How many walls have you built between you and your customers? Think that’s a crazy question? Then answer these questions please:
- Is your telephone number clearly visible on the home page of your website? Yes, the HOME PAGE, so that they don’t have to go searching for it when your prospect wants to ask a question.
- Is your email contact readily available on your website for customers who prefer to reach out that way?
- Is your cell phone number in your email signature line? Can anyone you send an email to easily call you if that’s their preferred method of communication?
- Is your blog filled with your own thoughts and ideas, or those of your friends and other guest bloggers? If the ideas on your blog aren’t yours, why are they there? What purpose do they serve you in building a direct relationship with your client?
- Does your website have a clear call to action asking your prospective client to connect with you?
- Is your podcast series about someone else’s ideas? Do you regularly host others so that your audience can hear about their philosophy? If the answer is yes to this, ok, I have another question. When do you showcase your own thoughts and ideas on the podcast? At the end of each episode, do you ask for a connection to the listener?
- Is your sales process heavy on researching leads but light on picking up the phone and calling them? Are you putting email and social media connecting in front of calling them to speak live?
Obviously, I’m asking leading questions, but for a very good reason. As someone who works with business owners and consultants, I regularly witness brilliant people putting up walls and blockades between their prospective clients and themselves. It is almost always done subconsciously, but subconscious or not, it has the same effect: it kills your sales funnel. It delays or even destroys your opportunity to turn a connection into a client.
If you’re serious about building your sales pipeline and your business, you must take down the walls between you and your prospects. Make it crystal clear that you are actively selling your services and that you want them to connect with you. Then make sure that they can clearly see exactly how to do that. Part of asking for the sale is making yourself available to the people who need your help.
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