Hey there

I’ve never been much of a lover of plays.

But there was one that of my clients - Tolu Dima Creator of The Money Behaviour Quotient and founder of Moneymap Africa - took me to:...a few years ago.

Ironically i don't even remember the name of the play..

But what I do remember was the experience and how each member of the play was enjoying themselves.

You could tell that they just LOVED being up there!

And they had a great system, too.

They always knew where they were going; what song they were singing now and which was next.

Each actor/actress knew their role.

Each contributed their unique part to the whole.

And this created a wonderful energy that infected the audience.

A marketing system that has clear components so that everything just flows also creates an infectious energy, making it hard for your client to resist.

They’ll really want to buy.

To give yourself the advantage of a super-effective selling system, you need to be clear on three things:

1. What does your client really want? And how will he decide to buy or not?

2. What is the logical and emotional journey he/she must pass through in order to buy? (We’ll call these Levels because your client needs to pass from one Level to the next, like in the computer game game we talked about.)

3. What tools and disciplines will you use to move him/her from one Level to the next so that their only natural conclusion is, “I should buy. Buying is my path of least resistance.”

Also, what pitfalls do you need to avoid at each Level?

Throughout the rest of this series we’ll be answering these three questions and applying them to your business.

A sales system that makes your ideal clients WANT to buy has five basic levels:

1. Lead indicates interest
2. They trust you
3. The feel you understand them
4. You make your recommendation and close the deal
5. You make consistent backend sales.

A few important points:

1. Each Level has an end goal. When the goal is met, the client is eager to move to the next Level.
2. Depending on what you sell, moving from 1 to 5 may take as little as a few minutes or as long as a few years.
3. As we said above, to accomplish an objective, you need tools as well as the discipline to use them. So each stage will have its own set of tools. You’ll also want to avoid the most common pitfalls of each level.

Over the next few days I'll break down the levels so you know exactly what to do with them.

Till tomorrow

Play a bigger game.

CTM

PS:

• This week Saturday will be our very first #hpenconnect meeting. We'll be talking about how to competition proof your practice. It's an opportunity to learn and connect with each other and it promises to be fun. CLICK HERE TO REGISTER

• If you signed up for the 97day Challenge, your start up week resources are live in the members area, all you have to do is log in to access it.