Anyone who’s taken a sales course of any kind has heard the phrase “buying signals.”
According to Tom Reilly Sales Training, the 4 signals the customer is ready to buy are:
- Nods their head
- Repeats a benefit
- Asks for the price
- Says yes(!)
What I want to bring your attention to is this: what you say that gets buying signals during a sales conversation or networking makes excellent website copy.
As a business owner, you’re always under the gun to bring in more sales. That’s how your business grows and thrives.
If you’re like me, your favorite place to be is in front of a prospective ideal customer, when it’s your ideal customer.
But…what happens when you can’t be in front of your prospect – like on your website?
How can you replicate your in-person sales conversations online?
Use intentional listening.
Intentional listening means you listen carefully to what your prospect says. But, you also listen to what you say that stimulates buying signals.
To do this properly, you choose one of the following three strategies:
- Record your conversation but get permission first. Here’s what I say, “I don’t want to take notes during our meeting, so, is it OK if I record our conversation?”
- Take notes – if you’re good at taking notes and can listen and write at the same time, do it.
- Remember – this is challenging for me. But for some people, they can leave a meeting and write down everything that happened from memory.
Remember, listen and record what your prospect says and what you said that got buying signals. Think, “What did I say that made him nod his head, repeat a benefit, ask for the price, or say “Yes!”.
Turn sales conversations into compelling marketing copy.
Today, we only have a couple of seconds to make an emotional connection with our ideal customers. Use what you learn from your sales conversations that get buying signals.
Then turn it into website copy.
Here’s an example: I get buying signals when I say, “I get businesses so clear about their ideal customers that they can spot them across a room.”
So I put it on my website:
It works like a charm!
Your turn: Take a look at your website and ask yourself, would my ideal customer nod, mentally repeat a benefit, look for pricing, or say, “Yes!”?
Need some help identifying your ideal customer? I can help you get so totally clear that you’ll be able to spot them across a room!