Generate Interest

Lots of customers know about you, but they aren’t responding. Focus on your messaging and your offering to make it more appealing to your prospects.

The Selling Mindset

The most important part of being in sales, is the attitude that you bring about the work you are doing. If you don’t believe in what you are doing, neither will your customers.
 
Why This Model? Having the right mindset allows you the persistence to generate interest.

Build Good Customer Relationships

People buy from people they like, plain and simple. If your customer doesn’t like you, they won’t buy. There are some simple things you can do to help make a good impression and build a solid relationship with your customers.
 
Why This Model? Building rapport generates interest in your offering and business.

Company Brand

What is your business all about? Understanding your business’ brand is important as you need to verify that this is aligned with who you are.
 
Why This Model? Your brand offering credibility and generates interest.

Personal Brand

Who are you? Understanding who you are is important to ensure that your personal brand is aligned with your business’. If these are misaligned, it can cause confusion.
 
Why This Model? Your brand offering credibility and generates interest.

Customer Profiling

Who you are doing business with today is a great indicator of who you should focus on selling to. Critically analyzing what is working today, will help you get more.
 
Why This Model? Who is buying from you now probably is most interested in your offering.

Who Should Be Your Customer?

Sometimes who you are selling to is not the right customer for you. Most companies start with the idea that any business is good business, but this is not always true.
 
Why This Model? Select the customer that will be the most interested.

Test Your Offering

Before you invest too much of your money into a business idea, how can you find out if a consumer will actually buy? Testing your offering is a low risk way to see if your product/service is market ready.
 
Why This Model? You need to test if your offering is actually interesting to your target market.

Features Vs. Benefits

The best sales people speak about benefits rather than features to their customers. Features bore customers, benefits enthrall. Learn how to do this.
 
Why This Model? You need the right message to generate interest.

Unique Selling Proposition

Looking at your brand and your customers, what can you truly offer them that is different from the competition? Knowing exactly what is unique about your offering makes it easier to sell.
 
Why This Model? You need the right message to generate interest.

30-Second Pitch

A 30-second pitch is the way to talk about your company by making it relevant to your audience. Thinking about who you are talking to is one of the key pieces of a 30-second pitch.
 
Why This Model? You need the right message to generate interest.

Customer Personality Types

The best sales people are able to adjust to their audience. They quickly assess the personality type of their customer, and adjust how they interact with this customer immediately.
 
Why This Model? Connecting with your customer will help to generate interest.

The Buying Group

In a complicated sale, there is often more than just one person involved. This group of individuals is called “the buying group”. Knowing who they key players are and what matters to each of them, will help you customize your sales approach.
 
Why This Model? Multiple people in the buying group need to be interested for the sale to happen.

The Sales’ Funnel

The purpose of the sales funnel is to drive sales through it. By understanding your sales funnel and analyzing it, you are able to refine your sales strategy.
 
Why This Model? Generating interest is an important part of the sales funnel.

Lead List Testing

After generating a list, the only true way to know if it works is to use it. Testing a lead list is a critical step in refining your sales approach.
 
Why This Model? Testing if the lead list is generating interest is important in being more effective.

Insides Sales

The best sales people think about what their customers are thinking first. The best cold callers do the same. By starting with your customer on the phone, you are able to say the right things that will generate interest.
 
Why This Model? Two-way conversations can generate interest.

Drip Marketing

Email marketing can be extremely effective in reach out to new customers and following up with existing customers. But it is only effective if customers ready it. Find out how to create a email that customers want to open.
 
Why This Model? Follow up emails continue to educate and remind customers about your offering which can lead to interest.

Integrated Marketing Strategy

An integrated marketing strategy is when you use multiple marketing tools, and delivery the same message to the same audience, to help reinforce the message.
 
Why This Model? Marketing tools can be used for awareness, but also can generate interest by demonstrating credibility and a positive brand.

Social Media’s Impact

There are thousands of social media tools available online, and this number is growing as the popularity grows and niche markets are explored. Do you know which ones you should be using?
 
Why This Model? Social media is a great way to generate awareness, but can also generate interest with engagement with potential customers and ratings by former customers.

Tradeshows

Tradeshows are a great form of learning and lead generation. But they can be expensive, time consuming, and a lot of things can go wrong. How do you mitigate the downside?
 
Why This Model? Tradeshows offer two-way conversations with your potential customers which is a good way to generate interest.

Generate Interest

The best way to get your customer interested is to speak about what is important for them in a way they understand. How?
 
Why This Model? The best practices and basics of generating interest.

First Impressions

How do you make sure that people like you within those first few seconds in person or on the phone? What are the proven secrets?
 
Why This Model? First impressions are the start of generating interest.

Presentations

The biggest fear in the world is public speaking. At a funeral, most people would prefer to be in the coffin than giving the eulogy. How do you overcome this and get business?
 
Why This Model? Getting in front of your customers in a sales presentation or in a presentation at an event is a good opportunity to generate interest.

Networking

Networking is one of the best (and easiest) ways to generate sales leads. The challenge is that it can end up taking a long time. What are the best practices to getting the right leads?
 
Why This Model? Networking is a great way to continue to connect with your customers and grow interest in your offering.

Gauging Interest

Some customers will come straight out and tell you whether or not they are interested. But this is not common and you need to be able to gauge interest so that you know when to try to close a sale.
 
Why This Model? Gauge whether your tactics are generating interest.

Control Your Message

When possible, always control your own message. This means that you should be doing this yourself, or you should be the one dictating what should be said. How?
 
Why This Model? Generate interest throughout a buying group by controlling your message.

Most Common Objections

The most important thing about objections? Deal with them early on rather than later. There is no point in belabouring something if the objection is a deal breaker and cannot be cleared up.
 
Why This Model? During the interest stage, there are a lot of customer concerns.

Competition

You need to know details about your suppliers, but you need to learn everything you can about your competitors. Learn how to do this.
 
Why This Model? Your customer is most likely comparing you to your competition if they are getting interested in your offering. You should understand them.

Sales Cycle Length

The more quickly you can close a prospect, the more time you have to invest in other customers. And the longer a prospect stays in the funnel, the less likely that they will buy. Learn how to keep them moving.
 
Why This Model? Generating interest is the middle of the sales cycle and often is one of the longest phases.

Whales Vs. Minnows

Every sales person wants to track down a whale of a customer as it is assumed that this is where all of the money is made. However, there are different reasons and different ways to sell to big companies versus small businesses.
 
Why This Model? Generating interest is different for larger versus small customers.

Setting Expectations

The customer has made the decision to move forward, so you have to prove to them that it’s the right decision. They will be judging.
 
Why This Model? Interest is created based on client’s expectations.

Former Customers

Former customers already know about your company. Following up with your past customers is a good opportunity for them to consider using you again. Plus, do you know why your customers left you?
 
Why This Model? Former customers can give testimonials and stories to add to your credibility and the customer’s interest.

Referrals

Friends, relatives and current customers refer business to you, not to help you, but to help the prospective customer! It’s important to realize this? Your goal is not to ask for referrals, but to explain why a referral would help a prospective customer.
 
Why This Model? Referrals help to move clients through the funnel.

CRM IT Tools

There are a lot of customer pieces to keep track of? How do you do it? You could start with an Excel spreadsheet, but when dealing with multiple locations and people, a centralized Customer Relationship Management (CRM) tool is sometimes even more important.
 
Why This Model? You need to keep track of customer details as they move through the sales funnel.

Upselling

If you have many products available to sell to customers, how do you persuade them to try out something different, maybe a more expensive model or an additional complementary product? This is upselling.
 
Why This Model? You need to fully understand your customer to generate interest.

Mirroring

Mirroring is when you perform similar behaviours to those of your counterpart. It’s scientifically proven to build an unspoken connection between two parties.
 
Why This Model? You need to build a relationship with your customer to build the interest.

Gender Selling

If women are from Venus and men are from Mars, why would we sell to them the same way? We shouldn’t!
 
Why This Model? You need to generate interest by speaking to your customer in a way that resonates with them.

Cultural Selling

What you should absolutely know when selling to customers in other countries? Here is an overview of some major business hubs.
 
Why This Model? You need to generate interest by speaking to your customer in a way that resonates with them.