Today was a great day at Tap, bookended by two things.  A great meeting with HMWT this morning, a relatively new client of ours, then it was off to the Business Club in Harpenden for our bi-weekly networking evening. Whilst we all get to mingle and catch up over a coffee or a cheeky glass of wine, there is always a guest speaker for the main presentation.

This week it was Grant Leboff from the Intelligent Sales Club. Grant’s presentation struck a chord with me, as he themed it quite nicely around a quote from the Steve Jones of the Sex Pistols.  Being partial to the SP I was all ears.  Back in the mists of time, just before the Sex Pistols where about to be thrown off a main stream radio show, for being, well – The Sex Pistols Steve Jones answered a complaining woman abruptly “It’s not about the music you silly cow” – as she had said their’s was rubbish. In that context it doesn’t mean much – however, move that onto todays new Google enabled world and it highlights how things have changed.

People are always Googling a problem.  They might be searching for a burger bar… but in reality they are looking for somewhere to take the kids… They might be looking for the weather…. but they are actually trying to work out what to wear. Grant made me re-think the angle on our marketing, and I’ll be updating the blog soon with recent client problems we have found solutions for.  So like the Sex Pistols were more about rebellion and self expression than music – what is your business actually doing for its customers? What type of problems are you fixing by way of your products or services?

The other part of Grant’s presentation looked at how he thinks the traditional sales funnel with a wide top and thin bottom, should actually be flipped upside down. Users these days have endless choice, but no time to exercise it. They will find you, not the other way around.  So when you do pop up in a Google Search (along with another 300,000 sites ) you have to grab your customer’s attention quickly – and keep it. Now with our new inverted funnel we need to try to stop then getting out!

Regular engagement is key, keep front of mind with your customer and thing’s will naturally fall your way. People want value – and they want to be involved every step of the way. It’s no surprise X Factor is so popular.  We decide the end result.

To catch up with Grant visit www.intelligentsalesclub.com and remember, it’s not about the music you silly cow!