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Will You Add? - 3 Simple Selling Tactics
How can a company produce zero-defect products, boast dramatic cycle-time reductions, be certified for consistent, reliable performance...and still lose valuable customers?Doesn’t the systematic effort to reduce waste, improve yields and streamline processes lead to better service, higher profits and more loyal customers?The answer is ‘not necessarily’. Here’s why:Quality Assurance (QA) efforts
Tip: Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective custom
Finding and recruiting top tech talent is a top priority for all companies and organizations from Fortune 100 to the smallest start-ups. We are all aware of the shift to outsourcing overseas, but many companies can't afford to do so or they need their talent here in an corporate office to add to strategy and implement tactics. With the development of the Internet, newspapers are now basically an obsolete form of adv
1. Pay Attention to Getting Attention
Can you remember the last 3 advertising messages beamed at you? Can you remember even one of them? Most people can't ...including your prospective customers. That's because they automatically ignore the steady stream of advertising directed at them.
This illustrates a major obstacle you need to overcome before you can sell anything. You have to get your prospect's attention - and get it fast - or your sales message will be ignored.
Here are 3 proven ways you can capture a prospect's attention quickly:
* Make a dramatic statement: Example: "Even My Doctor Uses These Health Products"
* Surprise your prospects with something unexpected: Example: "Try our service without charge for one month"
* Ask a provocative question: Example: "If you're such a smart business owner why aren't you making six figures?"
Tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click away - unless something instantly catches their attention.
2. Emphasize the Human Relationship
Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example:
...If you sell face to face, spend some time early in the selling process getting to know a little about your prospects and letting them get to know you.
...If you sell online or in some other way where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are uniquely qualified to provide what your customer wants.
Tip: Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective custome
So you’re almost graduating and you know you want to find a job huh? Maybe most or some of your friends are already offered full time positions even before they graduated. You are the only one left where your future is still undetermined. You ask yourself when will your time come? Will you ever land a job? You know you lack experience but how can you get experience in the first place when no one will hire you?
This illustrates a major obstacle you need to overcome before you can sell anything. You have to get your prospect's attention - and get it fast - or your sales message will be ignored.
Here are 3 proven ways you can capture a prospect's attention quickly:
* Make a dramatic statement: Example: "Even My Doctor Uses These Health Products"
* Surprise your prospects with something unexpected: Example: "Try our service without charge for one month"
* Ask a provocative question: Example: "If you're such a smart business owner why aren't you making six figures?"
Tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click away - unless something instantly catches their attention.
2. Emphasize the Human Relationship
Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example:
...If you sell face to face, spend some time early in the selling process getting to know a little about your prospects and letting them get to know you.
...If you sell online or in some other way where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are uniquely qualified to provide what your customer wants.
Tip: Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective custom
DEVELOP A UNIQUE SELLING POSTION AND BECOME A SUCCESSFUL ENTREPRENEURIf you can answer the question why your customer should buy from you, you are on your way to a small business success. Your most important step in learning how to become a successful entrepreneur is to learn how to develop a unique selling position for your company.WHAT IS A UNIQUE SELLING POSITION>
* Surprise your prospects with something unexpected: Example: "Try our service without charge for one month"
* Ask a provocative question: Example: "If you're such a smart business owner why aren't you making six figures?"
Tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click away - unless something instantly catches their attention.
2. Emphasize the Human Relationship
Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example:
...If you sell face to face, spend some time early in the selling process getting to know a little about your prospects and letting them get to know you.
...If you sell online or in some other way where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are uniquely qualified to provide what your customer wants.
Tip: Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective custom
Skills refer to the things you do well. The key to finding the most appropriate jobs in the industry is recognizing your own skills and communicating the significance written and verbally to a probable employer.Majority of the most viable skills are those that are used in a variety of work settings. What are these skills? Would matching your skills to find the right job be successful?* Determine your s
Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example:
...If you sell face to face, spend some time early in the selling process getting to know a little about your prospects and letting them get to know you.
...If you sell online or in some other way where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are uniquely qualified to provide what your customer wants.
Tip: Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective custom
Do you wish to franchise your existing business opportunity? There are practical steps that need to be taken to start the process of evaluating your business to see if it would be possible to franchise. Once you have decided on the franchising route then a clear plan of action is required.Analyse the unique selling point of your opportunity. What makes your business different and better than the competitors?
Tip: Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective customers confident of your ability to deliver what you promise.
3. Trigger Your Customer's Imagination
Convert the benefits delivered by your product or service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits.
Be specific. If you sell financial products, describe what it feels like to enjoy an affluent living without debt. If you sell boats, describe what it feels like cutting through the waves with your friends onboard. If you promote a business opportunity, describe what it feels like to be at home working without a boss.
Tip: Be sure your word pictures are dramatizing benefits and not describing features. People don't really care about the new high-tech insulation used in their beverage cooler (a feature). They just want to be able to enjoy ice cold beverages all day long on a hot day (the benefit).
These 3 selling tactics produce sales by responding to normal human behavior. Use them in your web pages, sales letters and personal presentations. The volume of business they produce will surprise you.
Copyright 2004 Bob Leduc
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