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Atricle Dump - SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows
BRAND IMPERIUM: When planning a direct response campaign, what do you view as some of the biggest challenges out there?LAMMENS: First of all, the fact that TV advertisers are using cable and satellite far more these days, and as a result are growing less dependant on direct response advertisers for revenue. Equally challenging is keeping up with emerging media such as TV and video on de
2. Interview your clients before the show. You want current recommendations. People change jobs and titles. Maybe Sam was happy in the beginning but not now. Ask for comments. Ask Sam if he can be contacted on a particular topic only. Have this inform
Many budding entrepreneurs are under the impression that buying a franchise is a guarantee for success. They feel that the franchise fee that is paid up-front ensures them a proven business methodology and wealth. This couldn’t be farther from the truth!It is difficult to quantify franchise failures because in many instances to avoid having a franchise file for chapter 11 or bankr
* So who else uses this upgrade?
* You mentioned Big Foot, Inc. as a client. Who can I contact there?
* I’m not sure it’s worth the extra money to us. Got any examples of real savings?
* We’re heavily invested in one of your competitors and I can’t see junking everything we’ve already done even though we have problems with that system. You say the transition would be smooth. How do I know?
YIKES. There you are with great sales resistance, which you could overcome if you knew what to do. This fellow is asking for you to give up client info – and you don’t know what your client will say.
FOUR PROBLEMS
1. A trade show is a job interview for your COMPANY. Just as you are prepared when you go on a job search – past history, skills, recommendations – so, too, do people who are looking to hire a firm want to be reassured about the history, skills and recommendations related to your company.
2. Few people will directly ask you for a list of recommendations for your company. The essence will be in general conversation. You’ve got to be sharp and listen for opportunities to bring up recommendations. You can’t fumble this – you’ve got to be smooth.
3. Your personal recollections may be great but they are personal. You may be a great salesperson but it’s still you. They want broader, and more distant, assurances.
4. Now you’re thinking – If I give him Sam’s name at Big Foot, what will Sam say? Even if you call Sam in advance, you can’t control the conversation. Or Sam, either by preference or company policy, may not be able to say anything.
FOUR SOLUTIONS
1. Know in advance the clients you can talk about and those you cannot. Understand there are reasons you can’t – security, proprietary product or an agreement with client. No one and no company wants to be gossip fodder. Have true stories everyone agrees upon. Rehearse and do not embellish. Do not make yourself the hero. Buyers write the check to the company, not you.
2. Interview your clients before the show. You want current recommendations. People change jobs and titles. Maybe Sam was happy in the beginning but not now. Ask for comments. Ask Sam if he can be contacted on a particular topic only. Have this informa
Building and expanding a business is a difficult task, when the management of the business in its existing form takes up much of the time. The administrative, office-based and creative tasks behind running a business, although time-consuming and often repetitive, are vital to the continued operations of the business. With the explosion of opportunities on the Internet, and moves towards a gl
YIKES. There you are with great sales resistance, which you could overcome if you knew what to do. This fellow is asking for you to give up client info – and you don’t know what your client will say.
FOUR PROBLEMS
1. A trade show is a job interview for your COMPANY. Just as you are prepared when you go on a job search – past history, skills, recommendations – so, too, do people who are looking to hire a firm want to be reassured about the history, skills and recommendations related to your company.
2. Few people will directly ask you for a list of recommendations for your company. The essence will be in general conversation. You’ve got to be sharp and listen for opportunities to bring up recommendations. You can’t fumble this – you’ve got to be smooth.
3. Your personal recollections may be great but they are personal. You may be a great salesperson but it’s still you. They want broader, and more distant, assurances.
4. Now you’re thinking – If I give him Sam’s name at Big Foot, what will Sam say? Even if you call Sam in advance, you can’t control the conversation. Or Sam, either by preference or company policy, may not be able to say anything.
FOUR SOLUTIONS
1. Know in advance the clients you can talk about and those you cannot. Understand there are reasons you can’t – security, proprietary product or an agreement with client. No one and no company wants to be gossip fodder. Have true stories everyone agrees upon. Rehearse and do not embellish. Do not make yourself the hero. Buyers write the check to the company, not you.
2. Interview your clients before the show. You want current recommendations. People change jobs and titles. Maybe Sam was happy in the beginning but not now. Ask for comments. Ask Sam if he can be contacted on a particular topic only. Have this inform
Anytime we assume that all people are functioning at the same level behaviorally and emotionally in the workplace, we are sure to be surprised. Surprised when we encounter a co-worker who responses to what we thought was a simple comment with an emotional outburst that resembles that of an eight-year-old rather than a thirty-year-old.Although emotionally immature employees can be a caus
2. Few people will directly ask you for a list of recommendations for your company. The essence will be in general conversation. You’ve got to be sharp and listen for opportunities to bring up recommendations. You can’t fumble this – you’ve got to be smooth.
3. Your personal recollections may be great but they are personal. You may be a great salesperson but it’s still you. They want broader, and more distant, assurances.
4. Now you’re thinking – If I give him Sam’s name at Big Foot, what will Sam say? Even if you call Sam in advance, you can’t control the conversation. Or Sam, either by preference or company policy, may not be able to say anything.
FOUR SOLUTIONS
1. Know in advance the clients you can talk about and those you cannot. Understand there are reasons you can’t – security, proprietary product or an agreement with client. No one and no company wants to be gossip fodder. Have true stories everyone agrees upon. Rehearse and do not embellish. Do not make yourself the hero. Buyers write the check to the company, not you.
2. Interview your clients before the show. You want current recommendations. People change jobs and titles. Maybe Sam was happy in the beginning but not now. Ask for comments. Ask Sam if he can be contacted on a particular topic only. Have this inform
Thanks to the internet, people are now able to shop, communicate and even find jobs right at the comforts of their own home. You have to face the fact that with hundreds or even thousands of people looking for a decent job, you too will find it hard to find a job. You have to wait in a long line of equally qualified people competing to get the job and you have to work hard in order to impress
4. Now you’re thinking – If I give him Sam’s name at Big Foot, what will Sam say? Even if you call Sam in advance, you can’t control the conversation. Or Sam, either by preference or company policy, may not be able to say anything.
FOUR SOLUTIONS
1. Know in advance the clients you can talk about and those you cannot. Understand there are reasons you can’t – security, proprietary product or an agreement with client. No one and no company wants to be gossip fodder. Have true stories everyone agrees upon. Rehearse and do not embellish. Do not make yourself the hero. Buyers write the check to the company, not you.
2. Interview your clients before the show. You want current recommendations. People change jobs and titles. Maybe Sam was happy in the beginning but not now. Ask for comments. Ask Sam if he can be contacted on a particular topic only. Have this inform
Meet the five W's: Who, What, When, Where, Why.Oh, them, you say. Inverted pyramid and all that journalism stuff. The five W’s are old-timers, old news.Well, yes. But there’s a reason they’ve been around a long time.Plus, I’ll let you in on a secret: They’re not just for reporters writing breaking news stories or publicists cranking out press releases. You can apply the 5
2. Interview your clients before the show. You want current recommendations. People change jobs and titles. Maybe Sam was happy in the beginning but not now. Ask for comments. Ask Sam if he can be contacted on a particular topic only. Have this information available either at the show or for follow-up.
3. If you have a sophisticated web site, you could add audio or video clips. Make them short, impactful and change them often. Your clients have egos. It makes small companies look smart; big companies look smart.
4. You have to listen very carefully and get to the heart of the resistance or query. Is it really dollars or is an assurance needed that it will be a good value? Is ego in the way of a sale? Is this a new-broom manager or is there a real need to upgrade or change? Is this a disgruntled client?
Your clients want to see you do well, and most are happy to help you.
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