AMPLIFY DAILY: Attraction-Based Sales Context (Day #32 of 365)

Thomas K.R. Stovall
Thomas K.R. Stovall
All Posts By TKRS

DAY #32 OF 365 | Thursday, February 1st, 2024

Today’s video is about attraction-based sales.

YESTERDAY’S RECAP

If you missed yesterday’s AMPLIFY DAILY, I gave a deep dive breakdown of the use and implications of ethical influence in transactions.

In yesterday’s email I shared that there are people who are PRACTITIONERS of influence in the world…

They know how to craft environments, both physical and in language…

Where everything about what is happening has been DESIGNED to have you say YES

And you are ill-equipped to identify the tools being used against you, or defend yourself from them.

What does master event planning have to do with attraction-based sales?

Today’s video is about attraction-based sales.

When you experience an amazing live event, rest assured that while it may FEEL organic…

A master event planner crafted every aspect of that experience.

Every detail was designed purposefully, from the venue selection, to the date and time, the registration experience, the visual decor, the smells, the timing of each aspect of the evening, everything.

The entire production was all meticulously choreographed to produce the response you had.

Unbeknownst to you, it is likely that on an unconscious level, they also began intentionally shaping your perception of the event in the communications leading up to it, long before you walked into the room on the day of.

Treat your sales cycle like an event…

Attraction-based sales frameworks shorten sales cycles, close more qualified customers, and allow you to work less hours in the process. 

How?

By treating every opportunity for a sale like a master event planner creating FOMO for their next big production.

The “event” is the moment that a customer accepts or declines your offer…

And your sales cycle includes EVERYTHING that happens from the moment that a potential client expresses interest in “learning more” about your product or service…

Until the moment they ultimately say yes or no. 

Choreograph the customer journey and accelerate the speed of transaction…

Choreograph every aspect of the sales cycle…

And you control the narrative…

Control the narrative, and you control the sale…

Control the sale, and you control your growth.

Many entrepreneurs don’t realize that every time they share the opportunity for clients to purchase their product or service…

Whether in a webinar or live demo online, on a scheduled conference call, or in a face to face presentation out in the physical world, it is an EVENT.

The best narrative wins…

Sales is NOT a numbers game, sales is a NARRATIVES game, and the best narrative wins…

What does that mean? After comparing the narrative you invite a potential customer to consider about your product or service…

They will decide whether or not that narrative is more or less compelling than the one they are currently accepting in the marketplace…

From another company offering some version of that product or service. A customer demonstrates their acceptance of one narrative above all others by who they give their hard earned money to.

Getting butts in seats is only half the battle…

Successful and well-attended events are almost always preceded by well-designed marketing campaigns.

That in mind, a focus on having your desired audience be AWARE of and in attendance for the event is highly important…

However, effective marketing that gets butts in seats is only one small aspect of making an event successful.

Every event has three unique phases: 

1) Pre-event, 2) During event, 3) Post-event

There is a particular window of time in the transaction when a potential customer seriously evaluates whether or not the narrative you share about your product or service is more compelling than the narrative they are currently accepting about another product or service.

That collection of moments where the customer is comparing and deciding who has the most compelling narrative, that is an event. This means your sales cycle also has three phases.

Each of the three phases offers a unique opportunity to create fear of missing out (fomo) in your audience, in this case potential clients.

This happens by choreographing every single step of the experience, from the moment that a prospect enters your sales cycle.

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At Your Service,

Don’t hesitate to reach out – tkrs@thomaskrstovall.com.