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    The 1 secret to selling any product or program

     

    There is one simple secret that every top business man, internet marketer, affiliate marketer, and sales person knows. Want to know what it is? Effective ad copy can sell anything! Ok, simple enough, "but how do you write an effective ad copy" is what you may be asking now. It is much easier than you think. Fact is even the best copy writers in the world follow a very basic principle followed by a very basic ad set up. You are about to learn about both. Have you ever heard of the term AIDA before? It's an acronym that stands for: Attention, Interest, Desire, Action. This simple acronym drives every effective ad copy ever written. Here's how it works. 1. You grab "Attention" with an interesting headline. 2. You maintain and create more "Interest" with copy that supports your headline. 3. You create a "Desire" for the prospect to want know more, buy, etc. 4. When the top three above fall into place, the prospect takes the desire "Action" to submit their info, order your product, join your newsletter, etc. Those four basic principle drive every effective ad copy in existence. Copy writers then plug this principle into the following set up and they have an ad copy that sells, and sells, and sells. Here is the setup: * Headline - this is the "Attention" grabber. * Body - here is where you maintain "Interest" and create a "Desire" for the prospect to want to take your desired "Action." * Sales link - this is your desired "Action." Here they will subscribe to your newsletter, buy your product, etc. * Signature and contact info - brand yourself with your signature and picture and provide contact info to provide validity and security to the prospect. That's it! Follow those steps and you can write an effective copy for any product or service.

         
    The art of selling

     

    Before becoming a salesman a person has to go through a number of trainings and courses, for this profession may only seem easy but those involved in sales for years will say how hard it is to satisfy an average individual of the 21st century. A good salesman should be a first-class psychologist, experienced researcher and an idea generator. This type of profession requires 24 hours a day activity both physical and mental. Salesmen face a serious task, to make a product saleable. What makes a product saleable? The effort you put in to develop the strategy of advertising. There is a definite aim but a big number of possible approaches that can be used. There are three factors that can influence a person in a more or less effective way. These are: imagination, language, and perception systems. The processing of information received is done with the help of bridges of associations created according to the previous experience. When a person thinks about orange juice, he or she imagines himself drinking it with delight and pleasure. You have to work out a way to create this association in his mind to make him buy you product (orange juice, for instance). There are five senses a human has: touch, sound, smell, sight, taste. If you can come up with an advertising slogan that can activate all of the perception systems mentioned above, your campaign will be more likely to succeed. If you work on a direct client, gather information and find out his likes and dislikes. Every person has a dominating perception channel that transmits the biggest amount of information into the brain. If you will be lucky enough to figure out what it is, use it and concentrate on its activation. You’ll agree that it will be useless to sell a painting to a blind man that cannot understand the benefits of it. Here is one more point you should concentrate at. Without benefits your product is worth half the price you offer. Client buys not products but benefits he gets from using, owning this product. If you manage to find out what is the desire of a client and how can such a product satisfy his need, you will most likely sell the product successfully. I have already mentioned slogans. Slogans are verbal methods of imagination activation. Verbal means that develop into complex constructions are powerful sales tools that activate the senses. Try to learn the behaviour and habits of people, determine the mimics and gestures that are typical for them in different emotional states. Observe how a person behaves when he is delighted and when he is dissatisfied with something. Remember what you saw and it will be a hint for you for the next time this client knocks on your door. Sales are an ever developing industry that requires constant modernization of the ways to advertise. But they should be chosen wisely and developed carefully. Advertisement areas should occupy a territory fit for competition. Agree, would there be a necessity to advertise anything if there is no competition?

         
    The benefits of a shop heater

     

    : If you're looking for a heating solution that will work for a shop, garage, or other large area then you might want to stop and consider a shop heater as an alternative to central heating or some other large heating unit. Most shop heaters will give you the exact amount of heat that you want right where you want it, without having to spend all of the money to heat your entire shop if you don't want to. If you think that you might want to buy a shop heater but aren't sure yet whether one would be right for you, consider the following benefits to help you make up your mind. Portability One major advantage that shop heaters have over larger heating units is that they are portable. Regardless of whether the heater uses electricity or propane, in most scenarios you'll be able to bring the heater to where you want it and then either plug it in or light it. This can save you the trouble of having a larger area that's getting cool and having to go over to the main heating unit thermostat to adjust the temperature, after which you'll have to wait for the heat to spread through your entire shop or garage. Another reason that portability is a great benefit of shop heaters is that propane shop heaters can even be taken outside or on the jobsite. You can use your shop heater to provide extra heat under a canopy or to give people a place to warm up when doing outdoor activities. You shouldn't put a propane heater in a small enclosed area like a tent, but a heater can be used in place of a campfire when out with friends or family if it starts getting cold before you're ready to head to bed. Heat Where You Want It In addition to being portable, shop heaters can put heat right where you want it when you need to use them. If you need to heat one specific area or you only need heat blowing in one direction while you're working on something, your shop heater can more than meet your needs. A number of heaters feature fans or larger blowers which can be used to circulate the warm air and you can always choose radiator-style heaters that heat the entire area around them evenly without moving the air. Along the same lines, you can use shop heaters to keep certain sections of your shop or garage warm while letting others stay cool. This can be very important if you are working with materials that can be damaged or activated by too much heat, or if you simply prefer to keep your work area cool to make up for any heat that you might add while welding or working with various tools. No Need for Construction When you want to install a large heating unit you're going to need duct work installed and the heating unit itself mounted or placed on a concrete slab. Even if you're just adding on to an existing home or office ventilation system there's still a lot of work that needs to be done. In some older buildings this can even be a costly procedure as some older insulation used in heating and cooling contains asbestos and as such must be removed and disposed of by professionals. Using a shop heater to meet your heating needs avoids all of this… you simply need to put your heater or heaters where you need them and you'll get the same heat without the need for construction. Lower Running Costs Another big advantage of shop heaters is that you'll generally use them only when and where you need them so they don't need to be running all the time in order to maintain heat. Even if you're just turning the heater on or lighting it, heat will be produced within a matter of minutes if not instantly. Larger heating units have a much higher amount of air that they have to heat so it can take significantly longer for them to produce the heat that you want. Because of this you'll often find that shop heaters are cheaper to run than a heating system simply because they don't have to keep running in order to be effective. With a shop heater the only costs are the electricity that you use while you have the heater on or the propane or other fuel that is used to produce heat. By only using the heater when its needed you can significantly reduce your heating costs, especially given the rising cost of natural gas and other sources of fuel for central heating units.

         
    The buying excitement in diesel motor homes

     

    Thor Industries CEO Wade Thompson, whose company is the earth's most bombastic maker of diesel pusher motorhomes and travel trailers, promises the diesel pusher business sector's overall deliveries to heighten in 2005 for the fourth replicating yearly performance period. Thompson and chief executives of three contenders pronounced they are planning to quest after an increasing number of people and develop holdings in localisations to cover sky rocketing sales needs. The industry managers were asked at length on location at the National Holiday Rambler Producer's Show that took place last week in Louisville, Kentucky., in which the companies registered pre-orders for 2005's first fiscal half of the year. The excutives optimism diverges from a prognosis narrated by the University of Michigan promulgating heightening gas and gas product tolls and interest cost as insecure market indicators for the future. Thor, Fleetwood Enterprises, Winnebago Industries and supplementary rv consignment builders are looking for overall deliveries to grow 14 percent this fiscal year to 364,900 units, the most dependable ordering since 1978, as additional people between ages 50 and 64 retire and as people move around the country side more in the United States of America as a direct result of vexations about terrorism outside of the US. "We had seen the market start to soften but then November is strong again, and I expect next year to rise 8 percent to 10 percent," Thompson, 64, denoted from the living room of a Thor travel trailer while appearing at the Recreational Vehicle Convention. The University of Michigan market estimation prognosticates overall deliveries next fiscal reporting term to drop 3.3 percent to 352,700. The forecast is stationed on a framework that references historical citations and is published by Richard Curtin, the Ann Arbor, Michigan based university's conductor of surveys, who in addition devises its consumer confidence index. Industry executives and the excutives dealers actively disagree with his market prognosis. "We just don't foresee doing any fewer sales next year," Ted McKay, sales manager at Media Camping Center in Hatfield, Pa., articulated. He is looking forward to sales to climb up from the current 60 holiday rambler motor home and get away from everyday life trailers every month with finance costs for loans on the vehicles at 5.75 percent, still under the 10-year average of 7.5 percent. "Rates just aren't high enough to hurt sales," Barry Vogel, an data analyst on location at Barry Vogel & Associates in White Plains, N. Y., denoted. "The industry is still healthy." Fleetwood admitted 1,000 product deliver employees in the past month and probably will add 300 to 400 other additional on location at Pennsylvania and California diesel motor homes factories in the next 12 month period, CEO Ed Caudill, 61, claimed. The Riverside, Calif.-grounded organization had shed 9,000 product assembly staff from 2000 to 2003 to cut costs. Thor plans to all but twofold currency spending to $50 million this yearly performance period from $27 million as the Jackson Center, Ohio-grounded commercial enterprise sets up at least seven new manufacturing facilities, Thompson pronounced. Winnebago, which accepted 1,000 up to date employees in the final financial reporting term, likewise discounts gross production will decay next four quarter performance period, Board president Bruce Hertzke denoted. "We haven't even been able to meet demand three of the last four years," announced Hertzke, 53. "Not only are more people retiring but a wider age group, people as young as 35, are starting to buy recreational vehicles." Coachmen Industries' gross shipments relaxed coming near the prevent of the summertime and bounced back in November, said Board president Claire Skinner, 50. The Elkhart, Ind.-stationed corporation took on about 400 people in the latter twelve month period and might add supplementary next season if sales reveunes climb, she declared. The unemployment rate in the Elkhart locality is 3.7 percent because of the manufacturing revivification, she proclaimed. "A month ago I probably would have said I agreed shipments might fall, but since the presidential election it seems like things are opening again," Skinner said in an discussion with reporters. A Bloomberg index made on shares of the five most bombastic suppliers of rv sales has risen up 7.9 percent this twelve month period, more than the 7.1 percent gain for the Standard & Poor's 500 Index of large USA manufacturers.

         
    The captain of the titanic wasn t in sales

     

    Did you know sales success and icebergs have something in common? And no ...this article is not about cold calling! Many of us know an iceberg has about 7/8th of its mass below water. But did you know the largest Northern Hemisphere iceberg on record was encountered near Baffin Island in 1882? It was 8 miles (13 km) long, 3.7 miles (6 km) wide and rose 65 feet (20 m) above the water. The mass of that iceberg was in excess of 9 billion tonnes - enough water for everyone, in the world to drink a quart (litre) a day for over 4 years. Well thanks for the lesson on icebergs you're probably thinking but what has that got to do with sales? Go back to the first fact; the majority of an iceberg is below the surface. In sales, much of what controls our success is below the surface. Let me explain. Think of the iceberg, the tip which we see, could be compared to the action and results of sales professionals. We see sales resultspanies track share of market, percentage of plan, year-over-year performance to name just a few metrics. We also see what a sales person does. We can observe and track the number of calls made, appointments kept, sales made, and referrals obtained. What we can't see, the part under the surface is what the sales professional is thinking. This I submit is the most critical component for a sales person to be successful. We talked about icebergs, now for a short psychology lesson. Cognitive behavioural science suggests that what we are thinking about today determines our reality tomorrow. That is, a person's outer world is a reflection of their inner world. If a sales professional is interested in creating a new reality for themselves, whether that new reality is bringing in a new client or whether it is moving up to the next level in sales effectiveness, this new frame of reference is first created in the person's mind. It all starts with an idea, a concept and a desire for enhanced results. I've heard it said that a person sees more with their state of mind than with their eyes. For example, take an optimist and a pessimist to the same restaurant and afterwards they are likely to report quite different experiences even though the service, the meal, the company, and the location were exactly the same. The optimist's positive frame of mind focused on what was enjoyable while the pessimist's negative state of mind zeroed in on everything that was wrong. This fascinating area of psychology reinforces the concept that our thinking is our greatest ally in demonstrating effective sales competencies. In other words, top sales performers think in a way that helps them to perform at an optimal level. The good news is you can change your thinking style to improve performance. The best sales professionals are effective thinkers. They focus on what they want to achieve, they regularly review their sales objectives and they think in a constructive, supportive fashion, using their creative imagination in harmony with their intelligence, reason and free will. Think of this as their "mindset" which influences their focus, motivation and confidence. So the next time you see an iceberg (or maybe ice in a drink), think of what's below the surface of your mind. Think of the impact your mindset can have on your sales success.

         
    The citizen watch company

     

    "Close to the hearts of people everywhere" was the founding principle that Citizen watch designers had in mind when they originated these exceptional watches way back in 1924 with the hope that this brand would become widely available to ordinary citizens and be sold throughout the world. The Citizen Watch Company's founding fathers got their wish. Citizen is now the world's largest watch company. More people depend on a watch made by Citizen than any other timepiece. During the last 80 years, Citizen has expanded its business throughout the world and has achieved recognition as a global brand. The past 25-year period has coincided with the company's dramatic rise to its current position as the world's largest watchmaker, a distinction Citizen has held every year since 1986. The Japanese manufacturer has also been able to repeatedly develop pioneering technologies that take their power from natural energy sources. From the world's slimmest LCD watch to the first voice recognition watch and the world's first professional dive watch with an electronic depth sensor, Citizen's record of world's firsts is unmatched. One of Citizen's innovative energy solutions is called Eco-Drive and is found in many Citizen watches. Through the use of highly sensitive photocells, even the weak light from candles can be converted into electrical energy to power the watches' movement. With models ranging from dressy to sport to professional dive watches, Eco-Drive watches run continuously in any kind of light for a lifetime of use and never need a battery. These watches will not only help save you money but will also help you do your part in protecting the environment. Besides their innovative technology, Citizen watches are characterized by a high-quality finish, superior materials and an attractive design. What other reason do you need to choose a Citizen watch?

         
    The downlow on buying and selling concert tickets online

     

    Buying concert tickets online isn’t scary. In fact, it’s as easy as visiting Google and typing in the event you are looking for and follow with the word “tickets”. However, a couple of questions may come to mind when browsing for sports or concert tickets. 1. Why are tickets so expensive on the internet? On Ticketmaster the tickets are so much cheaper. Why should I pay twice as much for tickets? 2. Does the ticket broker website I am visiting really have this many tickets in their inventory? 3. How do I know the website I am visiting is offering the lowest prices on these tickets? First, concert tickets are more expensive because you are not buying them off of the primary market but the secondary market. Brokers are buying the tickets before the fans can get them and selling them on the secondary market. The brokers make their money off of the arbitrage. If you want decent seats to a hot event you are pretty much going to have to buy tickets through a broker. eBay has a decent inventory of tickets. Also, sites like ticketspot hundreds of thousands of tickets in their inventory which you can browse and purchase. Second, ticket broker websites don’t have the concert ticket inventory on hand that they are displaying on their website. Rather, they are displaying inventory from a central database of brokers which reads out on many brokerage websites. The websites mark up the tickets accordingly while acting as a “retailer” for the tickets. Finally, the vast majority of the concert ticket brokerage websites have the exact same inventory. Because of this, the only decision you need to make is choosing which one to buy from. I recommend shopping around a couple of the websites to see what kind of markup they have on the tickets. Keep in mind, you are looking at the exact same pair of tickets, but the markup of the different websites is going to be different.

         
    The effective use of business lead databases

     

    Business lead databases are an incredible resource for any business wanting to generate clients. Leads are the life source of almost every successful business. Without leads you have no customers and without customers you have no sales, no referrals, and definitely no income. Business lead databases are essentially a huge resource of business leads. They are websites or companies that have a list of businesses categorized into industry sector. Decent business databases will be updated often and they will only contain opt-in leads to businesses that wish to be included. Fresh Leads Regularly updated lists mean you will always have up to date information. You won’t be clicking dead links to sites, you won’t be trying to contact people who have left the company or moved department and you won’t be contacting companies who are in a different industry to the type you are interested in. Opt-In Leads Opt-in leads mean that the business and contact details you are using are not only relevant but they are also willing recipients of your emails, letters or phone calls. With the increase of Spam and the prosecution of people and companies who partake in spamming individuals and companies it is in your best interest to make sure that you do not Spam. Targeted Prospects Specific leads from business databases will be categorized accurately dependant on geographic location, industry and any other specifications you may have. The increasing use of the Internet to run businesses means that geographic location isn’t as important anymore. You can sell your products or services to customers across the world but you may also want to send mail campaigns or paper flyers. You may be selling large heavy equipment or a service that can only be performed in person. In these cases you will only want to contact companies or people who are in a region close to your own. Reputable business databases will offer all of this and much more. As you can imagine, keeping a database like this maintained and up to date will entail a lot of work. In order to do this effectively, they will more than likely charge a small fee to cover the ongoing work. Find a Good Business Database and Stick With It The Internet has a lot of available business databases and you should be careful to select one that has a large number of businesses included and keeps its records up to date and as accurate as possible. You shouldn’t just jump in with the cheapest one you can find or you may find that you wasted your money and you have to pay again for a better database. Business databases are an invaluable resource for getting large amounts of leads in a very short period of time. They can save you months, even years, of trying to develop your own leads and every web site and small business should consider using one. Paying for the use of business databases can either be as a one time payment allowing you full lifetime access or on a monthly basis, or even for each category of mailing list you require. There’s even a chance you could get some free leads for your money. In short, business lead databases can be a great investment. Don't just jump in and buy the first lead list you find. Shop around, find a reputable company and the extra work and fees involved will likely be very worth the effort.

         
    The five cardinal sins salespeople commit

     

    We have very candid conversations with the sales professionals who come to our seminars and through those discussions we’ve discovered five critical errors that most salespeople make. Of course, we help them correct those mistakes, but it’s somewhat surprising as to how common they are. Here are the mistakes, see if you commit them in your own sales career. 1. Failure to maintain a constant presence in the minds of prospects or customers. Quite simply, this is a failure to prospect consistently both outside and inside of existing accounts. 2. A tendency to focus on process over results. The consequence of this is a poorly executed system of prioritization that virtually cripples the salesperson from delivering effective, bottom line results. In short, they are focused on activities rather than results. As a consequence they believe they’re busy (and they are). They are just busy doing all of the wrong things. 3. Me too thinking. Salespeople fail to be creative and innovative. As a consequence, they don’t differentiate themselves, their products or their organization from everyone else in the pack. 4. Failure to listen. This is, perhaps, the most classic and common error. The salesperson who hears but doesn’t listen. The salesperson who interrupts prospects, delivers solutions that are off-target, or simply overwhelms prospects and customers with verbiage that clearly communicates a failure to have really listened to anything the other person has said. 5. Failure to anticipate. A failure to foresee problems in an account. Missing trends, potential problems, needs or necessary solutions that could forestall problems or head off the loss of accounts. Identifying the problems is one thing. Solving them is, often, quite another. The good news is that awareness is a lot more than 50% of the battle. Are you suffering from some of these maladies? Let’s take a look at a simple quiz that could yield some valuable information for you. - Do you feel that your prospects or customers are driving hard on price? - Do your customers ever buy products or services from other suppliers that you could have provided them? - Do you find you have to revise or redo proposals for prospects? - Have you had prospects reschedule important meetings with you? - Do your prospects submit requests for proposals that you hear about at the last minute? - Do you ever miss out on additional requests for customers? - Have you missed your sales forecasts for at least 2 of the last 4 quotas? - Do you feel that your customers or prospects are looking for deeper, better solutions than what you have been providing them? - Do you feel your prospects or customers get frustrated by errors? - Do you find prospects failing to involve you in their future plans? Any "yes" answer means you may have a problem. You need to go about the business of resolving them to the very best of your ability. Recognition and awareness are essential components of sales success.

         
    The importance of a knowledgeable restaurant equipment supplier to your business

     

    It was early on a Friday night, and already the front of the house was packed. My kitchen looked like a beehive, and as usual, my whole staff was working furiously to keep everybody happy. It's a necessity both they and I have come to live with as a result of our setup. You see, our kitchen is entirely too small for the amount of business we get. Because of my location, which I wouldn't give up for the world, there's not a lot I can do about it. Anyway, things were running as smoothly as they ever do, when one of my main refrigeration units went down. One of my line cooks came from the back and informed that we were going to lose a lot of steaks if we didn't act fast. Since we have no room, we formulated a plan to get the meat into one of the bar coolers until we could figure out what to do. While some of my staff was working on that, I made a call to a repair service, since I didn't think I would be able to reach my equipment supplier on a Friday night. They told me the next time they could come by to take a look would be on Monday. In desperation, I called my restaurant equipment supplier. Luckily, he was still in the office. I explained what had happened and he thought about it for a minute. After grilling me (no pun intended) for a while on the preventive maintenance measures I had taken with the unit, we got on the subject of coils. It seems this particular unit has a sheet of metal between two sets of coils on the rear of the unit, leaving the rear coils exposed while hiding the interior set. The manufacturer put the thin sheet of metal between the coils to act as a heat transference device, as the heat produced between two sets of coils on a commercial refrigeration unit can be pretty intense. The sheet would absorb heat from both sets of coils and help to dissipate it, since it had more surface area. The bottom line is that we had been cleaning the exterior set of coils, but not the interior set. My restaurant equipment supplier mentioned that this was an unorthodox (yet effective) setup for the back of a cooler, so he wasn't surprised we weren't aware of the interior coils. He told how to remove the metal sheet and suggested I clean the interior coils to see if that might be the problem. My GM and I took the unit out back and removed the sheet and took a look at the inset coils. They were in bad shape, having never been cleaned before (or at least no as long as I owned them). To make a long story short, we cleaned them thoroughly and tried the unit again. Within five minutes, things were nice and frosty on the inside again. I called my equipment supplier back to thank him for his help. Of course, he told me to call him first before I use a repair service for out-of-warranty equipment, which I should have done in the first place. Having a knowledgeable equipment supplier is of the utmost importance of my business. This particular Friday night, I was reminded of that in a big way.

         
    The magic of asking

     

    : People say to me, Maria, I am creating brochures and I am meeting people. I am telling people about my business and I just don't seem to be getting anywhere. Do you have any suggestions? When I say to them, "have you asked them to buy your product or service?" I quite often get a blank stare back at me. "Ask??" You mean I should ask. Yes, this is a very important part of doing business, and many people have lost sales that they would have received if they had only asked for the sale. This is called, the close. Some people have said, "But what if they say no?" So what, the odds are in business that you will have more no's than yes's. You see, the more that I have studied marketing, the more I see how true that is. Just consider the no's practice on your way to a yes. Some of the most successful marketers out there state that a 10% conversion is good. That means 90% were either not interested or were unable to purchase at this time due to a large variety of reasons. A no doesn't mean the end of the world or the end of your business, it just means at this moment they are not interested. And, ask yourself, how many sales do you believe that you will get if you don't ask. Not asking is considered the same as leaving money on the table. Sometimes it means, you just haven't shown them a benefit that they can relate to. I have seen examples of people who have changed just a word or two on their web copy and then the sales started pouring in. If you need to learn how to ask for the sale, there are many books written on the importance of asking and many considered it one of the success secrets in business. There are countless articles, books and courses on closing a sale and if you haven’t read any of them, I would highly recommend that you do. They go into detail on the early close, the trial close and the final close. As well, I have seen different names given to different styles. Sadly, the reality is, many people have a sales phobia and would rather socialize at networking event and hope someone will come up and buy their product or service. And believe it or not, other people may think yes it is a good product but you are apparently just showing me today. So, if the word sales drives you into a frenzy then start by reading, "The Aladdin Factor" by Jack Canfield and Mark Victor Hansen. It is a book on how to ask for and get what you want in every area of your life. And, has in it a formula for overcoming the seven most common "asking fears" It is important to remember that no matter what business you are in, you are always selling yourself, product and or service and knowing how to do it well will assist and help your clients. When you have a valuable product or service that improves people's lives, consider it your obligation to let them know that it exists. You will feel more confident than approaching them as though you are a pest. Just remember, it's your job to ask and it's ok if they say no. Smile and go on to the person just waiting for your arrival.

         
    The necessity of continuous sales training

     

    The prosperity and popularity of successful companies is obviously the result of continuous training. Without proper sales training, a business is unable to stand out from the rest, thus having poor exposure and low credibility on the market. In order to achieve and maintain the success of their companies, business owners need to make sure that all their team members benefit from frequent sales training. While a short sales training course or seminary can familiarize your sales staff with the fundamentals of sales, the long-term success of your business can only be achieved through the means of ongoing sales training. Ongoing sales training is vital for maintaining the pace with other businesses in your branch and it can also help your company to get ahead of the competition. Ongoing sales training programs are very important for any business, as they can help salespeople to maintain a good level of sales performance. It is important to note that the great majority of salespeople only improve their selling performance at first, being unable to progress further without frequent sales training interventions. Considering the fact that marketing and sales are a marathon, not a sprint, it is vital to frequently intervene with new, effective sales training solutions among the members of your business. Proper sales training programs work on multiple levels: they provide the members of your business team with the latest marketing solutions and strategies, strengthen the relationships between the members of your team and also boost the morale and the motivation of your entire sales staff. An effective sales training program can have a very refreshing effect on the entire business, announcing a new stage in the activity of the company. There are two main categories of sales training: self-study oriented sales training, which allows the trainees to learn on their own and trainer-oriented sales training, taught by a sales “coach”. The first category of sales training includes multimedia training, tradebooks and textbooks that contain various selling techniques and strategies. Trainer-oriented sales training includes programs that involve active participation to courses, seminaries or laboratories. In contrast with self-study oriented sales training materials, trainer-oriented sales training programs are by far the best means of acquiring a wide range of skills and abilities that can considerably increase the sales efficiency of your business. Trainer-oriented sales training programs have the advantage of offering trainees the chance to engage in role play situations, thus allowing attendants to quickly polish their skills. During the entire program, the trainees are encouraged to express their opinions and ideas, being provided with proper feed-back from their trainers. Trainer-oriented sales training programs can effectively improve the skills and abilities of your business team members, thus enhancing the overall performance of your company.

         
    The power of a marketing and sales system

     

    : Where Do Most of Your Clients Come From? When I meet people for the first time and they understand that I'm a marketing consultant, I'm frequently asked, "Where do most of your clients come from?" Many times I believe the question is asked innocently enough. But, quite often I feel like the person asking wants to know if I have a magic answer that might work for them. Most small business owners are passionate about the services they provide - not the marketing it takes to consistently find more clients. Many service businesses will admit that they're not really sure what works best or how to get going with marketing. The result is usually a scatter gun approach. I refer to it as episodic marketing. It is characterized by a series of unfocused and hastily-planned, one-shot episodes (or campaigns). A common example is throwing together a tri-fold brochure that you can start mailing or handing out to everyone you meet, or sending out a direct mail piece to try and stir up some interest. Typically, the motivation for these marketing episodes is a slow down in business. And then when business picks up, you quickly scrap the current campaign (until the next slow down). No System, No Consistency What's missing for most small service businesses is a system to break marketing down into a series of connected small steps. A marketing system is the key to generate a consistent supply of leads and convert them into new clients. So Where Do Most of Your Clients Come From? For me, the answer is that they are coming as a result of my ABCD Growth Marketing System. The same system I'm using to help teach my clients how to get better, more consistent results from their marketing is the system I'm using to build my own business. Having a system allows me to dependably follow simple, but proven and effective processes to consistently generate leads and convert them into more business. It is not a result of one or two great ideas or strategies. It's breaking marketing and sales down into a series of connected strategies and tactics to gain attention from prospects and help them to become clients. The system helps move prospects forward that are ready to say "Yes", and lets those who are not motivated or ready to make the investment move on. Why Do You Need A System? If you don't have a marketing and sales system, you'll never be able to grow your business to its full potential. Most businesses address their primary business functions with systems. You have your billing system, accounting system, payroll system, and time management system. It's likely you have systems to manage client or project work. One primary business function that seems to go without a system is Marketing. There's a great misconception that to be an effective marketer, you need to be creative. And most small business owners will tell me that they're just not good at that. But I would contend that marketing should be more of a science (a system) than an art. That's the number one reason to have a system. Without a marketing and sales system, most service businesses end up reactively marketing when business is slow and stop when they are busy. This mindset usually lends itself to episodic marketing. With a system, you'll be better prepared to generate inquiries and convert new clients all year round. Marketing and Sales Notice that I've said you need a Marketing and Sales system. Marketing and sales are NOT the same thing, but you need a system that addresses both seamlessly. Let's just look at the important difference between marketing and sales and why they should be successfully combined in a system like my ABCD Growth Marketing System. One of the notions I hear over and over again is that Marketing is about creating name recognition or brand awareness. I would argue that these are simply welcome side-effects of marketing. When you are a small business and all of your time, energy, and money count, then what you really need is for marketing to produce a consistent stream of good quality leads. Therefore, I define marketing as the use of strategies and tactics to generate a constant supply of high-quality leads. Sales then is the process(es) you use to convert as many as possible of those high-quality leads into clients. This is why the two should be seamlessly addressed in your system. Too many businesses jump forward to selling before a potential lead is even established as a qualified prospect. Conversely, many leads go uncultivated when there's no means to explore the prospect and move them towards becoming a potential buyer. A System is The Key To Reaching Your Full Business Potential Now just imagine if you had a system to drive these vital functions in your business. A system that breaks down the marketing and sales process into smaller, more manageable, interrelated steps. Think about your own business. Where do most of your clients come from? Is it from your marketing and sales system? It should be.

         
    The power of knowing your customer

     

    Often times we believe the depth of our customer does not extend beyond that of the business they do with us. In fact, it goes way beyond that. People love to talk about themselves, and if you take the time to talk to your customers about non-business topics, you will find that, more often than not, they are more than happy to engage you in conversation. By getting to know your customers, you can find a whole lot of valuable information from them. Such as where they live, do they have a family, what their hobbies are, do they have pets, etc. By finding out this type of information, you can determine what their needs are, than proceed to tell them about the products you have, that you believe would be ideal for their needs. Another plus when it comes to getting to know your customers, is that every time you speak with one another, you are strengthening the business relationship you already have with them. When I talk about getting to know your customer, I don’t mean that you have to extend an invitation to them to join you at Thanksgiving dinner. All you have to do is take a little extra time to get to know their names and what their needs are. For instance, if you have a new customer whose name is Mike, and building train sets is his hobby. The next time you see him, you can address him by his name, and ask about how the trains are coming along. One, he will be thrilled that you remembered his name, and two, since building train sets is his hobby, he will be more than happy to tell you all about it. These types of techniques kick open the door to more sales. The better a person gets to know you, the better they will begin to trust you, and the more likely they will be to do business with you. People prefer to do business with people they know and trust, it gives them a comfort level. So get to know your customer and work on earning their trust. They will not only do business with you. They will most likely refer their friends and family to you as well. Good luck. This article may be reproduced by anyone at any time, as long as the authors name and reference links are kept in tact and active.

         
    The resell rights deepest secrets

     

    The only way to keep up with the latest about resell rights is to constantly stay on the lookout for new information. If you read everything you find about resell rights, it won't take long for you to become an influential authority. Other than creating your own products in order to join the herds of increasing business online crowd, there are also other easier ways to have an immediate Internet business established. So what do you need in order to join the Resell Rights business? It is very easy(really mean it..), which is to have a domain name – able to get one easily from Yahoo for $2.99 or namecheap for $8.88, it depends on which you prefer, a hosting, most preferably a paid one – important, and a fully-functional website. There are tons of hosting out there, and to name a few midPhase(free domain name), lunarpages(free domain name as well), bluehost, or GoDaddy are the better ones. These are almost the basic requirements of a successful affiliate, but don’t be mistaken - Affiliates and resellers are different. Affiliates don’t need to have any other startup costs other than the basic requirements above, but resellers – yes. Resellers will need to purchase the rights to a product owned by the other people, but they can resell the products and keep 100% of the profits instead. For affiliates, they only receive a percentage of commissions from their sales. Usually, purchasing the rights to resell a certain product can cost 3, 5 or even 10 times more than its normal price. The few stages of Resell Rights: •Basic Resell Rights You can sell the product, but not your customers. •Master Resell Rights When you have a master resell rights product for sale, you can resell it to your customers, and so can they with the same product. This means that when you purchase a Master Resell Right, your customers get to sell the same item as well. •Private Label Rights These are really popular. Why is it so? – If you purchase a private label right of a product, you get to change the contents of the product any ways you want, produce it under your name, anything! Basically, you can treat it as though it’s your production. Prices for a private label right is much higher than any other rights. Of course, everyone knows it(it’s common sense!). •Give Away Rights As clear as it sounds, you may give away the product to anyone you want! Instead, you can’t sell or edit the product in any ways. Knowledge can give you a real advantage. To make sure you're fully informed about resell rights, keep reading. Usually give away rights works well with viral marketing – people give their work out for publicity. •Rebranding Rights This product works almost the same as a product with give away rights, but you are able to edit part of the contents to benefit yourself on publicity as well. Most probably, you can only edit the sponsored names, website URL and affiliate links. How can you profit from a resell rights business at its peak? You definitely need your opt-in lists. In fact, the most important thing for an Internet Marketer is his or her lists of subscribers. Some Internet Marketers who own 100,000 to 200,000 subscribers(also called leads) doesn’t even need to actually work anymore. What they do everyday is just providing their subscribers or leads with some useful information, real life news, stories, and build a closer relationship with them. When they found a good product or item, easily they can send an email out and endorse it, earning commissions through the affiliate links. Well as for a reseller, you do the same, but a little bit different. When there are products that you think is interesting and is worth to be “told” to your subscribers, you purchase the resell rights to it and usually, sell them to your subscribers at a better offer. Most Internet Marketers will usually purchase much more resell rights to the other products then combine them together, selling all of them at a cheaper price in a bundle. Sometimes the price can even be more expensive for up to ten times if you purchase them separately, that is why tons of people would rather purchase the products from resellers in a bulk. Nevertheless, it is not always a must to sell all of them together. Many resell rights have the same looks and same sales page and you can change that. By writing your own or hiring a copywriter to craft a much more compelling sales copy for the resell product, you can increase the response a lot more. As for digital products like e-books or software, you can design a whole new e-book cover or software box instead of using the given one that comes with the resell rights. As the saying goes “in the valley of the blind the one with an eye is the king.” Now being a reseller is really sometimes easier than anything. When new resell rights which seems attractive are being sold, people will just need to purchase the rights to them, compile them, and next ready to be sold in a single sales copy. Search for joint venture partners, offer them a higher percentage in commissions, request them to endorse your offer and that’s it. Being any Internet Marketer, it is always better to take hold of every opportunity you can earn money with. When you successfully sell a product to a customer, try and sell him or her another product right on your Thank You page. Basically the idea is “since you’re my customer and you purchased a product from me, here’s a great offer specially for you at an incredible special price.” It’s a very good way of having a back-end sale. That’s not all, to urge customers into pulling out their credit cards for the Thank You page item, most Internet Marketers will also make it a one-time offer – this will be shown only one time, you won’t see it again. If the customers are interested they’ll get it, if not, there’s no harm at all. There are many ideas of earning money as a reseller and you can always apply it for your own. The Internet business market is so huge that you can choose from these varieties of business styles that suits yourself. From starting your own Internet business selling your own product, earning commissions from affiliate programs and being a reseller – make the best decision for yourself and get started! Is there really any information about resell rights that is nonessential? We all see things from different angles, so something relatively insignificant to one may be crucial to another.

         
     
         
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