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The Rock and Ripple Effect: 3 Ways to Splash to Sales Success
Imagine you've just thrown a rock into a pond. SPLASH! Ripples begin extending around the point where the rock hit the water. An interesting observation is that the ripples closest to the rock are actually the smallest ones. Then each ripple creates another larger ripple?until finally it disappears. Welcome to the world of selling! Contrary to popular belief it's not just the big things you do that create interest. Sure we get attention when we get a new customer or project but the ripple effect doesn't stop there. In order to attract customers we need to be doing 3 activities on a consistent basis. KNOW THE ROCK YOU ARE DROPPING Guess what? You have to know who your perfect customer is. If you don't your company will attract a hodge-podge of customers, a few drips or none at all. Clarity is critical in developing a consistent stream of sales. Which target audience bests suits your product? SKIPPING STONES DON'T WORK Skipping stones may go the distance but they have very little impact. I am much better at dropping rocks plus I won't break a fingernail! In order for you to create a ripple effect for your business you have to be continually dropping rocks. Take a tip from the advertising world top of mind awareness is always their goal. How do you achieve this? By constantly ensuring you are in front of your potential perfect customer. You also don't need a big budget to do this! Attend association meetings your perfect customers would join. Have marketing materials that create the WOW factor. Absolutely DO NOT I repeat DO NOT CREATE A BUSINESS CARD ON YOUR COMPUTER. Homemade business cards are not rocks they are little pebbles and they don't make a positive impact on your future or existing customer. NEVER LOSE SIGHT OF THE RIPPLES Referrals are one of the ripples you want to see in your business. This only happens by treating ALL of your customers with care and attention ALL the time! One ripple method is using thank-you cards. If someone gives you a lead, helpful information, or buys from you you MUST send them a thank-you card within 7 days. The faster the better. Handwritten and not just with your signature. Show appreciation to customers and to those who help you! It creates ripple effects beyond your wildest imagination! Copyright© 2005 Sales Diva, Kim Duke of The Sales Divas helps women biz owners and entrepreneurs attract amazing clients and customers, effortlessly! To learn more about increasing YOUR sales - and to read her FREE how-to-articles, visit her website http://www.salesdivas.com
Aslan Sales Training and Development Expands Sales Force with Two ... - International Business Times
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Coaching Emotions That Sell, Part 2 In the last article, we looked at three emotions (besides fear and greed) that you can use to connect with your prospects and enrich your marketing campaigns. This time, we're digging a little deeper into the sales psyche. See if you can "connect" with these feelings: Get Leverage & Increase Your Sales Results Immediately! Have you ever started something and not completed it? Or maybe there's something that you know that you should do but you just don't seem to get around to it? Or perhaps there's something that you know would benefit from more attention / more focus but you just don't give it the attention that it deserves? Increase Sales - Overcoming Barriers Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan." Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. 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. Sell Without Feeling Like A Used Car Salesman Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful though, regardless of your profession, you are also going to be in the business of selling. But you don't have to don a plaid jacket and adopt the sales techniques that have made the used car salesman infamous. Sales Training - What Is a Disguised Implied Need? Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections? Customers For Life Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most people rely on some sort of clientele for their business, and can improve on customer relations. A more holistic approach to this process incorporates the more global question: The Canned Sales Pitch Myth Canned or scripted sales approaches are rarely successful, because one size does not fit all in selling. Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them. Increase Your Selling Confidence 1. Be on time. In fact, arrive a few minutes early, so you can mentally prepare for your sales presentation. When you arrive on time, your professionalism shows your prospects that you value their time as well as your own. Sales Tips from Sales Masters 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. Just Ask For the 'big three' automobile sales consultants, the 'employee discount pricing' has made it to easy to sell. It has been great for a change. But... don't let this style of 'short cut selling' sales process continue or you will lose sales! You must deliver a complete, positive, sales process, with NO short cuts, to sell successfully now. Without the hype of the last months you need to deliver a better buying experience to the car shopper or you will walk to many buyers into the open arms of the next salesperson. (As a dealer or sales team leader, schedule a fall Skill Specific Coaching workshop for your sales team to get them back on track. Dave@Automotivator.com ) 10 Amazing Ways To Jump Start Your Sales 1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc. Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch Why are some sales pitches more persuasive than others? Are the salespeople just naturally more convincing, or do they know secrets about creating a sales pitch that the rest of us don't? 7 Phrases You Cant Say in Sales 7 Phrases You Can't Say in Sales Get Tough You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and emotional toughness affects you everyday, both on and off the job. Prep Your Customer When I first moved to Seattle, I worked for 9 years as a paint contractor. It is amazing the lessons I learned from this field, that I now carry into the field of sales. For example, before anyone can paint, you must plan what colors and textures you would want. You must have a vision of the finished product before you start. Next will come the preparation work. Before you apply a long-lasting, beautiful finish, you must "prep" the surface by washing, spackling, caulking, or priming. The actual painting comes only after you have spent countless hours preparing for it. 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.
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