Page 60 - My Marketing Sucks Book

Any Facial with Your Next Manicure”, that one Incremental

Improvement can boost sales by 10% alone.
● If our online fishing supply business starts an online sales cart
abandonment program, don’t you think at least 1 out of 10 will now

convert into a sale?
● If our landscape contractor implements a better way of handling calls
and keeping prospective customers more connected to her business,
it is safe to assume her sales and referrals will start to rise!

Your Unfair Advantage #7:
Your New Sales System Saves You Time and Money...

And Will Make You Rich!

As we close out this chapter on selling and Sales Systems, we don’t want to forget
a mention one final concept that is important to understand. That is what’s
known as The Buying Cycle.

Download the buying cycle from our website right now. The typical buying cycle
for health club membership is, believe it or not it's three months or longer. It
takes people longer to say yes to a health club membership and it does to buying
a $30,000 car.

Whatever industry you’re in, whatever product or service you sell, it hasn't buying
cycle. A stick of gum on the shelf, next to the cash register has a buying cycle of
about 5 Seconds. It goes like this “my breath stinks- there is gum here - I have

money in my pocket - I'll buy.”
Yet buying a car takes a couple of months. This is because people want to make
sure they pick the right choice -nobody wants to be ripped off. So we spent a lot
of time comparing cars against each other, comparing dealers against each,
comparing colors against each other and getting feedback, getting personal input
from other people… Then after all that, we get all that data we process it to our

tiny little brains when we come up with a decision… because people don't want
to be ripped off. That is why there is a buying cycle.

The key to a successful selling system is this; understand there's a buying cycle.
Capture your prospects contact information as fast as you can, early in the buying
cycle, and stay in touch with the people all the way through the billing cycle. If