Page 57 - My Marketing Sucks Book

We recommend that you identify the top 10 questions or objections that you
hear day in and day out. Create a Cheat Sheet with what you consider to be the
best way to address each one. You now have a tremendous training tool to share

with your team.
If you pre-identify the most likely questions and objections in advance and have
everyone able to immediately provide a well thought out answer or response -

you are way ahead of 99% of your competition!
Make Sure To Have A System For Your Hottest Prospects

Unfortunately, no matter how great you are when meeting someone face-to-face,
or answering incoming calls, or building trust quickly online - not everyone is

going to buy from you the first time they come across your services or products.
You need to have a way to handle those folks who stuck their toe in the water,

but for whatever reason or excuse, did not engage with you at that moment.
These people are your hottest prospects, as they have shown by their actions
they are close to making a decision.

You’ll see this in many different ways throughout your day:

● People that call you on the phone to ask a bunch of questions and don’t
buy.
● People that went to your shopping cart and abandon it before
completing the transaction.
● Men and women who stop in and are “Just looking!” and leave without
making any purchases.

You need to have something in place to automatically handle those ‘missed sales’
that can continue to stay in touch with those people until they decide to do

business with your business.
Think of the investments you’ve made to get people to either find you online, call
your business, or stop in to get to know you better. What we make sure you get

in place is a way to convert those missed sales opportunities into future sales.
Let’s look at a few real-life examples of missed sales situations you run into
every day. Look at how much better having a Sales System in place impacts the

success of your business.
Scenario #1: A young woman stops by your salon for prices and a few questions.
She thanks you and leaves without making an appointment. Fortunately, you sent
her your complete menu of services, along with a link to your website, via email.