To become more effective in your sales efforts, you should always include a well rounded strategy for questioning and learning about your prospect. This type of approach allows you to really dig deep to find out what your prospect’s true objectives and goals are. Always ask questions that require more than a “Yes” or “No” response and that deal with more than just pricing, standard procedures, or technical issues. Formulate your questions so that you can make apparent what the prospect’s thoughts and motivations are. This way you can really assess their needs. Understand what it is that they are looking for from you and tailor your responses to best address these things. Always ask for more information if necessary so you can better position your products/services to show that you understand the client’s objectives and needs.
It is a well known fact that people buy from people they trust. Getting up in front of a group of individuals and speaking on topics that you have a great deal of knowledge about gives you instant credibility. Besides, would you be the one speaking if you weren’t an expert? People will hire you because they trust you, and have the confidence that you will be a great resource for them. Take the measures to get out there and promote yourself by becoming a speaker at your target market’s events. This is a great way to build up your consumer’s confidence in the products/services that you have to offer. Put yourself in the position of someone who will be viewing the event, and think about what types of things you would want to learn about if you were them. Develop your speech with a clear message and simple information they can implemented very easily on their own. When the time comes to tackle some of the more complex issues, you WILL be the one they call on.
Those who have been able to prove success in their particular business or industry have a higher chance getting people to be confident in them and ultimately purchase from them time and time again.
Creating an effective and compelling sales presentation is an art that not everyone can master effortlessly. Some people are great at delivering gripping presentations that capture their audience and others are better with the follow-up/persistence necessary to obtain a new client. Even with those two vital skills in hand, we often overlook some of the deeper underlying aspects that go beyond just the initial sales pitch.
Learning to deal with objections quickly and tactfully can take you from an average sales person to a great one! If you really consider the overall aspects of selling, you find that a big part of your message is geared towards convincing a client to see and believe in your product or service the way that you do. If you can’t make that connection with them in a matter of seconds, then you need a well thought out action plan for dealing with objections. Never put a prospect in a position where they feel they are forced into making a decision but you have to be ready for them to come back with objections such as “I am not interested”,” I already have one” or “I don’t have time for that”.
Take a quick assessment beforehand and find out exactly what it is that you are trying to convey. Write down every possible objection you can come up with. This short but important exercise can tip the scales in your favor and dramatically improve your closing ratio!
Do you remember that elementary school teacher that used to put all of those red marks on your book report for every single grammatical error? Well the day has finally come where you can get back at them and that red pride slasher. Believe it or not, it can actually be beneficial to be grammatically “incorrect” when it comes to marketing your website through search engines. We accept mistakes as a part of everyday life, so use misspellings and variations on words as much as you can to your advantage. In today’s business environment, people are in a hurry to find answers quickly, and they often fail to realize their own mistakes even when it’s typed right in front of them. You should be just as quick to capitalize on their mistake!
For example, if you are marketing the keywords “golf clubs”, it would also benefit you to use variations or misspellings such as “golf clibs”, “golf cubs”, and “gofl clubs”. The correct spelling of the term may cost several dollars to market, but the variations could get you on top of the bids for pennies each!
Grammatical geniuses are rare, so implement these suggestions into your Pay Per Click ad campaigns and watch your traffic soar. Your pockets will be full with all the money saved!
Getting new and unique customers to your web site should be a priority for all companies period. Actively promoting your web site using traditional internet marketing (Email campaigns, Pay-Per-Click campaigns, Search Engine Optimization etc.) is great but is not always going to get the most qualified traffic to your site. There are times when you have to step outside of the traditional marketing box and do things that no one else thinks to do. It is imperative that you create a connection with your customers through face-to-face client interaction and tie that into your internet marketing efforts.
Attend quality events in your community and share your business with everyone you can. The person you speak to may not have a use for what you offer but they probably know 5 people that do! If you can quickly communicate the benefits of your products or services, you can potentially double or triple your marketing efforts through free word-of-mouth advertising. Make sure to bring material that you can hand out to potential customers and focus on directing them to get more information from the web site. This will give you higher traffic rates and make your site much more visible to your targeted audience!