The Seven Universal Rules of Sales and Marketing
In the ever-changing world of sales and marketing, it’s comforting to know that some approaches and best practices remain relevant and unchanged. Leads360 founder Jeff Solomon’s Seven Universal Rules to Sales and Marketing provides seven universal factors that aim to help maximize your sales and convert a larger portion of your leads.
The Seven Universal Rules of Sales and Marketing are as follows:
- 1. Speed of Sales Process
- 2. Number of Decision Makers
- 3. Simplicity of Buying Process
- 4. Quantity of Leads
- 5. Role of Emotion
- 6. Value of Sale
- 7. Uniformity of Offer
In any sales situation, all seven of these factors must be addressed and you should ask yourself: where do I fall in each of these categories? In particular, the differences between B2B sales and B2C sales are laid bare by these Seven Rules. B2C sales are fast, where B2B are slower. B2C involves one or two decision makers, where B2B will often have multiple people and departments involved in the decision making process. The simplicity of the buying process is much easier in B2C sales than in B2B sales. B2C involves many more leads than B2B sales. B2C sales can often be closed with emotion, where B2B sales rely more on logical appeals. The value of an individual sale in B2B will be far greater than those in B2C. Finally, B2C offers will be much more uniform than B2B offers.
None of these rules are hard and fast though. For every situation, whether it is B2B or B2C sales, it’s important to think of the Seven Universal Rules as being on a sliding scale. Once understood, the key to sustained success is understanding where you stand in each case. Some small business sales will more closely resemble B2C sales than B2B sales when you consider the Seven Universal Rules, while other B2C sales might be on a scale where an approach that more closely resembles B2B could be more effective. Whatever the lead, it’s important that you understand where your business is so that you can find the most effective approach to increasing your sales.
