HubSpot’s new study, Buyers Speak Out: How Sales Needs to Evolve shows that there’s a huge chasm between how buyers want to be sold to and the way organizations are actually selling.
Digging into this study I found some interesting data that shows a third of buyers want the opportunity to see a service/product in action very early on. They want a very tangible understanding of what they’re potentially buying, and they want it right away.
I’ve been promoting a new stage in the lead generation process that I refer to as”Lead Sampling.” Lead sampling acknowledges the fact that your job as a salesperson or marketer is to replicate the conditions of actually experiencing the service or product in action.
Today’s shift in buying now demands a very tangible way prospects can experience your offer.
Prospects want to be able to sample your expertise, product or service and it’s the easiest way to move people to actually buying all-in, particularly in highly competitive and highly priced situations.
The reason this approach is so effective is that no hard selling has to occur, you get to control the sample offering, the client gets independent value whether they agree to hire you or not, and finally, you get a value-based start in the engagement.
So, the best way to effectively sell a service or product is to start by giving it away (slightly).
Indispensable Marketing takes a process approach to developing and installing your small business marketing.