Seth Godin, one of the country’s leading marketing minds talks about how salespeople are using the traditional sales funnel: they get prospects in at the top and closed sales come out the narrow end. According to Seth, salespeople are working much too hard. He suggests a far better idea: flip the funnel and turn it into a megaphone – then hand the megaphone to your customer.
What Seth has realized long before anyone else is that our customers enjoy talking about the great things they buy, the great salespeople that have helped them solve a problem and the great benefits they’ve enjoyed since owning our product. The best part is that the customer’s voice is filled with authenticity, passion and trust. Good customers are our best sources for creating better customers. That’s why it is important to invite our customers to step up, speak up and share their success story. Seth explains that while customers tell stories that sell, salespeople use worn out pitches that fail.