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| Sales Training Information |
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Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!
I know you've heard this a thousand times, but from the looks of things few businesses are following the advice? Far too many businesses (online or offline) define their target market as "anyone with a pulse and a wallet." (Not always in that order.) You read their sales copy and it's the same old, walking on eggshells "corporate speak", devoid of personality, writing to a group style, as everyone else in their industry. Sure. They're not going to eliminate any "potential buyers"? But there're not going to stand out from the crowd and get their message noticed either! You need to define your target customer as specifically as possible. You should describe your customer in exacting detail. Not as a group, but as an individual. Get a laser focused, clear and precise image in your mind of one specific person. Know that persons sex, age, marital status, wants, needs, educational background, psychographics, demographics, geographics, technographics (level of technological sophistication), understand their psychological motivations, hopes, fears? Everything! And then (and only then) write your copy directly to that person. Craft your message to your target customer in a one-on-one, person to person style, keeping this focused image of who you are talking to clear in your mind. So? You've clearly defined your target customer. Great. Now you are ahead of 95% of the business in your market. Do you want to know how to jump ahead of the other 5%? (This next tip is something that very few top marketers talk about? But it just may be one of the most important activities you ever do for your business.) Clearly define who your customer IS NOT! Spell it out? Write it down? Let the world know, exactly who you REFUSE to do business with. Eliminate the freebie seekers, bargain hunters, complainers, whiners, price shoppers, deadbeats and time leaches (Michel Fortin calls them "Vampires"? I love that?) The first step in face to face selling is to qualify the prospect. So I've never understood why so many businesses are afraid to do the same thing when selling in print or on the computer screen. Cowards! Guess what? An amazing thing happens when you "take something away". By stating (unapologetically) in your copy that "This offer IS NOT for everybody?", "?only a select, elite few will qualify?", "?unless you meet the following qualifications, you can't beg us to let you buy this?", something magical takes place in the sales process. The dynamic changes, from YOU trying to convince the PROSPECT that they need your product? to the PROSPECT trying to convince YOU that they are qualified to buy what you are offering. So, stop worrying about eliminating part of your potential market by only focusing on your "ideal customer", the ones you eliminate wouldn't have bought from you anyway. And by adding a bit of "posture" to your copy, your conversion rates with your REAL market will skyrocket. Just remember this? If you try to be "everything to everybody", you will end up being "nothing to nobody". Want to improve your conversion rates? Get a FREE website evaluation from one of the worlds top eCommerce and traffic conversion experts. Visit http://www.web-site-evaluations.com/free today for your free, no-obligation website evaluation today! Eric Graham is the CEO of several successful online companies. Internationally recognized as a top authority on eCommerce, Website Conversion & Internet Marketing, he's an in-demand speaker & consultant. Get expert tips, advice, news and commentary on improving conversion rates, split testing, web usability, copywriting, internet marketing and more. Just visit Eric's popular Blog: http://www.conversiondoctor.com/conversion-blog/
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Coaching Your Sales Process Isnt A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Prepare to be disappointed. Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors Yikes - My Feet Hurt! The Dos and Donts of an Elevator Pitch The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer? Anticipating the Audiences Reaction Obviously, you can not know all of the things that will set off an individual person. But you can know and base your actions on far more specific information about them than you probably now are using. Even if the reaction of the audience cannot be known, try not to do anything that will directly cause him to react negatively based on what you know to be generally true. How to Maximize Sales by Minimizing Windshield Time During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended). Are You a Sales Professional? Many sellers like to describe themselves as professionals, but what is it that makes a seller a professional? Sales Strategies: Its Not Who You Know - Its What You Know We are all in sales. We all selling in every role we have. Whether you are in sales, marketing, home business, looking after your kids, dentist, athlete or whatever your chosen field is you sell. When you are "selling an idea" or pitching a business proposal or offering a product or service it is all selling. You can choose to avoid it or be good at it. Have you ever met natural sales people and admired them? Have you wondered how they do it? It is simple you just need to be in the "know". Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness. 5 Small Steps To Ultimate Sales Success "Selling worth doing is worth doing badly at first!" ~ Gavin Ingham, 2002 Sales Trap - We Love to Talk, But Need to Listen My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client. 3 Hot Ways To Crank Up Your Sales 1) QUICK FOLLOW-UPS 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. Quick Tips On Handling Rejection Looking for a way to handle rejection? 3 Basic Secrets That Will Explode Your Sales This Year In this article, I would like to talk about the three "well-known but often ignored" secrets for creating a successful product. How to Make Training and Development a Power Agent for Change Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you are not sure if it was worth the investment. What went wrong? 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. Sharpening Your Sales Skills Making a living in sales can be very rewarding, however, it can also be tough at times. That is why it is very important to stay on top of your game at all times. The Choice between Yes and Yes: A Psychological Revelation Three year old Kara was throwing a tantrum. She did not want to go to bed, of that she was certain. 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. Humanize the Sales Process Q & A
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