Did you know there are four offer stages in a typical B2B deal?
Yet, how many b2b business owners sit down set aside a little bit of time to craft one compelling, intelligent offer? Pretty much none. They chase clients, they jump on any opportunity and they have no way to upsell or down sell or keep the relationship hot.
...Over the years I’ve been privileged to meet and interview a whole bunch of amazing entrepreneurs, people like Bill Gates, James Dyson, not that he’s an entrepreneur, but even the Dalai Lama. And I’ve heard it said that entrepreneurs are amazing risk takers.
I don’t believe that entrepreneurs are amazing risk takers. I just believe that they are better able to analyze the facts. Everyone else is governed by fear. And as my mother likes to remind me, every now and then fear is an acronym. It stands for false evidence appearing real.
So next time you’re presented with an opportunity, I want you to think like an entrepreneur, I want you to analyze the facts. I want you to de risk it, and I want you to stop being governed by that terrible word fear, because most of the time fear stands for false evidence appearing real.
...If you want attract better quality clients, you need a stage in your funnel called the triage.
This is a way to help you avoid the tire kickers and the time wasters. It will help you collect valuable intelligence data insights, and of course, it’s going to help you have better conversations with potential clients.
Now the triage stage can be managed as a conversation, and that’s what most people do they just pick up the phone or jump on a zoom call and have a conversation. Me. I prefer to manage this stage as an online form.
The best triage forms have 10 ingredients and you can see those ingredients on the screen right now. If you’d like to see a live example of a triage form, find the link in my bio and click that and follow the steps.
I personally believe that having a triage form is the most important piece of an online funnel because it will help you save time gathering sites and it will position you as the prize
...What’s your favorite strategy for opening doors and connecting with future clients on social media?
For me, I’m in the b2b space. So I love LinkedIn. But if you are going to reach out to future customers and clients, you’re going to need one thing, one very important thing. And that one thing is a gift of high perceived value to your target audiences.
A lot of people get caught up in push marketing. So what they’re doing is they’re pushing themselves, their product, their service on strangers, saying I’m better check out my competitive advantages and my features, and I’m awesome, and this is why you should work with me. But that’s never gonna work. I much prefer pull marketing.
That’s when you create something of high perceived value to your target audience and you say, Do you want this? And when they say yeah, that’s when you invite them into your world and that’s when the real conversation begins.
...Did you know that the wrong content delivered at the wrong time can actually do you more harm than good?
I’m talking about the client journey from stranger to suspect to prospect to client, if it’s a stranger, don’t try and tell that stranger how you can help them talk about their headaches. Now the suspect is suspicious, they don’t quite believe that you can help them yet. So there’s no point talking about ROI or benefits or features.
Instead, share your process, share your path, explain how you’re going to get them from A to B, when someone has moved on from a stranger to a suspect to a prospect, then you can talk about the ways that you can improve their world. And finally, when somebody becomes an actual client, then you can talk about their bigger desires.
So when someone’s a stranger talk about their headaches when they’re a suspect, talk about their obstacles, when their prospects talk about their aspirations. And when they’re a client talk about their desires.
...Are you thinking of using a quiz as a way to generate leads? Please do not do this.
Now this is especially true if you’re in the b2b space. Maybe you’re a consultant. Maybe you run an agency. If you sell knowledge and expertise and you’re thinking, You know what, I’d like to try running a quiz as a way to generate leads and pre qualify leads. Please do not call it a quiz. It sounds really frivolous, and like it’s probably going to be a waste of our time. Don’t call it a quiz.
Instead, try some of these words diagnostic checklist, or even a pre qual diagnostic and checklist. If you selling a complex product or service it pays to let people know that you are serious that you are commercial that you are in the business of doing business.
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