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.
Every now and again in business we can find ourselves obsessing over achievements. But not our achievements, someone else's - and their success always seems to be greater than ours.
I'm sure you've experienced it too, where you wonder why you didn't have that idea, position your business as cleverly, or win that account, employee, award or media coverage. You look at their success and wonder why you too don't have the same results or growth.
If we're not careful, these business comparisons can consume us with doubt, blind us from our wins, wreak havoc in business relationships, and even cause us to sabotage our success.
To guard against this, here are three simple reminders that will stop business comparisons and help you to focus on growing your business.
One of our greatest strengths as entrepreneurs can also be one of our greatest marketing stumbling blocks - our vision.
Our ability to disrupt industries and think up products and services that fill needs our target market doesn’t even know they have yet can make for some incredible businesses and profits.
But for the very big picture disrupters and entrepreneurs with new and unique ideas, it can also lead to a lot of education to convince customers to buy from you.
While you may have the next brilliant idea that people need, if your customer doesn’t want your product it won’t matter how good it is. Still not convinced? Here are three reasons why you need your customer to want you.
Having the confidence to establish yourself as an expert doesn’t always come easy, particularly for the more humble among us. But to build your profile, and make the difference that most entrepreneurs want to in business, you need to.
To give you a little more confidence that what you have to say is of value, here are four truths to accept when positioning yourself as an expert.
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.
There comes a point in business when relationships end. It could be due to wrongdoing or simply outgrowing. Sometimes it’s because you end it and sometimes it’s because someone else does. How it ends though, can make all of the difference, not only to your reputation, but your bottom line, future connections, and business opportunities.
While it can be tempting (and let’s face it in some cases completely justified) to say exactly what you feel and burn bridges behind you, if you are wise, you will try to end every relationship as amicably as possible. By leaving the bridge intact, even if a little rocky, you at least still have the option to pass by again in the future if you ever need to.
In case you’re not convinced, here are some of the dangers you can face when burning bridges – regardless of whether you are in the right or the wrong.
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.
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.
Our customers are the lifeblood of our businesses, the very reason we can open our doors each day and do what we love. While many are brilliant to work with, some have the ability to drain the time, energy, ideas and life out of us.
While every customer gives us the opportunity to learn and improve, I’m sure we’d all rather work with customers that challenge us for all the right reasons. So how do you find the customers you want to work with and not just have to work with? Here are four tips to help.
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.
For many entrepreneurs starting a business comes with the dream of creating a fast growing company that customers love. But as demand grows and sales soar you can suddenly be faced with some very real and different challenges that you may not have planned for in your start-up.
Sometimes all takes is one big customer, one media opportunity or one photo, status or campaign to go viral and you can be faced with a flood of enquiries and sales. To ensure you handle your growth effectively and maintain your reputation along the way here are five points to keep in mind.
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.
There is no questioning the benefit of content marketing. But while attracting and converting customers with valuable, relevant and consistent content can yield a significant return on investment, not everyone gets it right.
To ensure you do, here are four of the biggest content marketing mistakes businesses frequently make so you can make sure you avoid them.
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.