COMO APRENDER A VENDER? (E PERDER O MEDO DE FALAR)

Summary

In this insightful video script, Flávio Augusto shares the importance of active selling, drawing on his personal experiences from the early days of his business. He contrasts passive selling, where customers come to you, with active selling, where businesses reach out to potential customers who may not yet recognize the value of the product. Flávio discusses how his team used innovative and cost-effective methods, like research surveys, to generate leads, even with limited resources. He emphasizes the long-term success of adopting an active selling strategy, which continues to fuel the growth of his businesses today, even in tough economic conditions.

Takeaways

• 😀 Active sales are crucial for building a business, especially when resources are limited and there’s no large advertising budget.
• 😀 Selling to people who are not yet aware of the importance of your product requires educating them about its future value, like teaching them why English is important.
• 😀 Passive sales depend on customers already being aware of the value of the product, while active sales target those who may not yet know they need it.
• 😀 A significant part of the market includes those who don't yet recognize the value of your product, and active sales can help reach them.
• 😀 Active sales techniques can generate leads with zero customer acquisition costs (CAC) through direct, personal engagement, like conducting street surveys.
• 😀 By using active sales, you can proactively reach potential customers, ensuring you're not dependent on passive demand or advertising budgets.
• 😀 Sales teams can create leads through face-to-face engagement, even in low-budget situations, by asking the right questions and offering value.
• 😀 Even without money for traditional advertising, a strong active sales strategy can generate significant customer interest and drive growth, as seen in the example of starting a school with no budget.
• 😀 Customer referrals and word of mouth are a vital part of the sales process, allowing for continuous lead generation and business growth at no extra cost.
• 😀 Having a mindset focused on active sales—taking initiative and reaching out to prospects—can empower businesses to thrive, even in challenging economic climates.

Q & A

What is the main concept of active sales discussed in the script?

Active sales is the technique where a business proactively reaches out to potential customers, rather than waiting for them to come. This approach involves generating leads, directly contacting prospects, and using personalized strategies to convert them into customers.

How did the speaker’s sales approach change over time regarding customer awareness?

Initially, the speaker had to educate customers on the importance of English, convincing them that learning it would be essential in the future. However, over time, people became more aware of the need for English, and now, the speaker no longer needs to convince them, as they already know its importance.

Why is active sales considered crucial in the early stages of a business?

In the early stages of a business, especially when there’s limited capital for advertising, active sales allows a company to generate leads without spending money on marketing campaigns. This hands-on approach enables businesses to reach out to potential customers directly and increase their sales.

What example does the speaker use to illustrate how they used active sales in their first business?

In their first business, the speaker and their team used active sales by conducting surveys in high-traffic areas where their target audience worked. They gathered contact information from individuals who expressed interest in learning English, leading to the generation of leads and eventually securing sales.

What was the result of the speaker's active sales approach in the first month?

The active sales approach led to over 100 student enrollments in the first month, which contributed to significant growth for the business. This success continued through the year, and the first school generated millions of dollars in revenue.

How did the speaker’s sales technique evolve after the initial success?

As the business grew and more funds were available, the speaker no longer needed to rely solely on active sales. However, they continued using active sales strategies, along with digital marketing and word-of-mouth referrals, to maintain a high level of growth and customer acquisition.

What was the role of referrals in the speaker’s business model?

Referrals played a major role in the speaker's business model. Each enrolled student could refer multiple new customers, creating a cycle of lead generation and sales that helped the business expand without incurring additional customer acquisition costs.

What mindset is required to succeed in active sales, according to the speaker?

A proactive, non-passive mindset is crucial. The speaker emphasizes that being active in pursuing clients, not being afraid of rejection, and understanding the value of direct engagement with potential customers is key to success in active sales.

How does active sales help mitigate external factors like economic conditions?

Active sales allows a business to remain resilient against external factors such as economic downturns or advertising budget constraints. By directly engaging with potential customers and controlling lead generation, the business can continue to thrive even in difficult economic conditions.

Why is the speaker’s active sales approach considered scalable?

The speaker’s approach is scalable because it doesn’t rely on large advertising budgets or passive waiting for customers. It involves building systems and techniques, such as referrals and direct outreach, that can be applied across multiple locations and markets to drive consistent growth.