All the things you need to know about SNAP Selling in 5 minutes!
What is SNAP Selling? A summary of “SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers” by Jill Konrath.
With continued popularity of technology, a lot of businesses whether small enterprise or huge multi-earning companies often are trapped to the wrong idea of maximizing the internet capability to reach out to larger audience. Gaining huge number of followers because of online publicity stunt, this does not equate to customer’s loyalty, or will never result to desired profit.
Success of a business does not rely on how brilliant or unique the idea of a product. Advertising strategy alone cannot give assurance to business’ success and prospect pull needed to have loyal customers.
In the book “SNAP Selling: Speed up Sales and Win More Business with Today’s Frazzled Customers”;
Jill Konrath specifically lay out guaranteed know-hows to win prospects to become loyal customers.
What is SNAP Selling?
To start with, what is really the meaning of “SNAP Selling”? SNAP Selling is a mnemonic or a clever abbreviation of noteworthy words to a successful business management and operation.
S is for “Simple”
Keep it Simple. Frazzled buyers or dwindling customers more often than not cannot understand complex structure of business or product of sellers. Find ways to present products in simplest way possible that prospects can easily learn and adopt. It all boils down to going back to the basic.
N is for the “N – valuable”
Be iNvaluable. Finding the n value as a vital variable for the customers to be able to listen to and understand the business, ensuring the customers are dealing with expert company or product.
A is for “Align”
Always Align. Staying significant to customers’ need is what matters most. The business daily goal must be consistent with the objectives what the customers’ necessities (as Jill calls “Buyer’s Matrix”). In that way, the business will stay as relevant as long as the business have what the customers need.
P is for “Priorities”
Raise Priorities. The prospects which are now regular loyal customers will always have the chance to find new ways and want more out of the usual roles which seller originally provides. Make a parallel (or better compete with the) objective of customers’ priorities the business has to offer. If buyers
Needs a good deal, offer not just the better one but the best options. It seems like overkill but it will never hurt the business by setting important roles and priorities accordingly.
The initials are basically the root ground for small scale businesses (even up to bigger ones) and prospects’ long term relationship. The key is sustaining customers in need of the business products and services for a long lasting partnership. With that, equates a significant increase to a stable profit.
Why Target the “Frazzled Buyers”?
What is a “frazzled buyer”? Jill, mentioned “frazzled buyers” over a hundred times in the book. The key to successful business is making the unbelievers a believer of the product. The prospect buyers as often addressed as the “frazzled buyers”.
Sellers can easily introduce the business through technologies like internet, high-end tech machines, and modern popular advertising tool but sustaining the audience to purchase the product or services is the hardest part. SNAP Selling focus on that integral part.
Businesses must know the inner thoughts, needs, preferences, priorities, buying power, personal financial capacity, future plans, and other factors of the prospect buyers must be considered with high priority. That is basically perceiving the “buyers’ matrix” to align the business’ objectives.
At the end of the day, the “frazzled buyers” are the ones that make the business keep running and stable once converted into loyal customers.
SNAP Selling Strategy
From enticing buyers to become part of the buyer seller relationship to making a sustainable profit from making a strong hold connection of the relationship is the main course of the SNAP Selling technique.
Sustaining the relationship is possible only if the sellers are alert with the reasons and factors that may directly affect stability and profit of the company.
Ø Sellers must be aware of the buyer’s status in each of the “three decisions” buyers make. The “Three decisions” are the phases where in business has to customize and adjust resources and business strategy according to the prospects’ (including buyers) current needs.
Ø Sellers and other business owners must now know when and where to strike. Pressing in and moving forward with the “Go Zone”. This is a tight spot where the prospects will have positive response, bringing sales to the business.
Ø Sellers should stay away from the grey area or as Jill name it as the “D Zone”. This is a business spot the least where prospects most unlikely to respond positively. The longer the seller stays in this spot, the lesser the chance for the business to convert prospects into a full time buyer. Thus, lesser chance for profit.
Ø Sellers to devise a plan to stay away from the “frazzled customer syndrome”, where buyers exhaust the effort of the business in attending to the dreaded requests, unrealistic expectations, and annoying demands of customers. Customers are highly possible to hurt the business’ reputation with one unfavourable public feedback.
SNAP Selling is truly a practical and realistic tool for stable and speedy increased sales. The ability to focus on laying out clear steps on how to addressed issues and answers to both sellers and buyers side. Transforming a prospect to a sure loyal patronizing buyers speedy sales and increased profit.
References:
Jill Konrath. SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers
https://www.jillkonrath.com/snap-selling
Small Business Trends. Review of SNAP Selling: Speed up Sales and Win More Bisness with Today’s Frazzled Customers
Bob Ruffalo. The SNAP Selling Toolkit from Jill Konrath
https://www.impactbnd.com/blog/snap-selling-toolkit
Anum Hussein. Don’t Have time to Read SNAP Selling? Review These Terms to Sound like You Did.
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