The document summarizes 5 common myths about marketing and selling to customers. It provides truths to counter each myth:
Myth 1: Customers will find your offer if it is good enough. Truth 1: Be findable through search and build your online presence.
Myth 2: Customers know what they want and want it for free. Truth 2: Educate your customers to understand the problem being solved.
Myth 3: Customers will understand and love your offer. Truth 3: Help customers qualify themselves through self-diagnosis and an easy purchase process.
Myth 4: Customers will make rational purchase decisions in your favor. Truth 4: Sell to emotions and
5. Change your view point
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6.
7.
8. The 5 Myths:
Myth 1. They will find us, if our offer is "good" enough
Myth 2. They know what they want and they want it for free
Myth 3. They understand and will love our offer
Myth 4. They will make a rational purchase decision - in our favor
Myth 5. We sell to Business, not Consumers
9. Myth 1. They will find us, if our
offer is "good" enough
21. Question: Where do they
go for help?
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22. Educate your customers:
Become a trusted resource for your customers
1. Use clear and simple customer
language
2. Describe the problem being solved
3. Tell Client stories
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23. Myth 3. They understand
and love our offer
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31. Lead your customers:
Help them to self-qualify
1. Guide them through the self-
qualification process
2. Make it easy for them to find,
try and buy
3. Triplicate of Choice
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32. Myth 4. They will make a rational
purchase decision - in our favor
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40. You/Your
company
+
Your Hosted
Services
+
Together we can do more
41. Master your message:
Business buyers buy on Pain
Technical buyers buy on Features
1. Sell to the emotional brain
2. Make it relevant and credible
3. People buy because they feel
understood
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42. Myth 5. We sell to Business,
not Consumers
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46. “Victory in marketing doesn’t happen
when you sell something, but when you
cultivate advocates for your
brand.”
- Steve Knox, CEO of Tremors,
P&G’s Word of Mouth Business Unit
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50. Create an insanely great
Customer Experience:
1. Cultivate brand advocates
2. Multi-channel touch points
3. End 2 End CE thinking
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51. The 5 Myths:
Myth 1. They will find us, if our offer is ‘good’ enough
Truth 1. Be findable / ‘bingable’
Myth 2. They know what they want and they want it for free
Truth 2. Educate your community
Myth 3. They understand and will love our offer
Truth 3. Lead your customers
Myth 4. They will make a rational purchase decision - in our favor
Truth 4. Master your message
Myth 5. We sell to Business, not Consumers
Truth 5. Create an insanely great Customer Experience
52. Your future
is bright
"I am the world's worst salesman,
therefore I must make it easy for
customers to buy.”
- F. W. Woolworth
53. David Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Ph: +61 415 94 51 57 (AUS)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com
54. Action Plan: Start building your
SaaS future today
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55. It not a game of chance!
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60. SaaS Sales Acceleration 2.0 Program
Search
Refer Find
Support Qualify
GTM and Sales & Marketing
Innovation Workshops
Up-sell Try
Manage Buy
Activate
SalesChannel Europe
Accelerating Time to Revenue