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    Sales secrets for entrepreneurs increase profits in 12 months flat through consumer education programs

     

    : You can attract far more prospects to look at your offer by providing an education than you'll ever get by simply offering your products or services. For example: Let's say you sell telephone systems, like Company X. Before discovering this concept, Company X would call hundreds of companies per day and ask if they were interested in talking about a new telephone system (product offer). They had four salespeople making hundreds of calls per day. They would get about 3 appointments per week. First of all, every company that has a phone system that is five years old or older can probably benefit from a new phone system in some way. More than 15 major providers of phone systems just ten years ago are now OUT of the phone system business. Yet the companies that have these systems, as long as they are working and they can still get used parts, might not think they need a phone system. So here's a company making hundreds of phone calls per day asking: "Would you like to talk about maybe getting a new phone system?" Anthing wrong with this process? No-- but, that's if you don't want to increase your profits and sales in 12 months flat. Here are the three steps Company X used to its double sales, once they discovered the consumer education sales concept: Step 1. The first thing they did was target bigger companies. The bigger the company, the bigger the phone system. Step 2. The salespeople called the 2000 largest companies in their market with two simple questions: "Hi, we're doing our annual telephone system survey. I just need to know two things: What is the model of your phone system and how old is it?" In two days, the salespeople had a list of 508 companies with old phone systems. Step 3. The sales representatives called on these larger companies with one offer: "We have a new educational program entitled:The nine ways you're wasting money on your voice and data spending." They then continued with: "We've been in the telephone business for ten years now and we've found that every company wastes money on their voice and data spending in at least nine areas.

    So we put together this educational program as a way to teach companies how to stop wasting money and start saving their valuable dollars. We do this as a public relations effort. If you ever need any help at all with your voice, data or telephone system needs, we want you to know about us. So this is simply us putting our best foot forward.

    " This approach increased their appointment setting ten fold, from three appointments per week to 30 appointments per week. This company did $3 million the year before using this approach and put $9 million in their pipeline for the coming year in just six months of using this strategy. What kind of a free education could YOU offer that would make your prospects want to meet with you? Or respond to your ad? Or take an interest in your direct mail approach? Important point: Sales is about building rapport, not breaking it. When you SELL, you're breaking rapport. No one wants to be "sold." When you EDUCATE, you are building rapport. In fact, studies show that your credibility increases significantly when you begin all meetings with data that is of value to the prospect - start all your meetings by teaching your prospect something, or by giving them data that proves that you've completed your homework.

    A newspaper company had fallen 40% in gross revenues and lost all of their profits. They used to call up clients and say: "Hi, we'd love to come and talk to you about advertising in our newspaper." They were quickly shut down and shut out. They started providing a "community educational service to help local businesses succeed, which resulted in a significant increase not just in getting in through the door see prospects, but also in sales. This client went up $100 million in sales in a single year. If your local newspaper called you up and offered to teach you the seven things that make all businesses succeed, you'd probably find that pretty hard to turn down. They'd still have to talk you into the meeting, but it would be an easier sell than talking you into an unwanted meeting to try and pitch advertising opportunities. Naturally, there's more to this and the subtleties are where you succeed, but if you embrace the concept of "educational-based-marketing" you will out-market your competitors at every turn. Think about this; what makes this strategy so powerful is that it attracts buyers before they are even thinking about buying. Educational - based marketing casts a wider net, attracts more buyers at every turn and closes a higher percent of prospects if and only if the "education" you provide is of true value. This is the least expensive, most effective marketing concept you will ever use.

         
    Sales skills for the non sales professional

     

    Have you ever wondered how in the heck you’re going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? You’ve always detested selling, and you can’t see yourself doing it! As a matter of fact, sales people are a HUGE turn off to you!!! Yet, you HAVE to bring in customers!!! What ARE you going to do? Many of my current or former clients fit the above description. Many of them finally contacted me, a coach, when they were in trouble because they had NO CLUE where to start. They decided that they did need help, and they realized that only a professional could rescue the mess that they’ve made. And guess what? They survived! And not only did they survive, but they thrived! As soon as they realized that they didn’t need to change their personality, become a raving fan, or over the top, they relaxed and settled into learning what they had to do. I’ll take you through a typical client and what they learn to do. Kirk was a guy who found me in one of my Charisma classes! He was basically a smart fellow who was trying to make partner in his law firm. He had been told upon his hiring that he’d be responsible for attracting business to his company. He bluffed his way through the interview by mentioning how many people that he knew and how many big cases he had worked on successfully. He didn’t mention that the business wasn’t his, or that he was TERRIFIED of calling all of the people that he knew and asking for business! When Kirk and I finally got together I asked him to start by naming all of his strengths. We went over all of the benefits that any of his clients or future clients would get by working with him. I had him post these in his office so he’d never doubt how talented he really is in work. Next, we outlined what sorts of clients he should secure and then wrote a list of any current or former friends or colleagues that he knew. We developed an information sheet on each of them which would be later transferred to a contact management system such as ACT or Goldmine. On each of the sheets, Ralph had to go and write about the person. He wrote down anything he knew about them professionally or personally. These ranged from where they went to school to their spouses names, to their hobbies. Next, we put them in order from A Accounts ( HUGE!!!) down to D accounts (Barely worth calling) and everyone in between. When all was said and done, Ralph had a list of about 25 people on the A list and those were the ones that we focused on. Those names went into the computer. We then called and got all of their current information such as emails, secretaries names, firms, etc. We then wrote a letter that was sent to each of them announcing his new position and then said that Ralph would soon be giving a follow up call to say a quick hello. The letter was written in a casual manner, and not too formal. It definitely did NOT look like a form letter from a law firm! Over time, Ralph redeveloped these people into friends. He did it by meeting them to play basketball, going to networking events with them, or inviting them to political speeches. He was able to get tickets for a few of them to different events and basically became a resource to the whole legal profession for most of them. Ralph became a FRIEND to these individuals, their firms and as a result, guess what happened? Ralph started bringing in business of course! Not only that, but his bosses wanted to know what he was doing and how it all started. Needless to say, a few of his co workers were in the position to hire a coach and we duplicated Ralph’s experience. Developing into a sales professional is a scary thought for someone who is afraid of sales. But turning into a resource for your friends and colleagues is not only fun, but a great way to learn and grow your business. And if you get stuck, call me! I’ll help you through! Contact: Mary at [email protected] or web: marygardner

         
    Sales strategies for entrepreneurs the 1 way to skyrocket your sales this year

     

    : Completely grasp the power of the Best Buyer Concept and you will double your sales within the next twelve months. The concept is easy to understand, yet powerful: There's always a smaller number of ideal buyers, compared to all the possible buyers, so ideal buyers are cheaper to market to and yet bring greater rewards. A magazine used this strategy to double sales in 15 months flat. Here's what they did: They took a database of 2200 advertisers and sent promo-pieces to them each month. After learning this strategy, they did an analysis and found that 167 of those 2200 advertisers bought 95% of the advertising in their competitor's magazine. This concept is called "The Dream 100 Sell," a concept where you go after your "Dream" prospects with a vengeance. This magazine sent the 167 (best buyers) a letter every two weeks and called them four times per month. Since these were the biggest buyers, the first four months of intensive marketing and selling brought no actual reward. In the fifth month, only ONE of these Dream clients bought advertising in the magazine. In the sixth month, 28 of the 167 largest advertisers in the country came into the magazine all at once. And since these are the biggest advertisers, they don't take quarter pages and fractional ads, they take full pages and full color spreads. These 28 advertisers alone, were enough to double the sales over the previous year. The magazine went from number 15 in the industry to number one in just over a year. Lesson learned: Market to your best buyers Now you're probably thinking to yourself, who are my best buyers? If you sell to the business-to-consumer market, chances are, your best buyers live in the best neighborhoods. If you are a dentist, accountant, chiropractor, R. E. Broker, financial advisor, restaurant, or even a MLM professional you should consistently go after the folks who live in the best neighborhoods. They are the wealthiest buyers who have the money and the greatest sphere of influence. If you send them an offer every single month without fail, within a year, you'll have a great reputation among the very wealthy. If you sell to the business-to-business market, it's usually fairly clear that your best buyers are the biggest companies. So what are you doing, every other week, no matter what, to let these companies know who you are? There's no one you can't get to as long as you constantly market to them, especially after they say they're not interested. People will not only begin to respect your perseverance, they will actually begin to feel obligated. This doesn't happen right away, but even the most hard-bitten and cynical executive or prospect begins to respect you when you refuse to give up. The publication I mentioned earlier went on to double sales two more years in a row. They consistently marketed to the best buyers and much more aggressively than they did to the rest of the buyers. A company selling to manufacturer's used this strategy to target the 100 biggest manufacturers in the country. For the first three months no one responded to any of the calling or phoning. But after three months executives started saying: "I just have to meet you. I've never had anyone continue to call me so many times after I said no." Within 6 months they had gotten in to see 54% of those they targeted. The secret is to NEVER give up. Just keep going after those companies again and again. Or if you sell to consumers, commit to sending a promotional piece every single month to those wealthy neighborhoods. Eventually, all the wealthy people in your area will know exactly who you are. Now the question is: Who are your DREAM prospects and how committed are you to getting them as clients?

         
    Sales techniques the death of the sales call

     

    Sales techniques A Google search on sales techniques or strategies (including more specific searches like a search on real estate sales technique or prospecting techniques or marketing tips or motivation strategies) will yield over a million results instantly. Even with so much information at your finger tips it is not any easier to perfect your sales techniques or advertising techniques. Even when you refine your search to terms like sales closing techniques, motivation techniques, presentation techniques, sales skills, and so on and so forth, it is rather hard to narrow down your search any further from among the million odd articles. A Crisis of Individuality The more one depends on the strategy 'gurus' or experts whether online, in books or wherever, the more one loses that individual touch, those carefully tested out personal skills and strategies. And it is this quality—individuality—that is very important in the environment we now live in—one of extreme competition. Your buyer would be looking out for that something extra, something off the beaten track, as it were. There are going to be numerous conventions, seminars and the like; breeding conformity. The gut feeling that makes you successful in dealings is your key to success. The important thing is to follow your instincts rather than blindly emulate the jargon spewing sales advisors. Pick and Choose That is not to say that all such sales tips should be avoid—far from it. Do learn from as many sources as you can but without forgetting your own self, because that is what makes you different from l the rest of the huge crowd. Business dealings depend on trust. So it is important to focus on your human side. Only then can you convince the other person that it is going to be a fair deal. As some put it, "the trust factor that is the bedrock to any sales or selling relationship". It is here that modern sales strategies fail. Their failure lies in their negligence of the human elements. To be convincing and to build up trustfulness, you have focus on your own personality rather than worrying about various external factors. Focus The focus, and we simply can not say it too many times, should be on making your buyer feel good, convincing him, ergo, trust building. Selling is essentially, when reduced to its elementary, most basic precepts a deal or a pact between two like minded people or parties. Let us also not forget that trust goes a long way. The same buyer, if and when convinced and satisfied with the sales, will come back and maybe also bring in other buyers. This is a very fundamental precept of the sales technique. And the one on which you can always fall back up on in times of trouble!

         
    Sales training confidence 101

     

    First and foremost, the very first thing you need develop in sales and negations is your confidence. But be aware of the fools sense of confidence which plagues most salesmen, and that is the confidence which is based totally on bravado. Let me explain! Say you are a physically confident person. You would most likely tell yourself that you could cruise through life and be in total control of any aggressive situation, but when you’re put into a situation where you’re confronted by someone who’s a lot more intellectual than you are, (and I’ve seen this happen to people), all of a sudden your confidence is taken away. It has nothing to do with your strengths, it has to do with your weaknesses, and all of a sudden your confidence isn’t there anymore. When people have a weakness, and someone exposes that weakness, you lose total confidence. Confidence isn’t something that you can just label based on a few things. Developing total confidence is a fairly complex subject, and it covers all areas of your life, not just simply the one or two areas that you are already convinced that you do have confidence in. It’s all about developing the confidence you need in the areas you are weakest and the areas in which you intend to apply yourself in. Imagine a boxer that was getting hit a lot because he kept dropping his hands. Straight away his coach would say he needs to keep his hands up and that will stop him getting hit so much. He does this, it works, and now he has more confidence. But what if he had no one to tell him. What do you think would happen to his confidence? Either he will become tougher so that he can take more hits or quit all together, both are a losing situation to be in. So you need a mentor or coach to make sure you develop your confidence the right way. So what are the right confidences? There are a few, but today I will be discussing technical confidence. First of all you need to stay in one particular industry and learn as much about that particular industry as possible, so that you can build your technical confidence. Some people think that sales is about going out and faking your way through it with good looks and tricks. What I advise is that you get into a sales career in an industry that you can see a future in, and something that you will love and enjoy talking to clients or potential customers about, and, stick to it. Put in the time to develop your technical confidence. Developing confidence in sales at the top level is going to be done over a couple of years. This is not just a fly by night sort of thing that you should be doing to fill in time. Success is something that has to be developed. So get into an industry that you have a passion for. Remember you are going to have to sit down one on one with a client and no matter what they ask you, you are going to have to be able to clearly and precisely answer their questions and do it fluently and without hesitation. As the saying goes, “he who hesitates is lost”, is very true when applied to sales. People pick up on hesitation and see it as being a weakness, and this is where you find you will lose most of your sales. You need to make sure that you have the knowledge to answer somebody’s questions or fulfill their needs and actually give them all the right information in a very controlled and confident manner so that they can make an informed decision. So you’ve got to be totally fluent in your knowledge and language of the industry that you are in, and you’ve got to know your industry extremely well. If you’re selling a particular product such as a motor vehicle, then you better know everything, not just about that vehicle, but also about the oppositions vehicles in the same price range that offer the same type of things. You’ve got to know the strengths and weaknesses of your opposition’s products. That’s one step towards gaining technical confidence. Your mission for this week is to go out and start learning as much about your particular field as possible. Learn the terminology, the slang, the technology and the results of that technology and this will dramatically improve your technical confidence and this will show in your sales performance. But remember, there are no short cuts, and what you have learned here today is only the first small step of many to becoming a successful salesperson.

         
    Sales training and the way you think

     

    Confucius observed, "He who learns but does not think, is lost! He who thinks but does not learn is in great danger." Learning and thinking are fundamentally linked. They need to be. Let me state a working assumption, that is, people who choose to work in sales have been through a selection process to identify competencies and the individual has a realistic understanding of the sales role, responsibilities, and challenges. When starting a sales career, sales training plays a critical role. Development usually focuses on three key areas, technique, process, and product. Layered over these are marketing components that address networking, prospecting and promotion. Together they form the technical components of sales training. Once mastered, they only improve with practice and repetition. Arguably, the technical learning described in the preceding paragraph is not difficult. Product knowledge may be the exception as product can be complex. The topics have been studied and presented over many years. They have evolved and adapted but there have been few changes to the fundamental concepts of selling. Perhaps the last major change was the shift to needs based selling and the impact of a more informed consumer due to greater access to information on the Internet. So then has the art of selling been perfected? Perhaps, but some say it's all for naught if you haven't first tackled the way you think! In fact my experience suggests that how think should be an "up front" consideration. Before getting on the road to technical development, there are real advantages to individuals and their organizations if both appreciated the impact effective thinking has on learning. Imagine an individual who is negative, pessimistic, lacks self-esteem, and procrastinatespare that person to a positive, self-starting optimist who is full of confidence and believes in himself or herself. How you think, or your mindset, sets the tone for what follows in your career. It sets the tone for how you learn, how you interact with peers as well as prospects and clients. In the perfect world, we would only hire those with a positive and optimistic attitude. We attempt to avoid recruiting those with a negative mindset who don't have a strong belief in self and who are not achievement oriented. In reality, we encounter individuals all along the spectrum. The good news is someone with a negative or neutral mindset can learn to be an effective thinker. In fact, even those with a positive mindset can find ways to improve. If one consciously understands their personal thinking style, and is able to recognize such things as negative self-talk and counter-productive behaviors, they are well on the way to affecting their mindset. Similar to learning, practice and repetition will enable and adjust the thought process. In time, the conscious re-framing, positive self-talk, and awareness becomes the new mindset. Imagine the impact a positive mindset can have during the training event. The outcome can be significant. This permits an organization to better leverage its training investment - and ultimately the individual benefits from increased likelihood of personal success. I'll close with a last thought on mindset from Confucius, "The will to win, the desire to succeed, the urge to reach your full potential... these are the keys that will unlock the door to personal excellence."

         
    Sales training brisbane tips 21 ways to increase sales

     

    1. Prepare Yourself To Excel. Use a checklist to prepare your attitude, appearance, customer information, company and product information and the selling environment, so you can be at your best on every call. 2. Notice What Is Working. Study yourself, your product or service and your company to know what is working now. Reinforce the actions and tools, which are generating results. Learn from your successes as well as your failures. 3. Know Your Competitive Advantage. Study your company and your products and services in relation to what your competitors offer. Know where and how you stand out, and where you don't. Be prepared to discuss these comparisons at any moment. 4. Improve Your Sales Skill, Not Just Your Product Knowledge. Don't rely on product knowledge to make you more persuasive. Sharpen your skills in reading people, describing your offer in compelling ways and in asking for the order at the right time. 5. Target The People Who Are Your Best Prospects. Best customers have patterns. Most will fit the same pattern, so prospect among those who fit the pattern. Calling on people with similar needs, circumstances, and interests makes you more likely to create another best customer. 6. Know What To Be Curious About. Know in advance what questions to ask by knowing what answers you need. Cultivate a strategic curiosity. Learn to be curious about the things that will advance your chance of making a sale. 7. Realize Who Is In Your Market. Create a profile of the ideal market for what you offer. Define who they are, where they can be reached, what they care about, what they fear, what they read, whom they admire and more. Know them well. 8. Understand The Person And Their Situation. Create an awareness of the psychological needs of your prospect as well as knowing what their technical needs are. Sometimes the way someone wants to feel has more influence on their decision to buy than what they actually need. 9. Find The Diamonds In Your Own Backyard. More business exists around you than you know. Look among your friends, neighbors, existing customers, past customers, colleagues, competitors and coworkers for the opportunities that others overlook. 10. Ask For Specific Referrals. Tell people what your ideal customer or prospect looks like. Ask them who they know who fits this description. Then ask them to take a specific action to help you meet the prospect; a telephone introduction, a testimonial letter, arrange a luncheon or coffee shop meeting, etc. 11. Manage Your Sales Reputation. Determine today how you want to be thought of tomorrow. Specify the reputation you want within each group of which you are a part, and then work a plan to earn it piece by piece. 12. Grow Your Brand Identity. Get yourself and your company known within your market area. Write articles, letters to editors, offer expert input for reporters and publishers, conduct surveys, provide free services to key people, donate your time to worthy causes, put your photo on your business card, share valuable ideas via email. Create a broad awareness of yourself as an authority on what you do. 13. Build A Fortress Of Great Relationships. It is not only who you know that determines the value of your relationships; it is whether they know you as a valuable business resource. Define who you need to know today and five years from today. Start now to cultivate the relationships and the reputation, which will expand your possibilities. 14. Learn To Manage Points Of View. Half your job is keeping yourself and others in the right frame of mind. Cultivate your ability to keep the focus on the things that matter most. Become a person who can put everything in perspective for others. 15. Manage Tension Throughout The Sales Process. As tension rises, trust falls. Be aware of the ebb and flow of tension as the sale unfolds. Learn to reduce it when it gets in the way and to momentarily increase it to add urgency to the decision process. 16. Look Like Good News To Your Customer. The way you are perceived by your customer determines how much resistance you will encounter as you sell. Learn to project a positive feeling among those you communicate with. Become a partner in problem solving, not a sales persuader. 17. Cultivate A Selling Style That Uses Your Sales Strengths. Use the combination of online communication, in person calls, telephone contacts, trade show attendance, and public speaking, which allows you to shine. Build a mix of activities to diminish your sales weaknesses and amplify your strengths. 18. Give Samples Of The Experience You Represent. A movie ticket doesn't just buy you a seat in the theater; it buys you the experience of enjoying the movie. What experience does your product or service bring to people? Give them a way to sample that experience through your presentation. 19. Stay Conscious Of The Meaning In What You Do. When a person doesn't find much meaning in what they do, they don't bring much value to what they do. Write down specifically how your product or service makes life better for those who buy it. Read this description every day briefly, to keep in mind the reason behind the purchase. It's not about buying; it's about benefiting from buying. 20. Know When And How To Ask For The Order. Learn to recognize buying signals, how to ask differently with different people, when to let the customer sell himself, how to negotiate details and when to walk away. If you don't ask you don't get. But how you ask often determines success or failure. 21. Deserve To Have Loyal Customers. Know how to cultivate dedicated clients. Become competition-proof by delivering more than people expect. Overfill your client's needs and be their business friend, even when they are not buying from you. Be the kind of person people rave about.

         
    Sales training fails for a reason

     

    All pumped up to attend that upcoming sales training workshop? Maybe a little anxious as it's been a while since you took a course. Expecting good things for the coin you are shelling out as the company isn't paying the freight this time around. Perhaps a tad concerned how well you will do, or how tough the content might be to master. Will it be better than the last sales training workshop you attended? Bottom line - will you improve your sales success upon completion? These are common anxieties. You have every reason to wonder about effectiveness. It is not just the financial commitment you or your company is making; it is the time investment as well. I've always looked at sale training as an opportunity. I'd be surprised if you didn't learn something new, or at worst, a forgotten past learning is dusted off and put back in the arsenal. There is the advantage of benefiting from the knowledge of others in the class; some may be more experienced, or more successful. What makes them so? You no doubt are aware there is a plethora of sales training programs in the market place today. You can attend in person, participate interactively on the web, and work with a CD or workbook. With so many options out there designed to appeal to your preferred learning style, why do so many sales training programs fail? In most cases, the course content is adequate to very good. I cannot recall ever having a facilitator that was not top notch in presenting the material. The facilities are generally not the culprit. So why do so many sales folks think back on training they have taken and question the return on their investment? In most cases, the shortcoming of the program may not be just the program. Let me explain. Any learning on any topic can only have impact when put into practice immediately after the training has taken place. This is especially true where the learning requires behavioral change. If you don't practice what you have learned, as awkward as it might feel at first, the longer you go, the less value you will receive. For a number of years I taught one of the leading programs on the market, many will know it. It started at Xerox and has moved about since. The content, structure, and learning methodologies were, and remain, excellent. It was the first sales training program based on extensive empirical research. With literally hundreds of thousands having taken the program, why did they all not turn out as effective as the three in the video? Regrettably, what happens is we get back to the day-to-day sales environment. We know the pressure to produce; the emphasis to close business, with the stark realization, that failure to do so may result in not being paid. We get to our first appointment and forget to properly structure our opening remarks and establish the agenda. The first "concern" comes up and we can identify it as a misunderstanding, but what were those steps on how to respond? If only I could play that video back in my head, or visualize the wall chart at this very moment. The sad reality is that after many sales training programs, there is a lack of reinforcement and coaching necessary to become proficient. The classroom or the video or workbook is just the beginning. We have all heard, "practice makes perfect", well there is a lot of truth to this saying. If there were only one thing you could do to avoid the pitfalls of training this would top of the list. What can you do to ensure greater sales success and avoid "failing"? You could buddy up with someone who took the same course and practice together to re-enforce the acquired skills. You could set up weekly reviews, or drills, with your Sales Manager or Training Manager to re-visit the material until it becomes second nature? You could commit to a weekly review of one element of the training program you attended. If you are in a corporate environment, you might suggest you have a formal annual refresher program to hone your skills and discover nuances of the program you took. Is it possible to obtain a better return on training programs? Absolutely. Looking beyond the training "event" to the recurring sales coaching and practice sessions is critical to leveraging the initial investment. After the sales training program, the real work begins. Changing techniques, modifying behavior and habits, being open to trying your new learnings, will all contribute to you becoming a more productive and efficient sales professional.

         
    Sales training tip keeping customer for life

     

    Marketing and sales will, of course, be of the utmost importance to the success of your small business. However, do you even know the difference between the two? Marketing is everything your company does to reach out to the consumer and find potential clients. Marketing is preparation for sales. Sales is everything your company does to actually sell your particular product or service to the consumer and usually involves meetings with clients, calls on prospective clients, networking, and utilizing internet resources. Marketing your company involves identifying and finding your target consumers. You must find creative ways to get their attention and prepare them to make a purchase. Marketing itself is made up of the 5 P’s: product, positioning (how the customer perceives you in comparison with your competitors), place, price, and promotion. When developing a marketing message, you are priming your customers to make a purchase. In order to do this effectively, your marketing message must have substance. Yes, the graphics and logos are important, but consumers want you to make you point as clear as possible as quickly as possible. In order to do this, address these six issues in your marketing campaign: 1) Capture your audience’s attention with a message that clearly defines who you are addressing. 2) State the problems or desires of your audience. 3) Briefly describe your product. 4) Describe the benefit your customer will derive from your product. 5) Use testimonials or the like to give you message credibility. 6) Let the consumer know exactly what action they need to take next. Customer Service One of the most important aspects of small business management is customer relations – the interactions between customers and employees. As a small business you have to provide the customer with better, more personal service in order to compete with the larger, more established providers in the marketplace. You also have to look to the future and develop ways to keep your customers coming back year after year. When a problem does occur, take advantage of the opportunity to build not only customer satisfaction, but customer loyalty. Tips for Teaching Top-Notch Customer Service 1) Determine what you really mean by excellent customer service. You have to have a thorough understanding of what you want to provide so that you can provide it consistently. 2) If you really don’t know what your customers want and expect from you, do some research. Talk to focus groups and ask your complaint department what the most common complaints are relating to customer service. 3) Give your employees the freedom to go above and beyond the call of duty without punishment. Let them know they have a wide array of responses to choose from and that you trust their judgment. 4) Train your employees to share pertinent customer information among themselves – likes, dislikes, quirks, needs, interests, etc. – can all be useful knowledge. 5) Give employees an example to model by committing yourself to excellent customer service as well. Show them what you expect through your own interactions with customers. In addition, always reward those who go beyond the call of duty. 6) Provide training for all employees – not just those on the front line. 7) Don’t expect change immediately. It will take time for a new standard to be set in your organization. 8) Expect mistakes and acknowledge them. Use these incidents as an opportunity to recommit yourself and your organization to superior service. Apologize for any slip-ups and really listen to the customers complaints. Keeping Customers for Life As a small business, you must cultivate relationships with your clients in order to ensure their continued patronage. Studies have shown that it is much easier to continue a customer relationship than to cultivate a new one. The first step to retaining customers is to keep your word. Do what you say you are going to do in order to make your business worthy of a customer’s repeat business. Expect that clients will return. Many businesses look to the customer to prove that they are worthy of their attention by returning on a regular basis instead of cultivating a relationship from the very beginning. Once you establish a good relationship, make it a policy to go above and beyond. The customer should remain your focus – not your bottom line. Your bottom line will only come into play if you can establish a business based on long-term customers. Make sure that you are treating your employees as well as you are treating your customers. You want lifelong employees in order to provide a stable, consistent environment for your lifelong customers. Offer incentives to repeat customers. Consider promotions such as “Buy 10 – Get the Next One Free” or “25% off on your next visit” to lure customers back into your establishment. Finally, be choosy about the relationships you cultivate. There are customers who are not worth keeping around for the long-run. If a customer is a troublemaker, don’t worry about letting him move on to a competitor.

         
    Sales using the law of expectancy

     

    Studies in persuasion technology show that what you expect tends to be realized. I call this the Law of Expectation, which is also one of the tenants of sales. As a sales professional, your expectations influence reality. I recently came across a movie called, "What the Bleep Do We Know?" It explains how our thoughts and intentions shape our reality. If you haven’t seen the movie, I urge you to do so. (You can go to whatthebleep/ to learn more.) The movie explains that human behavior is directly related to how others expect us to perform. As an example, there was once a study in which first grade students were told that blue-eyed kids are smarter than brown-eyed kids. The blue-eyed children subsequently scored better on tests than their brown-eyed peers. After several months they decided to bring the children together and tell them that what they'd told them before was wrong. This time, they said that all children are born with blue eyes and the more we learn the more our eyes turn brown, so brown-eyed children are smarter. Just as predicted, the blue-eyed children started to have trouble with their studies and the brown-eyed children improved. So what might happen if you truly believe you're a great salesperson? What if you were to see, hear and experience every prospect as a great candidate? How do you do this? One way is to make a great first impression; it’s the moment where the Law of Expectation has the greatest impact on your performance. You communicate your expectations by your word choices, voice inflection and body language. When you expect your prospects to buy, all your actions will lead them in the right direction. Before each sales meeting, try asking yourself, "How do I expect this sales process to go?" If your other-than-conscious mind feeds back a negative response, mentally rehearse the end result you want in full color with sound and feeling. You may want to imagine the prospect signing an order form or handing you a check. Now picture yourself smiling and shaking hands with your new customer. Know that you’ve just done a great service. When you spend time rehearsing success, you’ll be comfortable with it when it happens.

         
    Screener and voice mail tips to help you get to more buyers

     

    Here are some ideas to help with screeners and voice mail. Don't Get Lost in the Phone System Bermuda Triangle. When initially trying to locate a decision maker you've never spoken with, if you detect even the slightest bit of hesitation in a screener's voice when they give you a name, continuing questioning. Nothing is as frustrating as being shoved from one unwanting soul to another like a hot potato. Find out the title and department before you're sent there. Ask for the Highest Level. Find the level higher than the one that typically makes the decision. This way, if you need to be referred, it's better to say that you “. . . were speaking with Karen at Mr. McNabb's office, and she felt that Ms. Collins would be the person I should be speaking with.” It's important that you don't imply that Mr. McNabb said that she should buy from you; just let them know that you've come from above and your call will implicitly carry more clout. Go to Other Departments. This also works when an operator or screener is not authorized to give out the names of the people you're looking for. Ask for someone in sales . . . you know they're always willing to talk! Larger companies have purchasing departments that might be able to help. You might end up speaking with these people eventually, but what you really want to find out now is who uses and recom­mends your products. If you run into a talkative purchasing agent, you just might also learn who they're buying from, what they spend, and other goodies that can help you. Even if you do land at the polar opposite of where you need to be in a company, use something like this: “I hope you can help me. I'm not in the right department, and you can probably point me in the correct direction. I'm Dale Strong with Thomas Development. I'm looking for the name of the person who handles the site selection for your franchises.” Listen to their Entire Voice Mail Message. If you don't, you might be missing potentially useful information. I was sitting in with a sales rep listening to call, and as soon as the voice mail answered, she hung up. I asked her to call back and listen again. On the recording she this time heard the person say that he wasn't going to be at this location for the next several days since he was at his other brand new location, and gave the phone number, and the hours he would be there! Now this rep knew nothing about the other location, but called him there, congratulated him on his expansion, and managed to close a sale right there! Be prepared for voice mail. Don't place a call without being ready to leave a statement on voice mail. Not just any message, though. Talk about ideas that you have which may poten­tially help them benefit in some way, or avoid loss. Talk about a problem you've solved for another company, and mention you'd like to ask them a few questions to determine if it would work for them as well. Sound interesting. There's something psychological about talking to a tape recorder that causes even the most elo­quent speakers to lapse into their robot-like voice. Be yourself! Visualize the live person you are speaking to at the other end, not a passionless microchip! Practice your messages. Recite-do not read-them into your own tape recorder. Listen to yourself, being very critical about areas you want to improve. Focus on your inflection, putting variation in your voice to convey the moods of enthusiasm, urgency, and importance you desire to con­vey. Be sure your articulation is crisp, especially in pronounc­ing the ends of words and consonants. Hang up if you need to. If you are not prepared, and the re­cording has the effect of erasing all signs of intelligence from your short-term memory, like a computer experiencing a data-zapping power surge, hang up before you say anything. Think through the message you'd like to leave. Then call back. Or, if their system allows it, review your message to be certain you're comfortable with it. If not, do it over. Answer Screeners' Questions. Never try to evade a screener's question. That's one sure way to get dumped. They simply want to determine if you have something of value. Use something like, “Let me explain why I'm calling. We work with companies such as yours that do large numbers of air express shipments to help them cut down on their total bill each month, and in some cases the savings runs from a few dollars to a few thousand. Whether or not we could do the same for you depends on several variables that I'd like to discuss with Mr. Holloway.” It's tough to sell if you can't get through. Try these ideas.

         
    Sealing the deal over the business meal

     

    Doing business over meals is a ritual that has existed for centuries. Taking clients to breakfast, lunch or dinner has long been an effective way to build relationships, make the sale or seal the deal. These business meals are essentially business meetings. Knowledge of your product or your service is crucial to the success of the meeting, but so are your manners. Too many people jeopardize an opportunity because they fail to use good dining etiquette. Here are a few basic rules to make the experience pleasurable and profitable. Know your duties as the host. You are in charge. It is up to you to see that things go well and that your guests are comfortable. You need to attend to every detail from extending the invitation to paying the bill. Plan ahead when you issue the invitation. Allow a week for a business dinner and three days for lunch. Be certain that the date works for you. That might sound obvious, but if you have to cancel or postpone, you can look disorganized and disrespectful of your clients' time. Select a restaurant that you know, preferably one where you are known. This is no time to try out the latest hot spot. Being confident of the quality of the food and service leaves you free to focus on business. Consider the atmosphere. Does it lend itself to conversation and discussion? If you and your clients can't hear each other over the roar of the diners and dishes, you will have wasted your time and money. When you make your reservation, let the staff know that you will be dining with clients. If your guests suggest a restaurant new to you (perhaps you are hosting clients out-of-town), call ahead and speak with the maitre'd. Make it clear that you will be having an important business meal and picking up the check. Confirm the meal appointment with your clients the day before if you are meeting for breakfast or that day if you are having lunch or dinner. Things do happen and mix-ups occur. Arrive early so you can attend to last minute details. This is the perfect time to give your credit card to the maitre'd and avoid the awkwardness that seems to accompany the arrival of the bill. Take charge of the seating. Your guests should have the prime seats-the ones with the view. As the host, take the least desirable spot-the one facing the wall, the kitchen or the restrooms. Beyond being polite, where you seat your guests is strategic. When you are entertaining one client, sit next to each at a right angle rather than across the table. With two clients, put one across from you and the other to your side. If you sit between them, you will look as if you are watching a match at Wimbledon as you try to follow the conversation. Allow your guests to order first. You might suggest certain dishes to be helpful. By recommending specific items, you are indicating a price range. Order as many courses as your guests, no more and no less, to facilitate the flow of the meal. It is awkward if one of you orders an appetizer or dessert and the others do not. As the host, you are the one who decides when to start discussing business. That will depend on a number of factors such as the time of day and how well you know your clients. At breakfast, time is short so get down to business quickly. At lunch, wait until you have ordered so you won't be interrupted. Dinner, the more social occasion, is a time for rapport building. Limit the business talk and do it after the main course is completed. When you know your clients well, you have more of a basis for small talk. However, because you have established a business friendship, you can eliminate some of the chitchat when time is an issue. When you don't know your clients well, spend more time getting acquainted before launching your shoptalk. Sometimes you simply need to use your own judgment about when to get down to business, realizing that if you wait too long, your clients may start to wonder why they were invited. If you begin too early in the meal, your guests might suspect that you are more interested in their money than you are in them. Keep an eye on the time, but don't let your guests see you checking your watch. Breakfast should typically last an hour; lunch an hour and a half. Wrap up your business dinner in two to three hours, no more. Handle any disasters with grace. With all your attention to detail, things can still go wrong. The food may not be up to your standards, the waiter might be rude or the people at the next table boisterous and out of control. Whatever happens, make sure you are not the one to lose control. Excuse yourself to discuss any problems with the staff. Your guests will feel uncomfortable if you complain in front of or to them. Limit the amount of alcohol you drink at the business meal. The three Martini lunch is mostly a thing of the past. However, cocktails and wine are still part of the business dinner. Since alcohol can have the same effect as truth serum, keep your consumption to one or two glasses. When guests are drinking liberally and you sense trouble, excuse yourself and discreetly ask the server to hold back on refilling the wine glasses or offering another cocktail. Your conduct over the meal will determine your professional success. If you pay attention to the details and make every effort to see that your clients have a pleasant experience, they will assume that you will handle their business the same way. Before long you could have them eating out of your hand. (c) 2005, Lydia Ramsey. All rights in all media reserved.

         
    Search out sales

     

    Regardless of what you are looking to purchase there is one sure fire way to save money. The best way to do this is by waiting for a sale to come around on the product. If you think about it, during the course of a year almost everything that you can buy will be on sale at least one time. This means that if you can wait to buy it, you should wait to buy it. If you can wait on larger purchases you will most definitely save a lot of money over the course of a year. One of the best products that you can save money on is clothes. If you are in need of winter clothes try to buy them during the spring when they go on sale. And along the same lines, if you are anticipating a need for summer clothes you will want to make your purchases during the winter months. By purchasing clothes during off peak months you will be able to save yourself a lot of money. Another big purchase that families make are automobiles. Even though you may want your new car now, if you can wait a bit you may be able to save yourself thousands of dollars. At different times every year car manufacturers put out huge rebates on their cars, or are looking to move them quickly for one reason or the next. If you can wait for this time of the year to come around, you will save yourself a good bit of money. Also, to take advantage of sales, you will need to keep an open mind. If you are only interested in one particular brand you may end up waiting around a long time for a sale. But if you keep your options open to other brands and styles you will almost always be able to find a sale when you are looking for it. This is one of the most difficult things that people have to learn to do that are trying to save money. By sniffing out sales you will be able to save yourself a lot of money over the course of a year. It may not seem worth it at the moment, but if you exercise some patience you will be able to get exactly what you want for a much better price. Keep an open mind, and start saving money today!

         
    Secrets to getting paid for your creative ideas and proposals

     

    Many creative professionals such as event planners, interior designers, and decorative painters are frustrated when potential clients steal their ideas and take them to cheaper companies. They present their ideas in a proposal or presentation and later find that they didn’t get the client and their designs are being used by someone else. PROTECT YOUR IDEAS In order to protect your ideas and still get the client, you have to change how you deliver your concepts and specifically what you present. Keep in mind, your creative ideas are the most valuable part of what you do, so stop giving them away for free. The first thing you need to do to protect yourself is to focus the initial meeting with the prospect on her ideas and her needs, rather than on your ideas and your suggestions. Spend at least 95% of the meeting asking questions rather than presenting solutions and ideas. Find out what the client wants and what she envisions. Discover why she wants what she wants and uncover what her experiences have been in the past with this type of project. Focus on her, not on you and your services. Build a relationship with the client and let go of the idea that you have to put on a big show of creative ideas to impress her. Contrary to what most people think, the client would rather talk about what she want then listen to your ideas. Really. PRESENT THE WHAT BUT NOT THE HOW Next, present the potential client with a proposal that becomes a contract once the prospect signs it. The proposal should include goals that the client told you she wanted in your first meeting. It should include payment terms. The proposal should include what you will do, just not HOW you will do it. Let’s look at examples of how and what: Event Planner: WHAT: “Incorporate an island theme in event decorations, music, catering, and location.” HOW: “Use pineapple centerpieces, bamboo tables, island shaped invitations, coconut flavored cake, and an entry way filled with palm tree leaves and bananas.” Interior Designer: WHAT: Design a functional and easy-to-tidy space for use as a family room where there is ample storage for children’s games, a television, and other entertainment. HOW: Rubbermaid storage containers will be used in a specially designed 17-piece wood cabinet that can be converted into a television stand, a workspace, and table. Wedding Consultant: WHAT: “Create an intimate, upscale, evening reception for approximately 40 guests.” HOW: “Decorate facility with purple flowers and linens, a four-tier chocolate and raspberry wedding cake, and a 6-piece band. Decorative Painter: WHAT: Create a jungle-themed mural for child’s bedroom. HOW: Paint walls with “garden room” green, add 25 rainforest trees throughout walls and incorporating ceiling space, paint 5 Colobus monkeys, 7 chimpanzees, a gray parrot, 9 green tree frogs, and a stream running across the door. WHEN AND HOW TO PRESENT YOUR IDEAS You can present your ideas in several ways and still protect them. First, you can present your ideas in detail after the client has signed a simple proposal with you. You should work together with the client to create what he wants through your creative talents. Another way to present your ideas is through sample boards or renderings, but only after the client has either signed a proposal for the project or paid you for your ideas. If you chose to charge the client for the samples, agree to put the payment towards the amount of the final contract amount should the client agree to hire you to do the project. If the client chooses to use someone else for the project, then at least you were paid for your ideas and your suggestions. Never present specific ideas, sample boards, or drawings to a client unless you’ve been paid for that part of the project or the client has signed a contract. By continuing to submit ideas and formal suggestions to potential clients, you are short changing yourself and your creative talents by lowering the value of your concepts in the mind of the buyer. By learning how to effectively manage the first meeting with a potential customer, how to protect your ideas, and when and how to present your ideas will help you gain better clients, better projects, and have a better income!

         
    Sell don t tell selling tips that work

     

    Most websites exist to sell something in one form or another. OK, so you might not be selling something directly from your site via shopping software, but if you run any form of commercial website then you are trying to sell goods or services to the visitors that come to your site, and telling them what you do is not going to gain you the maximum return on investment of your website. You must sell your services or goods, not tell people about them. The job of a web site is to give the visitor (prospective customer) all the information they need to make that buying decision. The simple phrase is educate, inform, motivate. There is a well know acronym of AIDA Attention Interest Desire Action These are the four stages everyone goes through before they buy. If your web copy is not doing this, and you are missing calls to action, then you are losing money. Lack of a call to action is one of the most common errors on a page. ‘Click here for FREE information’ is a simple instruction that will get people taking the action you want. So how about educate and motivate? How do you get the ninterest and desire? A simple re-write of your site can have a dramatic effect on its success, and it can pay for itself in no time at all. So what is the difference between selling and telling? Product descriptions:- Available in black In stock Next day delivery ---------------------- Available in jet black, allowing you to wear this beautiful necklace with almost every outfit you own. This can be delivered to your door overnight if the order is placed before 3pm, and the item is : in stock It is plain to see which of the above tells, and which sells! The plain fact is that as a web marketer it is your job to sell yourself, your services, or your products, and you need to understand the difference, if you don’t, then your orders/enquiries are going to someone else.

         
     
         
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