Important Tips to Help you Develop a Consultative Sales Approach
In this edition of the Endlessrise VIP Bi-Weekly webinar, I listed down some of the most important tips in developing a consultative sales approach that marketers may use if their goal is to win more clients and close more deals.
As online marketers, you understand how relevant the consultation process is in winning the trust of your leads. This is the starting point of everything—the consultation process is where you establish your credibility as an online marketing service provider. Ask yourself, “How do I sell my services to leads? Am I too pushy? Or maybe I lack assertiveness? What does my consultation process format tell me about my consultative skills?”
While there are no marketers having the exact same consultation process, most experts would agree that in almost all situations, marketers must employ a consultative sales approach instead of a hard-close approach in order to gain the best chance at success.
To effectively help you develop your consultative sales approach, I provided an in-depth guide to the following:
- Establishing your leads’ target market
- Performing an analysis on their past online marketing efforts
- Examining the current condition and rankings of their website
- Evaluating their online social and directory presence
- Performing an analysis on their search traffic for relevant keywords
- Examining their competitors’ online rankings
- Developing a marketing timetable and marketing blueprint
- Services recommendation and other tips
I asked several online marketers if they prefer explaining the content of their consultation process using technical keywords than discussing to leads what the consultation is actually going to accomplish in the end. Most of them guiltily answered yes. While it’s not bad to establish your online marketing expertise by using big technical words, it wouldn’t hurt to let your leads see the bigger picture by explaining to them the results they could get from the consultation in terms they could easily comprehend. I’ll show you even more practical tips to develop your consultative skills in the course of this webinar.
Setting the Stage
Before committing to a lead, it’s highly crucial to pre-qualify them to estimate how much they are willing to undergo the consultation process and launch a marketing campaign with you as their service provider. What is their rough budget for a marketing campaign? Do you feel you are just being used for consulting and information?
You must set the stage right there and then and tell your leads that you expect them to be doing business with you if they are going to take up your time. I’ll share essential tips to help you avoid getting drag out by non-paying leads in the first part of this webinar.
Intake Questions and Research
Upon scheduling a phone call to go over an intake meeting and making sure they are interested with your consultation and services, the next step is to do the research. Partners may access our intake form public link from their dashboard and use it to speed up the research process.
Preparing the Consultation
There are plenty of things you need to analyze and prepare before actually talking to your client to do the consultation. From the analysis of their website and its current ranking, their directory and social presence, their search traffic, and their competitors’ rankings, I’ll teach you valuable techniques that may help you produce comprehensive analyses.
I will offer you recommendations and extra tips to help you identify the pain points to your leads’ online marketing. This will be accompanied by solutions guaranteed to make your services be commended by your prospects!
Watch the preview of this VIP bi-weekly webinar
It’s unfortunate that you missed receiving the marketing materials I gave for FREE to those present in the webinar, but don’t worry. The entire webinar alone is more than enough to help you develop your skills and market your services, so make sure you gain access to it!
Sign up as an Endlessrise partner today to watch the full recording of this $1000 Consultation Endlessrise VIP webinar, or opt to become a Pro Member for more advanced features to grow your online marketing agency at an accelerated pace.
NOTE: The full webinar recording is exclusive to our partner resellers only. If you want to watch the full replay and access other powerful marketing resources, simply sign up as an Endlessrise reseller here at no cost. You’ll be given free login to our dashboard, where you can access our webinar archive.