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How to Use the Honeymoon Approach To Increase Sales
| Guest post by: Leanne Hoagland-Smith |
Article Overview: What would happen if you used the Honeymoon approach to realize your goal to increase sales? Is not sweetening the sales process a good thing?
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
How to Use the Honeymoon Approach To Increase Sales
The purpose of the honeymoon was to increase fertility. This same approach can be used to increase sales provided you abandon the traditional sales based marketing approach or what some call the hard sell to an education based marketing (soft sell).
In the honeymoon of years gone by, the couple received 30 days of mead (a wine made from honey) after their wedding day. This sweet drink was believed to increase fertility and therefore ensure a pregnancy as soon as possible. With life expectancies short compared to today’s life spans, the sooner the bride became pregnant the better it was for the local community.
Is the sales process any different? You meet a potential client or even a qualified potential customer (a.k.a. prospect) and then for the next 30 days or so continue to reconnect with the desire to earn a sale. Sales Coaching Tip: Think earn instead of make a sale or close a sale.
Possibly you wine and dine this new potential buyer or at least connect with him several times. So, does it not make sense to sweeten those connections?
How to sweeten those connections so that he truly enjoys the sweetness and the wine does not sour is through education. For example, you could send him an article relevant to his industry, local business trends or some market research. Maybe you have his email address and you could forward a white paper that he might find of interest.
If you are abreast of local happenings, you could let him know of a free seminar to important business networking event that he may of value. Another honeymoon action is to send him a referral.
The goal here is to provide value (sweetness) through a series of multiple actions that catapult you to his top of mind awareness (TOMA) without being pushy. By not selling or pushing your products, prices or proposals, you demonstrate how you are truly what I like to call a Red Jacket in a sea of gray suits.
With the marketplace full of hundreds to thousands of gray suits all engaged in pushing sales, it makes far more sense for you to create an environment (honeymoon) where your potential customer pulls you to him or her. Try the honeymoon approach and see if it increase sales especially if your current marketing and selling strategies along with the respective action plans are not delivering your desired results.
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Article Tags: business networking, business trends, fertility, free seminar, gray suits, honey, honeymoon action, local community, market research, mead, mind awareness, nbsp, networking event, proposals, red jacket, referral, several times, sweet drink, sweetness, wedding day
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Assessment Business Building Check List Leadership Audit For Business |
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