A lot of people avoid thinking about sales. It isn’t sexy.
But you know what’s really not sexy? Being broke. And the time you put into executing a sale directly impacts how much profit comes from it.
So sell, sell, sell!
Here are three great tips that Mike Arce, the CEO of Loud Runner, recently shared on my podcast. He loves the psychology of customers and makes selling a game! You can, too!
1) Match Offers to the Avatar
Understanding your avatar is the crucial first step. This involves not just knowing who they are, but what their needs will be.
I find this part to be tons of fun! In a way, you’re role playing and get to imagine people’s lives and what they require.
Know your avatar and then craft everything around that.
With platforms, the usual social media channels will probably work. I’m talking Facebook, Instagram and/or Pinterest. Make solid content, but target it for your avatar.
You won’t be making videos of huge muscly guys doing free weights if your avatar is working women who just had a baby. Think it through and match the offers and programs to your avatar.
2) Make Your Offer Appetizing
Mike mentioned the importance of control when working with clients. You are leading them, not the other way around.
Since you’re in control, you can control just how attractive your offer can be. To do that, you simply choose the right words and images.
Smart wording can include making something exclusive or popular. You can add a time constraint (“Act now before this offer expires!”) in order to activate the sale.
All of these things, and more, can be used to make your offer more appetizing to people. They are simple and quick ways to press the relationship further and funnel your customers along to the next steps.
3) Make every impression count
I see so many businesses that aren’t prepared for every possible interaction. That simply means that they didn’t plan ahead.
Every detail, especially since stuff now lives forever on the internet, can be looked over. You don’t want to give a client a reason to walk away.
So if you’re shooting videos, make sure the right stuff is in the shot. Don’t leave ugly things like trash-cans in the background. You don’t want people to think of trash when they think of your gym, studio or boot camp.
Pay attention and apply that level of attention whether people are looking at your website or walking through the door of your establishment. One mistake and that person can head right to the door and go elsewhere. Do you want that to happen? None of us do. Make every impression count.
Use these methods and embrace the psychology of selling. Read up on Mike and others like him who have thought of every situation.
Preparation is what will lead to success. And that preparation means less work down the line.
Are you prepared?