Dream 100 Sales: Client Acquisition Strategy

Posted on Jan 19, 2025 in Other subjects

The Dream 100 Sales Strategy

The dream 100 sales strategy:

• Identify Client Profile

  • Make a list of your dream clients.
  • You need a specific customer profile.
  • If they are big clients, do a little research on them. (Prospecting: Webs, Podcasts, Blogs, Press, LinkedIn…)
  • Evaluate the finest details of your dream client’s life:
    • What are their habits?
    • Where do they go to solve their problems?
    • Their goals? Their stress reasons?

• Create Your Communications

  Letters, emails, corporate materials

  • It should be short and snappy. (less is more)
  • Offer something to which they can easily say yes. (Start a relationship, a beginning)
  • Remember to include a CTA in the letter. (Call Now!)
    • Call to action (CTA): Words or phrases in sales letters, emails, Ads… which compel an audience to act in a specific way.

• Choose Your Gifts

The goal is to stand out and begin a relationship

• • Send small gifts with your letter; inexpensive is better.
    • Useful gifts, confectionery, things they want to keep or take home.
  • The prospect smiles at the gesture and doesn’t feel bribed.

• Create Your Communications Calendar

  • Because these actions should be done at least every month, it’s better if you plan/create a calendar.
  • You can send a gift a month and, between gifts, other communications.
    • (press releases, emailing, birthday or Christmas greetings).
  • The more they become familiar with your name (Brand), the better your chance of gaining them as a client.
    • (Relationship strategy: Confidence, trust, Commitment…).

• Call Follow-Up

  • Follow up after every communication with a gift.
    • (Max. 24 hrs., Don’t let it cool)
  • The more they become familiar with your name, the better your chance of gaining them as a client.
    • (Gatekeeper trust).
  • Once they know you, call them to suggest a meeting.
  • Schedule a presentation

• Present the Information

  • Use market data and compare, not your product data only.
    • (Based on a Benchmark)
  • Make sure you hit their “pain points”.
  • Include your own pitch for your product/service, your point of view.
    • (only after you have covered general info)

After the first sales impact:

• Once you’ve started to work with those clients, follow-up is essential for customer satisfaction and retention.
• You must nurture the communication: letters, phone calls, events… (Relationship strategy)
• Trick: Surprise your customer with something fun any month, like Football/Theatre Tickets, not professional events.

TOPIC 9: THE SMOKING GUN AND THE STADIUM PITCH

Smoking gun: It is any form of market information or statistical or scientific information that, once presented, automatically makes your product look good in the eyes of your audience.

When to use it?

• in an ad
• in a piece of content that is aimed at creating awareness or preference about your product
• at the beginning of a sales presentation

Why should we use a smoking gun?

Your goal is to find objective information that makes your audience think more favorably about your product without having to pitch it.

Stadium pitch:

Your possibilities

• 3% – 6-7% “The 5 ways our office equipment can benefit you”
• All: “The 5 ways you are wasting money in your operations and administration”

You will attract more buyers if you are offering to teach them something of value to them than you will ever attract by simply trying to sell them your product or service.

When to use it?

• At the beginning of a sales presentation for a group (whether in person or a webinar)
• In any piece of content aimed at establishing you/your company as an authority in the market

Why use it?

• The goal is that your presentation is seen as something valuable and not “just” a sales presentation.
• This will put the presenter/the company/the product in a much more “likeable” position.