This is the only thing you have to understand to sell more

Why don't they buy from you?

Why don't they hire you?

Have you ever wondered why you don't get more results?

I promise you: when you understand a single thing that I will tell you now, you will realize why you have not achieved the results you wanted to get new clients.

Surely, you have done the following:

1. You have published regularly on LinkedIn
2. You have contacted new people on LinkedIn, sending personalized messages
3. You have published posts on your website
4. You have even written a free guide to get leads
5. You have designed an email sequence for those leads that have you achieved with your free guide
6. Have you constantly tried to keep up with all this, trying very hard?
7. You have started a long-term SEO strategy

But you have achieved almost nothing.

You have not gotten those many clients that you thought you would get and you have not been able to increase your billing, you have been busy all day, but you have not managed to get paid for all these hours.

At the end of the day you look at the LinkedIn likes and what you have achieved at the networking level and you think... When will all this be transferred to sales?

You have faith!

But you are running out.

Staying busy is also fine, but if you do not generate sales and are self-employed or even if you have employees in your charge, bad!

You won't be able to keep up because sooner or later you'll have to go out looking for clients or take jobs you didn't want to take because you didn't like them or they weren't paying well enough.

So what is there to do?

What can you do today to improve this whole process and actually get customers?

Find a way to get clients. 

And carry it out.

And again.

First you have to be very clear about what you are offering, why you are offering it and why you are better than anyone else by offering this.

Without a great PROMISE (and offer) that far exceeds your competition (or the perception of your competition), you will have no choice.

If you are a 360 agency, a custom development company that adapts to its clients or a very innovative innovation consultant... you will not sell.

First you must design your PROMISE.

You must have validated it with the market with the methods that we tell you.

You will have discovered patterns of needs and problems in your potential clients.

Then you must have notoriety and authority. 

Let it be known that you are an expert in your sector.

And when you have achieved that,

now yes! Sell!

All the leads that come to you: take care of them, work that list, but work it well depending on when they are. Not all leads will be the same.

Voucher. You may have read that I talk about "at what time are the leads"

Here you have the big problem that you possibly did not know!

Not taking this into account until now may have cost you a lot of potential clients.

If you write to someone in a sales tone, when they are in a "don't buy" phase, you will not get them to buy from you and you will sound spammer.

How do you know if someone is ready to buy?

Eugene Schwartz, author of the hard-to-find book Breakthrough Advertising - you'll find it for almost $450 on Amazon, second-hand - was an exceptional copywriter.

According to many people, Eugene has been one of the best copywriters of all time.

Specialized in direct mail campaigns, he achieved great success with this type of strategy.

Eugene designed a model of awareness by potential buyers.

It is a model through which you classify potential buyers based on their level of awareness of the problem (which will make them buy your product).

Each of the phases requires a different approach to connect with your potential customers. We cannot use the same type of messages for each of the phases.

The 5 phases or levels of awareness of the potential client

The phases are these:

1) Not aware of the problem: it is a portion of the market that is a potential client, but is not aware of you, or your solutions, or even having that need that would be solved with your product or service.

2) Aware of the problem: they are aware that they have a need, a desire to be satisfied or a problem to be solved, and they are looking for a solution.

3) Solution Aware: At this stage potential customers have already done some research on the best solution for their problem, but haven't decided on one.

4) Aware of your solution: They not only know that they need a solution, but they know that you are a possible solution.

5) Decided to buy: These potential customers are already determined to buy. Someone needs to make them make the final decision (take action).

Ignoring the buyer's state of consciousness will cause you to mistarget potential customers and miss out on opportunities.

The lower level of awareness a potential client has:

1. The more you will have to work and cultivate the relationship, in favor of "educating" before being able to sell him anything.
2. less open he will be to receiving a sales
3. The more indirect you have to be when talking about your product or service

As you can see, determining the level of awareness of your potential customer is essential when segmenting your audience and targeting different types of messages.

Examples of states of awareness and types of communication/advertising

Two examples:

When someone finds you through SEO (search for you on Google), they are probably in phase 3, 4 or 5. That is, in the phases in which they are aware of their problem I either want the solution now or investigate. You have to take advantage of it! Having a sales page of what you are offering well positioned in Google in order to reach this type of buyer would be ideal.

When someone is not aware that they have a problem, what you can do is experiment with advertising strategies on Facebook & LinkedIn aimed at different audiences to find out which of them reacts better to your advertising and which one is willing to move on to the next phase of advertising. awareness.

How to Determine Your Prospect's Level of Awareness

Ask these questions about the problem you're solving:

1. Is it a well-known problem?
2. How likely are potential customers to know they have this problem?
3. Apart from my solution, what else are there on the market?
4. How well known are those solutions?

Ask these questions about your company:

1. Is it known?
2. What reputation do you have in the industry?
3. Is it likely that the potential client has seen advertising from you?

Ask these questions about your solution:

1. Is it new? If not, how long has it been on the market?
2. Is it unique? Or similar to other solutions?
3. How much publicity for this product/service have we done already?

The more ignorance, the more communication efforts you will have to make.

The road from uncertainty to certainty

In summary, what you are achieving with your sales funnel and with your different messages for the different levels of awareness of your potential customers is:

To move them from uncertainty (what you sell is going to serve them) sure that it will work.

When you get your potential customers trust you and have the certainty that what you are selling is going to help them, then the sale is much easier.

That is why it is very important that you continue doing what we have defined in previous activities: Snowballs, post-its, design of your funnel.

Do not stop generating content, have your funnel ready, your feature videos and success stories and the relevant automations.

You will improve them as you talk to more customers, but all of this is what will allow you to scale your sales.

You should analyze which actions have better results and promote them. It is simpler than it may seem a priori, but do not stop.