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Hub You - Sales Strategy #1 - Get Your B*utt on the Phone
The role of Business Triage has never been more important than in the world of marketing. Many authors, speakers and consultants will tell you to feed your business money, lots of money. While money is needed to start a new business and make a business grow, in a resource-limited environment, undirected money is NOT the food your business needs.You feed your business a balanced diet from the 4 business food groups:Education Public Relations Marketing AdvertisingMany of you are wondering how to get
Don't be surprised if this process takes hours and several iterations before you're happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To
Over the past several days I’ve been doing a mystery shopping campaign of Lasik surgery centers.Lasik, as you may know, is a laser assisted eye surgery that enables people to restore their vision and to not need corrective lenses for many of their activities.I’ve called into several offices that advertise this service and I’ve asked some simple questions, ones that they hear every day:“Do you do Lasik, there?”“How much does Lasik cost?”“What’s the difference between Lasik, which I’m told cuts the ey
Getting your b*utt on the phone can get you more business several ways. You are reminding the call recipient of your marketing message, building a relationship, giving and receiving referrals and getting sales. Understanding this is the first step toward picking up the phone.
The next step requires serious work. You need to become extremely familiar with your product, your ideal client and the benefits your client derives from your product. Next, you need to write scripts for all possible outcomes. Finally, you need to have a planned outcome for the call and be prepared for that outcome.
Becoming extremely familiar with your product requires first listing all features of your product. This list should include its function, appearance, price, how to get it, etc. From this list, create a new list with the benefits your clients get from purchasing your product. This list can include things like saving time and/or money, improving health or appearance, providing joy, etc.
The next step, which I learned to do from the book "Jump Start Your Business Brain" by Doug Hall, is to make from your list of benefits a new list – of overt benefits. Overt benefits are often quantifiable and help to differentiate your product from others. For example, instead of saying your product saves your customers time, you would say it saves your customers an average of 1 hour per day. Instead of saying that your product improves health, you might say that your product eliminates morning back stiffness in 3 out of 4 people surveyed.
Don't be surprised if this process takes hours and several iterations before you're happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To
Some hiring authorities have had the good fortune of being trained in various interviewing skills. I know I have, both as an executive hiring authority and as an executive recruiter.One of the most common interviewing techniques, behavioral interviewing, is designed around the premise of past behaviors being some sort of an indicator of future performance. The problem with behavioral interviewing is it focuses on how someone - behaved - in a given historical situation; it doesn't get into how someone drove an outcome.Mo
The next step requires serious work. You need to become extremely familiar with your product, your ideal client and the benefits your client derives from your product. Next, you need to write scripts for all possible outcomes. Finally, you need to have a planned outcome for the call and be prepared for that outcome.
Becoming extremely familiar with your product requires first listing all features of your product. This list should include its function, appearance, price, how to get it, etc. From this list, create a new list with the benefits your clients get from purchasing your product. This list can include things like saving time and/or money, improving health or appearance, providing joy, etc.
The next step, which I learned to do from the book "Jump Start Your Business Brain" by Doug Hall, is to make from your list of benefits a new list – of overt benefits. Overt benefits are often quantifiable and help to differentiate your product from others. For example, instead of saying your product saves your customers time, you would say it saves your customers an average of 1 hour per day. Instead of saying that your product improves health, you might say that your product eliminates morning back stiffness in 3 out of 4 people surveyed.
Don't be surprised if this process takes hours and several iterations before you're happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To
Do You Get What You Pay For? I have heard the saying "You get what you pay for," but I don't think that theory applies to Internet Marketing. Yes, there is tons of free advertising available on the net and there are millions of people using free advertising to promote their businesses, but is it effective? I think when you try to judge the effectiveness of Free Online Advertising, you have to take into consideration all that you can get for free.Placing Free Ads - For one thing, placing free ads will he
Becoming extremely familiar with your product requires first listing all features of your product. This list should include its function, appearance, price, how to get it, etc. From this list, create a new list with the benefits your clients get from purchasing your product. This list can include things like saving time and/or money, improving health or appearance, providing joy, etc.
The next step, which I learned to do from the book "Jump Start Your Business Brain" by Doug Hall, is to make from your list of benefits a new list – of overt benefits. Overt benefits are often quantifiable and help to differentiate your product from others. For example, instead of saying your product saves your customers time, you would say it saves your customers an average of 1 hour per day. Instead of saying that your product improves health, you might say that your product eliminates morning back stiffness in 3 out of 4 people surveyed.
Don't be surprised if this process takes hours and several iterations before you're happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To
In the custom sticker printing industry there are five types of techniques used.Screen PrintingFlexographyLetterpressOffsetDigitalScreen Printing is a simple form of printing with a screen; originally silk which is still used, is now also done with synthetic material screens. This is a very basic and uncomplicated form of printing which is popular for custom stickers. It can be done by hand and is usually monochromatic, or limited to just a few colors. Pertaining to custom stickers, the in
The next step, which I learned to do from the book "Jump Start Your Business Brain" by Doug Hall, is to make from your list of benefits a new list – of overt benefits. Overt benefits are often quantifiable and help to differentiate your product from others. For example, instead of saying your product saves your customers time, you would say it saves your customers an average of 1 hour per day. Instead of saying that your product improves health, you might say that your product eliminates morning back stiffness in 3 out of 4 people surveyed.
Don't be surprised if this process takes hours and several iterations before you're happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To
When it is the height of elections, there is unmistakably countless strategic planning for fund raising. Even if aspiring politicians detest pleading for money, they simply have to in order to support their candidacy. Yes, they may have their own resources but there are also some where their acquired wealth is not enough. Just imagine the amount that they need to come up so they can travel to different places to visit future constituents as well as print publicity materials.Cards laid on the table says that there is the absenc
Don't be surprised if this process takes hours and several iterations before you're happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To become extremely familiar with your ideal customer may also take a substantial time investment. FOR MARKETING PURPOSES, it is important to target a segment of the general market for your product. The reason for this is that people are bombarded with marketing messages constantly from every possible source. You need to make an emotional connection with individuals in order to get your message through, and the best way to do that is to target a group that is interested in buying your product.
Research what turns them on about your product and its benefits and use that in your marketing message.
Once this work is initially behind you, you will need to write a script for every possibility, including, but not limited to:
• If they answer the phone
• If someone else answers and asks to take a message
• If someone else answers and tries to prevent you from talking to the decision maker
• If you get a machine
• If the prospect has questions
Always keep in mind what you are selling – the product or an appointment to sell the product. This is your planned outcome and makes a big difference in your scripts. Also, when they say yes, get whatever important info you need and get off the phone. NOTE: *NEVER* call your best prospect first! Practice on the mediocre prospects first.
Finally, you need to be prepared for the prospect to say yes! You need to have your calendar open, order forms at the ready, be ready to take credit cards or whatever else you need in order to process the ‘yes'. Make it as easy as possible for the sale to take place.
After going through this process, maybe several times, you should feel much
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