Indirect sales, when buyers find you on their own
Indirect sales is the skill of making your offer so clear and noticeable that a buyer who doesn’t know you yet finds you and immediately understands that the offer is meant for them. We help your team develop this skill, starting with the main message and positioning.
What indirect sales means
Indirect sales is the opposite of active sales. In active sales, you go to the buyer yourself. In indirect sales, the buyer comes to you on their own because they have found you and understood that the offer suits them.
Here, the company works not with calls, but with how it is positioned, what its reputation is, and how clear its message is. When these things are sorted out, you don’t have to explain to a new buyer why they should choose you, because they understand it themselves.
It is important to distinguish one thing. This is not advertising and not buying ads. It is the skill to make your offer clear and noticeable, and it stays with your team even after the collaboration.
What we help organize
We work with what comes before the sales conversation, namely, a clear message, positioning, and reputation.
Determining the main message
We help formulate a clear message that speaks to a buyer who doesn’t know you yet. This way they immediately understand what is being offered and why.
Positioning
We help determine how you stand out among similar offers. This makes it clear to the buyer why they should choose you.
Visibility
We help organize how the buyer finds you where they are looking. The emphasis is on clarity and positioning, not on buying ads.
Reputation and referrals
We help utilize testimonials and satisfied clients in a way that makes it easier for new buyers to decide in your favor.
Who indirect sales is meant for
Most often, company owners and managers reach out for this service when buyers do not yet know them or do not understand how they stand out. The offer might be good, but from the outside, it is not clear.
The second situation involves companies whose offer is not clear. A person takes a look and does not immediately understand what is being offered, so they leave before making a decision.
The third situation is companies that rely solely on existing clients and referrals. They work, but the flow of new buyers is random. These companies want to be found by new buyers as well.
From the first conversation to a clear main message
Clear steps leading from an understanding of your situation to a ready main message and positioning.
First conversation
We start with a conversation where we understand your offer, your buyers, and why new clients are not finding you yet.
Development of the main message
Together we formulate a clear main message that answers: for whom, for what problem, and how you stand out.
Positioning and visibility
We organize how you stand out and how the buyer finds you, based on clarity rather than ads.
Transferring the skill to the team
We transfer this skill to your team so they can maintain it independently. We agree on the payment model during the conversation.
When buyers find you on their own, selling becomes easier
When the buyer finds you and understands on their own, selling becomes easier. You don’t have to explain from scratch every time why they should choose you, because the main message has already said it. The salesperson’s job becomes shorter, and deals close faster.
Clear positioning also makes the client flow more stable. New buyers do not come randomly, but because the offer is understandable to them. And since this is a skill that stays with your team, the benefits continue even after the collaboration ends.
Answers about indirect sales
Before starting the collaboration, familiarize yourself with the answers to the questions most frequently asked by managers.
How is this different from a marketing agency?
An agency sells advertising, ads, and lead generation. We do not do that. We help organize your main message and positioning so that the offer is clear and the buyer understands its value. This is a skill that stays with your team.
Do you create ads or websites?
No. We do not create advertising and do not sell ads. We work with what comes before that, namely, a clear message and positioning. When these are sorted out, everything else you do starts to work more clearly.
How will I know that my main message is clear?
The main message is clear when a person who does not know you yet understands in a few seconds what is being offered to them, why it suits them, and how you stand out. This can be tested, and that is exactly what we do together.
How long does it take to see results?
A clear main message and positioning are created relatively quickly. The impact on the flow of new clients appears gradually, as people need time to find and understand you. We can provide a more realistic timeline after the first conversation.
Does this skill stay with my team after the collaboration?
Yes. This is the core purpose of this service. We do not sell permanent advertising, but transfer the skill to your team so they can maintain the main message and positioning themselves.
Start our collaboration with a conversation
HABERMAN 5D support for managers and business consultations for growth. The first meeting is free of charge – we will discuss your challenges and an action plan without any long-term commitments.
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