to Improve Premium Sales
Hi!
I’ve been working away in my secret lab the last few days, putting together an outline for a new training on premium sales that I’m going to roll out.
Today, I wanted to share the outline with you with a few points on each topic to give you a taste.
Here’s a quick look at “21 Ways to Improve Premium Sales”:
1. A + B > 2A or 2B: Simple. Combine outreach methods. It makes you seem bigger and in more places than you might actually be.
2. Prospect Specifically: Target specific segments. Target specific buyer personas. Don’t just throw spaghetti at the wall.
3. “Why you?”: You are unique. Know why that is and explain that to your market.
4. Sprint/Reset/Sprint: Massive action. Learn. Rethink the process. Massive action once again.
5. You as a hub: Make your building the center of something. Could be a business hub. Could be a networking hub. It can always be more than just a game.
6. You aren’t the customer: Duh! Your opinion on what is valuable doesn’t matter. Your customer is the one that matters.
7. Language/Language/Language: Be careful of the words you say, the frame you use, and the value you express. Words matter.
8. Unique Value: Do things only you can do. Combine this with “why you” to reach a higher level.
9. Distribution: your way: Think about distribution as one of the 4Ps of marketing, but you don’t have to do what others are doing. You want your distribution methods to meet your needs.
10. Online + : Omnichannel marketing was a big buzzword a few years ago. It means “all” channels. To add to it, it means that you use all the channels available to you to create a seamless, customer-centric experience.
11. Off hours = Opportunity: Add value during non-traditional hours. Hooks in nicely with the hub strategy. But can go further.
12. Products in different forms: Be creative in how you deliver value to your customers. It doesn’t have to be just “all you can eat”, “premium seats,” or “premium parking”. You can deliver value in any number of ways now.
13. Consistency: Show up again and again. When you think you’ve done enough, do a bit more.
14. Partner, not vendor: How can you help your buyers achieve their goals?
15. Conversations, not presentations: Talk to your buyers like normal people and not like someone to “pitch”.
16. Insights & Data: Bring new ideas to the conversation.
17. Think PEST: Political/Economic/Social/Technological. These are the areas your partners are thinking about. You should be too.
18. Real problems = Real solutions: Know what is going on with your customers and help them find real solutions to their problems. What are they? That’s why you have conversations.
19. Case Studies/Referrals/References: These three things can help open doors. Are you using them?
20. Invest in touchpoints: Your sales cycle starts earlier than you think and goes on longer than you imagine. You need to invest in building stronger relationships.
21. Next logical step: This is how sales progress…not magically, but moving from one step to the next logical one.
How will this be delivered?
I’ll share the ideas here through a number of different formats:
Trainings
Full day workshops
Webinars
Workbooks
And, more…
Let me know what you think.
Just hit reply and talk with me.
Dave
Join me on Slack to talk about it.
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