In episodes 165 and 166, we talked about what a sales funnel is and what it isn’t over the next few episodes I’m going deep into the components of a sales funnel – so if you haven’t listened to that go back and listen to episode 165 and then I’ll meet you right back here.
Go ahead, I’ll wait.
So we talked about Awareness and how to generate it, we talked about what Interest REALLY is and how to create it, today we’re going to talk about Decision and how to lead our customer to making one.
The common mistake most people make at this point is believing that EVERYONE who is aware and interested should make the decision to become a customer.
And that’s why you not only see really pushy gross sales tactics but YOU also feel gross doing it too but you feel like they’re what you’re supposed to do because that’s what everyone seems to be doing.
When it comes to the point of Decision, its your job to give them all of the information they need to make the best decision for THEM.
Your product or service isn’t right for everyone. It’s just not. And when you get people that buy your thing and they’re not right for it, it doesn’t feel good. At least, it doesn’t to me because I know they aren’t going to get the results that they’re looking for.
So again, this isn’t all about what your product or service is and a big description of it, although that’s one component, but it’s helping your customer answer the bigger questions that drive their decision making:
- Can I trust this girl (or is she going to rip me off)?
- Will I really get the outcome this product or service is promising?
- Will I be able to follow through?
So here’s the thing – before you even ask them to make a decision, you want them to be able to say YES to all three of those questions. Yes, I can trust her. Yes, I’ll get the outcome. Yes, I’ll be able to follow through.
If you’ve done your job in your funnel, the people that can say yes to all of these are sticking around. The rest – they’ve lost interest. They’re not paying attention even when you ask them to make the decision. But the ones that have moved with you all the way to the point of making a decision – at this point it’s not about you. It’s about their belief in themselves – and that’s your job to do that in everything that you’re doing.
But just because I was able to get my ideal customer to make the decision that YES, they want to become a customer doesn’t mean they’ll actually follow through. So the next step in the funnel that we’ll talk about tomorrow is ACTION. How do we help them take action?
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