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| Sales Training Information |
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Growing Sales Through Creating Connections
Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer - NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. 1. Custom Assessments. By using a tool such as Assessment Generator you can build custom assessments which will allow the visitors to your website the opportunity to engage with you while providing value which is memorable. With Assessment Generator you as the business owner will receive the basic results of the survey to see if clients are where they want to be in their lives or their businesses. 2. Online Survey Tools. A well-designed online survey can greatly empower business, academic, and charitable organizations by finding out quickly what is on the minds of your current and prospective customers/clients. Creating an online survey can be extremely simple and convenient with a free survey tool such as Advanced Survey or Zoomerang. By designing a survey and sending this to your database, you can poll targeted groups quickly and in detail while obtaining real time results. 3. "Feedback" Hot Links. As you update your website, author articles, or launch new products and services, add a "feedback hot link" to your site or to your e-mail signature. This link can state "Send me feedback" or "Send me your comments" and will automatically link to an e-mail which can be used for your website visitors to provide you with insight into what is working and what is not with your products and services. The key is to make communicating with you as easy as possible. 4. Weblogs With Comments. A weblog is a simple yet compelling online environment, which will allow you to put your thoughts, ideas, and experiences on the web via a journal, photo album, or diary. With a tool such as Typepad you can provide your clients and customers with access to your online journal AND allow them the ability to comment to your posts. If you are blogging around a topic which creates discussion or a topic which can generate ideas for your new products and services, you will find that blogging with a tool which allows for comments will take your products and services to a more advanced and sophisticated level quickly and with the support of your customers/clients. 5. Client Scenarios That Create an Emotional Tug. What are the typical challenges of your clients, what do they complain about to others, and what do they really want in life? Do they say things such as: · I am a CEO, and I cannot seem to motivate my team. · I am a pet owner, and I am looking for a Veterinarian I can trust. · I am a Solopreneur who is working for a lunatic. · I am a business owner who is looking to invest my money to double my financial wealth. · I am a new college graduate, and I am looking for the career of my dreams. By honing in on what's most important to your website visitors and actually posting these for the world to see, you will begin to connect with these folks in a way which calls the emotions to be tapped. List these client scenarios in bullet form on your website, and link each scenario to a very tangible benefit of what you can offer. Example: If you are marketing to pet owners who are looking for a Veterinarian he/she can trust, link this client scenario to a special report on "The Top Ten Questions to Ask When Hiring a Veterinarian for Your Pet." 6. Data Driven Landing Pages. Landing pages, also known as "jump" pages in the world of marketing, are self-contained web pages that visitors are driven to for a specific purpose (usually for the purpose of collecting e-mail addresses.) Landing pages are very focused and usually contain a message, in most cases to allow you as the web host to determine what visitors click on as well as other statistics. A data driven landing page contains a form requesting the user to enter contact information, usually in order to get something, such as a free special report, newsletter, or to register for an upcoming event. By including a question on this page such as "What is the thing you most want in the area of _______________" (fill in the blank) you will be able to see trends of what folks most want, which can be key to the growth of your business. 7. A Research and Development Team. A Research and Development team is a group of people you invite to join you in developing your products, programs, and services. Your R & D Team may be as small as ten people or as large as 1,000 people. It is recommended that you call on your R & D team at least two times per month, as they will provide you with valuable information about what is working/not working in your business, and they will tell others about what you are up to. As your business grows, you will want to continue to add people to your list so that you have a cross section of people, ideas, and perspectives from people from all walks of life and all corners of the globe. 8. A Mastermind Group. The purpose of a mastermind group is to share thoughts, ideas, opinions, and information. To be successful in business, it is important for this group to be supportive and to care enough about you and your business to provide you with honest feedback about what they see is possible for your business. Spend at least one hour per week with your mastermind group, and use the feedback gained to grow your life, both personally and professionally. 9. A Product/Service Development Team. Are you ready to develop a new product or service, and you just don't know where to begin or how to make it happen? If so, invite ten of the coolest people you know to support you in developing the new product or service in exchange for a slice of the pie once the product/service is launched. People love to share their wisdom, especially when they know that they are involved in development of something that will be financially rewarding in the end. 10. Risky Business. One time per month, add one product or service that is out of the norm or a little bit risky for you and your business. Why? Because it will keep your mind moving and will allow your customers to sample something which is cutting edge and exciting! Example: You are a bookstore owner, and you host a "Mystery Night." Invite the public to preview the 12 hottest mysteries by attending a masquerade party on the premises of your bookstore - loads of fun, intrigue, and excitement. A suggestion/comment box can be situated near the door, inviting guests to contribute feedback and ideas for the next big event for your biz. For more information on the 90 Day Marketing Marathon program please visit www.90DayMarketingMarathon.com © Copyright 2004 by Alicia Smith & Bea Fields. All Rights Reserved Alicia Smith, a Coach and Trainer whose specialty is helping people Make Money Now. This article is derived from just one of the 26 lessons contained in her audio program, Marketing Marathon Blunders From A Z. To learn more about that course and her other products and services, please visit http://www.90DayMarketingMarathon.com or http://www.AliciaSmith.com. You can also email her at alicia@aliciasmith.com
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Coaching Pressure Washer Business; Cleaning Composite Decks There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. When we got there we found out the deck was not made of wood at all; it was made of composite. There was nothing to treat unless of course you want a spray with armor all. It did clean rather nicely kind of like washing a plastic fence. The new trend in composite railings has come about because the final railings do a better job facing down the elements and therefore owners and contractors often decide to put in the composite railings even though there are slightly more expensive because they look great for much longer. How To Attract Buyers Using The Right Sales Terminology It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales. Selling Yourself - Its Not About You I recently found myself suffering from a lousy cold; all the coughing, snuffling and sneezing symptoms which send other people running for cover. Are You Doing What It Takes To Win More Sales What does it take to be a WINNER during these challenging times? Do you really know what it takes to win more sales? One Simple Persuasion Secret That Will Blow The Roof Off Your Sales The next time you are shopping for clothes in a department store, take a closer look at the price tags. You'll probably notice that each price tag starts with one price, but then counters with another. They say, "Was $60, Now $30," or, "Regular Price $69.99, Our Price $49.99." Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales Suggestive selling is a powerful tool that can increase your revenues-and your bottom line-significantly. We are all used to the order taker at a fast food place asking if we want fries with our burgers, or if we would like to "Jumbo-Size" our orders, but suggestive selling can work in any business. Smart Discounting: The Right Way To Discount Your Products If a store had a great discount in the middle of the woods and nobody was around to hear about it, would it make a difference? Increase Profits from Your Existing Customers An area many businesses fail to recognise as a way to increase profits is by utilising their existing customers. Don't view each sale as a "one-off". Look to build a long term relationship with your customers and entice them to keep coming back. Sales Language: Whats Wrong with But? Language is one of the most important tools you have to influence someone. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. Seven Keys To Closing More Sales During The Second Half Of 2006 It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you are in the Winner's Circle at your Next National Sales Meeting. How Salespeople Can Create Immediate Believability And Credibility It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct. Knowing Your Customers; Closing the Sale Just because your business is based in your home that doesn't mean you can afford to ignore the most important element of your success: sales. The bottom line is that your sales ability will make or break your business's future. Chances are, however, that unless you have a background in sales, you lack the helpful training which will give you a competitive advantage. The Road to Pendingville is Paved with Good Intentions If you've been in sales for any length of time, or have participated is a sales training program, chances are you've been taught to look for "buying signals" from your prospects. Buying signals can be important; but they can also easily be misinterpreted. We recently read an article in which the author equates certain statements or requests from your prospect with indication they are ready to buy. For example: Invite Questions to Boost Your Sales Do you invite your prospective customers to ask questions ...or do you try to avoid getting questions from them? You're walking away from a lot of easy sales if you don't encourage prospects to ask questions. The #1 Lead Generation System of Top Sales People Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people. The Most Underused and Powerful Method of Lead Generation Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients? Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects A "Call To Action" is an invitation for your prospective clients to actively engage you in some way- directly or indirectly. How To Give Your Sales Job A Strategic Tune-up In happens every year in June. Nine Common Mistakes Salespeople Make 1. They talk instead of LISTEN. Too many salespeople monopolize the time they have in front of prospect with their talk, only allowing the prospect to listen (whether or not it's interesting). For every hour they actually spend in front of a prospect, they spend five minutes selling their product or service...and fifty-five minutes buying it back, Result: "No order" or "Think it over".
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