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| Sales Training Information |
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A Stupid Question
This is a stupid question but it has to be asked. Does your sales letter create as many sales as you would like? What proportion of them respond to your advert? What is just as important, how many of those that responded actually purchased your product? How can you improve the response rate? How many new email addresses did you capture? Do you have an 'opt in' strategy so that you can mail them later with more offers without being accused of spamming? Let us look at the sales letter first. The headline. Does it stand out? Does it grab your attention? Does it shout, "READ ME, READ ME, READ ME". On the other hand: Does it give a tantalising hint at something interesting inside. Something of real benefit to the reader. Does it ask a question that can only be answered by reading the content of the letter? The letter itself. Is it speaking to a group of people? Or is it a one to one conversation? How many times does it say 'You' compared with the number of times it says 'Me, We or I'. Your readers are not interested in you or what a marvellous gadget you are offering. No, they are only interested in what it can do for them. How much better off they will be if they invest their hard earned cash in your enterprise. Will it help them to become rich, a better person, happier or better looking, Will it make them more attractive to the opposite sex? Convince them of just one of these, or similar things and the price will not matter. It all boils down to "What's in it for me." The old adage: "Sell the sizzle, not the steak" is as relevant now as it was in the old days of door knocking. Let's go back to the original sales letter. How good was it in the first instance? Were you happy with the initial response? if so, what went wrong? Has it become stale. Would a makeover put it right? Perhaps it just needs a new headline. If the click through rate is good, it would appear that the headline is doing it's job. Should the ratio of purchases to clicks-through be poor I would suggest that the text of the letter is not up to scratch. The problem may not be in the letter, or the headline. It could be that you are not aiming your advertising at the right people. Whatever you are selling, a very large percentage of the population will not be interested in it. You must find those who are the most interested in your particular product. You would not think of advertising fishing rods in a boxing magazine. It is amazing how many things are aimed at e-zines and other media that have little or no relevance to the product. Let us assume that we are advertising in a selection of ezines. How do we know which ones to use? The surest way is to sort out some likely ones and subscribe to them. Ask for some back issues. Get a feel for the type of readership. Would they be likely to be interested in your product? Or have you another product that would interest them? I have had some of my best product ideas from reading an ezine that had no relevance to what I was selling at the time. I generally try the cheapest adds first, if I am sure that the readership is right for my product and the cheap ad' pulls even a few sales, I then put a similar ad in the best position in the ezine, knowing that if the small ad' works, the bigger ad will surely make a good profit. Should the cheap ad' not work, don't give up yet. You can generally get a good idea of what is working by studying the other ad's in the ezine, especially those that appear week after week in more than one ezine. Type out a similar ad' but for your product and see how it goes. Copy other people's methods but don't copy their adverts. As soon as someone has written something, it immediately becomes their copy write and you would need their permission to reproduce it. (The main exception is if you paid that person to write it for you.) In that case it is best to decide who is the owner of the copy write before you start. Don't give up. If you have faith in what you are selling, you must find the best methods of advertising it. Then it is up to you to write the best advert that you can. Always remembering that it is the headline that must capture the reader's attention. Without a good headline, the best advert in the world will be overlooked and just a waste of space, time and money. I hope I have given you something to think about. In this business your adverts are your shop window. The aim is to get their attention and invite them to come in and take a closer look. I wish you all the best in your business ventures, remember, You are a very important member of the community. Without the small businesses, the world's economy would collapse over-night. By for now. About The Author Robert J Farey Bob has been on line for over five years. He loves affiliate programs because all of the technical stuff is done by the owners of the programs. Leaving him free to concentrate on the promotion side of the business. If this article has set you thinking. Please take a look at: http://www.33daystoonlineprofits.com/video/?robertjay
CharTec Executive Honored on 'Most Powerful Women in the Channel' List - PR Newswire (press release)
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Coaching Get Over Your Resistance to Sales I have found that there are two best ways to eliminate your fear or resistance to sales. First, become so familiar with your product/service and any objections that might surface, that you simply can't be flustered during a sales call. Second, you need to truly believe that your product or service will be of value to your customers that you are really helping them by sharing your product with them. 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. Why More Sales Training Comes Before More Marketing Expenditure In most businesses, when sales are slow or low, the first reaction is to spend more on marketing. Create better adverts, more adverts; direct sales letters is the cry. But is this always the right solution? How To Win Business By Networking In sales we do tend to become focused upon our own little worlds. Our company, our desk, our clients; but there is a whole world of people out there living their lives in their little worlds too. And they do a lot of business. The purpose of personal networking is to move yourself into these people's networks so that you can do business with them naturally and without cold calling. Now, I am not for one second suggesting that you should stop cold calling but you can use personal networking to greatly increase your chances of success and referrals. How One Simple Concept Can Increase Your Sales We all want to belong. As humans we feel the need to fit in somewhere, anywhere. I call it the "herd mentality"... we tend to follow what everyone else is doing. How Business Coaches Avoid the Yearly Training Feeding Frenzy What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I did not have any training needs and now I have a shed-load of them? Focus On The Customer: The Only Secret To Closing People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer. Cutting Through Stalls and Objections It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen: The Reason Why They Buy If you are a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you. How To Stop Chasing Prospects Forever! Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I'll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead. A Stupid Question This is a stupid question but it has to be asked. Sales Skills are Life Skills I love the art of selling. LOVE IT. When I first entered the field of sales, the one thing I quickly grew to appreciate was the fact that anything I did to increase my ability in selling also increased my ability in life. Sales skills are life skills. Increase Your Sales in 5 Minutes Increase your sales-in five minutes. This article is the third in a series of five articles probing the five critical points influencing how you find a steady stream of customer for your business. Grrr! Why Arent I Making SALES?! Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire online sales process. What compounds this difficulty is the fact that most online marketers have absolutely no experience in the field of advertising and 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. Sales and the City It's all about relationships! 3 Tips to Get Clients Now "I need more clients!" wails Steve, a 32 year old Boston-based financial planner, echoing a familiar refrain. Poised and well spoken, Steve is after the same high net worth individual as others in his field. How can he rise above his competition? Want to Make More Money? Fish in a Bigger Pond! Setting prices is a dilemma most service business owners encounter at one time or another. This week, it was Susan's turn. "When I first started my business, I felt uncomfortable charging for my services. Since I was doing it to make a living, I finally just picked a price I thought wouldn't scare too many people away. Now, based on my available work hours, I can't really take on more clients but at the rate I'm charging them, I'm not going to make enough money to keep the business alive. How do I raise my prices without losing my clients?" she wanted to know. How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale! Follow this story... Secrets to Getting in Front of Your Best Prospects As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects.
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