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Introduction
Peopletendtothinkthatmakingaprofitisaseasyasbuyingsomethingfora
dollarandsellingitfortwodollars.Well,the‘buying’partiseasyespeciallyif
youhavethemoneytoinvest.However,the‘selling’partcangetreallytricky.
Manyentrepreneursgooutbusinessbecauseoffailureinthe‘selling’part.
In order to have a
successful business, you
need to SEE yourself as a
“sales professional.” In
fact, we are all sales
professionals. If you have
ever gone to a movie,
enjoyed it, and then told
your friends about it, you
wereselling themovie. If
you have eaten dinner out
and tell your family about
how the pasta tasted
heavenly, you are
appealingtotheiremotions
and selling that restaurant
and the food you enjoyed.
Youareconstantlynegotiatingwith familymembers, friends, lovedonesabout
whattodo,wheretogo,andwhatactivitiestoengagein.Toidentifyyourselfas
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a“salesprofessional”isreallyanadjustmentinyourownperceptionandbeliefs.
I invite you to embrace your sales prowess and begin calling yourself a sales
professional (person) and realize you are selling all the timewhether you get
paidforitornot.Toenhanceyoursellingskills,I’vecreatedthese50tipsforyou
tohaveatyourfingertipstouseatanytime.
Ofcourse,sometipsmaybegeneralinnature.However,I’msureyouwillsee
newwaysofapplyingthesetipsandlearnmorethanafewnewtechniques.
Mostofthefollowing’50tactics’sharedwillbeapplicablenomatterwhat
businessyouareinandapplicablethroughoutyourcareer.Everythingis
writteninlayman’stermstobeeasilyunderstood.
Thelessonsandtechniqueswelearnareonlyvaluableifyoutakeactionand
practicewhatyoulearn.Iencourageyoutomoveforwardwithanopenmind
andseehowyoucaneitherinfusesomeoftheseactivitiesintoyoursales
processand/orputintoactionsomeofthetacticsyoumaynotbeusingtoday.
Takeinspiredactionforwardtolearnandpracticethese50ProvenTacticstoget
MoreClientsandMoreProfit,everyday.
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DefineWhatYouWant
1.BeClearAboutWhatYouWantYourBusinessToLookLike.
Themoreclearyougetaboutwhatyouwantyourbusinesstolookandfeellike,
alongwithhowmuchincomeyouwanttomake,thegreaterchanceyouwill
attractyourdesires.Takethetimetodream,goalset,andcreateyourplanof
actionsoyoucanaccomplishyourbiggestdreams.Getcompletelyclear,trust
it’spossible,andbelieveyouareworthyofreceivingallofthesuccessyou
desire.
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Then,takethetimetocreatearoadmaptogetthere.Sometimesthingswillnot
unfoldaccordingtoplan,sothepracticeislearningtomovegracefullywhenhit
withadversityorobstacles.Seeobstacleslikerocksinastream.Wateralways
findsadifferentwayaroundoroverarock,butitneverstopsflowingand
movingforward.
Also,practiceconnectingtowhatbringsyoujoyeverydayandtrustingthatall
willalwaysunfoldforyourhighestgood.Ifyouaredoingsomethingyoulove
andhelpothersintheprocess,thenyouareintheflowoflifeandwillattract
thatwhichisdesiredmuchmorequickly.
2.WhyIsFocusingOnANicheSoImportant?
Oneofthequickestwaystoberecognized,nomatterwhatyoudoforaliving,is
tofindaniche,focusyourmarketingtothatonespecificgroupofpeople.Ifyou
aretoobroadinyourmarketingefforts,noonewillbeattractedtobuy.
Thebestnichetofocusonisoneyoufeelpassionateabout.Wecannotbeall
thingstoallpeople;allthetimesofocusingonaspecificnichewillconcentrate
youreffortsanddriveupsalesanddemand.
Ifyouaren’tclearaboutwhoyournicheis,youwillbewritingcopyand
deliveringabroadmessagethatwon’tenticeanyonetomoveforwardwithyour
offerings.Thekeyistohitonthewants,needs,andproblemsofaspecificgroup
ofpeoplesoyoucancontinuetopullinamarketthatdesireswhatyouare
selling.Bytargetingaspecificgroupyoucancreateproducts,systems,
programs,andservicesdirectlyrelatedtothosewhowillbuy.
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3.FocusOnWhatYouDoBestAndOutsourceTheRest
Manybusinessownersgetcaughtupworkingintheircompany,ratherthan
ontheircompany.
Takethetimetoidentifyyourstrengthsandweaknesses.Agreatbookis,
StrengthFinder,orfindinformationatstrengthfinder.com.
Wealthdynamics.comisanothergreattesttounderstandyourinherent
strengthsandyourpathasitpertainstoaccumulatingwealth.Therearemany
sitesthatwillnowenableyoutooutsourcebusinesstasksyouneedassistance
withatalowcost.Checkoutfiverr.com,e-lance.com,andodesk.comtofindhelp
andtooptimizeyourtime.
Take note that your employees play a major part on the success of your
business.Performmultiple interviewswithyourself andstaffbeforeofferinga
salesposition. Do theyhave the skills you lack?Do they connectquicklywith
others in the company?Why did they leave their last position? Why do they
want to work for you? Do they have the proper skillset? You want to hire
someonethatbelievesinyou,yourmission,andwhoisexcitedandmotivatedto
dothework.
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ConnectQuickelyWithOtherstoBuildTrust
4.FocusOnGettingToKnowSomeoneFirst,HowCanYouServe
Them?
Treatyourpotentialclientsasyouwouldtreatthepeoplewhoarealreadyyour
clients. Attracting the right clients isn’t aboutwhat youwant; it’s about your
potentialclientsandhowcanyoufulfilltheirdesires.Youarehereto‘Serveand
Solve’Problems,not sell. When initiallymeeting someone, findoutwhat they
are looking for and see if you canhelp them,before sayingwhat youdo. Ask
thesequestionstobuildtrustandaconnectionquickly…Whatbroughtyouhear
today? Whatareyoupassionateabout? Is thereanythingyouare looking for
todaytosupportyouinyourbusiness?
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5.PayAttentionToNon-VerbalsFromAProspectiveBuyer
Communicationis80%non-verbalandonly20%demonstratedbywhat
someonesays.Ifsomeone’sarms,legs,orhandsarecrossedinanyway,theyare
protectingtheirbodyandmaynotbeasopenandreceptivetowhatyousay.
Noticetheiremotionoverwhatcomesoutoftheirmouthwhentheytalk.
Someonemaysayonething,butbeshakingtheirheadanotherway.Trusthow
theirbodyisreacting.Howaretheyfaced?Whereeveraperson’sbodyis
turned,iswhattheyarefullypayingattentiontoanyanyonetime.Besureto
makeeyecontactfor4-5seconds,withoutlookingatwhateverelseisgoingon.
Thiscreatesafeelingofsafetyandconnectionbetweenyouboth.Anymorethan
5secondsandyoumaycomeoffalittlecreepy.;)
6.AcknowledgeYourPotentialBuyer
Useacknowledgementquestionsandstatementsinallofyourconversationsand
notice the impact on your potential buyers. Not just a compliment, look for
somethingbrilliantor acknowledgean impressiveaccomplishmentaboutyour
potentialbuyer. Peoplewanttobeseen. Dependingonwhattheyshare,what
they are going through, or looking for, be sure to acknowledgewhat they say.
Oftenparaphrasingwhatsomeonesaysbacktothemallowsthemtoknowthey
arebeingheard. Youcanacknowledgethemfortheircouragefordealingwith
pain or their willingness to step into adventure. Ask yourself, “Why is this
person so amazing?” Then you can say… “What I appreciate about you is”…
“WhatIseeinyouis”…
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7.KeepAskingQuestions,RemainCurious,ThenListen
Alwaysremaincuriousaboutwhatyourpotentialclientissaying.Whenyou
allowsomeonetotalk,itallowsprospectiveclientstolearnmoreabouthimor
her.Second,youwillseeiftheyareagoodfitforyourservicesornot.Youcan
usequestionslike…“Howareyou?”Whatdoyoufeelyourbiggestobstacleis
rightnowwiththat?“Oh,tellmemoreaboutthat.”“Veryinteresting,tellme
moreaboutthat.”“What’sthislikeforyou?”“Howisthisaffectingyourlife,
businessorrelationships?”Onceyouhearsomeoneidentifyalloftheir
underlyingpainsandobstacles,youcannowunderstandhowyoucanhelpthem
achievetheirgoals.Youmightrespondwith,“Itsoundslikeyouarelookingto
quityourdayjobandbecomeafull-timecoach.Ifwehadaprogramthatwould
helpsupportyouinthat,wouldyoubeinterestedinhearingaboutit?”Always
giveaprospectachoicebeforeyoumoveforwardwithhowyoucanhelp.
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Prospecting
8.WarmCalling
Thereisneveraneedtomakecoldcalls.Withtheadvancementoftechnology,
wehaveeverymeanspossibletogettoknowaboutourbuyersbeforepickingup
thephone.AcompanyIworkedforinthepastcalledthisPROFILING.Ilove
thisterm!It’sstuckwithmeeversince.Ittakes2minutestoGooglesearchwith
apersonsnametolearnmoreaboutthem.Placesomeone’snameintothe
searchenginesofFacebookorLinkedintoseewhatcomesup.Youwouldbe
surprisedhowmuchyoucanlearnaboutsomeonejustbylookingattheir
profiles,writings,interest,andwhattheyenjoy.
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Or,callaprospectsofficeandconnectwiththepersonansweringthephone.Be
curious.Youcangetmoreinformationaboutthepersonyouwanttoconnect
withfromthepeoplethatassistthemoreventhereceptionistansweringthe
phone.
9.HowToGetInTheDoor
Youcanthenconnectwithsomeonebysendingthemamessagethroughsocial
media,snailmail(yes,peoplestilllovereceivingthingsthroughmail),or
emailingsomeoneanarticletheymaybeinterestedintobreaktheice.Takethe
timetonoticeaperson’sconnectionsonSocialMedia.Youmaybothbelongtoa
sameorsimilargroupthatyoucanmentiontoconnectwiththemandidentify
similarintereststodiscussasyoucontactthem.
Alwaysbringvaluetosomeoneinordertobuildafastconnection.Amutual
friendisagreatwaytogaininstantcredibilityandmeetsomeonenew.
Evenhavingatestimonialorsomeonesayingafewnicewordsaboutyoumakes
suchanimpactwithgettingintoconnectwithsomeoneyoudon’tknow.
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Marketing(OnlineorOffline)
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10.FocusYourMarketingEfforts.
Manyentrepreneursandbusinessownersbecomeoverwhelmedbecausethey
attempttousetoomanymarketingchannels.ThekeyisDOWHATYOUENJOY
andOUTSOURCEtherest.Ifyouknowonemarketingchannelworkswellfor
attractingcustomerstoyourbusiness,domoreofwhat’sworking.Manypeople
endupstretchingthemselvestothin,wantingtolearnallmarketingactivitiesat
once.Focuson3mainactivitiesatatimethatyouenjoyandbringinbusiness.
Commitmentiskey.Staycommittedtothose,strengthenyourknowledgeand
skills,andyouwillseeresults.
11.HowMuchAreYouMarketing?
Consistentmarketingtobringinleadsisanecessity.Ifyouarespendingmore
timeworkinginthebusiness,considerrestructuringyourpriorities.Youneed
tobespendingatleast80%ofyourdayworkingonyourbusinessengagedin
someformofmarketing.Thiscanmeanwritingemailstoprospects,following
upwithpeople,networking,presentingingroups,speaking,socialmedia,ads,
affiliatemarketing,jointventuresand/ortradeshows.Taskssuchasdataentry,
managingyouraccounting,creatingnewproductsorservicescanbedoneinthe
offhoursoftheday.Offhoursconsistofearlymorningorlaterintheafternoon
whenmost9-5businessesaresloworshuttingdownfortheday.Getsupportif
youfindthatmostofyourtimeisspentinnon-generatingdirectrevenue
activities.
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12.RemainOpenAndSeeOpportunitiesEverywhere.
Opportunitesexistallaroundus.Thepracticeisbelievingthatthereisenough
buinessforeveryoneandkeepingyourselfopentoattractingthatwhichis
alreadyavailableforyou.Somegreataffirmationstosaythroughouttheday,“I
amworthofreceiving.Iamopen,willing,andreadytoaccepteverythingand
anyonethatcanbenefitfrommyserviceandattractallthat’sformyhighest
good.”
Everywhereyougo,beopentosharingyourmessage, thebenefityouprovide,
andhowyouhelpothers. Places likethegrocerystore,gasstation,mall,park,
coffee shop…you name it…it’s possible to meet and engage with others
everywhereyougo.Peoplebuyfrompeoplefirst,sobeinterestedinothers.Ask
themquestionsaboutthemselves.Themoreinterestedyouareinsomeone,the
greater trustwill be built. The practice of being receptive to newpeople and
experienceswillenableyoutoattractmoreofwhatyouDOwant.Forexample,
Irecentlyconnectedwithmydentalassistantatthedentist’sofficeandendedup
withcleanteethANDshewasinterestedinworkingwithme.
13.AlwaysTargetMarketingToThe‘WantsAndDesires’OfYour
Customers.
Askyourcustomersquestionstogainadeeperunderstandingofwhatmotivates
theminlife.Questionsmaylooklikethis,“Ifyouhadallthemoneyintheworld,
whatwouldyoudo?Whatmeansmosttoyouinlife?Whatisyourbiggestpain
orobstaclerightnow?”
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Peopleneedassistancesolving theirproblems. Ifyoudothis,morecustomers
willcometoyouandfeellikeyousolvetheirproblems.Thiscanalsoassistyou
indevelopingsubsequentproductsandservicestargetedtomeettheirneeds.
Additionally, PAYATTENTION towhat yourprospects verbalizewhenyouare
discussingobstaclesor theirwantsanddesires. Therearewordsyoucanuse
backtothemtoshowyouarehearingthemcorrectlytobuildtrust.
Thewordstheyusecanalsobeveryhelpfulincreatingmarketingcopythatwill
attractotherpeoplewith the sameobstacles,wants, anddesires. Always take
noteandusethedescriptivewordsyouhearcomingfromyouridealprospects
andclients.
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StayinginTouch
14.AreYouStayingInTouchWithOldClients?
Doyoukeepintouchwiththepeopleyouhavealreadydonebusinesswith?Itis
always a great practice to follow-upwithpast customers every2-3months to
seewhat’s new in their life. Maintain relationships and keep themposted on
newthingsyouaredoing.Onewaytogoaboutthisistocreateanemaillistand
buildtherelationshipsbyofferingvalueonceaweekoronceamonth.Nomatter
if you have an online product or a store-front, it’s still a great practice to get
peoplesinformation(name,mailingaddress,email)soyoucansendthemfliers,
specials, coupons or any upcoming promotions/specials or events. These are
peopleyoucangetbusinessfromrightawaybecausetheyhavealreadybought
fromyouandyouhavebuilt thetrust. Make itapoint tostay in touchorelse
you are leaving money on the table. And who wants to leave money on the
table?
15.AskForMoreBusiness.
Whengoingbacktoengagewitholdclients,seewhatproblemyoucannow
solveintheirlifeandASKFORMOREBUSINESS.Seemsself-explanatory,butI
oftenseepeoplebeingafraidtogobackandaskformorebusiness.Ifsomeone
hasalreadybuildtrustwithyouthere’san80%chancetheywillbuyfromyou
againifyourproductorservicefulfilledaneedthefirsttimearound.
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16.OfferSpecialDiscountsAndPromosToOldCustomers.
This isonewaytogetmoresales fromexistingcustomers.Theywillbehappy
becauseyouareofferingthemadiscountedrate. Or,youcaninformthemthat
therehasbeenanincreaseinyourpricing,butyouarehappytokeepthemata
special,discountedrate.
17.WhoElseCanTheyReferYouTo?
Thebestwaytogetinthedoortonewcustomersistobereferredfromyour
happy,oldclients.Peoplewillbuyquickerifsomeonetheyalreadyknow,like
andtrustrecommendstheyuseaspecificproductorservice.Everyoneknows
someoneelsethatcouldbenefitfromyourhelp.RemembertoASKyourhappy
clientswhoelsetheyknowthatwouldbenefitfromyourproductorservice.
Thenseeiftheywouldbeopentoconnectingyou.
Iftheyreferyouandthenewcustomerbuys,givethemsomethinginreturnfor
theirkindness.Perhapsgivethemagiftorpercentageoffsubsequentthings
theybuyfromyouiftheyreferyoutosomeoneelsethatbuysyourproductor
service.Thentheywillbeevenmoreintriguedtothinkofsomeonethatcould
benefitfromyourhelp.
18.AlwaysAskForATestimionalOrReview.
Ifaclientishappyaftertheypurchasedsomethingfromyouoryouworkedwith
themdirectly,pleaseaskforeitherawrittenorvideorecordedtestimonial.
Videotestimonialsareevenmorepowerfulbecausesomeonewillfeelthe
happinessofthecustomerandresonatewithwhattheysaidandtheproblems
yousolvedforthempersonally.Thenyoucantranslatethevideotowritten
textwhenneeded.
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Ifyousoldaproduct,youcanalsoaskforatestimonialorawriteuponlineafter
theyhaveexperiencedtheproductorboughtitfromyourstore.Alwaysgetthe
customersinformationsoyoucanfollow-upwiththemtobuildarelationship
andtheywillwanttobuyfromyouagain.Youcanevensendthemanadditional
discountiftheysayhowtheproductorserviceaffectedthemandleftawritten
testimonialforyou.Iftheyarehappy,thiswillenticethemtotakethetimeto
writeandprovidethereview.
UpsellCustomers
19.WhatIsAnUpsell?
What is an upsell? An upsell takes place when you manage to sell to your
customeranadditionalproductotherthanwhattheyoriginallyintendedtobuy.
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If an item is related, it is more likely that the customer will buy it too. For
example, if the customer bought an I-pad, it is likely that they will need and
purchaseanI-padcoveraswell.Thisisonewaytomaximizesales–youoffera
buyingcustomeranadditionalproducttobuy.
20.AlwaysExplainWhyUpsellItemIsJustAsImportantToOrginal
Item
Asalreadydiscussed, theextra itemoffered inanupsell is related to themain
item.Itissomethingthatwillimprovetheuseofthemainitem.However,your
customermaynotalwaysrealizewhythesecondaryitemisimportant.Inwhich
case, it will help if you or your sales representative will explain how the
secondaryitemisusefultothemainitem(e.g.explainhowanantivirusprogram
willimprovethecustomer’sexperiencewhenpurchasingalaptop).
21.OfferTheExtraItemAsAnOption(NotForcibly)
Somebusinessownersorsalesrepresentativesgowayoverboardwhenoffering
asecondaryproducttothecustomer.Becauseofthis,acustomermaygetthe
impressionthattheyarebeingforcedtomakeanadditionalpurchase.The
customermayendupbuyingboththemainitemandthesecondaryitembut
becausetheyfeltthattheyhavebeenforcedintoanadditionalpurchase,itis
likelythattheywillnotreturn.Rememberthatanupsellattemptstoimprove
customerservicebyofferingasecondaryproductthatwillimprovethe
customer’sexperiencewiththemainproduct.
Ifthesecondaryitemisofferedatadiscount,itbecomesmoreenticingifthe
customerisawareofitsvalue.Thisisbecauseconsumersfeelthattheyare
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gettinganadvantagewhenbuyingavaluableitematadiscountedprice.
Therefore,itisimportantthatyoutellthecustomerofthesecondaryitems
actualvalue.Hereisasamplesalespitch:“Thisheadsetisoriginally$100
dollars,butbecauseyouboughtalaptop,youcannowgetitat$80dollars.
WhatisaCross-Sell?
22.Cross-SellingToCustomersInessence,itissimilartoanupsell.Butinanupsell,youareofferingyourcustomeranadditionalproductthatisrelatedorisconsideredanupgradetotheproductthattheyjustbought.
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Inacross-sale,youareofferingacompletelydifferentproduct.Forinstance,ifa
customerjustboughtahandbagfromyouandofferedhimtoalsobuyajacket,
thesaleofthejacketiscalledacross-sale.Thisstrategyisidealforbusinesses
thatsellawidevarietyofunrelatedproductsand/orservices(e.g.astorethat
sellsclothesandfurniture.)
The secondary itemmaynotbe related to theprimaryproduct.However, you
need to explain why it is useful if you are purchasing the first item. If you
managed to make the customer realize its importance, he/she might be
persuadedtobuyit.
23.OfferTheProductOnlyAfterTheDealHasBeenFinalizedAtA
DiscountedRate
Beforeyouofferthecustomertobuyanotherproductorservice,makesurefirst
thathealreadyagreedtobuythefirstproductorservice.Thiswillmakeiteasier
for you to explainwhy he/she (the customer)will need to buy the secondary
productthatyouareoffering.
In a cross-sell, the extra item that youwill offer is not related to the primary
product.Butthisshouldnotstopyoufromofferingadiscount.Adiscountalways
makesthesecondaryoffermoreenticingtothecustomer.
24.BePersuasiveWithoutBeingPushy
Tobe persuasivemeans that you have the ability tomake the customer FEEL
that he/she really needs to buy the additional item that you are offering. The
goalistoappealtotheiremotionsandthentheirlogic.Peoplebuyonemotions,
andthenjustifyitwithlogic.Howwilltheproductorservicebenefitthem?Your
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customerwillfeelthiswaybecauseyoumanagedtohelphim/herrealizetheuse
andvalueofthesecondaryitemthatyouareoffering.Ifyouarepushy,customer
satisfactionwilldrop.Also,yourcustomermaynolongerreturntoyou.
25.MakeTheOptionAvailableEvenAfterAFewDaysOrWeeks
AfterThePurchase
Just like in an upsell, the discount on the cross-sell item should also bemade
available to the customer even after a few days or a few weeks after the
purchase of the primary item. However, providing a limited timeline will
encouragebuyerstotakeactionsoonerthanlater.
OfferPromosAndDiscountsMoreEffectively
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26.OfferSamplesOfNewProducts.ListenToOthersOpinions.
a.Newproductsorservices(especiallythosethatarestillunknownandthose
thatstilldonothaveanestablishedmarketbase)willneedmorepromotion.
Trybeforeyoubuyisagreatwaytopullinnewcustomersandlearnwhat
peopleenjoy.ManyInternetmarketingcompany’susethisstrategy.Use
discount/promoofferstointroducenewproducts.
b. Listen to the opinions, likes, dislikes, and thoughts of the customers you
provideasampleto.Thewordstheyuseandtheirlanguageisinvaluabletoyou.
Again, their language will become your marketing copy you use online or in
personormayresultinanewproductorserviceyoucreatetomeettheirneeds.
27.AttachDiscountRightsToAProduct
Onewaytosellaproductmoreeffectivelyistoattachdiscountrightstoit.How
do you do this? For example, you can attach to a laptop a discount right that
grantsitsbuyertherighttobuyaprinterfromyouat20%discount.This20%
discountwould not have been available to customers that did not purchase a
laptopfromyou.
Thisstrategyactuallyworksintwoways:
1)Itmakestheprimaryproduct(laptopinthiscase)moreattractiveand
2)Itencouragesabuyertobuyanadditionalproduct(printerinthiscase).This
strategycanresultintoanupselloracross-sale.
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28.AttachDiscountsToAnOnlineGroupProgram
SellingOnline–Ifyouareacoach,consultant,ortrainerthengroupprograms
aregreatinordertoteachspecificmaterialtoalargeaudienceatonetime.If
someonecan’taffordyouroneononeprograms,groupprogramsareagreat
waytooffergreattrainingtoolsatadiscountedrate.Youcanruncallswith
trainingandQ&Awithalargegroupoveraconcentratedperiodoftime
(normally2-4months).Inthiswayyouarenotlosingpotentialcustomers
youinteractwiththatstillmaywanttoworkwithyou,butcan’taffordthe
investmentinthatmoment.
Oneofthebestwaystofillanonlineprogramistounderstandwhatthemain
painandproblemsarefromthepeopleyouinteractwith,thenbuilda
programtargetedtotheirneeds.Ifsomeoneisonthephonewithyouandyou
knowthatyouaregoingtocreateaprogramthatwillfulfilltheirdesiresand
meettheirneeds,youcantakeoffacertainamountrightofftheregularprice
togetthemtosignuprightaway.Iknowthisworks,becauseI’vedoneit,and
itworks!
29.UseDiscount/OffersToReviveADecliningProduct
The use of discounts and promos are not only effective on new products.
Discount and promo offers can also be used to revive a product that is losing
sales.Byofferingadiscount,youcanencouragecustomerstobuyproductsthat
theynormallywouldnotbuy.
30.MakeTheDiscountAsALimitedTimeOffer
How will this benefit you? For one, it will encourage customers to make a
purchaseanddecisionassoonaspossible.Peoplebuyonemotionandjustify
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itwithlogic.Manytimespeoplewillbuysomethingrightbeforeitexpires.This
strategy actually affects the buying behavior of customers because it brings a
fear of lack or loss subconsciously to the forefront of their mind. If people
hesitatetheywilloftengetstuckintheirthoughtsandnotmoveforward,evenif
something is for their highest good. Your goal is to provide the benefits and
build thedesiresofwhyapersonwouldwant it in the firstplace.Thinkabout
(WIIFT)What’sInItForThem?
OfferFreebiesAtLittletoNo-Cost
31.BundleYourProductsOrServicesWithNo-CostFreebies
Byincludingfreeitemsintoyourproductsorserviceofferings,youoffermore
valuetocustomers.Thisenablesyouto
standoutamongcompetition.No-cost
freebiesmayincludeotherpeoples
programs,opt-insfromothers,
video/audiorecordings,passesto
conference,e-books/guides.
32.InformTheCustomerOfThe
FreeItem’sValue
State to the customer the actual value
andcostoftheitem.Hereisanexample
of a sales pitch that informs the
customerofthefreeitem’svalue:“Ifyou
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buyalaptoptoday,youwillgeta150dollarheadsetforfree.”Or,“Ifyoubuyinto
thisonlinegroupprogram,youwillgetanextraoneononesessionandaallof
theseothercomplementarycoursesorbooksthatwillalsobenefityou.“
Bydoingthis,yourcustomerwillgetan ideaofhowmuchtheyaregetting for
free.ItwillhelpthemsayYestoyou,andtothemselvestoinvest.Thisisahuge
tacticthatcanalwaysbeusedwhenmakinganoffer.Itcanbeusedonwebinars,
onstage,onsalespages,andeveninaoneononeconversationtosharevalue.
33.BuyOnlineProductsWithResaleRights
Aresalerightgivesyoutherighttoredistributeandevensellaproductthatyou
justbought.Forexample,ifyouboughtaneBookwitharesaleright,youcansell
orredistributethatsameeBooktoyourcustomersafteryoucustomizethevoice
ofwritingtoyourownandaddcontent.PLR.comisonesitethatyoucansearch
forsimilarbooksinyourindustry.However,productswithresalerightsmakea
greatgiveaway’stocustomers.Youonlyneedtomakeasinglepurchase. They
canalsohelpprovideinstantcontentforopt-in’sonawebsiteandsalespagesto
buildanemaillisttobuildyourfanbase.
34.AskYourSupplier/PartnersForFreebies
Sometimes,youdonothavetoprovidethefreebiesyourself.Askyoursupplier
orbuildstrategicrelationshipswithothersthathaveproductsorservicesthat
complementyourssoyoucanofferthemforfreetoyourmarket.Thiswill
provideadditionalvaluetoyourownlistofpotentialclients.
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Inreturn,thiswillgivethesupplier/partneragreatdealofvisibilitytopeople
theydon’tknowandcanbecomealeadgenerationsourceforthemtoacquire
newclients.
AdvertiseOnlineforSuccess
35.FocusOnYourTargetGroup
Do notwaste all your time, energy, and resources on advertisementmethods
that attempt to reach everyone. Identify your targetmarket by understanding
whoyouarecurrentlyattracting,whoisyouridealclient,andwhodoyouenjoy
doingbusinesswith.Next,allofyourbrandingandcontentyoucreateneedsto
betargetedsoitspeaksspecificallytothisgroup.Ifyouaresellingproductsfor
womenforexample,itmaynotbenecessarytodoextensiveadvertisementthat
wouldincludemaleaudiences.UsingamethodcalledSplitTestingwillhelpyou
seewhichaddsareattractingthemostclients.Themoretargetedyouareperad
orthecontentyoucreate,thegreaterchanceyouwillattractyourtargetmarket.
36.MakeAFacebookFanPage,TwitterAccount,AndAnyOther
SocialMediaYouEnjoy
With Facebook, you have the option of making a fan page as opposed to a
personalprofilepage. AFacebook fanpagehasmanyoptions thatbusinesses
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can use. For example, it has advertisement options that can be used to reach
targetcustomers.Parameterssuchasage,gender,hobbies,andsuchcanbeset
inordertoreachaselectgroupofpeoplewhenadvertising.
Someoftheseadvertisementtoolsarepaidfeatureswhilesomecanbeusedfor
free. Besuretofilloutalloftheinformationonyourfanpagesoyoucanrank
higherintheGooglesearchesandbefoundbyothers.
YoucannowalsomakepageswithinyourFacebookfanpagetoprovideafree
opt-inforyourfanswithcontenttargeteddirectlytothem.Oncethesigninwith
their email and name, this will also help you grow your database (list) with
targeted potential buyers. Also, you can have someone setup affiliate links to
your targetmarketwithinyour fanpageonFacebooktomakemoneyrighton
thespot!
ATwitteraccountcanalsobeusedtoadvertiseyourproductsand/orservices.
Consistency iskey. Providevaluable contentona consistentbasis andpeople
willwant to followyou. Youcanalsocommentonothers tweetsand listyour
linkbacktoyou.Or,followotherssotheywillthenreturnthefavor.Themore
followersyouadd,themoreuserswillreadyourtweets.Eachofthesewillhelp
yourankhigherintheGooglesearchandhelptoattractfreetraffictoyoursites.
Therearemanymoresocialmediaavenues,butIwon’tbegoingintoallofthem
inthisebook.
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37.AnnounceSaleAndPromoDatesThroughYourOnline
AdvertisementChannels
Youradvertisement channels includeyourwebsiteandanyother socialmedia
pages (Facebook, Twitter, Linked-in, Instagram). Once your customers realize
thatyouannouncesaleandpromodatesviathesechannels,theywillbemoved
to regularly check your website and your social media pages. This is good
because theywill alwaysbe exposed to youronline announcements.Also, you
willgetalotoftrafficonyoursites.
Both Facebook and Linked in have groups you can join, request to join, and
becomeanactivemember. Speakupandsharevalue inonlinegroups. Allow
peopletogettoknowyou.Again,consistencyiskeyintheseareasaswell.Once
you keep sharing content and free valuable information people will start to
noticeyouandyouwillbuildtrust.Youcanthenmakeanoffer,itwillgetnoticed
andpeoplewillbuy.
38.LinkYourWebsites
Ifyouhaveseveralwebsitesandsocialmediaaccounts,itisagoodideatolink
themtogether.Howdoyoudothis?Inyourmainwebsiteforexample,youcan
provide a link to all yourotherwebsites.And in yourFacebookpage, you can
alsoprovidealinktoyourTwitterpage.Thisway,youcustomerswillbeableto
connecttoyouinmorewaysthanone.
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BreaktheCompetition
39.StayCurrentWithMarketResearch,PromotionalActivitiesOf
YourCompetetorsInYourTargetMarket.
Youcannotexpect thatyourcompetitorswillbestationary.Likeyou, theywill
seekwaystostandoutamongstthecompetition.
Practicestayingawareofalltrendsandwhat’sworkingandnotworkinginthe
marketplacerelatedtowhatconsumersarebuying.Activelyseekoutwhatyour
competitors are doing and become aware of their promotions andmarketing
activities.However,knowthatonesizedoesnotfitall.Thekeyisfindingwhat
activitiesresonatewithyouandyouraudience.Also,knowthatitdoesn’tmatter
howfaralongsomeoneis,it’sbesttomoveforwardwithyourownvisionandbe
confident inwhat you are selling. There is enough business in thisworld for
everyone.
40.AlwaysCheckPriceComparisons
It doesn’tmatterwhatmarket you are in, this is important so youdon’t price
yourselfoutofthemarketordevalueyourserviceofferings.Themostcommon
method used by companies to break the competition is to offer a competitive
price(lowerthanothersellers).Thisiswhyyouneedstayupdatedontheprice
changesthatyourcompetitormakesandalwayspriceaccordingtothevalueyou
bring,relativetothemarket.
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41.AlwaysOfferSomethingMore
GIVE, GIVE, and GIVEMOREVALUE. After doing amarket research and after
researchingtheactivitiesofyourcompetitors,youwillneedtodeviceamarket
plan.Tostaycompetitive,youmustalwaysoffer somethingmore. Peoplewill
rememberyouifyougiveanoffersoirresistiblethattheycan’tresist.Perhaps
youdiscountyourpricingoroffermorebonusesifsomeonetakesactiontobuy
rightaway.Peoplewillrememberyouifyougoupandbeyondinprovidingthe
maximumamountofvalue.
42.ImproveTheVarietyOfYourProducts/ServicesToGetMore
Sales.
People love options. You can stand out amongst the competition by offering a
widervarietyofproducts,services,orplansinyourstorethatcomplementone
another. People love to have the ability to choose, especially when they are
online.Soit’sagoodideatohaveotherproductofferingsonyourwebsitethat
may or may not be yours so your visitors will be more tempted to make a
purchase.
43.OfferNumerousPaymentMethods
Thisisagoodstrategyforonlineorinpersonsales.Customersaroundtheworld
usedifferentpaymentmethods.Ifyouaresellingonlineandacustomerwantsto
buyaproductorservicefromandyouonlyacceptaPayPalconnectedtoabank
account,youmayloseacustomerwantingtouseacreditcardinstead.Youwill
losemoneybynotofferingeasypaymentmethods.Samethinginperson,make
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it easy for someone to purchase from you. Always have multiple payment
methodswhereveryouaresellingsoyoudon’tleavemoneyonthetable.
CloseMoreSales
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44.AlwaysPlanAndScheduleNextSteps
Whenyouareonthephoneorinperson,neverleaveameetingwithoutgettinga
subsequentmeetingscheduledandonthecalendarforfollow-up.Peopleget
busyandgettingintouchcanoftenbedifficult.Makesureyouagreeonadate
andtimeandhonorthatcommitmentwheneveryouconnectwithsomeone.
45.EnrollSomeoneInWhatYouAreSelling
“Enrolling”meansallowingpotentialclientstoseetheopportunitytoget
whattheywant.Whenyoushiftto“enrolling,”there’szeropressure,anditis
actuallyeasierforsomeonetochoosetoworkwithyou.
YourjobinaconsultationorfirstmeetingeveninastoreisNOTtoconvince
someonewhyworkingwithyouisagoodidea.
Yourjobinaconsultationorinitialconversationistohelppotentialclientsmake
acommitmenttomovingtowardwhattheytrulywant.Oncetheymakethis
commitment,it’smucheasierforthemtochoosetoworkwithyou.
Sharethebenefitofwhatyousell…ifyouarebusytellingthemaboutthe
functionsoftheproductorthedaysoftheweektheprogramwillstart,youhave
lostthem.Howcanyourproductorsystemsavethemmoney,time,health,or
relationships?
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46.AskForTheSale
Someofthebiggestreasonspeopledon’tgetthesaleisbecauestheydon’tASK
theprospecttoBUY.Manytimesit’sthefearsthatcomeupthatprohibitpeople
fromasking.Don’tallowfeartogetinthewayofaskingfortheorderorasking
forreferrals.Believeinyourselfandknowthatyouaredoingadisserviceifyou
don’taskfor“theclose”.
47.UseClosingQuestionsAndStatementsToGetPeopleToMove
Forward
Areyoureadytomakesomebigchangesinyourlife?
Getthemexcitedwhileaskingaclosingquestion.
Thiswillalsopulloutanyobjections.
Itmakessincetome,wouldn’tyouagree?
Thisisan“AlternativeClose.”
Thenletthemrespondandlisten.
Theycaneithersayyesorno.
Iftheysayyes,congratulatethemandletthemknowyouwilltakecareof
allthedetails.
Amaybeisstillano.
Howwouldyouliketopayforyourproductorservice?
Thisiscalleda“PeripheralClose.”
Allofthesearegreatwaystodirecttheattentiontowardaneasyitemto
sayyestoandlessonanypressure.
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48.WelcomeObjections
Themoreobjectionsyouhear,themoresomeoneisinterestedinbuying.If
someoneaskswhatyoucharge,thatisapositivebuyingquestion.Practice
alwaysallowtheprospecttoaskfirst.
Ifthereisanobjectionaroundmoney,youhaven’tshownthemenoughinthe
conversationhowyourproductorsolutionwillbenefitthem.
However,it’sneveraboutthemoneyortime.Ifsomeoneseesenoughvaluein
whatyouareoffering,theywillfindawaytogetthemoney.Ifnot,helpthemget
creativeandresourcefulinhowtheycancomeupwiththemoney.Peoplewill
alsomakethetimeforsomethingtheyvalue.
49.OfferWarrantyOrGuarentee
Customers want security on the products that they buy. In stores, there is
normally a limited time you can take something back.Warranties are a great
way to gain commitment and reduce fear aprospectmayhave inorder to get
them tomove forward andbuy. If you are selling a service, youmaywant a
Happiness Guarantee for after a month of services. This will allow your
customertofeelcomfortablemovingforwardandswaytheirbuyingdecisionto
aYES.Or,perhapsa14or60daymoneybackguaranteeiftheydoallthework
andcanshowyouthelackofresults.
50.WelcomeInquiriesFromCustomers
Make sure that your customers can contact you after they made a purchase.
Theymayhavemorequestionsabouttheproduct/servicetheybought.Youmay
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thinkthatthisisbothersome,butthisactuallygivesyouachancetomakenew
offers to old customers.When they call, make sure that you address all their
concerns and see if they are open to hearing about something else that may
maketheirlifeeasier.
Conclusion
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It’s clear that running a business takes time, dedication, and the knowledge
abouthowtomakesales.Salesistheenginethatwillmakeyourbusinessrunso
please reference this list as many times as needed to assist in your business
growth.
AlltacticsandstrategiesmentionedinthiseBookaresituationalinnature.
Beforeapplyinganyofthem,makesurethattheyareapplicabletoyour
business,yourmarketniche,andthenatureofyourproducts/services.
ThisisasamplingofthemanystrategiesIteachtogrowbusiness.Ifyouarein
thebeginningstagesofbuildingabusinessor,youhaveabusinessyouwantto
growandtaketothenextlevel,[email protected]
andlet’stakeyouandyourbusinesstothenextlevel.
Wishingyouextraordinarysuccess,