Tuesday, February 8, 2011

Sell Like Groupon

With internet users receiving an average of over 100 emails a day, it is no wonder that so many people are adverse to email advertisements. Advertisements occupy a majority of the emails we receive on a daily basis and even the messages we opt in for and ask to be sent, start to seem like spam after awhile.

Groupon, a deal of the day website, has amazingly been able to flood subscriber inboxes on a daily basis with advertisements that do not come across as spam. When you receive a Groupon, you don't have a clue of what the offer is but the surprise and anticipation associated with the potential discount peeks your daily interest. The reason their offerings are so much more effective than traditional forms of advertisements is that Groupon is in the business of selling ideas. Today the idea might be a deal for a new restaurant that you've never tried while tomorrow it could be for a free additional thirty minutes with the purchase of a massage. Eventually though, one of those ideas is bound to catch your attention and that makes the entire experience worth it.

The idea of the Groupon approach works because over time, it eventually pairs the perfect idea for a particular customer. That idea creates an easy, low risk way for customers to test a business and find out if they are better than the alternatives. It is then up to the business to create a great experience. You have to get them in the door first to have this chance though.

Marketers and sales reps should take this same approach. Stop speaking to your clients about all the potential benefits of your services. Start offering them ideas instead. By advertising, you're hoping to create enough brand recognition that maybe they'll consider you but ads don't promote experiences, ideas do. An idea could be anything from a unique sample of your work to a case study for how you recently helped a client. Whatever your ideas may be though, frequently touching them with fresh new ideas is paramount to the Groupon sales approach.

Just like Groupon, if you offer prospects 50 different ideas, it only take one of those ideas to make them a customer. With this approach, prospects won't feel like you're always trying to sell them something that they might already have or that they don't perceive they need. Instead you are creating a buying atmosphere, one that gives them unique ideas for how they could potentially use your services. They will then perceive your message as hassle free but they won't shut you out from the opportunity to share ideas with them. In essence you are never rejected, only tabled for later when the idea finally arrives that connects them to your business.

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