Article Contributed by Mark Hunter
It’s always rewarding to close a sale and immediately have the new client sign the documents to secure the sale. No matter how many years in the business, this always feels good. We all have stories about new customers who have “fallen into our lap” and bought quickly. For some reason, we can’t seem to forget the great rush that occurs from these new clients. I’m here to say that as good as the rush might be when we allow a sale to occur too quickly, we wind up leaving money on the table.
When beginning to talk with a new customer, the salesperson and the customer invariably have the intent of doing so with a specific product in mind. It may be any number of products you sell. The initial interest expressed by the customer always guides the discussion. Once the discussion turns to a specific product, the customer’s focus becomes even more closed to any other products. The real danger comes when the customer agrees to buy. At that moment, the customer feels the process is over, and their mind moves to something else, usually something totally unrelated to your business or products.
To avoid a situation like this, the salesperson needs to ask the necessary exploratory questions early to determine the customer’s other needs. By asking exploratory questions early, you are able to assess which additional products may interest the customer. If you wait to ask these types of questions until after the initial sale is complete, you will always be behind. This is the whole principle of not closing too quickly. You need and want enough time to explore and determine all of the customer’s needs.
What are exploratory questions? Exploratory questions generally are open-ended questions that get the customer talking. Questions may include asking the customer about their job and the types of benefits they receive in the job. A question of this nature is non-threatening and is likely to start a conversation in which the customer shares about the dynamics of their work, particularly the level of security they do or don’t have in their position. When a salesperson can get the customer talking and, more importantly, talking about items about which they do not feel secure, the greater the likelihood the salesperson can identify additional products that will alleviate some of the customer’s pain.
Whether in a face-to-face meeting or over the phone, the salesperson must take the time to engage the customer early on. The key with the early questions is to not blatantly ask, “What other products or services would you be interested in?” Asking a new customer this type of a question before a relationship has been established runs the risk of alienating the prospect. Plain and simple, they will view you as a “hard-sell salesperson.”
Engage the customer in a non-threatening manner and that customer will be more likely to share information without throwing up defensive barriers. Keep your exploratory questions short and simple, so that that the customer can do most of the talking. Customers are much more willing to share key information in short segments rather than long drawn-out responses that more-complicated questions dictate.
Due to the wide number of issues the typical customer faces today, it is a privilege to be a salesperson in today’s economy. When you are able to assist a customer with multiple solutions, the customer feels at ease, and you have truly done your job. Building a solid relationship instead of going for the quick close just makes good sense when you are striving to build a long-term sales career. Begin today to incorporate exploratory questions into your sales process as a way of engaging the customer.
About the Author
Mark Hunter, “The Sales Hunter,” is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com.
Author: Pamela Swift
Categories
Twables.com
One of the hallmarks of good social networking strategy is to overlap your social networks. This means that when you connect with someone through one social network, you want to try and connect with them also on the other social networks.
There are several reasons this is important. First, it enables you to leverage multiple platforms at once, so if your account on one platform (or the platform itself) goes down, you haven’t lost touch with your network. The second reason you want to overlap your social networks is psychological. The more familiar you are to people, the more they will like you. Seeing your name and profile again and again on multiple networks will automatically make you more familiar to those in your network. You can assist this process by offering good insight and relevant information.
The great thing about technology is that there are more and more services which can aid you in overlapping your social networks. If you use Facebook connect on Plaxo, for instance, your Plaxo network grows when you connect with someone on Facebook, if both you and the other person have this feature enabled.
A similar type of interconnectivity is promised by Twables.com, which is a service that connects your Facebook friends with your Twitter friends. You can access the service by going to http://www.twables.com/fb140
I didn’t find it extremely straightforward to set up, this probably could be slightly improved. However, once it was set up, I started getting @ messages on Twitter telling me which of my Facebook friends were on Twitter. I then have to login manually to my Twables account to accept or confirm the connection.
I think the idea of this service is very good, and it will be one to watch in the coming months. More and more, we will be seeing technology to help us connect in as many networks as possible, which will help us better navigate the flow of new social media connections and relationships.
Dr. Rachna Jain is Chief Social Marketer at The Mindshare Corporation. Rachna works with speakers, consultants, authors, and small business owners to develop and execute effective social media marketing strategies. Her proprietary persuasive social media process (sm) focuses on building influence, credibility and visibility online. This translates into greater recognition, increased website traffic, faster lead generation, a shorter sales cycle, and more opportunity for her expert clientele. She blogs regularly at The Mindshare Blog
Article Contributed by Kendall SummerHawk
No matter how much a Soul-Preneur loves what she does, if she can’t figure out how to TALK about her services she’ll never attract better, higher paying clients.
When it comes to business marketing, most people brainstorm a billion different tag lines then wonder why none of them sound or feel like “the one.”
The problem is all that brainstorming isn’t every effective because it’s relying on the wrong information to start with. Crafting a tag line—or any of your marketing copy such as sales letters, email promos, flyers and titles—first starts with understanding your unique style and personality.
Okay, sounds good. But, how exactly do you do that?
The best way is to know your “Marketing Archetype.” Think of an archetype as a universally-accepted personality that appears in our stories, myths and in the most compelling current marketing campaigns.
A great example is the Hero archetype, put forward so richly and powerfully by the Race for the Cure campaign. Another example is the Teacher archetype of seeking wisdom, beautifully modeled by Oprah.
Every Marketing Archetype has key words and phrases associated with it. Once you know your Marketing Archetype you can quickly and easily create a compelling tag line, Web site and more.
Here are three easy tips on how to use the power of Marketing Archetypes to attract better, higher paying clients. What this means for you is quickly being able to write and talk about what you do in a powerful and authentic way!
Tip #1: What is Your Powerful Story?
No matter which Marketing Archetype you use, your marketing must consistently put forward an emotionally rich story. Do this and you’ll authentically draw people into caring about you, what you do and the people you help.
For example, the story theme that is woven throughout all of my marketing is that you can love who you are and what you do, and make great money doing it. My Marketing Archetypes are the Explorer and the Romantic. All of my marketing powerfully speaks to the idea that you must be unique and authentic (that’s key for us Explorers) and that you can love what you do and make great money doing it (that’s the richness of the Romantic).
Tip #2: Remember That It’s Better to Stand Out Than to be Ignored
No matter what your Marketing Archetype, it’s vital that you speak powerfully about the gift you’re here to share with your clients. Don’t let fear or that voice that says, “Who do you think you are?” stop you from being heard in a powerful way.
Tip #3: Reveal Your Clients’ Archetypes so You Can Speak Their Language
Once you understand your own Marketing Archetype, you can then easily figure out that of your client, giving you an insight into exactly how receptive they are to certain marketing.
Here’s an example: I attract a lot of coaches and I know that coaches are often Alchemist and Artist archetypes. I know exactly what type of language resonates with them best. Words such as “transform, magic, instant, idea and create” really speak to Alchemists and Artists, so I make sure to weave those words into my writing. This way, I’m speaking my truth in a way that goes straight into their hearts.
Your marketing archetype is a window to a new language you can quickly use, and a window into creating powerful affinity with your clients.
Success in business is all about relationships, trust and a deep connection with your clients. Marketing Archetypes is a powerful way to build those relationships quickly and authentically, and in any form of media. The sooner you discover what yours is the quicker you’ll be enjoying the gift of attracting the better, higher-paying clients you love.
And, if you want to get personal training from me on what your Marketing Archetype is and how to use this powerful system with your clients, watch your inbox for details about my upcoming new certification program! I’ll share how you can learn more in just a few days.
About the Author
Kendall SummerHawk, the Million Dollar Marketing Coach, is an expert at helping women entrepreneurs at all levels design a business they love and charge what they’re worth and get it. Kendall delivers simple ways entrepreneurs can design and price their services to quickly move away from ‘dollars-for-hours work’ and create more money, time, and freedom in their business. For free articles, free resources and to sign up for a free subscription to Kendall’s Money, Marketing and Soul weekly articles visit www.kendallsummerhawk.com.
Article Contributed by Eric Gruber
I’m going to let you in on a very dirty secret:
There is one question that is being dodged by experts in EVERY market. Answer that question and you’ll corner the market, be worshipped forever and get more customers and sales.
If it was that easy, why aren’t other experts answering these questions?
It’s because they fear an informed audience. That’s outright silly! But, we’re not going to tell them that. While your competitors run scared, you’ll be getting more sales since you’re going to follow the steps I outline in the article below. You will educate your targeted audiences, get more website traffic, teach people how to buy from you and increase your sales.
Now, are you ready?
Step 1: Find the questions that are being dodged by other experts in your industry.
I can’t tell you what these questions are. It will vary from industry to industry. . So, how do you find these golden questions to answer?
· Go to Yahoo Answers and type in your keyword. Examine the questions carefully and see which ones keep popping up. If people are asking the same questions, that means that people have the same questions. There’s a need that’s NOT being fulfilled.
· Go to forums and watch what your audience is discussing
· Survey your clients, customers and list of prospects
Step 2: Answer the questions in as many formats as possible
For each question create a blog post. Do NOT date these blog posts – you will see why later on. Once you create your blog post, expand it into an article. Then, turn your article into a video, special report, podcast and audio interview. You should also create online press releases. If you need help with writing your articles and blog postings, I have templates that will help you write your articles in 30 minutes or less. Just go to http://www.StartWritingArticlesFaster.com
Step 3: Answer the Questions in As Many Places As Possible
· You should submit your blog posts to as many RSS feeds as possible
· You should bookmark your blog posts using Digg, Technorati and De.li.cious
· You should submit your articles to the top websites, ezines and article directories that accept article submissions. We can do this for you at http://www.IWantMoreProspects.com
· You should submit your videos to YouTube and Viddler. You may even want to think about investing in the TrafficGeyser.com video submission service
· You should post links to your blog, articles and videos on Twitter, Facebook, Myspace and Linked In.
· You should post your articles on social marketing websites sites like Scribd and Squidoo
· You should submit your press releases through PR Web or Webwire. If you use Webwire.com, all you have to pay is $20. But, I do suggest comparing the two services and see which one matches your needs.
· Videos teaching people how to buy from you or how to use your product should be on your website.
· When people opt-in for your special reports, ebooks or other free offering, you should have an auto-responder series that gets people to go back to your blog or website. If you have lots of blog postings that answers your prospects’ top questions – all you have to do is create a summary for each blog posting and send people back to your blog every day. This way each blog posting will get the visibility it deserves. And, by not showing the date, these postings become evergreen.
Follow these steps and you will increase website traffic and get more sales, because you’ll be educating your prospects, answering their questions and teaching them how to buy from you.
About the Author
Article Marketing Expert Eric Gruber uses the power of articles to create online opportunities for Internet marketers, small business owners, authors, entrepreneurs and speakers who want more publicity, prospects and profits. Now, you can get his instant article writing templates that will help you write your articles in 30 minutes or less. Get 3 of his favorite article writing templates for free at: http://www.TryMyFreeArticleTemplates.com
Categories
BIZNESS! Newsletter Issue 93
Free 28-pages PDF report (worth $38) – “Cool Business Ideas in 2009” – included with your subscription. Learn more here.
Three Simple Steps to Wean Off One-On-One Clients and Create Leveraged Income
Yes, you love your clients but honestly, too much one-on-one work can leave you feeling exhausted and strapped for time, plus it can limit how much you can make. You end up not only feeling burnt out but feeling broke, even though you’re working plenty hard. When it comes to money and marketing…..
Continued in BIZNESS! Newsletter Issue 93 >>>
– Wearable Rock Guitar
– Bake and Tweet
– 99% DuoFertility
– Electric Urban Bike
– Step on It – The Foot Flush
– Olympics Medals from Circuit Boards
– SmartSponge
Continue reading these top stories in the BIZNESS! Newsletter >>>
– Close Too Quick and You Lose Profit
– Top 5 Twitter Pet Peeves
– Is Your Timing Keeping You From Being Successful In Your Business?
– Career Planning: How to Discover Your Dream Job
– Ways to Effectively Utilize Outlook to Increase Productivity and Save Time
– Enjoying Life: How Discovering Your Natural Skills Can Keep Things Looking Up
– Two Women Entrepreneurs, Two Ways To Deal
Continue reading these top stories in the BIZNESS! Newsletter >>>
Can’t stand your demanding boss anymore? Start your own business! Before that, be sure to subscribe to our free informative newsletter. BIZNESS! is jointly published by CoolBusinessIdeas.com and GetEntrepreneurial.com What you get in BIZNESS! – the latest new business ideas, small business advice, business tips and info and entrepreneur resources. Everything you need for your brand new business!
Free 28-pages PDF report (worth $38) – “Cool Business Ideas in 2009” – included with your subscription. Learn more here.
