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Leads, Prospects, Conversions and Sales Articles
Do you like being sold to? Chances are your answer is no. No one enjoys being “sold” to, but most of us enjoy buying. We also like taking our sweet time with buying decisions. We have to keep this in mind when we’re writing sales copy for our websites. Obviously sales copy is designed to sell things, but if your prospect feels like they’re being sold to though the “no-s” start flying. Holly Chantal shares a few ways to dodge those no-s in your copy.
Have you ever been in a sales conversation and found yourself working too hard? Like you’re more invested in your prospect getting help with their issue than they are? If so, Dana D'Orsi suggests shifting the dynamic with the “un-sell.”
Have you ever felt the anxious pinch (or sometimes it feels more like a punch in the gut) at 3am wondering where you can find your next client? If you have, Krista Martin wants you to please consider looking in these obvious AND often hard to see places where your target market is hanging out, and is willing, ready and able to buy from you.
What to use for an opt in offer is a hot topic whether you are a newbie or seasoned veteran to internet marketing. There are many options out there from a simple checklist to a full blown video training course. Many experts will give you reasons why one is better than the other, and of course all of their advice is conflicting. Holly Chantal shares 3 tips in order to pave the way for your sales process.
Guess what? Getting clients isn’t all about finding new people day after day to fill your programs. With a balanced approach, you can still get your name out there so new clients find you, yet retain the clients you currently have. Nancy Marmolejo shares specific things you can do in your business RIGHT NOW to create new revenue streams.
Selling isn’t easy. If you want to inspire more clients to work with you, make sure to highlight the benefits that your client will receive from working with you. Krista Martin explains how to inspire people by connecting what you have with what they want.
Wonder how can you have smooth and effective enrollment conversations? Karen Cappello shares two questions that she's added to her enrollment conversations that really helped her clients get the support they needed.
Sometimes prospects may not be able to afford your programs. This is a tough spot to be in and there are a few things that might be contributing to this situation. Fabienne Fredrickson recommends three tweaks to your get acquainted session and closing process.
There’s no better feeling than having a sales conversation with an ideal client and closing them on the spot. Jeannie Spiro has put together a brief video about how you can pre-qualify your leads so that you can get more yes’s from your sales conversations.
Whether you’re just getting going or you’ve been sending a newsletter for a while there are three critical things you must do in all of your newsletters to create engagement and sell your services in a non-sleazy way. Jeannie Spiro shares tips on how to get some love from your list and turn them into clients.
No question, it’s far more expensive and time-consuming to attract new clients than it is to get more business from your current clients. In this success strategy, Dana D'Orsi is sharing 7 ideas to help you keep your current clients coming back for more.
When you make targeted connections, you have the potential to make each one a profitable one. Yet, so many of us know how easy it is to get caught up in the numbers game. People often find they spend their time striving to get more customers, prospects, subscribers and followers without paying attention to the quality of those relationships. Shannon Cherry explains that the key to turning prospects into customers or great referral sources is to show that they are appreciated.
Networking…social media…phone calls…hosting teleseminars…speaking. Let’s face it, your business is about getting leads, building your list and lining up sales conversations. Jeannie Spiro explains that it's key to work on your sales conversations and gives you tips on how to start.
When you do a preview call, free teleseminar or other lower priced “intro” call, how many people do you usually sell into your main offering? 10%, 20%, more? How would you like to increase that amount by 25%? Getting that extra boost is usually easily done with a few tweaks to your marketing plan. Michele A. Scism shares five easy ways to add more conversion opportunities to your marketing efforts.
Here’s the bottom line: You can have a pretty website. You can have great content. But if you don’t have customers you don’t have a business. Landing clients for your small business can seem daunting. However, if you follow these five tips from Shannon Cherry, you’ll soon find yourself with a full roster of clients.
There are two key reasons why having an opt-in offer on your website is critical. First, it entices your visitors to give you their email address in exchange for your free gift—allowing you to communicate with and market to them over time. And second, your free gift should be one of the tools you use to move them along the “know, like, trust continuum”—ideally transitioning them from a warm prospect to a paying client. Dana D'Orsi shares her top 6 “must haves” for creating a free gift that converts.
Complimentary sessions are also way to develop a practice quickly. Karen Cappello shares her insights on how to master the enrollment conversation.
You already know that your email list is a valuable resource for your business. The more people who sign up for your email messages, the more possible customers you may have. Shannon Cherry shares how you can turn these types of amazing subscribers directly into paying clients.
Taking on that first coaching client can seem like it is never going to happen when you’re getting set up. Michele A. Scism talks about some tips to help you land that first coaching client.
If your business involves selling a product, you are probably looking for ways to improve sales…duh! A sales strategy will focus your efforts on your most important customer audiences, existing or potential. Marley Majcher shares the most important things to keep in mind when designing a sales strategy.
It’s inevitable that at some point in your business, you will encounter a dissatisfied customer. It’s certainly not fun—but the way you handle it can have a big impact on your future business success. Here are Dana D'orsi's top tips for how to manage this sticky situation.
Following up on leads is ninety percent of the game, right? At least that’s what we hear. You spend all this time networking, marketing yourself, making cold calls and looking for the right client… but what’s the point of it all if you don’t follow up on the leads you already have? Fabienne Fredrickson explains how you can attract more clients by focusing on the low hanging fruit.
If you are just getting started building your business, you may find some tasks feel easy and simple and others drum up a bit of discomfort. This is totally natural. The key is to move ahead anyway as you expand your comfort zone. Practicing the uncomfortable parts of growing your business helps you to conquer and then excel at them. Fabienne Fredrickson shares her suggested script for talking about the get-acquainted call and how to position it with prospects.
Do you hesitate to follow up with people you met who expressed interest in working with you? Fabienne Fredrickson shares the following suggestions that will help you create new habits to get past the fears and make it easier to contact people.
Looking for quick ways to build business and bring in extra cash? Once you get your practice rolling, one of the easiest ways to do this is to look for opportunities. Fabienne Fredrickson shares three ways to generate quick revenue with easy opportunities.
A lot of small business owners that I meet find themselves very confused about what it is that their target customers really want. And by that I mean: What is the transformation or figurative “after photo” your customers desperately desire that will get them to take action right now to buy your services?
If you’ve ever been to a marketing seminar or read a marketing book, then you’ve likely come across the term value proposition. I’ve never liked the term very much because it sounds like corporate gobbledygook. But really, a value proposition is simply the collection of reasons why a client — whether an individual or a company — buys a particular product or a service.
A lot of people believe that selling to corporate clients is a lot harder than selling to small business owners. I, of course, disagree entirely. Unlike in the online marketing world, where you need marketing “funnels” and “escalators” and other so-called sales strategies, selling to the corporate world usually comes down to the seemingly simple things.
It can be one of the most frustrating things to happen in your business. Everything seems to be rolling along smoothly with a prospective client. The money is “practically in the bank.” And then suddenly, nothing. Not a peep. They’ve gone radio silent. What happened? Was it something you said? Or did? Maybe. Maybe not.
There’s one “objection” I hear more than any other: “Angelique, doesn’t it take a loooooooong time to land corporate clients?” My answer to that is always the same: “That depends on YOU.” That’s right. The power to slash the sales cycle to virtually nothing depends entirely on the decisions you make and the actions you take.
We’ve all faced it. (And if you haven’t yet, I promise you will.) At some point during your life as a business owner you will encounter the prospective client that, for whatever the reason, strings you along.
As an entrepreneur, there’s possibly nothing more exhilarating than the moment you land a new client — particularly when it’s that dream client you’ve been eyeing for some time. And then of course, there’s also nothing more crushing than that moment when, out of nowhere, a prospect you thought was a “sure thing” backs out of working with you.
I once read an article from the Direct Marketing Association that said at any given time, you could expect that only about 3% of your target market is actively looking to buy the type of product or service you offer. THREE PERCENT! So if the other 97% is not looking for you… you have to go out and look for them.
It’s a fact, you make no money until you sell something. Sales is a huge part of what we have to look at in business. So, what is it that you can sell today? And, how do you do that? Michele A. Scism shares tips about the segments of a sales conversation.
I've noticed an alarming trend: small business owners offering too many different services. They are trying to be all things to all people… and the results can be disastrous. This issue has come up a lot lately with my private coaching clients and in conversations at networking and speaking events.
Corporate clients can't buy from you if they don't know about you. And most of them are so overworked that they don’t have time to find a needle in a haystack... If you're not on your ideal client's radar screen when they are ready to buy, you're going to miss the opportunity.
If you're marketing your services or products to corporate clients, having powerful sales copy is critical. Why? Because your marketing materials will often precede your opportunity to speak directly with a client. So these materials need to be clear. They need to be concise. And they need to include these 9 must-have ingredients.
There was a great commercial that ran on TV a few years ago... The point the commercial was making is that that approach is absurd. Yet, that’s pretty similar to the first sales mistake I see entrepreneurs and small business owners make when selling to companies — especially when the prospective client is the one who contacts them.
Congratulations! You’ve sent out your first warm letter to the people in your network of contacts. That is a huge step to undertake for generating leads, so feel proud of yourself. But what do you do next if you don’t hear back from any of the recipients? Fabienne Fredrickson shares 5 simple steps to generate leads from your warm letters.
While for women, our businesses are a deeply personal expression of ourselves, at the end of the day, it’s landing new clients that keeps us in business. So what is the solution? Here are a few of Kendall SummerHawk's favorite tips on how to quickly and easily sign up new clients, as many as 5 (or more) in the next month.
If you’re like most solo-preneurs who offer a basic service in your business, you likely got started by just pounding the pavement to hustle up some clients. Then, you began to receive word-of-mouth referrals. And then, perhaps you put up a website and began using email and social media to promote your services. While these methods can surely work, there are probably nights you wake up at 2 a.m. worrying, “Where are my next clients/customers coming from?” Putting together a sales funnel will not only solve this problem, but it can add thousands of dollars to your business (and for many of my clients, hundreds of thousands). Here's how to get started.
I’m not sure what the exact figure is, but I’m pretty sure that if you can talk directly with a potential client that is remotely interested in what you do, that you are at least 1 million times more likely to close the deal. The difficulty business owners have when selling their services is that they aren’t usually selling something that is tangible, and so prospects are leary of doling out beaucoup bucks to work with you unless they are SURE that you are going to be able to help them get their desired results. Holly Chantal shares a simple formula for a kick-butt sales conversation.
Wondering where to find clients if you live in a small town? Sometimes it can be a struggle when you live in a rural area. There are three different approaches to help you attract all the clients you need from your home town and a nearby city. Fabienne Fredrickson shares three simple strategies to find clients in a small town.
Everyone wants new, ideal, high-paying clients, continually filling your pipeline. You may find that you are spending a huge amount of time and effort attracting brand new clients, but current clients are leaving after their initial term is over. Have you ever thought about what it takes to retain clients past their initial term? Fabienne Fredrickson shares with you three simple things to apply to your own business so that your clients happily stay with you longer and continue to get great results with you, while recommending you to others.
Does this happen to you? You talk to a prospect during your Get Acquainted Call and she says “Yes” to working with you. Yeah, that’s very exciting! But then, you send paperwork and wait for her first payment. Times passes and your cash flow suffers. So, how do you move new clients from saying, “Yes” to becoming a paying client? Fabienne Fredrickson shares tips to ensure payment from a new client.
This happens to every business owner at some point. Prospects tell you they can’t afford the service, or they’ll wait for the next program, or they can’t spend the money right now. Learning how to handle these money-related objections can help you get more clients and serve people who are experiencing resistance. But going deeper, you might want to look at where your own resistance is showing up too. Fabienne Fredrickson recommends three ways to deal with money objections from clients and yourself.
You’ve done everything right so far. You know who your ideal target is. You attend networking events to meet new prospects. You schedule a series of Get Acquainted Calls. The calls go really well! Your prospects get what you offer and they want it. But, instead of saying “Yes” at the end of the call, they want to talk to their spouses first about working with you. Fabienne Fredrickson explains how you can handle this obstacle straight on.
Have you ever taken on a client who you KNEW wasn't an ideal fit... but you went ahead with it because you needed the money? Have you ever started working with someone then discovered your personalities or workstyles were not a good match? You may have seen the warning signs and ignored them, or maybe it came out of nowhere as a total surprise. When you have your ideal clients identified, you have a built in mechanism to work with people you love working with. Nancy Marmolejo lists a few tips in case you need to show someone to the door.
As your business grows, offering the Get Acquainted Call gives you the opportunity to get to know prospects who have expressed interest in your work. There are a number of advantages of actually referring to this conversation as the “Get Acquainted Call” (GAC) vs. calling it something else. Fabienne Fredrickson shares how this type of call can help you generate more sales for your business.
It doesn’t matter whether you’re brand new in business or you’re an advanced entrepreneur with momentum and leverage working for you, you’re frequently engaging in a conversation with prospective clients. And when you have a step by step template to follow, you can predict with extraordinary accuracy how many of these “Discovery session” conversations will turn into paying clients. Kendall SummerHawk shares 3 simple tips to immediately help you with this.
Following up with people who express an interest in your services can make a tremendous difference in your bottom line. That’s because they have already shown some interest in what you do which makes them more valuable to your business than others who haven’t. Makes sense right? Fabienne Fredrickson shares her two-step magic formula for excellent follow up with prospects.
The coaching industry has taught students that the best way to get new clients is to offer a complimentary coaching session. On the other hand, if you have tried offering free consultations, only to have prospects say thank you and walk away, then you might do much better with a Get Acquainted Call system. Fabienne Fredrickson lists the key steps to put this practice into place.
Lately, I’ve been hearing some great feedback from my colleagues about how I really know how to urge people to buy. But to be honest, it’s not some special gift or secret I learned from some guru somewhere. Getting people to buy comes down to this: understand the hot buttons – the triggers – that motivate people to convert – and then implementing the ones that work for your ideal client. Sometimes figuring out what works takes a little testing and tweaking, but it’s quite doable. So I’d like to share some of the triggers so you can start testing what works with your market.
Is it a good idea to talk about the economy and get into the fear and negativity, or not? The answer isn’t quite so straightforward, which you probably guessed. Let Michele give you some valuable background to explain how to handle this question.
Discovery (or Strategy) Sessions are a fabulous, tried-and-true component of your business foundation. No matter what stage of business growth you’re in — from starting up to building momentum to creating leverage and even legacy — you’ll find yourself using Discovery Sessions regularly to enroll new clients and new collaboration partners into your business. But what do you do when your Discovery Sessions fail to convert the number of clients you need to sustain your business?
Stick to the selling conversation steps you know work. But just what are those steps?
If your primary source of business revenue is selling services, there is no worse feeling than having an empty pipeline (especially when you're completing projects with your current clients). So how do you keep a full pipeline with eager clients and customers? Let me share 3 steps to get you started.
Do you have a target client that is difficult to reach? Maybe they are very busy or get inundated by people who want their business. How can you stand out and get them to take your call? One way is to create your own “Shock and Awe” mailing.
What happens when they don’t buy? You’ve had a great conversation with a prospect. You think they’re going to sign up or buy your product or program and then… they don’t. You say to yourself, “What happened? Why didn’t they,” when you think you’re doing all the right things. If you’re not closing the sale and if they’re not buying, a few things could be happening.
A lot of people often make a decision to do something and then question whether they did the right thing. It’s traditionally called “buyer’s remorse”. Your new clients may feel like this which can be very unsettling. You want to anticipate this and reassure them that of course they have made the right choice for their future. So how can you help new clients through this scary period between when they sign up, making the commitment and before they start working with you?
There are so many ways to follow up with potential clients. Some are less direct than others, but still help you build a relationship and stay in touch with prospects. Fabienne shares three of the easiest ways to warm up prospects and stay in touch.
If you're going to spend the money to go to events, this is the Number One thing you MUST do or you're just throwing money out the window. Actually it's three things. Ready?
Fabienne will share some simple tips that really work to close the sale while on the call with prospects.
You should have your marketing systems set up so that your list grows on a daily basis. If you find this isn't happening, it could be as simple as making a few tweaks to your current set up.
When you find yourself putting off making your follow up calls, there is probably some type of fear at work. Maybe you fear being rejected, hearing the word “No” or feeling bad when someone doesn’t want to do your program. There’s a reason that you are doing what you are doing for a living. Chances are you love to help a certain type of person with a specific problem. It’s what drives you to do the work you do. But, for some reason, in the moment you are choosing whether or not to connect with prospects in follow up calls, you momentarily FORGET that the call is not about you.
Free programs, both teleclasses and live workshops, are one of the best ways to build your list, provide value and establish the Know, Like, and Trust Factor. Putting together the programs is relatively simple. Yet, there are two key factors to keep your eye on.
Are you following up with your prospects? Are you treating them like the gold they are? If you're not consistently following up, why not? What's stopping you? Most likely it's 2 reasons and here are 2 quick fixes to help you.
You can have a business card that’s useless or one that gets you clients. Which do you want? Your business card should be considered a serious sales tool, something that someone will look at and get a very good idea not only at what you do, but what you can do for them.
Women entrepreneurs crave creating security with their business, which is why when a client completes — even if it’s for perfectly good reasons — it can be a bit of a confidence shaker. Kendall will share with you 3 SIMPLE tips for creating awesome client loyalty and “stick”.
You’re spending a lot of time and money attracting leads into your business. You’re networking at live events, networking virtually using social networking, blogging, speaking, and probably a million other things. So when those leads DO flow into your business, are you following up with them? Are you treating them like the gold they are?
Your most important skill as a business owner is your salesmanship. Having the best product or service means nothing if you can't get anyone to buy it, so to ensure the success of your business you must develop the ability to generate revenue, "salesman-ship". These techniques aren't difficult to learn, but they require discipline and practice. Discover a handful of great techniques that work for any business.
The reason behind why people buy is both simple and complex. It’s simple, because each element of the people buying psychology is easy to understand. However, actually using it in real life and business can be fairly complex. Two of the most important elements about why people will buy are emotions and logic. However, buying decisions are almost always made on desire. How can you use this to your advantage?
No matter how good you are at closing the sale, sometimes a prospective client doesn't bite on the first sales conversation. But instead of letting them walk away and never hearing from them again, you can use a technique I developed to stop them slipping through your fingers.
What I've noticed from years and years of successful networking is that there are smart ways to wear your nametag and ways to avoid wearing it. This may seem like a small, inconsequential detail but really it can make ALL the difference in attracting more clients.
So many women entrepreneurs I speak to share their frustration over the MONEY. It’s top of the list of concerns and worries. Recently, I led a two-day retreat for several private clients in Atlanta. In one of our sessions I did spotlight coaching for the “Fast Path to Cash.” It was surprisingly fun for them, and they loved their focused plan for the next 90 days. Each of them easily generated a cash path from $12,000 - $36,000. You too can create your own 90 Days “Fast Cash Plan” using these 5 areas to look for financial flow and growth.
There are 3 powerful "PULLING-them-in" marketing techniques Fabienne recommends in my programs and ones she uses herself, still today. In this article, she shares one of them with you. It's called the 'Irresistible F.R.E.E. offer'.
You’ll always get objections. Let’s face it. You may have the world’s best service, the best product available in your category or industry, but no matter what you do, no matter how good you are, you’re always going to have to deal with objections.
As a small business owner, you know that keeping your marketing funnel --your stream of prospects-- full is essential for sustaining your business.
Here’s a common question that comes up a lot when talking about how to have a successful opt-in email campaign: Should you focus on getting the sale or getting the opt-in?
The quote, "The opera ain't over until the fat lady sings" originated with San Antonio sports broadcaster Dan Cook during a television newscast in April 1978. And it's not just for basketball. In Client Attraction, it's just as applicable, especially when you're closing the sale.
When I was first starting out trying to close the sale as an solo-entrepreneur, I would offer only one rate and the offer was basically "This is what I charge, take it or leave it." So people would either take it or leave it. Then I realized that clients work in a different way. Many people like options, so here's what you should do.
Objections are not necessarily, “no.” Objections can help you gain insight into what is going on with your prospect, they can help you jump start a conversation and most importantly, if handled well, they can actually help you schedule the appointment. Here is the formula for responding to prospect objections.
Following up on leads is 90% of the game, right? At least that’s what we hear. You spend all this time networking, marketing yourself, making cold calls, looking for the right client, but what’s the point of it all if you don’t follow up on the leads you DO have? This was a major obstacle for one of my clients this week and a shift was created when I shared the Low Hanging Fruit List with her.
Social media and internet marketing give entrepreneurs the online visibility they need to get traffic that turns into clients. But lurking under the constant stream of Tweets and the large followings are some very frustrated business owners. Because on the outside they look like they have it all together (big numbers to show the world, a bit of niche fame) yet on the inside they’re falling apart because they aren’t making enough money. Here are 3 tips I’ve gleaned from the highs and the lows of turning visibility into profitability.
There’s a well known rule in sales (and in business) called Pareto’s law. It’s also known as the 80/20 rule. This is the way it works.
Most business owners are good at pitching clients or reaching out to new customers. It’s the follow-up where they fall down. Why? Because they figure, “if they wanted my product, they’d finish the transaction,” or they worry that, “if I bug them too much, I’ll come off as needy.” Here’s the thing: while you’re worrying about bugging a prospective customer or telling yourself that maybe “they’re just not that into me,” someone else is following up and sealing the deal!
Looking for some quick and easy ways to start doing some offline marketing? Here are three tips that will kickstart your business growth.
Rejection comes with the territory. If you're going to cold call you're going to have to deal with people saying ‘no’ to you, screaming at you and hanging up on you. Ecch! Who wants to do that? Learn what to do instead.
As a sales professional, you want to convey confidence and authority. You always want your prospect or your customer to see you as an expert in your field, as someone who is credible and someone who is knowledgeable. Sometimes, the words you use or the way you use them get in the way. What do the words that you use say about you?
Are you rich and famous yet? Some people would have you believe that all you need to build a super-successful business are a good product or service, healthy self-confidence, and undying passion for your work. But if that was really true you'd already be filthy rich and obscenely famous, right? Fact is, the old "do a good job and clients will come" marketing advise is the biggest pile of rubbish ever invented! So here is an eye-opening "BIG SECRET" to attracting good fortune in business.
It took a long time for me to grasp the impact of having a plan. Because I was running a small, grass roots organization, there never seemed to be enough time, people, money or resources. I was always putting out fires. Every plan I developed changed the moment I keyed in the last sentence and printed it out. Plan-who has time to plan? Especially when the plan keeps changing.
Learn 10 things you can do to up your sales and your success.
Two of the best ways to increase sales is to increase the amount of money each client spends with you and the frequency with which they buy. All successful small business owners and entrepreneurs know that just getting new clients and selling something to them once does not build a successful business.
There are four critical areas you should be focusing on and improving your effectiveness there all there time.
If you are still at the early stages of building your small or solo business and you’re struggling to get clients, what you need now are easy sales that generate cash flow. Cash flow will allow you to pay your bills and invest in growing your business.
There is a myth that cold calling is a numbers game. If you dial the phone enough times, someone is going to say, ‘yes.’ Perhaps that was true years ago; it is certainly not true today. It is simply too hard to get people on the telephone. When you do get a prospect on the phone, you had better have something compelling to say as you will probably not get a second chance.
Success stories are amazingly powerful tools to help prospects understand the value of your offering.
Do prospect objections leave you paralyzed? Do prospect objections make your heart start pounding and your palms sweaty? Do prospect objections give you a knot in your stomach? There is another way. Learn this simple strategy which will enable you to eliminate prospect objections before they happen.
What are you using to attract your clients? The right bait is key. If you are struggling with attracting clients, making more money, and getting nibbles of interest, I suggest you first start by reevaluating your bait. Read on for my top three tips.
We hear all the time that we need to "increase our conversions" or "get our numbers up". But what exactly does that mean and what else do we need to know?
" Conversion" is all about turning leads into paying clients and, when done well, more leads into more clients while doing it better, faster and with the least possible expense.
“Hello (Prospect’s Name). I’m calling to find out if you are happy with your current vendor.” Few prospects, unless they are absolutely miserable, will answer “No, I’m not happy,” to that question. When faced with this type of question, even prospects who are unhappy with their vendor will tell you they are perfectly content. This “are you happy?” question is exactly like asking a prospect “are you going to buy from us today?” at the entrance to the store. It backfires and gets you the answer that you don’t want.
Ten years ago prospects generally only had one office line. Today there are a myriad of ways to reach prospects: cell phones, home office phones. Your prospect might have another office location and of course, there is always email.
Give your customers something absolutely free of charge. This makes them appreciative and brings about a feeling of good will. It can be free useful articles, a free ebook, a sample or trial... anything free.
Your mom said it. You heard it in school. You’ve probably heard it all your life. You may think it has nothing to do with sales, but it does because in sales: Honesty is Always the Best Policy
Certainly you can try to recover from that "I'm not interested" response. You can ask, “Why do you say that?” (Say this gently, as though you are confused and really, really want the answer.) You can repeat back: “Not interested?” (Again, say this gently, as though you are confused.) This sometimes gets people to start talking and explain themselves. Bottom line, however, if everyone that you speak with says, “I’m not interested,” you’re not saying anything interesting.
I was working with a coaching client today. This client is new to prospecting by phone and also new to sales. His goal for his calls is to schedule new business appointments with prospects. My client had written his script and had come up with what he thought were some sure fire rebuttals for prospect objections. They were questions that he thought he could use to help prospects ‘see the light’. Unfortunately, the questions didn’t work very well. Read on.
Finding an apartment in New York City can be a daunting experience. In the old days, like a year ago, the process was to first gather all of your paperwork, proof of income, a letter from your landlord saying you are a good tenant, references etc. and then look at apartments. You could only look at apartments the month before your lease was up because landlords wanted you to move in immediately.
Many new business owners ask me, "Should I offer a guarantee? I know it will help sales, but the risk really scares me." I offer guarantees on most everything I sell, but that doesn't mean you should too. Here are some factors to consider and some ideas to get you started.
Did you know that HOW you design your client payment plans can make the difference between your prospective client saying, “Yes!” versus muttering, “Let me think about it?” This applies to services, programs and even products offered on your website. So it’s wise to understand what works — and what doesn’t! — so you can make it easy for your prospective clients to say “yes” to you.
Would you blow your entire annual marketing budget on just one ad to run once during the Superbowl? Of course you wouldn't. You know that people seeing your message just once wouldn't be enough.
The number one question I’m asked in every interview I give is, “Kendall, HOW do I get my clients to buy my products or services in this market?” First of all, I have both GOOD news and even BETTER news for you. The good news is that this problem IS solvable IF you know how to wisely position yourself and your services.
One of the best ways to get your info products (such as CDs, workbooks, home study programs, etc.) into the hands of the people you want to help is by selling “back of the room” when you give a presentation. But, if you just mention your products at the end of your presentation and hope someone buys, you’ll likely end up disappointed.
If we listen to the media, 2009 is shaping up to be a tough year. People are losing jobs and homes and businesses are struggling. A tough economy, however, does not mean that no one will ever buy anything or that no business at all will be done in 2009. What it does mean is that business owners and sales professionals will need to adjust tactics to survive: They will need to become more proactive and more efficient at finding new opportunities. There are only four ways to generate new potential sales opportunity. Learn what they are.
When concerned business owners come to me and ask how they can increase sales or convert more leads to buyers, I start by asking them these five simple questions.
Is cold calling dead? Hardly. Cold calling is actually one of the most targeted, efficient and effective ways to reach potential customers. Nothing beats having a real conversation with a prospect. The problem is that so many people do it poorly—that’s why it doesn’t work for them. Read on to discover the rest of the New Rules for Cold Calling in the 21st Century. This is part 2 of a 2-part article.
When five years ago I was faced with having to sell my services for the first time I was terrified. I hated asking for the sale. I dreaded the part where my potential clients inevitably came up with objections why they couldn’t use my services.
Is Cold Calling Dead? That’s what you hear. No one likes making cold calls. No one likes receiving cold calls. The Internet and email has replaced the telephone. Cold calling is old-fashioned. It’s not cool. It doesn’t work. Or does it?
On a cold call you have approximately 10-30 seconds to grab your prospects’ attention—and you won’t get a second chance. Read on to discover how to gain your prospects’ attention…
Do you know how to close a business transaction and GET the sale?
At the end of the day, sales determine how successful your business can be. Put these tips in place to maximize your sales potential.
Nothing gets people buying products or programs like a special promotion in your e-zine. Now, I know right now you're thinking, "I can't have a sale on my products or services. That's sooo cheesy!" Au contraire, mon frere. It's all how you position it. Here are 13 ideas to consider. Choose one that would work for your business and give it a try.
Do you struggle with getting the information you need from prospects and find that you’re frequently not sure exactly what will resonate with a prospect and what will turn them off? Would you like to have more confidence that you can close sales? If you’ve answered “yes” to the above questions, then read on for some assistance.
I don't know about you, but I secretly love watching infomercials. I enjoy dissecting how they sell, how they get people excited, how they entice people to take action now and pick up the phone and order something they completely don't need! As you know, these programs always offer a huge bonus or multiple bonuses for people who buy. Why do they do this? Because it makes the offer completely irresistible. The same strategy works extremely well online too. Using BONUSES is also a great way to add more value to your program or package, enabling you to raise your price point. And you don't have to spend any money creating your bonus products if you don't want to. Here are 7 ideas to get you started offering a bonus ASAP.
When I meet people and they say they're going to start an "Internet business", I get worried. It's as if that's all they need to know -- not what they're selling or who their customers are. (I mean, when faxes first came out, did you hear people saying they were just starting a "fax business"? Not really.) The Internet is just one type of media that can sell for your business, and it follows a sales cycle like any other. It's not magic ... it's a process. But once you WORK that process, it CAN work like magic! Here's a look at the five basic parts of the Internet sales cycle.
Learn how to ask good questions with prospecting.
The thing about Cabo, Mexico, is you're surrounded by a lot of entrepreneurs. From the people peddling their wares on the sidewalk to the wait staff and crew members serving you (and working for tips), it's a great place to study what to do if you want to put more money in your pocket. Here are 5 things they did and what you can do in your own marketing to increase your sales.
Potential clients need to feel that you understand their problems before they can trust any solution you may offer. By selling symptoms, successful entrepreneurs communicate to their prospects that they understand their needs. But jumping in too soon with a solution could blow the sale. Here is the secret to timing a symptom-focused sales message.
Learn more prospecting tips from the Queen of Cold Calling, Wendy Weiss.
Learn the top 10 cold calling mistakes.
Learn how to fill your sales pipeline.
Learn 10 tips to prospecting new clients.
Learn the four biggest blocks that prevent you from selling.
Give yourself a pep talk before you make the call.
When you visit an ice cream shop, you can usually get a free taste of any flavor ice cream you want before you make your decision on which scoop you're going to enjoy. Giving you a taste (or as many tastes of different flavors as you'd like) is an effective way to ensure that you not only order a cone at that moment, but it's also a way to bring you back to try more flavors on another day. You can use this brilliant marketing strategy in building your business as well.
Learn the 8 strategies to guarantee success in cold calling.
After you've worked hard to put your product or program together, and spent the time and effort to write a compelling sales page for it, you don't want to lose your potential customer or client right at the moment they are sitting there with credit card in hand - at the order link or order form.
Learn how to hook your buyer.
Are you mystified or terrified by the selling process? Many small business owners start their businesses with great passion, but little experience in how to sell their product or service. Yet, developing powerful selling skills and feeling empowered to succeed at the sales process can make the difference between success and failure.
'Hi __________. My name is _________. I'm your ________ sales person calling to introduce myself. I would like to talk to you about what we have to offer.' The above is an actual message that was left on my voice mail. I did not call back. Would you? Probably not. Learn what type of messages you 'should' leave.
Do you want to reach your prospect directly? Would you prefer to reach your prospect without first having to speak with a secretary or assistant? Then keep these calling times in mind.
How do you gather all of the information that you need from a prospect? An introductory call is usually fairly short, just a few minutes. You generally do not have the time to thoroughly question your prospect and then also move on to your next step, setting that introductory meeting. So, how do you gather enough information to qualify your prospect and, at the same time, set up the meeting? Learn how.
In general conversation, many people think they can just "wing it" or they "know what they want to say." On the telephone, however, you have 10 seconds to grab and hold your prospect's attention, and frequently, you don't get a second chance. Learn how to make that first impression.
One of the most effective marketing tools ever invented is sitting on your desk right now. It's your TELEPHONE! While many professionals waste time cold calling strangers, some marketing savvy pros are using phone in unique ways to quietly attract more new clients, increase customer loyalty, generate loads of referrals, boost sales and profits all while saving time and money. Would you like to know how?
Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get prospects to take the 'next step.'
Do you struggle each month to round up new clients? Are you able to 'succinctly' say what you do in one sentence? What baby steps can you take today to get more people to do business with you? Read this practical article from a well established author, founder and creator of Idea Marketers, 1Chapter Free, Build E-Books.com, , and mother of six! Yes Marnie Pehrson has the experience and credibility to help you establish yourself too.
As a solo entrepreneur or small business owner, one of our key challenges can be reaching key decision makers in larger companies. Getting to the right person who can seal the deal can be a frustrating experience, especially if you don't have a game plan. Here are three ways to connect with the right people.