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Will You Add? - Final Four Winning Sales Strategies - Defense is the Key
An effective, realistic and accountable strategic, business and sales plan can mean the difference between success and failure in an organization – whether it operates profitably or at a loss. It is unfortunate today that many organizations are not committed to the development and successful implementation of the strategic planning process. In a rapidly changing world, these organizations are in jeopardy of becoming obsolete and a statistic. A well thought-out and designed strategic plan can ensure a produ
The Challenge of Selling to Invisible Clients
One of the challenges for technology companies is adjusting and developing business relationships with invisible clients. Customers are invisible because they are faceless and y
Human Resource Management as a profession is in danger of becoming not just an irrelevance to day-to-day line managers but a break on the productivity and profitability of organisations.The element that appears to be increasingly missing from HR management is the human element. The increasing importance placed on reducing the costs of employee recruitment and administration, benchmarking remuneration and implementing "systems" to control HR activities has slowly, bu
Unfortunately, many businesses and salespeople lose business by not protecting the sale of existing customers. Generally speaking, every business loses about 10 percent of its client's base each year. This fact can be very scary if the 10 percent loss is from your best clients. A strong defensive sales tactic will not only protect the sale of each customer, it will also strengthen each business relationship gaining client share from existing customers.
Taking Care of Business
When consulting with some businesses, many of them are more interested in building new clients than developing and growing the clients they have. The truth is that, it is much easier to grow an established business from their existing client base. Most of your customers don't realize all the things you do and it is easier to capture new business from them. When we understand that it takes somewhere between 3 to 7 times more effort to win a new customer, it is not always a good strategy to target new customer first.
The Challenge of Selling to Invisible Clients
One of the challenges for technology companies is adjusting and developing business relationships with invisible clients. Customers are invisible because they are faceless and y
As a business owner, you know how valuable being good at marketing is. Yet, I have found working with business owners for the past 20 plus years that 99.9% of them have never defined what a good marketer is -- what it means in their terms. Let’s take a moment right now and think about what you are measuring yourself against. Without a measurement, you can't possibly know what you are shooting for and this will lead to a misconstrued representation or always believing you are never good enough or
Unfortunately, many businesses and salespeople lose business by not protecting the sale of existing customers. Generally speaking, every business loses about 10 percent of its client's base each year. This fact can be very scary if the 10 percent loss is from your best clients. A strong defensive sales tactic will not only protect the sale of each customer, it will also strengthen each business relationship gaining client share from existing customers.
Taking Care of Business
When consulting with some businesses, many of them are more interested in building new clients than developing and growing the clients they have. The truth is that, it is much easier to grow an established business from their existing client base. Most of your customers don't realize all the things you do and it is easier to capture new business from them. When we understand that it takes somewhere between 3 to 7 times more effort to win a new customer, it is not always a good strategy to target new customer first.
The Challenge of Selling to Invisible Clients
One of the challenges for technology companies is adjusting and developing business relationships with invisible clients. Customers are invisible because they are faceless and y
Three seconds. That's what you have to convey your message. Creativity is the strategic weapon that allows us to capture those few precious moments of attention from busy consumers in our increasingly competitive, time-crunched environment.Focus groups tell us that time is a precious, yet dwindling resource. Attention spans are dwindling, as well.Many forces condition people: competing messages, special effects, quick cuts, pop-up videos, too much media. We should not totally surrender to the
Taking Care of Business
When consulting with some businesses, many of them are more interested in building new clients than developing and growing the clients they have. The truth is that, it is much easier to grow an established business from their existing client base. Most of your customers don't realize all the things you do and it is easier to capture new business from them. When we understand that it takes somewhere between 3 to 7 times more effort to win a new customer, it is not always a good strategy to target new customer first.
The Challenge of Selling to Invisible Clients
One of the challenges for technology companies is adjusting and developing business relationships with invisible clients. Customers are invisible because they are faceless and y
During a period of uncertain economic times, mergers, acquisitions, re-structuring, increased influence of technology, increased foreign competition or any number of other market and consumer shifts, attitudes, trends and expectations, it is vital that management be aware of the impact of their management style on the performance and productivity of their employees.This doesn’t meant that you should:- tighten the strings on employees - increase the number of meetings - cut budgets a
The Challenge of Selling to Invisible Clients
One of the challenges for technology companies is adjusting and developing business relationships with invisible clients. Customers are invisible because they are faceless and y
Monitoring and evaluation - Customer care is ongoing and needs to be monitored carefully. It is important for all staff to see it is continually being monitored. It can let you know if you need to develop training further. It can help you identify the strengths and weaknesses in your organisation. Also it gives you a basis for checking that objectives are met, like reducing complaints and ultimately raising your organisations revenue.Organisational Policy - setting out your Mission Statement p
The Challenge of Selling to Invisible Clients
One of the challenges for technology companies is adjusting and developing business relationships with invisible clients. Customers are invisible because they are faceless and you never meet them without their email address. In some cases your best customers may never come visit you - ever! Perhaps they only visit you online and send files to you. It could be worse if you use a delivery service to drop off orders. It won't matter how great your smile is, most of your customers will never see it.
The world is comfortable with Internet communications and more and more businesses are adopting this method. This is making it more difficult for businesses who insist on only using salespeople. A salesperson that uses traditional sales tactics will not be able to compete with buyers who prefer to remain invisible.
If your competition is making personal Internet sales calls or sending personalized and inviting communications to your customers, what can you do to defend against this? The best defense is adapting to this challenge. At Selling Magic we meet this challenge with our exclusive and innovative customers for life program. The customer for life program is a series of personalized Internet communications designed to develop and increase clients share with customers. We have simply adapted to the customer preference for this advantage.
The Advantage of Selling to Invisible Clients
There is an advantage to working with invisible Internet customers - time. I am amazed at how much more a person
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