The MAP to More Sales – Part 3

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The MAP to More Sales – Part 3

In Part 1 of this series, I introduced you to a very simple formula that will lead to amazing, jaw-dropping sales results. In fact, by using the MAP you will close more sales even if you have never had any sales training and hate the whole idea of selling. The reason that sales skills are completely unnecessary is that by following the MAP you will uncover the ultimate treasure; a large number of sales opportunities with prospects who know exactly what you are offering and are predisposed to buy from you.

Just to review, your MAP is composed of three distinct elements:

1. Message: Have a compelling message

2. Audience: Share that message with a lot of people

3. Proof: Provide proof to back up your claims

In Part 2 of this series I discussed the importance of a compelling sales message and shared the formula for creating your messages. In Part 3 we will take a look at the techniques for sharing your message with a large audience.

At the end of the day sales, success boils down to one very simple (but not easy) thing: making sure that enough people hear your message. Regardless of your product or service if you simply tell enough people what your do you will secure opportunities to present your value proposition. And if you present often enough you will make sales regardless of your level of sales skill. If you want to make more sales you can either create a more compelling message or increase the number of people that hear your message. Hopefully, you will do both since that would be the most effective way to close more business.

Finding Your Audience

Regardless of whether you want to share your message verbally or via the written word there are more ways to share your message today than ever before in the history of selling. Let’s begin this section by looking at some of the ways you can share your message.

Verbal Techniques

1 – Cold calling by telephone and door to door

  • Video
  • Podcasts
  • Public speaking
  • Networking
  • The Written Word

2 – Direct Mail
3 – Websites
4 – Online Content

  • White papers
  • Testimonials
  • Article publishing
  • Ezines
  • Offline publications

Social Media actually combines both verbal and written communication. Users can post links to both video and written information for their connections to view.

The smart salesperson will incorporate as much of this list as possible in an attempt to build a large audience for her sales message. This article is just one of the many avenues that I use to share my message with as large an audience as possible. In fact, I personally utilize virtually the entire list in my own marketing.

There are two goals for creating as large an audience as possible. The most obvious goal is to secure an appointment to sell your product. Less obvious but equally important is to build a list of people who are open to receive ongoing communication from you. It is the latter point that most salespeople miss. Most salespeople are so focused on the appointment that they forget about creating relationships with prospects who do not have an interest in an immediate sales appointment.

At the end of the day people buy, because they feel like they know the salesperson, they like the salesperson, and most importantly, they trust the salesperson. Creating a large audience allows you to help the prospect get to know you and feel like they can trust you because you have shown yourself to be an expert in your field. Over time, assuming you provide meaningful content, the prospect will also feel like he likes you. And then out of the blue, you will find yourself opening unexpected sales opportunities.

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