Things You Didn’t Know About Sales Presentations

by admin on October 23, 2011

marketing sales presentationsHow many times have you met a prospect at a networking event, made a first presentation or even presented a proposal and just knew that your prospect’s life would really be enhanced by your product or service, they even showed interest, yet nothing happened?

You call, inquiring if they will go ahead, but day by day you get that dreaded feeling that you’ve hit another brick wall. What went wrong?

Being in our business, we understand it intimately. We can often identify how best to help a client even before they realize they have a problem.

And therein lies the problem. As business owners we often make an assumption that prospects understand the solutions and value we offer.

Another common mistake is to assume that prospects and clients keep us top of mind, ready to purchase as needs arise.

In today’s competitive world, we can’t make any assumptions when it comes to prospects and clients.

What we can do, is be proactive in our marketing and sales. Read on to learn more about marketing and sales tips.

To succeed, you need to build relationships with both prospects and clients. For a purchase of any value, buyers want to know you, like you and trust you. Very rarely will a large purchase be made by someone the first time they meet a salesperson.

Yet, many salespeople believe that with a good presentation and price, they can make the sale. If it’s not made on the first call, a second and often times a third call are often scheduled and followed up on, and than things slow down rapidly.

The focus goes back to generating new leads and making those critical first presentations. A common believe is that the prospect who has already been contacted at least three times, is no longer worth following up on.

Research has shown that the most successful sales-people are those who have a plan in place to regularly follow up with leads at least seven to nine times and often times more. They understand that it takes time to build a client/supplier relationship and they are ready to put in the time to build that relationship.

Next time you have hot prospects you want to sell to, design a sales process that gives you a reason to contact them at least seven to nine times. And don’t count on making the sale until after you’ve been in touch at least seven times.

Do that, and you’ll be ahead of at least 90% of your competition.

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Marketing Objectives: Making Your Business Irresistible!

by admin on October 16, 2011

Marketing Objectives for Your Business SuccessDo you have a good handle on who your competitors are?

When I first sit down with new clients, it always amazes me that the majority of them have little or no idea who they’re competing with for business.

If you don’t know what your competitors are doing or offering to your market, how can you even begin to position yourself as the expert and preferred supplier in the marketplace?

Knowing as much as you can about your competitors will help considerably when you’re planning your marketing. You can’t work in isolation and assume you’ve got the best solution/offer/package/goods or services. If you do work in isolation or ignore your competitors you’ll likely end up with an unwelcome surprise once you launch your marketing and find that your competitors have you beat even before you’ve left the gate.

Also analyze your market for indirect competitors. Each of your prospects and clients only has so much disposable income to buy what they perceive as needing to move forward.  You may have the best solution that meets their needs, but they end up buying something entirely different. For example, you sell consulting services but they use the money budgeted for your services to buy a new photocopier or computer.

Always communicate the key benefits clients will realize and be aware of how your direct competitors are positioning themselves in the marketplace. Also, be aware of how indirect competitors compete for your prospects and clients wallets.

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ACTION STEP

The simplest method to keep track of your competitors is to use a spread sheet program like Excel. Keep your analysis up to date.

If you don’t know who you’re competing against for business get started by opening the Yellow Pages, an industry directory or do a Google search.

Identify your competitors. What do they offer that you don’t? How are they positioned? Identify areas where you can gain an advantage or provide additional benefits. Build your marketing objectives around the advantages of doing business with you.

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Top Marketing Sales Tips You Should Not Miss!

October 7, 2011

“What if our product saved you time? Would you like to hear how?”
“What if we beat our competitor’s price? Would that be of interest to you?”
It seems like a perfect sales question that will automatically solicit a “yes” response from a prospect. “What if…”
The only problem is that this questioning technique is manipulative and seldom effective. Would you buy [...]

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Powerful Technique to Boost Your Online Marketing Strategy

October 7, 2011

Marketing is more than a marketing plan, ads, websites, marketing tools  and media. It comes down to understanding human nature and knowing how best to identify the triggers that motivate prospects to become customers. Without understanding this basic concept, a lot of your efforts and money will be wasted.
Here’s one trigger that will get man prospects to turn into customers and many customers [...]

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Hello world!

May 6, 2010

Welcome to WordPress. This is your first post. Edit or delete it, then start blogging!

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