Microselling: The use of a collection of small actions and messages built into a larger sales process to disproportionately impact outcomes.
You, the salesperson
If you’re running a business or freelancing, you’re selling something.
If you’re not doing either of those things, you’re still selling something.
As Daniel Pink point’s out in his best seller, To Sell is Human, we live in an age where selling is almost unavoidable.
When it comes to products and services, the act of selling is a process.
The process can be loose, meandering and haphazard.
It can be structured, refined and measured.
Or it can be somewhere in between.
80% of the way
Whatever condition your sales process is in, it is a process none-the-less.
This is good news.
It means you can assess how well it works and consider ways to change it.
Each change has the potential to:
- Improve the clients’ experience
- Increase average order values
- Turn more of your audience into loyal supporters
So, where do you begin?
You could rip things up, start again and build what you think, and hope, is a better process.
Or you can work on the assumption that, like many businesses, you’re 80% of the way there.
The challenge now is finding the final 20% that takes your process from acceptable to exceptional.
Enter the microsell
Microselling could be the answer.
It’s a concept I devised after working with clients of one of the UK's largest digital agencies.
Successful marketing campaigns being let down by lacklustre sales process was commonplace.
To rectify this, I began making recommendations for small alterations and additions to my clients’ sales processes.
These would sometimes be direct sales techniques but also marketing tools.
What microselling looks like
It’s essential that a microsell can be monitored and measured in its singularity.
It’s great when outcomes improve, but it’s even better when you can identify why.
So, technology is used to track, automate and streamline the implementation of microsells.
A microsell is an addition to or enhancement of an existing sales process.
As such they are typically quick to implement, cost effective and scalable.
Combined and implemented alongside each other, microsells become microselling.
It is the accumulation of these repeated, highly cost-effective, small gains that provide a significant overall improvement to your sales process.
If you would like more information on how this could help your business, get in touch. We also share more practical examples of microselling in this blog.