In most sales situations, you aren’t going to jump from zero to a million in one sale. It happens but it doesn’t happen very regularly.
I guess that depends on what you are selling, but I digress.
What this really means is that you need to have an understanding of the customer path you want for your fans, prospects, and clients.
Why is this important?
Because you don’t want to have a one size fits all situation for your customers. You want to be able to move your customers through a path from free or cheapest to most expensive and intimate.
This is important because you want to be able to capture the most value from the people you are working with and you want to always have a way to advance the relationship with your fans.
How might you do this?
1. Design a path for your clients:
You need to understand the client journey. And, what that means for their relationship with you and your company.
There is no better way to do that than by mapping out the journey.
Where do you want them to begin? Is there something free that you do that you want to expose your potential clients to?
Do you have a newsletter?
A blog?
Articles?
Start there, and what would the next step be and from there and there…until you reach the point where your prospects reach the most intimate ways that they can work with you.
2. Get to know your customers and prospects better:
One way to make your path more meaningful is by understanding your prospects even better.
This will enable you to offer free, cheap, middle price, and expensive opportunities that are more likely to connect with your audience.
To get to know your clients better, you are going to need to understand what they are dealing with, why this is important, how they are already dealing with these challenges.
3. Always pay attention and access what your path looks like:
As you develop a path with webinars, seminars, speaking, coaching, etc…you need to step back and make sure that you are getting people into your funnel and on your path.
As you see how and why people get involved with you, the next step is to make sure that you are getting people to connect with you in a way that makes sense to you.
What I mean is that in many cases the reason that people like us or like our services are often different than what we imagined they were before.
So you want to make sure you are paying attention to why people are being introduced to you, are you being introduced in the way that you thought you would, and should you adjust your path and your way of interacting with people?