Are You Following The Four Steps? …

by Erik K. Johnson

Are you following the four steps?

(photo by Rcaucino)

I listened to Chris LoCurto’s “Entreleadership” podcast today. He made a great point that everyone is a salesperson. You’re always selling something. You could be selling your product, your service, your ideas, or yourself. You are selling to your clients, your boss, your employees, your future date and your kids.

What caught my ear was the four essential steps present and necessary in every sale. The four steps must be followed in order for the sale of everything. If one step is skipped, it will derail the entire sales process.

The four steps in the sales process are qualify, rapport, educate and close.

I began to wonder how many podcasts view their show as selling. Beyond that perspective, I wondered how many actually understand and use the four selling steps. The answer is probably not enough.

Your podcast is selling something. It could simply be your ideas. You could be selling an actual product. You are most likely at least selling your listener the idea of listening again. Be sure you follow the four steps.

The qualification step will probably occur in the description of your show. If your show is about gardening, you probably will have a difficult time attracting someone not interested in gardening. They are not a qualified “buyer”.

When you get your listener to tune into the show, begin building rapport. Friendship comes from self-revelation. Help your audience where you can.

Next, education your listener. Explain what problems are solved by your “product”. Explain the importance of solving those problems. Explain how you have succeeded in that process in the past. Help your listener solve their problems.

If you have completed the first three steps successfully, the close should be easy. It should handle itself. The first three steps have found a qualified “buyer”, developed a relationship with that individual, and explained to your listener how you can help them. If the close is difficult, you have probably made a shortcut through one of the steps. Make sure each step is fully executed.

Are you following the four steps?

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