Continuity. According to Webster dictionary this means ‘uninterrupted connection, succession, or union.’
In Sales, a great way to guarantee continued income and only having to sell one time, is by using a technique we refer to as continuity. Think of it like a magazine subscription. It is a one-time decision with monthly payments and fulfillment.
This is most common in the form of a paid monthly newsletter, coaching or training.
I love continuity because it is easy to sell, you can do it once and if you offer value and good content, potentially have a customer for life and it gives you the opportunity to continue to touch that person every single week, month and year. Continuity can serve multiple purposes in that you can teach, align with affiliates, market, sell ads, showcase members, add checklists, worksheets and so much more. Plus, it makes something that might be cost prohibitive in one lump sum, more affordable. And, people can take small bites, be accountable and learn in steps.
In selling continuity, I think it circles back to helping people. So, before you create your pitch, ask yourself, who your customer is and why continuity serves them? When you can define your customer and solve their problems with your continuity, now you are serving vs. selling and it becomes beneficial for you and them.
Once you know your customer, make sure your continuity deals with and solves their problems. At W.I.N., we have a free newsletter, and if you haven’t yet registered for it, please grab it now FREE weekly “Women W.I.N. Newsletter”. Our newsletter serves to motivate, inspire and bring awareness. If I were doing a paid newsletter that I wanted to use as a tool to train and educate, I would follow the process of defining my customer and solving their problems. For example, I would define my customer as a woman, over 50 ready to build her dream, create legacy wealth and make an incredible impact. The problem she needs to solve is how to get started, securing the right financial and emotional support and then, learning to scale her business in order to build wealth, serve others and create an impact.
To my customer, some of the selling techniques I would use would be to emphasize the value, the ease of receipt in that it comes automatically each month so they don’t have to go and search for it, automatic payments to make it hands free and time saving and the fact that it can be consumed in small time segments because we are all busy. Lastly, I would talk about the importance of the community and network we all have and how this piece helps to bring us all together.
Again, old school simplicity often adds up to big ideas and impact.
Have an awesome day! Can’t wait to hear about all your W.I.N.-Her continuity ideas!
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Sincerely,
Karen Schaefer
Founder of W.I.N.; the Women’s Wealth and Impact Network
