📸Picture this: You're a business owner trying to sell your product or service. You've done your research, you've paid for amazing ads, your ad is getting leads in, you created a kicka** nurturing sequence that those leads are going through….. But no one has called you, no one has booked a meeting with you, and no one has reached out. Have you been there?? What's going on???
Well, to be completely honest, it's possible that you've fallen into the trap of thinking that nurturing your leads is the same as selling to them. While it is true that nurturing is an important part of the sales process, it's not a replacement for it.
❗❗Let me repeat that real quick: nurturing your leads…. Does NOT replace your sales process❗❗
Okay, now that we’re on the same page, let's break it down. - Nurturing is all about building a relationship with your potential customers. It's about educating them, providing them with helpful resources, and staying top-of-mind until they're ready to make a buying decision. - Sales, on the other hand, is about closing the deal. It's about identifying your customer's needs, demonstrating how your product or service can meet those needs, and persuading them to take action.
❓So why do people sometimes confuse the two❓ Well, for one thing, nurturing can feel more comfortable than selling. It's a softer approach that doesn't involve as much pressure or rejection. Plus, when you're nurturing, you're not necessarily asking for anything in return.
But here's the thing: if you're only nurturing your leads and never actually selling to them, you're not doing your job as a salesperson. Your goal isn't just to have a lot of warm and fuzzy conversations with potential customers - it's to close deals and generate revenue for your company❗
So, how do you strike the right balance between nurturing and selling❓ Here are a few tips:
1️⃣ Be strategic about your nurturing efforts by consistently providing value to your potential customers through a variety of touch points. Remember, it takes an average of 21 touch points for someone to make a purchase decision, so don't be afraid to get creative with how you engage with your audience. From ads and social media posts, to emails, texts, and even physical presence at events, there are many ways to stay top-of-mind. But it's important to be practical about your efforts and ensure that each touch point is providing value to your audience.
2️⃣ Get comfortable with being uncomfortable. Learning to be comfortable with the sales process can be tough, but it's a necessary part of being a successful salesperson. You're never going to become comfortable with it overnight. This means pushing yourself outside of your comfort zone, practicing your sales pitch, and learning from your mistakes. The more you practice, the more confident you'll become. So don't be afraid to run with it - embrace the sales process and keep working at it until you're a pro!
3️⃣CALL YOUR LEADS. If you get a new lead and they haven’t called you, or booked an appointment. YOU NEED TO CALL THEM! They hand typed their email and phone number because they related to what you were saying and were interested in more information…. that’s a hot lead buddy!!! I don’t know how else to say it, you gotta get them on the phone! They gave you their number, the ball is in YOUR court!!!!
So there you have it! Stop wondering why your leads aren’t doing anything because here is your answer. Nurturing and selling are two peas in a pod - separate but equally important. By delivering value in creative ways and getting outside of your comfort zone to embrace the sales process, you too can become a rockstar at closing deals!! So go out there and show 'em what you've got!✨