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Sales Articles |
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All Sales Articles
How many times have you heard the old adage, "The customer doesn't want a drill, he wants a hole in his wall"? While Karon may disagree with parts of that phrase, one thing is for sure... if you want to increase your advertising effectiveness, you have to stop selling what YOU want the customer to buy and start solving his problems.
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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.
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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
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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.
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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.
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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.
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What do you do when you experience resistance from a potential client? I've found that there are three big blocks that most often come up when anyone is looking at using a professional's service or getting ready to buy a product: Money, Time and Timing. But this isn't REALLY what's going on at all ...
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I've been set off once too often by business owners imposing "forced continuity" on unsuspecting clients. While this may work for months 1 and even 2, the long-term damage such business owners are inflicting on their client relationships is incalculable. Learn why.
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If you’re trying to wean off of 1-on-1 client work then you’re probably exploring different options available to you to replace that income. The choices can seem overwhelming. Do you add a membership website, launch a high-ticket coaching program or produce a home study course and sell it online? Maybe host a teleseminar series? All of these are great income streams to integrate into your business. The question is, which do you try first?
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What’s Love Got To Do With It? Only everything… but, you might ask, isn’t being in business just about business?
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If you watch American Idol at all, you'll notice that one of the words Simon Cowell uses a lot is self-indulgent (I suppose that might be two words). He uses this word after a performer has chosen a song simply because he/she liked it and not because (a) anyone else would or (b) it was relevant and made sense. This trend is not just found on the stages of American Idol.
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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.
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I remember six years ago making a decision that would change my life and business forever. I decided to travel across the country to attend a marketing seminar. Here are 5 reasons attending live events is one of the BEST ways to leapfrog your business forward.
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You’ve spent weeks pouring your heart and soul into developing a new product or program. You’re thrilled to finally be talking about it with a potential client. (And in your heart of hearts, you’re already spending the money you’re going to make from the sale.) So it comes as a terrible shock when you hear coming out of the client’s mouth, not a resounding “Yes!” but instead “Uh, I’m not sure I can afford it right now. Let me think about it.” Here are 5 ways to turn an objection into a sale.
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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.
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If you want to have all the clients and customers you can handle, then embrace the business model of building an email list of people who are interested in what it is that you offer. But it's not enough to just add people to your list. You have to build a relationship with them so they get to know, like and trust you enough to make them want to invest some of their hard-earned money with you.
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Some entrepreneurs tell people what they do and let the prospective client make up their own mind about whether to hire them or not. The problem with that strategy is it’s too passive and it’s too vague. Without a clear, compelling offer and Call to Action, you leave your audience at a disadvantage. Learn what to do instead.
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Let me give you a reference that's sure to help you in ALL of your marketing decisions when it comes to reaching either the male or female market. It comes down to how both genders are hard-wired to make not just purchasing decisions, but ALL decisions. Ready?
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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.
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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.
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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.
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There is one main energy that can take you out of business extremely fast and that is the energy of competition. I can honestly tell you that when I first started off in business, I spent a lot of time surfing through the Internet reading newsletters of other folks who were out there doing work that was similar to myself...The mistake was the feeling and the energy that it generated in me.
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Today I know it’s easy to get caught up in a cycle of negativity right now but if you want to succeed you absolutely MUST rise above it. People are still going to buy no matter what the economy is doing. It’s YOUR job to position your products and services as the ones they buy.
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To help you succeed at offering high-ticket coaching programs that could easily add 6-figures to your purse, use these THREE simple tips. When you follow these steps you’ll transform your ability to charge higher and higher fees, comfortably and authentically.
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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.
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Here is an introduction to a marketing funnel and how it can help create income for your business.
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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.
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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.
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You're in the cornfield and suddenly you hear it. . .
"If you build it, they will come."
Worked great for Kevin Costner in Field of Dreams, right? So, why not for your next information product (or seminar, or workshop, or program, or . . .)? Ah, if only it were that simple.
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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.
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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?
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What's a launch and what are the steps involved. Ali Brown lays out the seven steps and how they work.
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The other night my husband and I went to a used car dealership. What do you think when you think used car salesperson? Not so nice things, right?
Well, we had an incredible experience and ended up getting a car on the spot. We went in knowing what we wanted and they happened to have it, but I give a lot of credit to our excellent salesperson. I’ll share everything that she did right so you can use a similar approach in your business.
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As a business owner, one of your greatest challenges is describing the benefits of what you do in a way that is clear, compelling, and concise. Even better, you provide true value to your listener or reader and he or she can’t help but want more.
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Learn when to sell the sizzle and when to sell the steak and what is the most crucial ingredient in sales.
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Whether or not you’re a sales person, you need to sell to others. If you’re a parent, you need to sell your kids on eating their vegetables. If you’re a leader, you need to sell your team members on doing a good job. Whenever you want to get your point across, you’re using sales skills. In business and life, sales come up a lot.
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You've worked for months to create the perfect ebook. It includes the answer to every possible question your audience could have. You've created a sales page. You even offered threw in a ton of bonuses. So why aren't they buying?
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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…
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Even if you offer the best products or services in the world, buyer's remorse can happen! So here are a few places you can use to help prevent it with your clients and customers.
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It's an odd time of year. For some industries and businesses, this is their busiest season, when they make most of their money. For others, especially service businesses or B-2-B, it's their slowest time of year. But it doesn't have to be.
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Virtually every marketing book I've read, every marketing expert I've heard and every marketing plan I've seen includes what is quite possibly the single-most dreaded word in my business lexicon: (cue scary music in the background) Networking. The idea of walking into a roomful of veritable strangers in order to strike up multiple conversations is second only to eating broccoli on my list of un-fun things to do that are "good for me."
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While the rest of your friends and colleagues may be hemming and hawing about how bad the economy is, smart entrepreneurs are quietly calculating not only how to thrive in these times but dramatically increase their incomes as well!
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You can’t open a newspaper or turn on the television these days without hearing about the economy, the market, bankruptcy and recession. It’s a scary, depressing time filled with doom and gloom. What’s happening with the economy? What will happen with your sales? With your business? With your job? Will you survive?
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Do you know how to close a business transaction and GET the sale?
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At the end of the day, sales determine how successful your business can be. Put these tips in place to maximize your sales potential.
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Sales letters, sent via e-mail or snail mail, are an effective and inexpensive way to get your message out. Even if your letter goes out to thousands of people, it can give the feel of a personal communication -- IF you write it in a direct and conversational tone. To get your creative juices flowing, here are five tried and true formulas that can work for either e-mail or printed letters.
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There is what I call a “Hierarchy of Connection” – the higher the level of your connection, the more credibility you have and the more likely prospects are to turn into clients and refer others to you – think of this as the “know, like and trust” factor you hear so much about.
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Live or silent auctions are a great way to market your products or services. Learn more.
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Since Fall of 2007, I’ve been out there a lot speaking to groups about my platform work – and it’s been so informative. This was part of my own general business strategy to do two things I love in 2008, speak and coach. And what I’ve found is that speaking is a powerful way to stoke the coaching and platform engines. Here are a few insights I learned.
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You know what? The most important factor of your launch campaign is NOT making a sale. I can hear the wheels turning in your head: What is she talking about? The whole point is to make a sale. Isn't it?
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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.
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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.
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There are challenges in marketing of a small business. Read one to find out how one marketing expert helped her client.
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Women are truly fascinating creatures! We're not exactly ONE SIZE FITS ALL, are we? So, the next time you want to sell a product or service to women, think of the following questions.
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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.
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It doesn’t matter how good your product is or how much you believe your target market NEEDS what you’re selling. If it’s not a good fit, it isn’t going to matter because they won’t buy. So the first thing you need to look at is this...
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For those individuals who have given you permission to contact them, you might want to use the following guidelines. Learn what marketing studies tell us.
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You've put a lot of investment into your website, and perhaps even more into various marketing activities to drive traffic to your site. And it's working -- your traffic numbers are up. You are halfway there -- now you need to turn those visitors into subscribers.
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Out of the blue, one of your clients wants to end their relationship with you. Shaken, your emotions suddenly go careening on a roller coaster ride, beginning with disbelief, making a quick stop in anger, then settling into a knot of panic in the pit of your stomach at the thought of all that lost income. But do you really have to settle for losing a client? Probably not. Here are 4 simple tips to support you if this situation should happen to you!
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Most small and solo business owners don’t begin to see the profit potential in their business. If you own a small or solo business, I’m sure you had a big dream when you started. Whatever your dream was, it certainly included making the most of your business. Here are just a few tips that can help you be more successful than 90% of your competitors.
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Remember that leads often aren’t “sales ready” that’s why we call them “potential” clients. Learn how to turn them into paying customers.
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Learn how to ask good questions with prospecting.
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Learn 5 no cost to low cost ways to begin your exposure to market you and/or your business.
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Want people to buy what you have for sale? Then you have to ask for the sale. Really! Learn more.
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Are you too nice? Your nice-ness might be getting in the way of making a profit! Business is not a popularity contest - everyone does not have to like you. In fact, if you are too nice, you are probably missing out on great business relationships and more sales. Read this article for 7 fabulous affirmations and other terrific advice.
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Do you hate sales? I will challenge that statement, if you will let me. Often small business owners think they hate sales because they feel out of control during the process and experience a lack of confidence. Sales is actually very easy! Read on to learn more...
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If you plan to market your product or service with a booth at an expo or trade show, you need to prepare! What is your intention for the day? Who will be there? What will get them excited to meet you? Read on to find out!
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If you are a small business start up, a micro or solo entrepreneur, you're probably wondering where to find the money that will allow you to grow your business.
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Tapping into your uniqueness and using it effectively is the "Hidden Key" to increasing business sales. Accessing this part of who you are and what you offer through your business will assist you in languaging your offer to your prospects and clients in a way that has them saying, "Yes, I want that!" This goes for verbal conversations AND on all marketing materials.
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Call Reluctance
- Cheryl Vallejos with Guest Frank Brogni
How can you overcome call reluctance and call without fear?
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Every experience is an energy exchange. If you're focused on only what you can get from a prospect, your fear of not signing on the prospect or being withholding about the amount of time you're spending with this person, your energy will be resonating at a very low level. This makes all the difference in the world when you're interacting with someone (actually, even more than the words you say!)
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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.
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Payment options will often give a "maybe" client just the incentive they need to say "yes" to purchase your product. Perhaps because the idea of making installment payments feels more palatable than paying all at once. Watch your sales go up when you implement the following six key tips.
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There are many questions that often come up for new small business owners around offering guarantees - what kind, how long, am I risking too much by doing so, and even if they should offer them at all.
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There are 3 Keys I’ve found to creating an immediate, joyful, and results-oriented connection with your ideal clients; however, the one that’s most important is not only crucial, but also my favorite…a clear CALL-TO-ACTION!
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What I've learned is that practically any business can create an information product. All it takes is branding, creativity, and an eye for how to turn what you do into a marketable product. The other thing I've learned is that if you don't have an information product yet, now is the time to focus on creating one. Here are five reasons why.
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What comes to mind for you when you think of selling? Most people think of selling as needing to convince or manipulate another person. How does that feel? Yuck! Most of us don’t thrive on that. The “need to sell” tends to come from feeling like you are in a lesser position and that you need to convince people of your value.
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Learn more prospecting tips from the Queen of Cold Calling, Wendy Weiss.
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Learn the top 10 cold calling mistakes.
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Learn how to fill your sales pipeline.
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Learn 10 tips to prospecting new clients.
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Your potential clients often ask for a proposal even if they aren't sure about working with you. Don't waste your valuable time writing a proposal or creating a presentation unless you ask the Magic Question first!
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Learn the four biggest blocks that prevent you from selling.
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Give yourself a pep talk before you make the call.
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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.
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Client testimonials are one of the most powerful marketing tools you can use. Learn how they can help you attract new clients, increase customer confidence and generate a positive "buzz" about you and your business.
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Resistance has to do with putting up blocks that prevent us from doing, being, or accomplishing what we want for our business. When we resist things, sometimes we miss out on opportunities - opportunities to work with new people, attract new customers, or even pursue a new product or service idea which could catapult us to new levels of success. What are you resisting in your business when it comes to marketing your products and services? And, what can you do today to move through it?
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In the world today customers are looking for certain qualities in the people they do business with. These qualities have been found by the marketing gurus of the world, and if present, will help you develop a customer base that will be with you for the long haul.
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Tessa Stowe, sales expert and author, helps readers discover the meaning and use of a "gap" in sales.
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Tessa Stowe, author and sales expert, busts six sales myths that are holding back your business.
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OK, so you know how I’m always harping about how you have to be unique in the marketplace and stand for a solution that no one else is providing? Frankly that’s the very best way to not only attract media, particularly major media, but also to reach your largest audience. Here is a BEAUTIFUL example of just what I mean.
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Stick to the selling conversation steps you know work. But just what are those steps?
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Here are 5 tips for easily capturing marketing-driven testimonials.
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Learn how easy it is to be bold, stand out from the crowd, and reap the rewards you want.
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Sales expert Tessa Stowe shares how you can easily use the right questions so that potential clients sell themselves on your services.
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Author and consultant Tessa Stowe discussed using the "What's In It For Me?" factor in your sales conversations.
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Learn the 8 strategies to guarantee success in cold calling.
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Do you continue to create products/programs/services that you think your prospects need - offerings that seem the most logical to you that will help your prospects do, be or have better - but you can't seem to sell many - or any? This article will teach you the two things you need to remember when creating any offering for your niche.
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Attracting clients requires the dreaded "M" word - marketing. If you're like most service professionals, you recognize the (oft dreaded) necessity of marketing. The tendency is to think that you'e got to have it all together marketing-wise before you can actually get out there and start talking to potential clients. Right? Wrong. Learn the secret that will make your marketing efforts to pay off big-time.
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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.
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Sales expert Tessa Stowe shares six steps to avoid being perceived as manipulative during your sales conversations.
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One of the most effective ways of getting people to discover and try your products or services is by offering a Free Taste - which is just that, a taste of what it is that you offer.
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Learn how to hook your buyer.
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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.
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Learn how to bring in customers with your small business advertising.
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I always tell my clients to prospect every day, no matter what. I tell them that no matter what is going on with their business (or their life), they should find the time, even if it's only 15 minutes or half an hour, every single day to make prospecting phone calls. Recently, however, I have been guilty of not practicing what I preach.
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What is selling? Read on.
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'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.
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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.
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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.
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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 prospects attention, and frequently, you dont get a second chance. Learn how to make that first impression.
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What can strike terror into the heart of even the most successful sales professional or entrepreneur? What can crush self-confidence, destroy self-esteem and leave even the most seasoned sales professional quivering with humiliation and defeat?
** The Terror of Cold Calling **
But fear not! Here are Top Ten Tips for Terminating Telephone Terror.
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Many of you are cold callingor introductory calling, as I prefer to think about itto set new business appointments with prospects. In order to effectively set new business appointments, it is important to determine the goal of your initial telephone call. Learn what that goal should be.
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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?
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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.'
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Dont focus on selling your services. Instead, have conversations where you focus on understanding problems and then people will assume you know how to deliver results. The more you focus on understanding their problems, the more they will trust that you are the one they should be working with. Find out the secrets...
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Are you a solo entrepreneur who hates selling? Do you procrastinate selling more than anything else in your business? Do you force yourself to sell? Wouldnt it be great if you didnt feel that way? Tessa promises there is a solution!
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How do you define selling? A lot of people think of selling as persuading/convincing people to buy things they may or may not want or need. To some, selling is all about closing a deal. Thinking of selling like this is not very empowering to you. Frankly, if you have this perspective on selling, it's no wonder if you hate it. I would too!
So what perspective can you take about selling that will make it enjoyable, exciting and something you look forward to? Sounds like a bit of a tall order doesnt it? Read on.
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Ask questions. Ask questions. Ask questions. In case you didn't get this, ask questions! Asking questions is one of the most powerful keys to successful selling. It really is. So, why should you ask questions?
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Imagine that you are talking to a potential client and they say no, they dont want your service. When could a no be a perfectly reasonable response?
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There is the "fear of failure" and "failure" itself. The purpose of this article is to change your perspective on both, as this may be one of the things that is holding you back from the sales success you deserve.
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Learn how to keep your coachng clients coming back for more.
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If you have been investing a significant amount of time and money pursuing a particular prospect and things just aren't happening, it may be time to determine if the anticipated deal is business in the pipeline or a pipedream.
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There is a lot of information out there on selling, persuasion tactics, and gimmicks to get people to buy. BZ suggests a radical shift in perspective when thinking about the question: How do you get more clients and customers?
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Getting a lot of people initially interested in your services and then failing to get them to say yes to buying your services. In other words, your marketing is working but your selling isn't. Learn some tips to turn your potential customers into yeses.
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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 dont have a game plan. Here are three ways to connect with the right people.
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Compelling advice for solo entrepreneurs who struggle to sell their professional services.
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Many of the toughest marketing conversations are the ones that you have with yourself.
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