http://www.solo-e.com/library/articles/marketing-basics/sales.shtml Expert Articles on Sales Strategies including advertising, cold calling, reaching key decision makers, making sales a conversation, and appealing to a customer through emotion without manipulation. Fri, 19 Mar 2010 23:56:23 -0400 en-us http://www.solo-e.com/library/articles/marketing-basics/sales/the-biggest-mistake-entrepreneurs-make-that-impact-their-sales-5270.shtml Articles 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. Fri, 19 Mar 2010 13:17:07 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/the-biggest-mistake-entrepreneurs-make-that-impact-their-sales-5270.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/how-to-make-your-business-the-go-to-place-5251.shtml Articles Sue shares a "marketing therapist" story about how to get in front of more people and increase sales. Her answer includes suggestions for both marketing tips and mindset. It takes both to create sales opportunities in today's market - this article tells why and shows you how. Mon, 15 Mar 2010 14:07:23 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/how-to-make-your-business-the-go-to-place-5251.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/7-ways-to-get-more-clients-to-attend-your-events-5233.shtml Articles It takes creative marketing and strategic thinking to fill the seats at a solo professional's live event. Find out how you can ensure a full house by using these 7 ways to create more interest in what you are offering and beef up your sales. Fri, 12 Mar 2010 00:43:50 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/7-ways-to-get-more-clients-to-attend-your-events-5233.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/what-to-do-with-clients-who-delay-their-buying-decision--5059.shtml Articles So there you are with what seems like interested client. They called you up, expressed interest in what you have to offer, booked the consultation, seemed interested in getting together. But after your conversation, they disappeared into “I’ll think about it and get back to you.” land. What can you do to dramatically shorten the time between “I’m interested” and “I’m ready to buy.” Sun, 28 Feb 2010 01:05:30 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/what-to-do-with-clients-who-delay-their-buying-decision--5059.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/3-ways-to-overcome-your-fear-of-selling-5168.shtml Articles Have you as an entrepreneur ever been nervous about asking someone to buy what you’re selling? Fear of selling is a problem for many – whether it’s in person, via email or a sales page on your website. We don’t want to appear pushy. Here are a few tips that will help you feel comfortable asking for the business. (And if you’re comfortable you’re more likely to do it.) Fri, 26 Feb 2010 00:37:01 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/3-ways-to-overcome-your-fear-of-selling-5168.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/entrepreneur-how-to-overcome-your-fear-of-selling-5167.shtml Articles As I was picking up pizza last week for my kids I had a very interesting conversation with the owner about his business. It illustrates what fear of selling can do to an entrepreneur. Fri, 26 Feb 2010 00:30:57 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/entrepreneur-how-to-overcome-your-fear-of-selling-5167.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/is-fear-of-selling-hurting-your-small-business--5080.shtml Articles So many small and solo business owners over the years have told me they feel held back by their fear of selling. If you’re in that position, let’s look at that fear as, it's not so hard to overcome. Tue, 02 Feb 2010 23:51:24 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/is-fear-of-selling-hurting-your-small-business--5080.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/three-ways-to-boost-your-income-this-month-5076.shtml Articles Would you like a quick increase in your cash flow this month? Most solo business owners would say yes! Here are three sure-fire ways to make more money quickly and boost your bottom line. Mon, 01 Feb 2010 23:13:02 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/three-ways-to-boost-your-income-this-month-5076.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/marketing-juggling-and-being-bold-1932.shtml Articles Learn how easy it is to be bold, stand out from the crowd, and reap the rewards you want. Sat, 30 Jan 2010 14:15:47 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/marketing-juggling-and-being-bold-1932.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/don-t-skip-these-steps-in-a-selling-conversation-1949.shtml Articles Stick to the selling conversation steps you know work. But just what are those steps? Sat, 30 Jan 2010 14:15:15 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/don-t-skip-these-steps-in-a-selling-conversation-1949.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/easy-ways-to-get-marketing-driven-testimonials-1915.shtml Articles Here are 5 tips for easily capturing marketing-driven testimonials. Sat, 30 Jan 2010 14:14:49 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/easy-ways-to-get-marketing-driven-testimonials-1915.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/sales-1576-1576.shtml Articles What is selling? Read on. Sat, 30 Jan 2010 13:56:10 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/sales-1576-1576.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/cold-calling-1372-1372.shtml Articles 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. Sat, 30 Jan 2010 13:55:43 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/cold-calling-1372-1372.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/cold-calling-1704-1704.shtml Articles 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. Sat, 30 Jan 2010 13:52:53 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/cold-calling-1704-1704.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/marketing-1376-1376.shtml Articles 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. Sat, 30 Jan 2010 13:52:26 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/marketing-1376-1376.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/marketing-1408-1408.shtml Articles '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. Sat, 30 Jan 2010 13:51:18 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/marketing-1408-1408.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/cold-calling-1375-1375.shtml Articles 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. Sat, 30 Jan 2010 13:50:38 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/cold-calling-1375-1375.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/sales-1374-1374.shtml Articles 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. Sat, 30 Jan 2010 13:42:43 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/sales-1374-1374.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/cold-calling-1373-1373.shtml Articles Many of you are cold calling or introductory calling, as I prefer to think about it'to 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. Sat, 30 Jan 2010 13:40:52 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/cold-calling-1373-1373.shtml http://www.solo-e.com/library/articles/marketing-basics/sales/sales-1733-1733.shtml Articles Learn how to hook your buyer. Sat, 30 Jan 2010 13:39:37 -0400 http://www.solo-e.com/library/articles/marketing-basics/sales/sales-1733-1733.shtml