What is Full Circle Selling
Full Circle Selling
Sales and business persons today have to understand the Internet and more recently, social networking. But the problem I see is that sales and businesspeople today, tend to emphasize one and ignore the other. That is where Full Circle Selling comes in.
The best sales / businesspersons today use (or hire employees to use) a full spectrum of sales and marketing activities that take full advantage of the technologies that connect them to their customers but don’t ignore the real nature of human relationships as they have existed from the beginnings of time.
For salespeople, there is a full spectrum of activities that can bear results and none of them should be ignored. All of these should be considered and time should be made for them all that apply to your product/service market. As you move along, depending on your product or service, you will find that some work better than others for you. When you figure out which methods work the best, do them more, but don’t ignore any of these activities because what most often happens is that you bear results from them all. Here is a summary of things that great sales and business people do:
|#||DurableSales Activities||ModernSales Activities||Both|
|2.)||Direct Mail||Search Engine Optimization||Public Relations|
|3.)||Flyers / Handouts||Social Networking||Other|
|4.)||Friends and Relatives||Customer Relationship Management|
|5.)||Referrals||Pay Per Click Advertising|
|6.)||Direct Selling / Cold Calls||Marketing Automation|
|8.)||Chamber of Commerce||Webinars|
I am going to expand on each of the above activities in this blog over time and link the above table to those posts.
The Time / Money Continuum
Some of us have more time than money. Some of us have more money than time. Each of these activities have a cost in terms of one or the other. I’ve categorized them in terms as follows:
- 1 = Low Cost (Time or Money)
- 2 = Medium Cost (Time or Money)
- 3 = Top Cost (Time or Money)
See the Table:
So, if you have more time than money, you should spend your time on those things that have a low cost in terms of dollars. If you have more money than time, it would make sense to hire out some of the activities that will cost you in terms of time.
See the chart below for a visual picture of Full Circle Selling: