Updated at 9:56 AM PHT,
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by
Dennis Cabrera
Watch 6:19 min Video
It's both a "numbers game" and your system that matters
A career in life and non-life insurance is a career in sales.
The late Attorney Jun Geronimo of Rizal-Maunahan branch at The Philippine American Life and General Insurance Company (Philamlife), now known as AIA Philippines Life and General Insurance Company, Inc. (AIA Philippines) had mentored our insurance unit well with a sales wisdom I will never forget.
It is a numbers game. But there is also a wisdom to strengthen that: your self as the main driver of success. Combining everything for the best results: you work on yourself, you apply a numbers game, and you work to integrate all within a systems thinking approach to achieve your sales results.
Whatever profession or goods/services an MSME sells, online sales also requires that lesson in wisdom from a life insurance sales career. You work on your MSME sales using a "numbers game", motivate yourself and your team with confidence, and use a systems thinking approach to reach your sales goals.
Even with the high accuracy of AI search systems, they still do not replace personnel that handle customers. Personnel are needed to mediate the conversations between them. There ought to be a human-in-the-loop for every sales output. This system shape how customers discover the value of an MSME brand, build trust in it, and ultimately decide to purchase from them. Therefore, it is not the AI that builds the E-E-A-T customers trust, but the human workforce who bond to sell the value of the MSME brand.
The late Attorney Jun Geronimo of Rizal-Maunahan branch at The Philippine American Life and General Insurance Company (Philamlife), now known as AIA Philippines Life and General Insurance Company, Inc. (AIA Philippines) had mentored our insurance unit well with a sales wisdom I will never forget.
It is a numbers game. But there is also a wisdom to strengthen that: your self as the main driver of success. Combining everything for the best results: you work on yourself, you apply a numbers game, and you work to integrate all within a systems thinking approach to achieve your sales results.
Whatever profession or goods/services an MSME sells, online sales also requires that lesson in wisdom from a life insurance sales career. You work on your MSME sales using a "numbers game", motivate yourself and your team with confidence, and use a systems thinking approach to reach your sales goals.
Even with the high accuracy of AI search systems, they still do not replace personnel that handle customers. Personnel are needed to mediate the conversations between them. There ought to be a human-in-the-loop for every sales output. This system shape how customers discover the value of an MSME brand, build trust in it, and ultimately decide to purchase from them. Therefore, it is not the AI that builds the E-E-A-T customers trust, but the human workforce who bond to sell the value of the MSME brand.
What systems thinking can be applied in selling online?
As AI search engine systems evolve into conversational "Answer Engines," Philippine MSMEs must also evolve from basic delivery of content to interactive, AI-mediated selling. The first point of sale now is not only the MSME's website or blog. It is also in:
- an ongoing prompt-and-response conversation between ChatGPT (or any AI engine) and the customer
- conversations in Meta AI chats, AI assistants, and other chatbots,
- TikTok/Instagram's social search (the go-to for more than 50% of GenZ),
- and search in video platforms like YouTube [1][2]
What sure classic sales system can we learn to apply now?
A classic sales system was introduced by Arthur Sheldon in the early part of the 20th century. His system is easy to remember:
- First (Attention): Secure favourable attention
- Second (Interest): Produce interest in the goods/service
- Third (Desire): Fuel the interest with a desire to buy
- Fourth (Sale): Go and Make the sale [3]
Is this system parallel to the E-SEO to Income system?
Yes, through a simple analogy. We can modernize Arthur Sheldon's "Science of Successful Salesmanship" for the AI Geoeconomy.
- First, secure visibility and attention by technically optimizing your content for easy machine-reading and better ranking by AI-enhanced search results systems (Steps 1-3)
- Second, produce more interest in the MSME's goods/services by repurposing content and publishing it in marketing channels using an 80/20 strategy: in tweets, TikTok, Instagram, YouTube, blogs/websites, or any channel where 20% of your efforts produce 80% of the results (Steps 4-5)
- Third, fuel the interest of the reader with a "burning" desire to buy through your MSME brand's niche expertise, experience, authority, and trustworthiness, or E-E-A-T for short (Steps 6-8)
- Fourth, act to make the sale by leading prospects/repeat customers engage in AI conversations at TikTok, Meta AI, Instagram, or your MSME's Facebook page (Steps 9-11)
Ready to sustain your Profession/MSME for the AI era?
Sustaining MSME income in and deciding to scale requires moving from chasing "likes" in social media to researching your users' intent for conversational AI optimization (Answer Engine Optimization - AEO).
Philippine MSMEs have to work on systems thinking that gathers tangible data and conducts regular analyses.
By integrating your MSME brand into zero-click environments and AI assistants, you pivot away from the temptation to create unproductive and ambiguous digital noise/distractions in Facebook posts that make netizens scroll mindlessly, into realized and consistent sales from customers who turn into repeat buyers.
If interested to learn more about how systems thinking in the domain of finance can help you attain your MSME's sales goals, check our recent post which has a section on Info & Data for Best Business Decisions, Planning, & Practices.
Philippine MSMEs have to work on systems thinking that gathers tangible data and conducts regular analyses.
By integrating your MSME brand into zero-click environments and AI assistants, you pivot away from the temptation to create unproductive and ambiguous digital noise/distractions in Facebook posts that make netizens scroll mindlessly, into realized and consistent sales from customers who turn into repeat buyers.
If interested to learn more about how systems thinking in the domain of finance can help you attain your MSME's sales goals, check our recent post which has a section on Info & Data for Best Business Decisions, Planning, & Practices.
Review video: AI Sales: PH MSME Guide.
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