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- Casual Networking By Ramona Creel
What comes to mind when you think of networking -- cocktail parties? Shaking hands and exchanging business cards at a Chamber of Commerce events? Endless lines of people anxious to make you a customer? Sweaty palms and panic?Networking is not about how many business cards you can collect -- it's about building a long-term and mutually beneficial RELATIONSHIP with another business person. And it doesn't have to be painful or forced! When you do it the right way -- networking is as natural as s…
- Sell YOU With Your Small Talk (Yes You Can) By Paul Barton
Want to build a relationship -- sell yourself for a job -- get ahead -- make a sale?Your 'small talk' is crucial.Everyday conversation can make or break you in personal relationships and in the business world. Sadly, most people don't realize how important small talk is, nor do they try to do better.That's a shame, because anyone can easily develop great small talk skills.Just how important is small talk?A Stanford University School of Business study showed its impact on business success. It t…
- At-ti-tude, n By Virden Thornton
At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a mental position; the feeling one has for oneself.Your attitudes are mindsets—or points of view based on what you believe to be true about life, other people and yourself.The $elling Edge®, Inc. has taught thousands of selling professionals how to consistently close sales. Some of these people have incredibly high natural sales ability but sell very little and others, with seemingly few innate skills, are able to achie…
- 3 Hypnotic Selling Tools!
1. Identify your prospect's defense mechanism fornot buying. Explain to them it's normal and everyonehas one.For example:Should you have any thought about not buying ourproduct, it's just a little defense mechanism thateveryone has in their brain. It's there because otherbusinesses have ripped off your money in the past.You don't want it to rule your life, do you?2. Tell your prospects that their problem is graduallydisappearing as they are reading your ad copy.For example:As you continue to rea…
- 7 Ways to Get to the Truth: When the Sale "Disappears"
You're close, really close, to making a sale. Your potential client is in the market for your product or service and you've had a couple of good meetings.Based on his most recent e-mail, 'Everything looks good -- I'll get back to you so we can move this forward'--everything points to a probable sale. You feel so relaxed, happy, and hopeful. Then a couple of days go by with no phone call or e-mail. You tell yourself, 'He's probably busy. I know he'll get in touch tomorrow.' But tomorrow comes and…
- 5 FAST Ways to Explode YOUR Traffic!
Here are some foolproof ways to create a rush of traffic toyour site with 5 easy strategies you can use today.1) Bring More Traffic To Your Site With One SIMPLE Word!I've seen a massive rise in hits on my counter afterdiscovering the magic word that draws people in crazedhordes! And the word that delivers for me is FREE!By simply putting that one word in my ads, and backing itwith something that the reader will really value, I'venoticed a steady surge of traffic coming to my site. Andeven though…
- Freelancers, Subcontractors, Creative Folks: How to Use Seminars to Promote Yourself By Kirstin Carey
Many of my clients are turning to speaking at chambers and other networking organizations to generate business. This is a wonderful method of building credibility and gaining free advertising, especially when you are in a creative business that often needs examples and samples to get people to hire you.
Seminars are a great way for potential clients to "test drive" your services with out fully hiring you. Often, once a potential client sees you during a seminar, they are so impressed and con…
- Don't Let Rattlesnakes Scare You By Shamus Brown
Recently I was out trail running along the South Fork of the Yuba River. The Yuba River is in a beautiful canyon running east-west through the middle of Sierra Nevada Mountains of California. The terrain here is rocky, hilly and rugged, and is covered with a mixture of pine, oak, and manzanita trees.
The view while running this trail is spectacular. You cruise along a path about 100' above the river for miles while moving up and down hills and pounding over soft dirt and large rocks the size…
- Nine Keys to Make your Sales Copy Convincing By Judy Cullins
Would you pay $12,500 to discover the keys to great sales copy? Maybe not, but Brian Keith Voiles did. And he put it to use for Fortune 500 Companies. You may not have that kind of promotion money, so here are the nine keys for FREE. Be sure you cover all of them in the right order.
Write a headline that grabs your reader by the collar. Fear or curiosity are good places to start. For example, "Avoid a beginner's mistakes in ad copy, and yield 30 times your sales in just 4 mont…
- The Hidden Cost of Cold Calling By Frank Rumbauskas
The majority of sales organizations today continue to mandate cold calling by their
salespeople. They do this despite the fact that cold calling has the lowest return of
all prospecting methods. Managers like to require cold calling because it is done at
the salesperson's time and expense, not the company's. They believe that the
ability to scrape up some business here and there, on the salesperson's time, is
enough to justify the ongoing activity of cold calling.What they fail to real…
- Cross-Selling Takes Teamwork
Progressive company's understand the power of cross-selling and
recognize it as a critical component for promoting both customer
retention and revenue growth.
What is cross-selling? Cross-selling is nothing more than team-
selling with other specialists within your company, all working in
partnership on behalf of the customer's best interest. It's a
proactive, ongoing sales process designed to provide your existing customers with a full range of your company's products and services.
- How To Offer a Powerful 100% No Risk Guarantee By Abe Cherian
Have you ever noticed with most businesses that you are
taking the risk? Here's an example. The other day in a
small clothing store, I saw the owner had a sign posted
that says, "Absolutely No Refunds After 7 Days." This is a
really bad way to destroy goodwill. You don't have to state
things negatively.They're thinking to themselves, "People are going to come
try to return something next week or the week after and
we're just not going to do it. We're not going to give them
their money back." T…
- 12 Great Reasons to Know Your Target Market By Greg Beverly
I was speaking with a potential client the other day and asked THAT question…"Who is your target market?" As a provider of telecommunications equipment, his response was, "Anyone who has a phone!" While that may seem like a good answer, the reality is that it is completely unfocused and undoubtedly wastes thousands of dollars in marketing costs and tens of thousands of dollars in opportunity costs. After all, would you rather spend your valuable time with a prospect who buys 70% of the time…
- Plan For Your Next Trade Show Appearance To Be A Success By Harry Hoover
Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit, producing graphics, shipping the exhibit to the show, ordering services, etc.But seeing the full potential of a trade show program for your company requires a different type of planning. It requires setting objectives for show participation for your company, and short-range goals for each show you plan to attend. This show plan should be a writte…
- In Sales Service Means Business By Jim Meisenheimer
Some businesses flourish while others slowly fade away. There’s usually a good reason. Here are two examples.
Bernadette, my wife, has a busy schedule. She will often call for a manicure at the last minute. She’s been going to Carol’s Beauty Shop and Day Spa for the past two years. According to Bernadette, whenever she calls Carol and regardless of how full her schedule is, she is always pleasant, professional and very accommodating.
When Bernadette calls and asks “Do you have an opening…
- 10 Amazing Web Promotion Ways To Jump Start Your Sales
Hello, do you have a website and sell something on the internet?If yes, may I offer you 10 amazing ways to jump start your salesat your website!1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc. 2. Brand your name and business. You can easily do this by just writing articles and submitting them to e-zines or websites for republishing. 3. Start an auction on your website. The type of auction could b…
- Three Secret Keys to Persuasion Magic
Effective persuasion is more a case of pressing the right buttonsthan most people realize. If you could learn to be even morepersuasive than you already are imagine the difference that wouldmake to the quality of your life. Consider for a moment thedifference it would make to your confidence and to how otherpeople treat you if you could count on always being able toexpress your self in a way that causes people to really payattention to you.Just a few critical distinctions can supercharge yourcom…
- Inside Sales and Service: Your Frontline to Gaining Competitive Advantage By Rick Johnson
The Evolving Role of Inside Sales and Customer Service PersonnelWhat role does Inside Sales/Customer Service (IS/CS) play in today’s sales process? How does the company leverage the existing relationships between IS/CS and the customer? The answer to this question plays a key role for upper quartile performers. Upper quartile performers understand the important role played by the inside sales person, customer service and counter personnel. “A Player” field sales reps are not threatened by the …
- 12 Handy Tips for Generating Leads through Cold-Calling
Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences. But cold calling is an art-form. It can be daunting, it’s always a lot of work, and you always need to make a good impression. So you need to do it right. Following are some tips which will help you do just that.1) Record everythingAlways write down all details of every phone call. Write down any names and titles you …
- Telling the Value Story By John Stahl
You arrived on time and completed your calculations. You worked up a presentation of all the things you’re going to do and items included, going over each item carefully. You’ve just given the customer the price. They look at each other. He says, “Okay. Thanks for the quote. Well get back to you. Of course, we need time to think about it. It looks good. I’ve heard good things about you. So there’s no need to worry.
We never make a decision without thinking it over first.”You probably just lo…
- Sales: Fear of Failure Caused Your Failure? By Garrison Wynn
Even Big Chickens Can Achieve SuccessHeroes and cowards feel the same fear. It is the action they take that separates them. The idea that we have to develop courage to succeed is ludicrous. Successful people take action while they are afraid.Transferal of fearIf you seem unsure of yourself, the customer picks up on it. (Have you ever bought anything from a really sweaty salesperson?) Then the customer fears failure. He is afraid he won’t get what he needs or your product will not perform as yo…
- Gic Number For Writing Sales Letters By Matthew Cobb
When I write sales letters for my clients, one rule I always start with is The Rule of 7.I learned about The Rule of 7 from one of my good friends who once ran for political office. In his campaign, he made certain that his name appeared seven times in all of his radio spots.Why? Because that’s generally the number of times required before a name “magically” sticks in the mind of a prospect. The Rule of 7 is often used in radio and television advertising. But this isn’t an isolated occurrence—…
- Cracking The Billable Hours Ceiling By C.J. Hayden
How many of you made as much money as you wanted to last year? Don't be shy; raise your hands. Hmm, I don't see too many hands out there. What would you say is the cause of this gap between your goals and your earnings?While you could certainly name the economy or inadequate marketing as the culprit, I'd like to suggest a third alternative. It may be the constraints of the billable hours model that keep you from your financial goals.Let's face it, there are only so many hours you can actually …
- 3 EASY WAYS TO GET MORE SALES
Most successful businesses use these 3 marketing tactics to maximize their sales results. But many businesses struggle to get enough sales because they don't know about these tactics -- or don't use them. Are you one of them?1. SUB-DIVIDE YOUR MARKETProspective customers are more likely to buy your product or service when they believe you understand their needs. Give them what they want and you'll get more sales.Segment your targeted market into several more narrowly defined sub-markets. Then cu…
- ARE YOU BUSY . . . OR PRODUCTIVE?
Are you busy or are you productive? The question is innocent enough. But can you handle the truth?Recently I was doing some consulting with a client who carefully examined how his sales representatives spent their time. He concluded that they actually spent less than 5 percent of each day engaged in the act of selling! Imagine, 95 percent of each sales day spent on nonselling activities. Writing letters, putting together information packets, filling out paperwork, telephone prospecting, and trav…
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The Most Underused and Powerful Method of Lead Generation
Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people.The first step to implementing any successful lead generation system is to get your attitude right. Becoming a “Master of Referrals” requires the proper referral attitude. Many sales people believe that by asking for referrals they’re putting people on the spot or being pushy. “I’ll wait and if they want to refer someone to me they will”. If this is your attitude you need to chan…
How To Win More Sales In Less Time
Most surveys show the average business loses about 19% of its client base each year. In fact, the authors of, 'Customer Winback: How To Recapture Lost Customers - and Keep Them Loyal' estimates the average at 20 to 40% per year.
This means that if you have 500 customers and lose 19% or 95 customers you must get 95 new customers each year just to stay even.
Research shows it costs six times more to get a prospect to buy from you than it does to keep an existing customer, and it's 16 times easier …
Is It Time For A New Paradigm For Professional Selling? By Brian Lambert
What is the new paradigm for professional selling?To answer this question, one must first understand that a paradigm is simply a "way at looking at the world."The new paradigm for selling entails all sales professionals understanding what this view should look like, no matter what their vertical market of focus. In other words, an "operative paradigm" for professional selling needs to exist. The reason the operative paradigm must exist stems from the fact that sales as a profession must have …
Listen! How to Sell More by Listening More! By Gavin Ingham
In my opinion, one of the biggest skills of being able to sell well is developing your listening skills. Most sales companies and sales people talk about being consultative but they don't really know what consulting is! No-one can consult if they cannot listen first. You cannot sit around a table with your fellow sales people and decide what consulting services you are going to offer to a client - it doesn't work like that. Yes, you need a clear picture of what your services are but consulting…
A Little Something Special Goes a Long Way By Eric Gans
Keeping the 80/20 rule in mind; that is that 80% of your business comes from 20% of your client base, there are a lot of missed opportunities to keep your clients coming back again and again and yet again. Having worked six years in the hospitality industry, particularly the hotel business, I have found the key to success and I would like to share it with you. It is a rather simple concept, I will admit, yet we sometimes need to regroup or refocus on the simple things to remain successful.I …