Transcription
Do not call me, write to me. You might hear this phrase from a client more and more often. In this video, we will figure out how to sell without calls at all, how to sell without meetings at all, and in principle, if this is possible or if it's all fiction, as some of you might say, that correspondence and sales via correspondence are not for my business at all. I have a complex, I have a serious product, I have an IT product, it's not selling shoes on Instagram for a few thousand, so correspondence is definitely not for me. Perhaps you have such an attitude towards sales in correspondence, and you believe, as many of my Instagram subscribers also believe, judging by this poll, that it's better to sell at meetings, and most often, as this statistic shows again, large deals are closed at meetings, some by phone, and only a portion are closed in messengers at the moment, at least for my audience on Instagram. Dear friends, please share in the comments whether you sell in messengers, whether you use them to increase sales, if there are those among you who sell only in messengers, without calls, without meetings, and moreover, the sales are for good checks. And before I give you specific techniques that allow you to increase conversion in correspondence, I want to highlight the important advantages, and perhaps after this, you will have a different attitude towards sales in correspondence. The first advantage is, of course, open rates, which are significantly higher if you compare, for example, with email open rates. On average, 10% open emails, while messengers have 80%. So, when you send something in a messenger, the probability that the client will see it, read it, and it won't end up in some spam filters, etc., is significantly higher. The second advantage that I highlight is that when you write in a messenger, you are essentially always writing at the right time. If you call a client, you risk finding yourself in a situation where it's inconvenient for them to talk to you. It's easier to send something in a messenger. When it's convenient for the client, they will open it, read it, and send you a response. Another advantage, in my opinion, is that an emotional connection is established. The client sees you, you see the client, well, naturally, on avatars at first. You can infuse your message with emotions, add some emojis, attach photos and videos, or even record them. This will also more fully engage the client in your correspondence and convey some emotions. And one more advantage that I highlight is that through messengers, you can convey the value of your offer faster because you can conveniently send a photo that the client will immediately open, you can send a video review of the product that the client wants to buy. In other words, if you don't limit yourself exclusively to text, you will be able to convey more value to clients with your messages using other formats. We've dealt with the advantages, but are there any disadvantages? If there are disadvantages, then correspondence is exclusively an advantage, it's a modern trend, you need to forget about calls, you need to forget about meetings, you need to dive headfirst into correspondence and sell there for large checks. Well, there are disadvantages too, I'll talk about them a little later at the end of the video, and now, let's get energized by these advantages and think about what specific techniques there are to close more deals in correspondence. The first point, look at what it is: it's a period that turns into a question. This is one of the main rules of working in sales in general, and it's especially acute in messengers. We should not end a sentence with a period; we should ideally end a sentence with some kind of question to engage the client in a dialogue. When I was preparing this video, I analyzed a lot of messages and asked people on Instagram to send different correspondences. Thanks to all the subscribers who responded and sent their examples, good and bad. And we see that there are examples where every correspondence, every remark, so to speak, of the employee ends with a question. And there are examples like this where, it seems, a presentation was given, a long message was sent, and a period was put at the end. It feels like the manager just wrote all the text about the product and thought, "Well, I've said everything, I won't ask anything." Now the client should buy. But the client also disappeared and isn't responding. And this pause arose, which turned into us losing the client and not getting any feedback from them at all. Open your correspondence with clients now, if you have it, and see how your messages end. Share in the comments: do you put a period more often, or do you end your message with a question? If you now have the question, "Okay, I understand that I need to ask questions, but what should I ask the client?" For example, a client asks me about the price, I answer it, and what else can I ask the client? It's hard to come up with a question if you're in this situation. Go to my Instagram, there's a post about selling questions, read it, there are specific examples, save the cheat sheet, and improve your sales and scripts. The second technique that increases conversion in correspondence is the correct price presentation. I wrote "price" as an abbreviation. What does this mean? Very often, the price presentation looks like this. What is the main problem at this stage? It's that after we've given some presentation and told the person the price, they disappear. It happens that we even ask questions, and they still don't answer. Who has experienced this? Write in the comments, and how do you deal with it? What do I recommend doing at this stage? I highlight two options for working. Here's the first option: suppose you've asked selling questions in correspondence, understood the situation, and then you can try to move away from the price presentation in correspondence and do it, for example, by phone. This is often more effective. That is, you can say, "Now I understand your situation, I have a few ideas, let's discuss them." And whichever one you like more, we'll work on it in more detail, and I'll send you a specific commercial offer. That is, you understand, we have a reason to temporarily leave the correspondence to discuss it, to convey more value during the conversation, and immediately get feedback on the price, which option suits, which doesn't, and then return to correspondence with more specifics. So, this is one option. And the second way: you don't leave the messenger, you continue the communication here. You name the price only after you've named the price, you ask a question. But not a question like, "Which option suits you?" This question often puts the client in a bind. The client pauses, and that's it. But what kind of question is more neutral, engaging the client? You can ask something about the features. Say, "Tell me, are the features described in our tariffs relevant to you?" For example, yes. If the person says no, then you can smoothly transition to presenting other options. For example, by phone, if you were selling, the question "Which option suits you more?" is generally more appropriate because we immediately get feedback from the client, you understand? The client immediately tells us what they like or don't like. But when we ask a question in correspondence and force the client to choose, the client might pause, which is absolutely logical, and the deal might stall. To avoid such a pause, try to ask some neutral question. If you have any questions or ideas for questions for your situation, write them down. I will try to analyze all your comments and respond to strengthen this point, to strengthen your selling presentation, to make it more convincing. Watch another video on the YouTube channel, "9 Tricks for a Selling Presentation." I'm sure you'll get some ideas from there and improve your sales in correspondence. The third technique that I recommend adopting is to convert a long monologue into a short dialogue. Sometimes I see texts like this, it's just a wall of text, a monologue from a manager, and you have to read it all, you have to understand it, and by the time you start reading, you already understand that it's some kind of spam offer or a very long description, it's difficult to navigate. Sometimes it even happens that you think, "Okay, I'll read it later, I'll figure it out," and so on. To avoid such stalls, it's better to switch your communication to a short dialogue format. A short dialogue means that you send short messages to the client, ask questions, provide some presentation in portions, and ask a follow-up question. So, it's very important not to send one such message, but to send small messages bit by bit, engaging the client. [Music] The fourth technique I called "Name." This means not just calling the client by name. No, it means more personalization of your messages. Some of you who have delved into the topic of personal effectiveness might have heard that you need to create templates of identical responses. Yes, you create such templates, and perhaps you send the same thing to the client for their requests without personalization. It's good if you insert the name. Sometimes it's just sent without a name and without anything, some text that says we have an individual approach, we have a very careful attitude towards each client. If you can't even write a name, what kind of individual approach and personalization can you talk about? Therefore, the name is essential. Plus, focus on the client's situation. If, as in this example, the client says they are involved in a specific business, play on that response and say that yes, you know, you've worked with such companies. If that's true, of course, that you have interesting cases where you generated a large number of leads on a small budget. And after such a phrase, you become closer to the client, and it becomes more interesting for them to communicate with you than if you simply ignore their field and move on to the next questions you need to create according to the script. [Music] The fifth technique: despite the fact that you are communicating with the client in messengers, and perhaps you are comfortable there, as some say, "I'm an introvert, I don't like calling at all, I like communicating in correspondence, it's beautiful for me." But remember that sometimes you need to take the client to another level of communication, sometimes you need to pull them out of correspondence. Remember in which point, in this one, we discussed this with you, that sometimes you need to pull the client out of correspondence, talk to them, communicate, and then you can return to correspondence. Remember this. And when you feel that you need to learn more about the client, you need to tell them something, convey more value, strengthen your connection and contact, then take them out of correspondence. But, of course, do it in a way that, for example, "Let's have a call." The client might ask, "Why do I need to call you?" Not for one reason, but show the advantages of such a call. For example, you ask a question about the client's past experience, and the client says, "Yes, you know, there was a negative experience." And here, you know, it's important to clarify a few questions over the phone. It's not possible in correspondence. Let me call you, and you take the initiative to better understand the situation and consider the client's wishes. And in that case, you will call them, you will have a conversation, possibly the contact will become even stronger, and you know, there will be multichannel communication as one of the trends in sales, when we communicate with the client not through one channel, not only in correspondence and not only by phone, but we combine different channels. This makes our communication even more effective. The sixth technique is voice messages. Do you like voice messages or not? What's your attitude towards them? Write in the comments. I'll be honest, I don't have a very good attitude towards voice messages. At the same time, I understand that if they are used correctly, they are quite effective, they help us close deals and communicate more effectively and competently with clients. Why don't I like voice messages? Very often, they are not very informative. What could have been written and read in a few seconds, you are forced to listen for half a minute, a minute, without receiving any valuable and useful information for yourself. Secondly, it's impossible to search for something in voice messages. For example, in a chat, I can type a keyword and find the right moment. If it was a voice message, it's very difficult, impossible to do. Also, voice messages are not always convenient to listen to. It's still easier to read text sometimes. At the same time, by the way, regarding listening, I was recently surprised that one of my acquaintances didn't know that to listen to a voice message, you can simply bring the phone to your ear, and the sound will go through the speaker, not the earpiece. Of course, there are advantages. When we record a voice message, we get the opportunity to convey more information to the client. This is one. And the second point is that it also creates a certain emotional connection. The client hears our voice, and this often helps establish additional trust. So, we conclude that yes, voice messages can be used, but only carefully. How carefully? A few tips here. Please note them. First tip: before recording a voice message, ask for the client's permission. Will it be convenient for them if you record a voice message? Also, it's desirable to justify why you want to record a voice message, that it's not just your laziness to type text, but that it will be useful specifically for the client. That is, here we must show that we are acting in the client's interests, and it is important for us to find. There are some specific features here. It's better if I explain it by voice, it will be convenient to listen. This will be a more competent approach. And if the client says yes, it's convenient, then you record the voice message. The reverse rule, of course, does not apply. If it's convenient for the client to record a voice message, let them record it. Some clients do this themselves, that is, you don't even ask them, they send you a voice message. And some clients are still more modest and respond with text. At the same time, in the process of sales correspondence, you can ask open-ended questions, questions that require a more detailed answer, but the client is too lazy to write. There is a possibility that the client simply won't write a lot of text, will write a short answer, and it won't satisfy you. So, to avoid such a situation, try to ask the client at the very beginning, before asking questions, "Ivan Ivanovich, can you answer the questions either by text or by voice, whichever is convenient for you? The main thing for me is that the information is more detailed and clear so that I can better understand your situation." Another life hack that most of you probably know, but just in case, in case you're not using it yet: if you want to dictate a message but don't want to write it, you can dictate it on your phone, and it will convert it to text. This is what it looks like: "Hi, how do you like this video? Subscribe to the channel and sell beautifully and easily!" That's all, dear friends. All that's left is to press the send message button. Everything is ready. And the final point in this video: beauty will save the world. No, beauty will save your sales, it will save your correspondence. What do I mean by beauty? Well, it's your profile, of course. It's your photo on the avatar. It's the text that you write to the client. Sometimes, you know, they write text so carelessly, making many spelling and punctuation errors, and of course, when you read such text, you immediately feel this carelessness. And you know, it's not for nothing that they say that the sales process often affects our perception of the product as a whole. If they sell to us unbeautifully, ungrammatically, carelessly, then we can form such an impression of the company, even though we haven't bought the product yet, but subconsciously we already have such an impression. Therefore, sell beautifully and easily, as I talk about in other videos on the channel, and make your messages beautiful. Add a moderate amount of emojis to convey emotion. Set paragraph indents, and if you need to highlight something tonally, use some features. For example, in WhatsApp, there's this thing: you put two asterisks around a word, and it becomes bold. Or you can do this, or this. These are all interesting things that you can use and make your message catchy through such formatting. I hope that these techniques will help you liven up your correspondence, make it more selling, and as I promised, a few disadvantages. Look, correspondence is one of the tools, one of the communication methods. There are disadvantages as well as advantages. What are the disadvantages? That the client can simply go silent at any moment, may not be in touch, the correspondence process may drag on. Perhaps you've noticed that sometimes it's easier to call for a few minutes and discuss everything concretely than to drag out correspondence for a week because you respond slowly, and so on. Therefore, of course, it's very important, I think, to draw the conclusion that we should combine different methods and sell in correspondence using these techniques, and also sell by phone. We must develop sales skills and sell in person. These skills can and should be developed in a sales school. We do this here, and you can do it here on this YouTube channel absolutely for free. I hope you draw some information from the videos that allows you to become stronger in sales. I have prepared free material for my subscribers: a cheat sheet, a summary of this video, which you can download below. Leave any comment, go to the download page, make a request, and we will send you this material. And sell beautifully and easily. [Music]