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Atricle Dump - Sales Strategy #1 - Get Your B*utt on the Phone
I want to share this staggering statistic. 1 in 12 people in the US is a shoplifter and a shoplifter will commit an average of 50 thefts before being caught. What is worse for retailers is that this represents close a 5 Billion dollar loss to shrink.I think store shrinkage is that "dirty little secret" that no one wants to talk about but everyone knows it is happening. Most people feel that it is only the customer who is stealing. Unfortunately the latest statistics showed that dishonest employees stole as much as six time
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
Classically Corporate Identity has favored logo related issues that either represent admirable aspects of a company or that engender feelings or emotions companies want potential or actual customers to experience. Although we still hope to show admirable attributes and evoke proper emotions through Corporate Identity, there is a need today to provide more.As with so much of life the Internet has forever changed the way we identify our businesses.Identity is made up of many things but at its
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 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 s
Fixed price contracts are the best and safest method when working with a customer for the first time. This puts the customer as ease and it reduces your risk of not being paid at all. With this first fixed price contract your main objective is to establish the willingness and ability to pay. After that you can build the relationship.It's important to note that when you establish a fixed price contract you do that with a customer - not a client. Until a customer has proven that they'll be with you through the duration they a
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 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
The truth is, you CAN attract the support of those external audiences whose behaviors have the most effect on your enterprise. But you must do it by first achieving the positive changes you need in their perceptions and, thus, behaviors.Youll get both using this strategic approach to public relations which means your chances of achieving your organizational objectives are enhanced.It all starts with the fundamental premise of public relations shown just below.People act on their own perception of the facts befo
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 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
Meetings in business they are very important, but you can have too much of a good thing. Meetings are also time consuming and expensive and often take you and your staff away from more profitable activities. So how do you make meetings effective and profitable?First of all why hold a meeting? These are the only reasons I could find. * Communication - whats going on? A two way meeting e.g. team meeting. * Informative - what is happening? Broadcasting news e.g. company changes, product launches.
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
Every business model needs a public relations strategy even a Hot Dog Vendor; Seriously and why not? Yet you are now laughing and want to find out what on Earth a Hot Doggie Vendor can do for public relations and community goodwill. Well do not laugh too long, because it just so happens that they make excellent Neighborhood Business Watch Program participants and it also can bolster hot dog sales too. Consider if you will the current hot dog vendor business model;HOT DOG VENDORS: You cannot get any closer to grass roots than t
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 more confident. Your prospects will benefit from your product you're doing them a favor by allowing them to purchase it! In addition, if they say no, they're not saying no to you, personally, they're just saying no to your product. Ask them why they are saying no and keep track of their answers. You can use all information prospects and customers are willing to give you to perfect your sales process.
Now, Get Your B*utt On The Phone!!
Copyright (c) 2007 Audrey Burton
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