Matthew Lind (Founder & CEO of Krato, Inc)
Krato
A formulated selling system can help simplify the selling process. What is a selling system? It’s a strategic, replicable system that is easy for a distributor to follow and produces tremendous success within your company.
When constructing a selling system, focusing on one critical psychological factor is important. Even better, try a focus on three.
Why Three?
Our minds find it much easier to understand things in a pattern of three. In school, we learned things in threes; the ABCs and 123s. Dividing your company’s selling system into three manageable pieces makes it effortless for distributors to jump in and get to work, and encourages others to do the same.
Building Your 3-Part Selling System
It is important to start with the three core pillars of your selling system. This could be a 3S system; Sample, Share, Subscribe. Or perhaps, sampling is not a component, and you leverage a different customer acquisition tool to fill its place. When choosing a 3-Part Selling System it is important to follow a specific formula; two parts customer acquisition with one-part lifetime customer creation.
Sampling
Providing a product sample cuts through the marketing noise and can sway a prospect towards making a favorable purchasing decision. Not only is the customer able to get their hands on the product, but the customer is able to evaluate and understand the product’s benefits to rationalize the purchase.
Sampling can be done two different ways; person-to-person or samples can be sent directly from the company to the customer on the distributors behalf. Often companies don’t have the capabilities to send out individual physical samples, so implementing a sample program that is built around person-to-person can be just as effective. After sharing the sample, the distributor enters the prospect’s email, which in turn triggers a follow-up marketing treatment. Sampling is effective because it allows the customer to try the product, and is the ultimate conversation starter as well.
Quizzing
Utilizing quizzing technology allows you to reach a new prospect directly and interact with them in a conversation relevant to your products. By engaging with them through quizzing, they feel more connected to you, and you can create offers customized to their experience.
The most successful deployments focus on solutions for the prospect, and incorporate fun and rewards. Once built, connect the lead data to your email and marketing systemsso when your distributor gets a lead from a quiz, the rest of your selling system kicks into gear.
Couponing
Couponing is defined as a discounting methodology centered around the capability to share a static coupon.It builds confidence to have something the distributor can offer a new prospect that they will appreciate, and sequentially will feel the urge to reciprocate by purchasing.
3 key elements of couponing:
- Enabling the distributor with a coupon code they share with new prospects
- Enabling your customers with a coupon code they can share for rewards
- Automatically inserting coupon codes into other elements of your 3-part selling system, such as follow-ups. As an example, if a distributor gets a friend to take your skin care quiz, send an email to thank them and includea $10 discount coupon along with the product instructions about their unique results.
Subscribing
Once a customer has tried your product, the next step is to start an automatic follow-up communication with the customer, and mobilize the distributor to talk about your subscribe and save program. We have created a system to trigger automatic reminders to the distributor to ease this step and help aid in time management.
By making this almost effortless, your distributors are more likely to follow up with customers and prospects, which means an increase in the subscribe and save success rate.
Implement Your Selling System
While all three components of your 3-part selling system should magnify each other, they should also be able to stand on their own as sales generators.
What should be your 3-part selling system for delivering 10x growth? Ask Krato for help.