Author: Pamela Swift

Close More Sales: 3 Ways to Get In, Get Started and Make More Money Now – No Matter the Economy

Post author By Pamela Swift
Post date July 22, 2009
2 Comments on Close More Sales: 3 Ways to Get In, Get Started and Make More Money Now – No Matter the Economy

Article Contributed by by Joanne S. Black
Yes, the economy is lagging and budgets are cut. Yes, we have competition. Yes, clients are postponing buying decisions.
So what?
If you focus on building relationships and implement the sales strategies I reveal here, you’ll be able to close more deals and get more sales now. People will buy from you even in a lagging economy — no matter what your price point.
Sales Closing Tip 1: Recommend New Approaches
Good salespeople have always talked about creating value. Now we need to put ourselves in our clients’ shoes and be creative. We must get in and get started. Think smart, not big. It’s always smarter to have a smaller piece of something, than a big piece of nothing. Begin with a smaller project, a reduced order, or a regional, rather than global, implementation. Get in, and get to know the client. Let them get to know you. Get to know their business.
Sales Closing Tip 2: Create Metrics
Sit on the same side of the table as your client. Work together to determine the best way to get started. Always, always, create metrics with your client. How do you, together, define success? Get agreement that once this project is successful–according to the metrics you’ve agreed upon–that the client will work with you to identify other sales opportunities within their organization. A successful project breeds a successful relationship, which leads to successful referrals. This means more sales leads and more money for you!
Sales Closing Tip 3: Negotiate or Walk
Yes, the client will want to negotiate on price. That’s their job–to build business while watching the bottom line. How many times have you submitted a sales proposal to a client, and had them say, right off the bat, “Great! Where do I sign?” It doesn’t happen. We always want to get the best deal, so why wouldn’t our clients?
If you must adjust your price, then adjust the scale of your project or the deliverables as well. Always get something in return and write it into your agreement. Maybe the client agrees to write a testimonial or promises to refer you to another business unit in their organization, or to someone they know at a different company. Maybe you barter some of your services. Bartering is an age-old way of doing business, and it makes sense in many cases if you want what they have and they need what you have. Perhaps the client has software that your company needs, or a consulting methodology that could propel your business. You get the picture. Work it out.
If you can’t work things out, be willing to walk away. It’s a tough decision, but it may be your best strategic sales decision. You’ll be off to the next client who values what you offer and is willing to pay for it.
If you follow my advice in this article and in my book, No More Cold Calling™, you will build lifetime customer relationships with clients who want to buy from you over and over again even in a lagging economy. You will get more referrals. And, you will close more sales.
So, what are you waiting for? Get in and get started now!
America’s leading authority on referral selling and founder of No More Cold Calling®, Joanne Black helps salespeople, sales teams, and business owners get more referrals and attract business fast without increasing the cost of sales. Discover how to turn prospects into clients more than 50 percent of the time even in a lagging economy with her No More Cold Calling sales programs at http://www.nomorecoldcalling.com.

Technology

Quick Guide to Hosted Phone Systems

Post author By Pamela Swift
Post date July 20, 2009

What’s the one thing your business uses every day that impacts customer relationships, vendor contacts, and even employee communication with one another? As popular as internet communication has become, there’s still no substitute for a telephone call in key situations. Most businesses don’t pay too much attention to their phone system unless service is down, the system is malfunctioning, or they are looking to cut costs by evaluating office expenses. This is a big mistake- the telephone system you use can have a big impact on your communications, employee productivity, and even company profitability.
The best phone systems for your business fit within your budget and will deliver the services you need. Hosted phone systems are fast becoming the top choice of businesses that want the functionality of an on-site PBX but the cost savings of VoIP. How do you know if a hosted system right for your business?

What is a “hosted” phone system?
A phone system is “hosted” because equipment (such as a phone cabinet and routing software) is housed at the provider’s data center, rather than at your office. Calls are routed to your business using a high-speed internet connection or a T-1 phone line. Hosted systems range from basic, VoIP-type systems where software can be downloaded in a few minutes to “enterprise grade” systems that require VoIP adaptors or phones. Similar to traditional PBX telephone systems, bandwidth for phone calls and data transfers can be designated by your own system operator to ensure call quality.
Calls are routed to your office from the provider location using a “dedicated connection,” or a T-1 line, or the “open internet.” A dedicated connection typically produces better call quality, but is much more expensive than routing calls using an open internet connection – usually about $500/monthly for an office with 10 employees or less and average internet use. Though routing calls over the internet can be more cost effective, it can lead to security problems for some companies if calls aren’t protected with a firewall or encryption protocol.
System Costs
Hosted system providers either work on month-to-month agreements or service contracts. Month-to-month services are typically used by smaller businesses that have one phone line and less than 10 extensions. Software for a small phone system can be downloaded from the provider website and installed within a few minutes- all you need in the way of equipment are the phones themselves. Contract services operate more like traditional phone system services: the contract specifies acceptable downtime, service offerings, maintenance, and other costs in advance.
The service cost can vary in range from $20/month for a month-to-month service to $200 or more for an enterprise based solution. You’ll also need to consider the costs of connection- using either an internet connection or T-1 line.
Make sure you compare several different price and service quotes before making a final decision. You should also compare local references and ask about call quality- especially if you choose to use an open internet connection to route calls instead of a T-1 line.

Home-Based Business Sales & Marketing

Mailing List Basics: How to Target your Direct Mail Efforts

Post author By Pamela Swift
Post date July 6, 2009

Here’s something many small businesses already know: the mail is one of the most effective ways to reach out to current customers and attract the attention of new ones. According to the United States Postal Service, 98%- almost all mail recipients- check mail on the the day it’s delivered, and 77%, sort through it immediately. Think about it- you can turn radio down or fast forward through commercials, but you do need to check your mail. What other advertising method has proven to capture the attention of so many potential customers?
The mailing list is the foundation of a direct mail campaign. You can choose to purchase a direct mail list from a list broker or mailing service, or generate a list in-house. Purchasing a list works well if you’re looking to reach out to new customers or increase your presence in a new market. Your own database or information is an excellent source for efforts geared towards current customers.
Buying a List
Search for “mailing list vendors” online can turn up thousands of results- not all of them reputable companies with accurate lists. A quality mailing list is thorough (it contains the full names, addresses, zip codes, and possibly email addresses of potential recipients) current (information is up-to-date and accurate), and targeted. Targeting your effort is important- a mailing list based on market research will generate a higher ROI than one that includes every house in a given neighborhood. You can target by demographic (for example, families with small children) by consumer habits (families who have recently purchased a home or a car) or using other “filters” that help you find your target customer. Here are a few ways to make sure you’re purchasing a quality mailing list:

Response lists v. Compiled
Mailing services can compile lists in two ways: A response list is typically generated using a customer’s responses to online advertisements, while a compiled list is generated using data collected by other businesses, such as magazine subscription lists or mailing lists compiled by companies that target a particular market niche. Both types of list can be effective, though many businesses have found response lists to be more targeted toward customers who are ready to make a purchase.
List History
Make sure you ask a list broker which other businesses have used a certain list within the last six months. You want to guard against soliciting customers that have already been bombarded with sales pitches from your competitors. Finding out who has used the list can also be a great way to check how accurate and effective it will be. You can call the prior users and ask how well the list worked in their mailing campaign. Was their effort successful? Make sure you take into account geographic differences, different product offerings, and any other factors that would make their campaign different from your planned effort.
Data Accuracy
Be sure to ask list brokers how frequently mailing information has been updated, and how recently the addresses were obtained- especially if you’re using a list generated by online ad responses. The older the list, the likelier it is that information is outdated- make sure you don’t waste valuable marketing dollars by mailing to households whose information has changed since the list was created.
Costs
Mailing list costs typically fun from a few hundred dollars to several hundred for highly targeted lists. Typically, you can obtain a list of up to 1,000 names for between $100 and $500.

Tags direct mail, direct marketing, mail marketing