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| Sales Training Information |
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More Customers! Less Work!
Wouldn't it be nice if there were an inexpensive method for creating more customers? There is! Many businesses spend a lot of money in an attempt to increase sales and generate a larger customer base. They use online advertising and print ads. Both these methods can be costly. Instead of spending money on expensive advertising campaigns, let's look at these simple methods to increased sales. Use Articles Instead of Ads People tend to more readily believe what they read in published articles as opposed to advertising. They have learned that advertising has one purpose and that's to sell them something. Instead of investing a lot of money in an advertising campaign, invest a little effort. Schedule some of your time to writing articles about your product(s). This will start to establish you as an expert. Give away free information. As people begin to trust what you tell them, they are more inclined to ask you questions and buy from you. We don't want to give up on advertising altogether. But, when you run an advertisement, try to make the advertisement look more like an article than an ad. Many large companies have been employing this technique for many years. It's time you start! Make certain you also include customer testimonials in your ads. People like to know what others say about you so don't hide those good comments! Secure & Use Testimonials Typically, people pay more attention to what others have to say about you than what you have to say about yourself. That makes sense. You are trying to sell them something. Your customers aren't trying to sell them anything. So how to you get customer testimonials? Pick up the phone and call your customers! Provide an after-sale customer satisfaction survey. Make certain you have a note attached to the survey saying their comments may be used in your advertising and your website. Ask what they thought of your product or service. Inquire what they liked about it and how it was helpful for them. Then, feature these testimonials prominently in your marketing materials. But don't stop there! While you have them on the phone, how about asking for a referral? Get Referrals When people need a new doctor, lawyer, plumber, mechanic or a hairdresser, they typically ask a friend for a referral. Individuals trust the recommendations of people they know. In fact, that's how the majority of people find new jobs. Don't wait for the occasional referral to come in spontaneously. Implement a proactive system to generate referrals. Most businesses lack referrals simply because they fail to ask happy customers. Start asking! Personalize Your Marketing Message People do business with people they like. You need to help prospects get to know you and trust you. Let your passion and personality come across in your marketing, as well as your professionalism. Include a picture of yourself, with a smile, in a prominent place on the first page of your marketing materials. Make Contacting You Easy If you want clients and prospects to get in touch with you, make it easy. Put your phone number at the top of your marketing materials and tell them to call. When you call them, give them your phone number again at the end of the conversation and tell them to call. If you have a web site, put a contact form at the bottom of your home page and every other page on your website. Stay in Touch With Customers & Prospects Make it a habit to contact customers regularly. When you do, don't always be in a sales mode. Keep track of their purchases and when a reorder might be appropriate. Then, send them a reminder about reordering so they don't run out. Communication isn't the only ingredient for developing a relationship with customers, but it is a critical one. If you sell services or high end products, a personal phone call is one of the best ways to answer prospects questions, and to establish trust. Contact your prospects and clients regularly and get feedback on what they are concerned about. Start blogging The power of weblogs is that they allow millions of people to easily publish their ideas, and millions more to comment on them. Increasingly people write, read and comment on blogs. Many people mistakenly believe that blogs are only personal diaries. More and more, blogs are being used by businesses to attract customers. A successful blog is written with a distinct audience in mind. In this way, you can provide content that is unique to your audience's issues, needs, or desires. Successful blogging takes a commitment of your time. When you begin blogging and wish to capture an audience, you should be prepared to blog every day. In this way, you can develop an audience who counts on you to help them begin or end their day. How does a blog help you generate sales? When people return time and again to your blog because you provide them with relevant or entertaining information, they will comment. When they post comments, you get a chance to start a relationship. And, many who do not comment, will still be referred to your personal information and your products. All of the methods we have discussed here to increase sales are relatively inexpensive. For those of you on a limited marketing budget, the rewards can be great. Time to get started! Michele Schermerhorn calls herself a "Corporate Freedom Fighter" dedicated to freeing cubicle prisoners to experience their own successful online business. She has over 30 years experience in the business world and over 12 years running her own successful online businesses. She is President of Online Business Institute Inc. (http://www.obinstitute.com), authors a sassy marketing blog (http://www.imarketblog.com), and regularly conducts free online seminars. Online Business Institute Inc. exists to "Create Successful Online Business Owners One Person At A Time".
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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. Three Ways To Get A Prospect To Say Yes To Your Offer Here are three proven ways that will increase your sales: Value Add Negotiating for Sales Professionals Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill's laboratories. Unfortunately, you are usually able to obtain only about 30% of this business. Six Simple Steps to Increase Sales and Decrease Stress Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? Are you spending time recreating proposals because you can't find a similar one you wrote a few months ago? Do you run out of the door for an appointment at the last minute because you could not find the brochures you really wanted to take? Are you feeling overwhelmed? If so, here are six simple steps to help you increase sales and decrease stress: Probe Before You Sell When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale. How To Write A Killer Sales Letter I sit down and look at my notebook. Then, I put myself into the 'zone'. Why Salespeople Fail Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:- Maximize Sales and Minimize Returns with Learning Styles In the day-to-day operation of an online business we can sometimes lose sight of what we want to achieve as opposed to how we actually go about achieving it. For us to achieve our goals of financial independence and time freedom we need to have customers. Most peoples understanding of customer acquistion stops at this point. Are You Deaf? Dumb? Blind at Trade Shows? I'm constantly amazed how otherwise smart marketeers become deaf, dumb and blind at a show. I remind clients - You = Your Company - so when the company rep is incompetent, it reflects on everything about the company. 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. Hello! I Cant Sell! What's that you say? You can't sell? 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. 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. More Customers! Less Work! Wouldn't it be nice if there were an inexpensive method for creating more customers? There is! Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy. More Sales - You Must Keep Asking I bought a second pair of reading glasses from my local Optician recently. I need this pair to help me find the first pair which inevitably go missing. While in the Opticians I remember thinking that I needed to buy some solution and some of those tissues for cleaning my mucky glasses. Grow Sales Using Image Tactics In my dreams, I envision being the marketing consultant equivalent of Oprah or Tiger Woods. Oprah, for her premise, "You're a woman and only you are responsible for yourself." Tiger Woods, for his ultimate dedication to the game. Respectively, this is what they're known for or what their personal value can be identified as; put another way, this is what their brand identities are. 10 Great Ways To Generate More Sales 1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run. The Power of Confidence My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. When you consider the amount of rejection that many sales people encounter, the fact that many salespeople lack self-confidence is not surprising. Top performing people in any industry typically possess a high level of self-confidence. They may not necessarily possess this confidence all their lives.
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