Networking can be an interesting experience. While you meet a lot of different personalities and businesses, two types of people tend to stand out in the crowd, those who are interested in building relationships and those focused on the sale.
While we need sales to survive in business, there is a real danger in making sales your only focus. Could your motives be costing you customers?
Few things can kill your business faster than becoming irrelevant to your customers. The hard fact of business is that change is inevitable, while you can be on trend and meeting needs and wants one day, there is no guarantee that it will be the same the next.
With greater competition, new technology and changing customer demands how do you ensure you stay relevant in the mind of your customers?
It doesn't matter if you are pitching an idea, promoting a product or delivering a service, to make a sale your customer needs to believe in you.
But with only minutes to win them over, where do you start?
Your customers are one of your most valuable assets in business. They not only provide the necessary income through sales to help your business survive, but they also provide valuable insight into your products and services, and the best way to market them.
If you want to find out how to be more strategic in your marketing, spend your budget more wisely and attract more of the customers you want to work with, the answer lies in your existing customers. Here are four marketing lessons your customers can teach you.
Questions are powerful in sales and marketing. When you use them right they uncover needs, challenge thought processes, demonstrate your uniqueness and increase conversions.
If you aren't convinced already, here are four reasons why you need to ask your potential customers more questions in your sales and marketing.
While marketing is an essential part of business, it can also be one of the first areas we put on hold when we get busy. Sure it saves us time in the short term, but with consistent marketing being the key to consistent business, it can cost our cash flow in the long term.
To help you streamline your marketing efforts and stay consistent even when you are short on time, here are three marketing time savers you can implement without impacting your results.
As we are discovering "why?" is one of the most powerful questions we can ask. Not only in terms of problem solving, but also for motivating and influencing our customers and prospects.
When we can convince our prospects as to why they should buy from us, and take them on an emotional journey to get there, we are in a far greater position to make the sale.
But what emotions should you appeal to and where do you start? In my experience here are the top three selling emotions and how to use them.
In business, trust and profit are intertwined. In order to make more sales or convert new leads, it starts by building trust. The more trust a potential customer has the more likely they are to purchase with you and the more a customer trusts you, the higher their spend will be.
But how do you start to build trust with a contact you don’t know and perhaps have never met?
Every now and again you can have a slow sales week in business. While it can provide the opportunity to catch up on all the tasks you've been "meaning to do", it can put additional stress and pressure on you when it is for an extended period.
So what do you do when your slow week turns into a slow month? Here are four places to find leads quickly and easily.
Emotions are powerful motivators. They influence every purchase decision we make. Every day we buy based on feelings of love, fear, greed, guilt, anger, frustration, happiness, hope, and curiosity and then justify our purchases logically.
While we can try to avoid using them, the truth is if you want to persuade people to buy your products and services you need to appeal to their emotions. Your potential customers are not as interested in the features of your product or service as much as what it will do for them, give them, save them, make them feel or help them become.
So to help you get greater results from your marketing, advertising and sales meetings, here are the three keys to emotional selling.
Dear Social Media,
I’ve been unliking you for a while. I can’t believe how low your reach has stooped and I’m tired of your gold digging ways. I’m afraid we just can’t selfie anymore.
It’s the break up letter so many want to write. With so many changes, low reach and a push towards paid advertising, many people are fantasising about breaking up with their social media accounts.
But before you act on your desires, it might be worth making some changes first.
Could you be marketing to the wrong person or leaving off a key influencer and costing your business sales? While we spend most of our marketing budgets targeting the end user of our product or service, the truth is in many situations that one person rarely makes the purchase decision alone.
They consult with someone else, present their findings and in some cases even ask for approval or make a joint decision to proceed. In other cases someone else (think of the child in the supermarket) can have far greater influence over the buying decision, convincing your potential customer to buy your products or services in a more persuasive way than you doing it direct.
So how do you influence the influencer? Here are three tips to get you started.
With over 100 billion emails sent last year alone, and many of us receiving tens if not hundreds of emails a day, it can be easy for your newsletter to become lost in a sea of your readers emails.
But before you start waving the white flag, regular newsletters and emails are still a great way to create another touch point with your customers and build your profile and sales. But how do you stand out in a crowded inbox and keep readers opening? Here are four tips to increase your newsletter opens and clicks.
Creating a name for a new business, product or service can be an overwhelming task, particularly when it can determine the identity, personality and the perception of your brand.
With this in mind you need more than a trusty thesaurus and clever word play, you need to think about the end result, the ultimate brand you want to create and then work backwards.
So here a five considerations to take into account when naming your new business, product or service.
Sales letters can be an extremely effective way to generate new business. Whether it is sent via email, social media or good old-fashioned snail mail, when you get the right message, to the right people with the right call to action you can generate a great marketing response. When it’s wrong however, it can be uncomfortably quiet.
The good news is that the common mistakes people when writing sales letters are easily avoided – when you know what they are. So here are the three most common sales writing mistakes to avoid so you stop losing business and start winning sales.
When it comes to leveraging your time, money, contacts and resources you can’t beat the power of collaboration. Not only do strategic partnerships or alliances open you up to new contacts and opportunities, they can also help you value-add to customers and land larger accounts.
But how do you find the right collaboration partners? This five-question collaboration checklist will help you find and evaluate strategic alliances so you can appeal to a wider target audience, attract larger clients and grow your business faster through collaboration.
Your ability to compel your customers, readers and followers to read on, act or buy, directly determines your leads, conversions and business profits.
So how do you become more compelling in your sales and marketing? Here are three ways to get you started.
While you know exactly what you love about your business and what you think are your biggest selling points – do you really know what your customer’s value and love about you?
More often than not business owners are selling what they want to sell rather than selling what their customers want to buy. To make sure you're not one of them, here are four quick checks to ensure you're not assuming what your customers want, but rather listening to what they value.
When so much emphasis is put on what we say to promote our business, how we say it and when we say it, it can be easy to forget that sometimes the best sales strategy is to talk less and listen more.
So to remind you, here are five tips to help you make more money by doing less talking.