Instead I assure you that they can be more useful than you think.
Do you know what all the Bigs in the Hi-Tech market have in common? FAST GROWTH techniques (Growth Hacking)!
Everyone has used them and continues to use them to cannibalize their target markets.
Being passionate about the subject I have always wondered... but if these techniques have obtained extraordinary results online, why can't I obtain the same results offline?
One of the most interesting aspects related to Growth Hacking is the so-called PIRATE FUNNEL, or the process of acquiring new customers.
Let's see it together:
Yes Andrea, but how can I apply this model to my offline sales?
Let's start from the assumption that behind every PC or Smartphone there are real people, so the principles that regulate their purchases are the same. Therefore we are not talking about an abstract world, distant from real life.
PIRATE FUNNEL – APPLIED TO TRADITIONAL SALES NETWORK
This same sales model can be adopted by any seller. How?
For each step of the Funnel there are specific objectives to pursue, afghanistan phone number library unfortunately it is often not clear to us at what point of the Funnel our offline customer is and so it happens that perhaps we try to make a sale to someone who is at the beginning of the stage or we forget to push the customer to make Referrals (References) which are essential to generate other sales.
The steps to take are:
Take the list of potential customers and existing customer base with whom we organize our visit tour
Insert the members of our list in the section of the Funnel where we think they are located. (Example: REFERRAL section: those who have already bought from us and were particularly satisfied.)
Organize targeted actions that we will carry out during our tour, for example:
– AWARENESS : These are those potential clients on the list who don’t know us yet. Instead of approaching them directly with an attempted visit, I contact the potential clients via Linkedin and introduce myself.
– ACQUISITION : They are that part of potential customers in my database who have requested an offer but have not yet purchased. I could think about organizing visits to understand the real reason why they still do not buy from us and therefore remove any blocks.
– ACTIVATION : These are the customers who finally buy from us for the 1st time. It is a crucial phase of the Funnel. At this point I might think about organizing visits to make sure everything is going well without forcing other sales.
– RETENTION: Our customer base that is in this phase, has already purchased once, but needs our product-service again. We could think about organizing visits aimed at consolidating the commercial relationships between us, such as providing them with valuable information about market trends and new opportunities for their business.
– REVENUE: customers in this phase are already purchasing our products and continue to do so, they are now Business Partners and as such should be treated during the visits we will make, perhaps talking about commercial strategies to be implemented together in the territory.
– REFERRAL: Customers at this stage are Business Partners and are very satisfied with working with us. During the visit round our goal could be to request the possibility of building references on work done together. This point is unfortunately often overlooked but it is of fundamental importance to exploit the Cognitive Bias of social proof (if others have done it then I can trust) to open the doors to other customers.
Having worked for years also in the offline world of sales, I am deeply convinced that it is perfectly complementary to the online one and this is just a small example of the analogies.
The revolution has begun, it's up to us to ride the wave.
