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Casual Articles - My Competitor Has a Better Product
Are you struggling to find a new twist for old advertising or marketing campaigns? If you're a small business owner or a copywriter/coach/other creative professional, you know exactly what I'm talking about. Having to come up with new ideas for a long-term client (or even your own business) can be overwhelming.
epresenting" a company and its products. This is why we are called "sales representatives". We act as the agent, representing our company in the trade, representing our company in the exchange of value for value.
As sales reps, we offer significant value to our prospective customers. Yes our products have value, but I am not talking about that. The value that we offer is our knowledge and our time
If you didn't, plan on doing just that this coming Thanksgiving. You're probably asking...as a Mortgage Professional, why in the world would I send Thanksgiving Day cards?The answer is...because you want to be different! You want people to remember you! You want to stand-out from the rest of the crowd! You want to present your message at a time and place when people can and will take notice. To do that, you need to think differently than most other people in business. You need to send Thanksgiving Day cards.Here are some facts to consider. The average family receives anywhere from 10 to 22 Christmas cards and the average business receives about 21 to
QUESTION - "At the moment, my competitor's have a far better product/deal, due to circumstances out of my control. However, customers go to the competitor and then come to me to compare. How do I go about convincing the customer that our service/product is better even though on paper it isn't???"
ANSWER - Thanks for the question. I'm going to answer this to the extent that I can without knowing what it is that you or your competitor sell.
I believe that this is a common experience for many of us in sales. Customers use us for free for all kinds of freebies - information, demos, test drive's, consulting, etc. Sure, it is good to give away something free to expose people to your offering (my newsletter is an example of this).
This has gone way too far however, and it's our fault in the sales profession. We have been bludgeoned into thinking that we must do whatever it is that the customer asks of us. That we should jump through hoops like trick dogs, if that gets us just a little bit closer to *possibly* getting a sale.
Freebies should be used as a marketing tool. The purpose of freebies is to generate a lead. And that's where the free giveaways should end. Once you have the lead, and are able to engage the customer in live conversation, the marketing ends and the selling begins.
Successful selling is an exchange of value for value. It has always been this way since people traded grains and cloth for chickens and pigs. Today as sales professionals we are "representing" a company and its products. This is why we are called "sales representatives". We act as the agent, representing our company in the trade, representing our company in the exchange of value for value.
As sales reps, we offer significant value to our prospective customers. Yes our products have value, but I am not talking about that. The value that we offer is our knowledge and our time
- To get started, enlist the early interest and participation of your Marketing Director. He/she should be a dedicated promotional partner in getting your exhibit program launched. If you do not have a communications department in your company, consider hiring your trade show exhibit company or an outside trade show marketing consultant. If you do not have the budget for a consultant, take the time to educate yourself and your sales team on the basic essentials of trade show selling.- Recognize the importance of trade show exhibiting and give it your very best. Business-to-business marketers in greater numbers every year are adopting the trade show exhibi
ANSWER - Thanks for the question. I'm going to answer this to the extent that I can without knowing what it is that you or your competitor sell.
I believe that this is a common experience for many of us in sales. Customers use us for free for all kinds of freebies - information, demos, test drive's, consulting, etc. Sure, it is good to give away something free to expose people to your offering (my newsletter is an example of this).
This has gone way too far however, and it's our fault in the sales profession. We have been bludgeoned into thinking that we must do whatever it is that the customer asks of us. That we should jump through hoops like trick dogs, if that gets us just a little bit closer to *possibly* getting a sale.
Freebies should be used as a marketing tool. The purpose of freebies is to generate a lead. And that's where the free giveaways should end. Once you have the lead, and are able to engage the customer in live conversation, the marketing ends and the selling begins.
Successful selling is an exchange of value for value. It has always been this way since people traded grains and cloth for chickens and pigs. Today as sales professionals we are "representing" a company and its products. This is why we are called "sales representatives". We act as the agent, representing our company in the trade, representing our company in the exchange of value for value.
As sales reps, we offer significant value to our prospective customers. Yes our products have value, but I am not talking about that. The value that we offer is our knowledge and our time
Business trips can often take place at the last minute. Something crops up that just absolutely has to be sorted out face to face. Which means if your job could potentially involve business travel, it’s essential to be prepare as much as possible in advance.In general, all travel trips are being booked later and later, so unless there’s a major conference going on in your destination city, you should be able to find somewhere to stay. What can be more difficult to ensure is that it’s somewhere you want to stay and that it’s within your budget.If you know your job is likely to involve travel, it’s worth planning ahead and setting up a new folder in yo
This has gone way too far however, and it's our fault in the sales profession. We have been bludgeoned into thinking that we must do whatever it is that the customer asks of us. That we should jump through hoops like trick dogs, if that gets us just a little bit closer to *possibly* getting a sale.
Freebies should be used as a marketing tool. The purpose of freebies is to generate a lead. And that's where the free giveaways should end. Once you have the lead, and are able to engage the customer in live conversation, the marketing ends and the selling begins.
Successful selling is an exchange of value for value. It has always been this way since people traded grains and cloth for chickens and pigs. Today as sales professionals we are "representing" a company and its products. This is why we are called "sales representatives". We act as the agent, representing our company in the trade, representing our company in the exchange of value for value.
As sales reps, we offer significant value to our prospective customers. Yes our products have value, but I am not talking about that. The value that we offer is our knowledge and our time
Hey branders, marketers, product development managers and packaging pros. It's time to step up to the plate with your product packaging. Mainstream advertising is losing ground. No one is paying attention to it any more. That puts packaging in line to take its place and capture the consumer’s attention and get up close and personal.So what are you waiting for?Over the last several months, I have shared with you in my articles the reasons that it is imperative for packaging to positioned at the right place at the right time.• "Retail's First Moment of Truth: The Package"• "How To Make Your Product Packaging Newsworthy"• "
Successful selling is an exchange of value for value. It has always been this way since people traded grains and cloth for chickens and pigs. Today as sales professionals we are "representing" a company and its products. This is why we are called "sales representatives". We act as the agent, representing our company in the trade, representing our company in the exchange of value for value.
As sales reps, we offer significant value to our prospective customers. Yes our products have value, but I am not talking about that. The value that we offer is our knowledge and our time
Directories are websites listing hand-picked collections of links, sorted by categories.Unlike search engines who use programs and scripts to scan the Internet for all public websites, directories use human editors and user contributions to build a quality index.Submitting your website to top directories is a very important step in improving your search engine rankings and winning free organic traffic. Why? Because directories often carry a high PageRank (search engine's way of identifying the importance of a site) and having a link to your website from a top directory, will carry-over a portion of the PageRank to yo
As sales reps, we offer significant value to our prospective customers. Yes our products have value, but I am not talking about that. The value that we offer is our knowledge and our time. We know a lot about our products, about our industry, about future trends in our marketplace, about our competition, and many other things.
We sell our products every day. Our customers (most of them at least) do not buy these products every day. So our knowledge has value. If you don't believe this to be true, then you either need to think about this a little more, or you work in an industry that is about to get disintermediated by ecommerce.
So what should you do?
Respect your value as a salesperson.
Get commitments from your prospects.
Get a commitment - Qualify them first for pains/wants, budget, and decision capability, Then before presenting details about your product. Get a commitment to make a definitive decision upon completion of your presentation or the proof step of your sales cycle. For this to work, you must have asked really good questions to elicit the important pains/wants that are driving the sale. You must know that they have the money to buy it. And you must be presenting to the decision-maker.
You only have so much time in a day, so use it well. If you chase every deal that comes your way, you are losing real sales that you could have gone out and looked for.
Break any of these rules, and you are simply rolling the dice. (Yeah I know, this works for some people - but you'll never make it really big in sales winging it this way).
Notice that what I outlined above is the reverse order of the way many salespeople have learned to sell. The key thing that I am telling you to do here, is to present AFTER you have qualified th
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