There was a time when sales and marketing were two separate beasts. Marketing tossed leads over the fence. Sales picked up the phone and closed the deal. But that world is gone.

Today, the line between sales and marketing isn’t just blurry – it’s practically vanished.

Here’s the wake-up call: 70% of a buyer’s decision happens before they ever speak to you.

Let that land.

That means, before your phone rings, before an email lands in your inbox, before someone clicks book a call on your site, they’ve already done most of the heavy lifting.

They’ve Googled you. Stalked your website. Read your reviews. Watched your videos. Scanned your social feeds. Maybe they’ve even checked your team out on LinkedIn. All before saying a single word.

And if what they find doesn’t scream trustworthy, capable, valuable, then they move on – without you ever knowing.

You’re In the Sales Game, Whether You Like It or Not

This isn’t just for big corporates or online brands. This matters for plumbers in Petone, architects in Auckland, lawyers in Levin. Your customers are researching you online. They’re comparing. Judging. Filtering. All quietly.

So, what’s your online presence saying when you’re not in the room?

· Is your website stuck in 2013?

· Are your Google reviews glowing – or ghost-town empty?

· Do you even have videos or blogs that show you know your stuff?

· Can someone feel what you stand for – your tone, your style, your value – just by clicking around?

If the answer is “hmmm, probably not,” then you’re losing sales you never even knew you had a shot at.

Marketing Is Sales. Sales Starts With Marketing.

Stop thinking of marketing as the “soft” stuff. Marketing is now the frontline of your sales machine. It’s your salesperson who works 24/7 without a salary or a sick day. But only if you’ve trained it well.

Here’s the rub: Your next customer is not waiting for you to call them. They’re already halfway down the decision path by the time they get in touch. Your job is to make sure everything they see along the way builds trust and screams “we’re the one.”

That’s where small business owners often drop the ball.

You’ve got the skill, the service, the experience. But if your digital footprint is weak or outdated, your prospects never find out.

The Big Shift: From Cold Call to Content

In the old days, you led with a call or a pitch. Today, you lead with value.

Smart businesses are:

· Posting regular blogs that answer real client questions

· Filming 60-second videos showing how they solve problems

· Collecting and displaying client reviews like trophies

· Creating lead magnets, guides, and useful downloads

· Sending emails that teach, not just sell

And the smartest ones? They repurpose that content across platforms – website, social, email, even proposals. One piece of good content can work ten different ways.

“But I Don’t Have Time for That…”

Of course you don’t. You’re running a business.

But here’s what I know: the cost of not doing it is massive. Every time someone looks you up and finds nothing useful, they drift off to the business that does look sharp online.

The good news? You don’t need a marketing agency or a TikTok team. You just need a plan, a few key tools, and a mindset shift:

Every touchpoint with your business is part of the sales process.

And if you treat it like that, you’ll win more deals – before your competitors even realise they’re in the race.

What’s Your Next Step?

If you’re serious about growing your business, increasing your conversion rate, and getting found before your competition, then you need to tidy up your digital front door.

Start simple:

1. Google your business – what do you find?

2. Ask a friend to review your website – does it clearly explain who you help, how, and why you’re the best?

3. Commit to one piece of value-driven content per week – a blog, a video, or a review request.

If that still feels too hard, or you’re not sure where to begin, let’s have a chat.

I help business owners build simple, smart marketing systems that actually drive sales. Not fluff. Not buzzwords. Just proven stuff that works.

Call me. (+64 222-332-669)
📅 Book a time in my diary
📧 chris@chriswhelancoaching.com

Because the sales process doesn’t start when they call you. It starts when they Google you. Let’s make sure they like what they find.