There are 3 things that Digital Businesses, 100% online, do better than Traditional Businesses, which sell in a classic way with salespeople.
So, if you have a traditional business, I’m about to list three things you should think about.
And then incorporate them into your modus operandi.
They are:
- the list
- the traffic
- the funnel
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- THE LIST
With one exception (one-to-one), we have never met in many years “T” (traditional) companies with a worship of its customers and prospects database. And that they work incessantly on it.
Type “D” (digital) companies, on the other hand, have a mantra:
“The money is in the list”.
Each contact in the list corresponds to a certain average monthly turnover, so one of the pillars of the activity is to constantly increase the list.
And here we move on to the second plus…
- THE TRAFFIC
Online Traffic is the incessant generation of contact opportunities with customers and prospects.
A “D” Company generates constant traffic. It always finds new contact opportunities.
A “T” Company does this when it feels like it needs it. An advertisement here, a DEM there: individual events not linked by a continuous line.
It is as if the T company breathes only when it lacks oxygen, instead of breathing naturally every second.
And from the list that is constantly evolving thanks to traffic, we move on to…
- THE FUNNEL
Since the D company has to sell online, the journey from the first contact with a prospect to the order is divided into many intermediate stations.
This route is the so-called “funnel” (the funnel: but it’s much less cool).
Each station aims to take the customer only to the next station.
So, one step at a time the customer arrives at the purchase, without the need for real salesmen.
In short, in the D company marketing and sales are finally the same thing (wow, it’s about time! let the bells ring at the party…).
In the T company, on the other hand, marketing does its business (and as a former Marketing Director I masochistically ask myself: “but how many of these make the difference?”), after which everything falls on the shoulders of the seller, who has to walk the entire way carrying the customers on his back until the order.
That’s why Digitals do it better.
Do you have a T company and want to incorporate these (and many other) D-type virtuous practices into your business?
Are you aware that by doing so you could become an “Alpha T”, or a sort of business playboy in your market?
This product shows how:
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