Empowering Your Customers To Sell For You

When you are busy trying to sell your product or service to a potential customer it comes across to them mostly as a sales pitch. Most of us hate being sold to which creates an immediate barrier to your success.

The harder you try and sell the more likely you are to push them away from you. Today most people can spot a sales pitch or closing technique from a mile away … and they have inbuilt resistance to it.

So how can we overcome this challenge?

Well imagine for a moment if you could empower your customers to sell for you. Think about how powerful it would be if you had customers who had become raving fans for you and your business and you placed in their hands the right tools so that they could promote you.

A referral from a customer is far more likely to result in success for you than you pitching your product or service. The key is to have raving fans who you can empower to sell for you.

The easiest way to do this is create what Dan Kennedy calls a ‘widget’ and empower your raving fans to give the widget away for you. Personally I prefer to call this an Irresistible Offer. If you develop an offer that is totally irresistible to your target market, and that has a real tangible value, which you then allow your customers to give away then guess what? You now have an empowered army of people selling for you removing you out of the sales process.

Here is why … when you referred by someone you trust and who’s opinion you value, you are already sold on the product or service you are being referred to. The biggest single barrier to making sales is a lack of trust. So the referral comes with built in trust.

The obvious question then is … ‘What would be an irresistible offer for your target market?’

To answer this question you to know and understand your target market. They are generally motivated to use your product or service because they have a problem and they believe you have a solution to their problem. It is what Tony Robbins refers to as the PAIN / PLEASURE motivational forces.

The only reason why someone in your target market makes the decision to become a customer is because right now they have PAIN (ie the problem they are trying to solve) and they believe you will help them move out of it into PLEASURE (ie the solution the problem).

So the key to creating an irresistible offer is to make sure it helps your target market move out of PAIN and into PLEASURE.

The next thing then to think about is at what stage of your marketing funnel do you want your raving fans to promote. Is it the product or service you have that you want directly promoted?

If you have them promote your product or service directly you will get some results but not the best possible outcome for you. It is far better to position your irresistible offer at the entry point to your marketing funnel. In order to access the offer they need to say YES and enter your marketing funnel. Once in your database then you have a chance to build long term relationships with them plus of course lead them to your products and services.

This is a critical distinction … you want to have your customers empowered to promote your irresistible offer which is an entry point into your marketing funnel.

One of the ways that we do this at Profit Minute is to run our monthly evening ‘Attraction Marketing Seminars’. It is a seminar on how to attract more clients. We have had tickets to the event printed up and we mail them out to our database of clients and prospective clients. Naturally we send three tickets to each person … one for them and two to pass on.

The tickets to the seminar are valued at $97 each. The content that you will learn at the seminar is priceless … so the offer is irresistible. As a result our customers happily pass on their extra tickets to other business owners they know who would benefit from attending the seminar.

The key to this strategy is of course that we are now building a database of our prospective future clients. Because it is our clients and raving fans that are promoting the irresistible offer for us the people who take up the offer are largely pre-sold.

Think about this strategy in the context of your business. What irresistible offer could you put together that your past clients and raving fans would willingly promote to the people they know on your behalf?