Viewing entries in
Sales

Want to break up with social media? Don’t!

Comment

Want to break up with social media? Don’t!

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.

#breakingup #itsnotmeitsyou 

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.

Comment

Influencing the influencer

Comment

Influencing the influencer

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. 

Comment

How to find your point of difference

Comment

How to find your point of difference

In business it pays to be different, but when you’re selling the same products or services as everyone else in your industry, it can be hard to find a way to differentiate yourself that doesn’t include competing on price.

While it can seem like a good idea to begin with, focusing on price alone means you have to work harder to make a profit, it leaves you vulnerable to competitors who undercut and you tend to attract a certain kind of customer – those difficult, fickle, price-driven customers who will up and leave you the moment they find a cheaper price. 

So how do you find your point of difference when you have the same offering as others? Here are six ideas to get you thinking about how you can differentiate your business without competing on price.

Comment

Five ways collaborations can build your business

Comment

Five ways collaborations can build your business

When it comes to building your business and your profile no strategy is as powerful or as leveraged as collaborations. 

Partnering, aligning or joint venturing with another company or person for their skills, experience or influence can be one of the smartest moves you can make in business. 

Don't believe me? Check out how collaborations could be boosting your bottom line - and not just with referrals. 

Comment

How to make more impact in less words and time

Comment

How to make more impact in less words and time

With limited time and shortened attention spans, it is becoming increasingly important to get to your point across quickly and concisely to make an impact with your audience. 

From the home page on your website and the first email you send to a lead, to the tweet you post, the infomercial you recite or the quote you give a journalist, you need to be able to get your message across quickly, powerfully and succinctly.

So to help you make more impact in less words and time, here are three steps to follow when creating your message.

Comment

It's all in the name: Five considerations when naming your business, product or service

Comment

It's all in the name: Five considerations when naming your business, product or service

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. 

Comment

Three sales writing mistakes that will lose you business

Comment

Three sales writing mistakes that will lose you business

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. 

Comment

The collaboration checklist

Comment

The collaboration checklist

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.

Comment

The biggest point of difference you are underselling

Comment

The biggest point of difference you are underselling

If you are like most business owners your biggest point of difference comes not from what you do or even how you do it, it comes from what you know.

The knowledge you have around your industry, products and services, your customers needs, problems and challenges, the lessons you’ve learnt and the formulas, templates, processes and systems you’ve created based on your knowledge and experience is all extremely valuable. 

What’s more it could be what influences a potential customer in doing business with you over your competitors. Yet most of us undersell it. 

So if by chance you are underselling your knowledge, here are four reasons why you should stop doubting and start sharing.

Comment

Five sneaky call to action tips to boost conversions

Comment

Five sneaky call to action tips to boost conversions

Your call to action is one of the most important parts of any copy you write. While your words may be clever and compelling, and your images eye catching and engaging, if you aren’t calling people to act, you won’t get the results you want.

So how do you make sure you are calling your potential customers to act effectively? Here are five sneaky call to action tips to help boost your conversions.

Comment

How to identify what your customers love about you

Comment

How to identify what your customers love about you

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.

Comment

How to become a market leader (not a competitor follower)

Comment

How to become a market leader (not a competitor follower)

In business it can be easy to get distracted by what your competitors are doing. When they bring out new products or services, branch out into new markets or change their course of action you can be tempted to do the same. 

But when you change the way you do business or take an alternate course of action because of what your competitors are doing, they become the leader and you become the follower and you'll always be one step behind. 

So to prevent you from taking actions you may not have taken if it wasn't for feeling threatened, here are three tips to ensure you remain a leader in your own business not a follower of someone else's. 

Comment

How to make more sales through less talking

Comment

How to make more sales through less talking

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. 

Comment

Six tips to create a more customer-focused business

Comment

Six tips to create a more customer-focused business

If you want to create a real competitive edge in your business start focusing on your customers. It sounds obviously simple, but the fact is most businesses continue to focus on what value they can get as opposed to what value they can give.

But when you start to focus on your customers and what they want and need, you create better products and services, generate more business opportunities and sales, develop more loyal customers and increase your referrals. 

So to ensure you are reaping the benefits and profits of giving value, here are six tips to help you create a more customer-focused business.

Comment

Three ways to drive your customers to act

Comment

Three ways to drive your customers to act

One of the easiest and most frustrating things for a consumer to do is put off buying your product or service until later. It could be that they’ll buy when they have more money, when they are more established, when they feel they are ready for it, after they compare what else is out there, or any number of justifications - often based around procrastination, fear or refusing to leave their comfort zone, that stops them from taking action with you now.

It can be frustrating, and not just because you haven’t closed the sale, but also because you know that your product or service could really help them, if only they would let it. So how do you create a sense of urgency to move them past their justifications? Here are three ways to drive your potential customers to act.

Comment

Five ways to build credibility with your customers

Comment

Five ways to build credibility with your customers

Credibility is essential for converting contacts into customers. While you may have the better product or service, if you lack credibility, perceived or otherwise, chances are you won't make the sale and your potential customer will go knocking on a competitors door. 

So how do you build your credibility in the eyes of your potential customers? Contrary to popular belief credibility doesn't start by focusing on your experience and expertise, it starts by meeting your potential customer where they are, identifying what they need and want, then easing their frustration by solving their problems. 

To help you here are five ways you can establish credibility with your potential customers before you start talking about yourself. 

Comment

Six tips for quick, easy and effective content marketing

Comment

Six tips for quick, easy and effective content marketing

While we know how important content marketing is to generating interest and sales, and have the best intentions when it comes to keeping our blogs and social media updated, the time investment can often cause these tasks to sneak further and further down our list of priorities.

Thankfully though there are ways you can minimise the amount of time you spend while still gaining all of benefits, like these six tips for quick, easy and effective content marketing.

Comment

Turning industry stereotypes into powerful points of difference

Comment

Turning industry stereotypes into powerful points of difference

Whether we like it or not people make assumptions about us, our business and even how we conduct our business based on the industry we are in. 

Don't believe me? What is the first thing that comes to mind when you think of a used car salesmen, lawyer or journalist? When you call a tradesman are you expecting them to be on time or late? Tidy or messy? What about when you meet with an accountant? Are you expecting a passionate, engaging person or a person who has less personality than their calculator?

While some people certainly do fit their industry stereotypes, many of us don't. But as frustrating as it can be to be judged according to a perception, idea or bad experience someone else is responsible for, it can provide you with a very clear way to differentiate yourself and a very powerful method to sell. 

To show you here are four tips to help you turn your industry stereotype into powerful points of difference. 

Comment

The four-step formula for more powerful marketing and advertising

Comment

The four-step formula for more powerful marketing and advertising

Every day your customers are bombarded with hundreds of marketing messages and advertisements. They are there when they turn on the television, listen to the radio, drive past a billboard, wait at a bus stop, go to a public bathroom, search online, open an email, read a magazine or newspaper and even check their letterbox. 

As a result the customers you are targeting are smarter, more informed and value driven, they research their purchases and tend to see through the marketing hype and the manipulative, pushy sales tactics. They are time-poor, have shorter attention spans, scan more than read and want to know what you can do for them before they give you any more of their time or money.

To reach them, your marketing approach needs to be different, strategic, targeted, customer-focused, value packed and concise. Not always the easiest feat, but here’s a little helping hand, a four-step formula you can follow to help you create more powerful marketing campaigns, advertisements and copy.

Comment