🚑 4 Step Framework To Help Close Sales

A Simple 4 Step Conversion Framework: The JOLT Method

Are you falling short on your conversion goals?

Maybe your customers just don’t care enough to move out of the comfort status quo. Your message, and the action you are hoping for, is competing against so many other things.

Or maybe your customers are simply indecisive.

To overcome this lack of action, you need to understand the mindset of your customers (their challenges, goals, preferences, needs) and guide them the the exact solution they need.

Here’s a 4 part framework to address customer indecision:

The JOLT Method, created by two researchers:

1. Judge The Level of Customer Indecision: Qualify customers based on their ability to buy, but also their ability to decide.

2. Offer A Recommendation: Focus on telling the customer what they should buy. Simplify their decision-making, and tell them WHY they should buy. This lead to a 36% increase in sales.

3. Limit The Exploration: Demonstrate authority and expertise to put customer at ease. Build trust, and steer customers away from information overload in their buying decision.

4. Take Risk Off The Table: Build buyer confidence, and reduce uncertainty and doubt in the purchase.

Casper Mattress is a great example of this via their quiz.

Ask what sleep challenges the customer is facing.
The ideal mattress size
The desired feel
And price range

The result is a dynamically generated page offering the product recommendation and the reasons “Why It’s Perfect For You”.

DTC CPG Revenue Report: Returning Customers Are Solely Responsible for Q2 Growth

The news of an imminent recession and 9.1% inflation rate can be disheartening to hear.

Yet it's even worse when we're seeing the impact in our daily lives, and in our businesses.

We're all looking for that extra leverage to grow.

Repeat, a ecommerce SaaS tool, has interesting data on where we can find that growth:

In your existing customer base.

It's not revenue from new customers that were driving any growth in 2Q 2022, but returning customer revenue that kept brands afloat.

Web3 + Luxury Brands: A New Blueprint

Interesting piece about the first crypto-native luxury brand...it sounds like a mouthful of gibberish, but it could be the blueprint for how DTC brands will operate in Web3.

In short, here's how it works:

- Own or Buy one of the 1000 piece NFT collection
- Use the NFT to buy an actual physical product (a t-shirt in this case)
- Flex your new merch

It may sound like overkill, but this is what luxury brands are all about: very limited access/availability, high prices, but meaningful signaling to those who are also in the groups.

Read the full article here

(you can read the article if you sign up for free, or i read it in Pocket without a log in...a good trick for many gated articles, you're welcome 😉)