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.
When you are an entrepreneur, it’s not unusual to be flooded with ideas. From your midday brainstorms to your midnight inspiration, when you are always asking questions or looking for answers the ideas come.
But with so many ideas coming through and only so many hours in the day, how do you know which ones to follow and which ones to keep locked away for later?
While there is never a black and white answer to that question, there are some ways you can help qualify your idea to know if it will be the next big thing or the next big flop.
There can be something quite intimidating about a blank page. The pressure to fill it with words can be overwhelming. Even the most experienced writers can, at some point, feel as though their ideas have dried up, and they don’t know where to start. But it can be overcome.
Whether you need to write a presentation or proposal, a book or a blog, an advertisement or an anecdote, a newsletter or news release, here are five ways to help you overcome blank page paralysis.
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.
When it comes to growing a business, there are a number of areas you need to manage and monitor closely. While most businesses watch their competitors, customers, and cash flow proactively, there is one area often forgotten until reached – capacity.
It’s a familiar story; a business owner focuses on sales to increase cash flow but has not thought about how or when they can deliver all of the new work sourced. As a result, the quality of products or services can be lower or the turnaround longer, affecting their reputation.
To ensure you don’t play the lead role in this tale, here are five tips to help you manage and increase your capacity.
Nothing can cause confusion and doubt in a business like pricing your products and services. While you don’t want to charge less than you are worth, you also don’t want to price yourself out of the market, so how do you know if your price is right?
Whether you are starting out or starting over, here are five factors to consider when pricing your products and services.
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.
Being an entrepreneur is serious business. While some seem to thrive under the pressure of growth and competition, others harden, taking their focus off their own businesses to think up ways to sabotage their competitors.
Hiding under the cloak of anonymity their dirty tricks are many. They plagiarise your blogs, website content, promotions, newsletter, social media updates, products, services or innovations and claim it as their own.
Some open fake social media accounts to harass you through posts or subtly (and not so subtly) promote their own business on your page. Others leave scathing online reviews for products and services they haven't even purchased, or pose as a complimenting customer try to glean suppliers and the inner workings of your business. All in an attempt to surpass you, distract you and break you.
While it can be distressing, annoying and downright unethical the truth is you can't control how your competitors will react. You can however, control how you respond. So before you go out and declare a full-scale competitor war, here are five tips to help you deal with their dirty tricks.
Want to give your business a competitive edge this year and ensure your products, services, innovations and messages are on market?
One of the best ways to get in front of the pack, attract new leads and build loyalty with existing customers is to identify needs and trends before or as they are coming.
But how do you predict these changes when there is no crystal ball in business? Here are five sources to watch and utilise.
Can you believe the end of the year is right around the corner? To help you gear up for a bigger, better year with your business, here are five words to put into action to help boost your marketing in the year ahead.
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.
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.
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.
When it comes to creating raving fans in your business, great service is only the beginning. You need to be intuitive, understanding your customers’ needs, wants and expectations so you can go above and beyond to create a truly ‘wow’ experience.
Happy customers will always be your greatest sales people, but how do you get them to the point where they want to tell the world about you? Here are four steps to help you create more raving fans in your business.
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.
Sometimes in business we are presented with opportunities that require us to produce a lot of content quickly. It could be for an editorial, a guest contribution to a blog or e-book, an awards submission, a presentation or pitch or even our own book or e-course.
While you can know your topic inside out, putting it down on paper can trigger all sorts of procrastinating behaviour and overwhelm, slowing down or stopping the writing process altogether resulting in lost opportunity or revenue.
To help you overcome distractions and package up your knowledge easily here are seven tips for writing a lot of content quickly.