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Casual Articles - Sales Strategy #1 - Get Your B*utt on the Phone
A new terminology is sweeping the globe at the moment and it is called Corporate Social Responsibility (CSR). Other terms that you may find yourself reading about are Socially Responsible Investing (SRI) and Environmental, Social and Governance (ESG) Criteria. The highly admirable (and long overdue) principle that lies behind these acronyms is 'corporate speak' for a subject that lies close to my heart - that of authenticity.Leading companies across the globe are discovering something that the metaphysician has known all along
Research what turns them on about your product and its benefits and use that in your marketing message.
Once this work is initially behind you, you will need to write a script for every possibility, including, but not limited to:
If they answer the phone
If someone else answers and asks to take a message
If someone else answers and tries to prevent you from talking to the decision maker
If you get a machine
If the prospect has questions
Always keep in mind what you are selling the product or an appointment to sell the product. This is your planned outcome and makes a big dif
A PDA -- personal digital assistant -- is a system that makes it possible to increase to overall productivity of an organization. A restaurant is only one place where the tool could be used. The introduction of a PDA in a restaurant will impact the organization in various ways.There are many functions and many different PDAs, a restaurant requires one that uses: A simple product or service catalog An order unit that is able to accept the order of a client A communicating function that delivers the
Getting your b*utt on the phone can get you more business several ways. You are reminding the call recipient of your marketing message, building a relationship, giving and receiving referrals and getting sales. Understanding this is the first step toward picking up the phone.
The next step requires serious work. You need to become extremely familiar with your product, your ideal client and the benefits your client derives from your product. Next, you need to write scripts for all possible outcomes. Finally, you need to have a planned outcome for the call and be prepared for that outcome.
Becoming extremely familiar with your product requires first listing all features of your product. This list should include its function, appearance, price, how to get it, etc. From this list, create a new list with the benefits your clients get from purchasing your product. This list can include things like saving time and/or money, improving health or appearance, providing joy, etc.
The next step, which I learned to do from the book "Jump Start Your Business Brain" by Doug Hall, is to make from your list of benefits a new list of overt benefits. Overt benefits are often quantifiable and help to differentiate your product from others. For example, instead of saying your product saves your customers time, you would say it saves your customers an average of 1 hour per day. Instead of saying that your product improves health, you might say that your product eliminates morning back stiffness in 3 out of 4 people surveyed.
Don't be surprised if this process takes hours and several iterations before you're happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To become extremely familiar with your ideal customer may also take a substantial time investment. FOR MARKETING PURPOSES, it is important to target a segment of the general market for your product. The reason for this is that people are bombarded with marketing messages constantly from every possible source. You need to make an emotional connection with individuals in order to get your message through, and the best way to do that is to target a group that is interested in buying your product.
Research what turns them on about your product and its benefits and use that in your marketing message.
Once this work is initially behind you, you will need to write a script for every possibility, including, but not limited to:
If they answer the phone
If someone else answers and asks to take a message
If someone else answers and tries to prevent you from talking to the decision maker
If you get a machine
If the prospect has questions
Always keep in mind what you are selling the product or an appointment to sell the product. This is your planned outcome and makes a big diff
If you're grumbling and muttering all the time, complaining about your job or your situation, you aren't going to get very far with building your career success.People like to be with people that make them feel good and, frankly, no one enjoys a whiner. Boosting your career success can be as simple as building rapport with others you meet, even if you might not think they can influence the way your career develops. What's more, it's a far better sort of person to be!These ideas show how you can do this quickly, consiste
Becoming extremely familiar with your product requires first listing all features of your product. This list should include its function, appearance, price, how to get it, etc. From this list, create a new list with the benefits your clients get from purchasing your product. This list can include things like saving time and/or money, improving health or appearance, providing joy, etc.
The next step, which I learned to do from the book "Jump Start Your Business Brain" by Doug Hall, is to make from your list of benefits a new list of overt benefits. Overt benefits are often quantifiable and help to differentiate your product from others. For example, instead of saying your product saves your customers time, you would say it saves your customers an average of 1 hour per day. Instead of saying that your product improves health, you might say that your product eliminates morning back stiffness in 3 out of 4 people surveyed.
Don't be surprised if this process takes hours and several iterations before you're happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To become extremely familiar with your ideal customer may also take a substantial time investment. FOR MARKETING PURPOSES, it is important to target a segment of the general market for your product. The reason for this is that people are bombarded with marketing messages constantly from every possible source. You need to make an emotional connection with individuals in order to get your message through, and the best way to do that is to target a group that is interested in buying your product.
Research what turns them on about your product and its benefits and use that in your marketing message.
Once this work is initially behind you, you will need to write a script for every possibility, including, but not limited to:
If they answer the phone
If someone else answers and asks to take a message
If someone else answers and tries to prevent you from talking to the decision maker
If you get a machine
If the prospect has questions
Always keep in mind what you are selling the product or an appointment to sell the product. This is your planned outcome and makes a big dif
Corporate marketing groups - especially bandwidth-challenged small-to-mid-sized departments - can be so focused on tactics and fire fighting that they jeopardize their marketing investment. There is a tendency to overreact to events, to tackle symptoms rather than underlying fundamental problems and to jump at the opportunity to please the boss. Many times, this kind of tactical knee jerking may be fatal.Without great marketing, companies won't flourish, especially those in highly competitive markets. Yet the chaotic nature
The next step, which I learned to do from the book "Jump Start Your Business Brain" by Doug Hall, is to make from your list of benefits a new list of overt benefits. Overt benefits are often quantifiable and help to differentiate your product from others. For example, instead of saying your product saves your customers time, you would say it saves your customers an average of 1 hour per day. Instead of saying that your product improves health, you might say that your product eliminates morning back stiffness in 3 out of 4 people surveyed.
Don't be surprised if this process takes hours and several iterations before you're happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To become extremely familiar with your ideal customer may also take a substantial time investment. FOR MARKETING PURPOSES, it is important to target a segment of the general market for your product. The reason for this is that people are bombarded with marketing messages constantly from every possible source. You need to make an emotional connection with individuals in order to get your message through, and the best way to do that is to target a group that is interested in buying your product.
Research what turns them on about your product and its benefits and use that in your marketing message.
Once this work is initially behind you, you will need to write a script for every possibility, including, but not limited to:
If they answer the phone
If someone else answers and asks to take a message
If someone else answers and tries to prevent you from talking to the decision maker
If you get a machine
If the prospect has questions
Always keep in mind what you are selling the product or an appointment to sell the product. This is your planned outcome and makes a big dif
Some of the most important skills a retail salesperson can develop are their visual merchandising skills. A creative and skilled retailer can use the art of visual merchandising to breathe new life into a store and the products therein.So what is visual merchandising? Visual merchandising is the art of presenting products in an aesthetically pleasing fashion, presenting them in a way that makes people want to purchase the product(s) on display.In many retail establishments, visual merchandising consists not only of th
To become extremely familiar with your ideal customer may also take a substantial time investment. FOR MARKETING PURPOSES, it is important to target a segment of the general market for your product. The reason for this is that people are bombarded with marketing messages constantly from every possible source. You need to make an emotional connection with individuals in order to get your message through, and the best way to do that is to target a group that is interested in buying your product.
Research what turns them on about your product and its benefits and use that in your marketing message.
Once this work is initially behind you, you will need to write a script for every possibility, including, but not limited to:
If they answer the phone
If someone else answers and asks to take a message
If someone else answers and tries to prevent you from talking to the decision maker
If you get a machine
If the prospect has questions
Always keep in mind what you are selling the product or an appointment to sell the product. This is your planned outcome and makes a big dif
Changing jobs is quite natural for many people nowadays. Specialists kept on switching companies looking for a better place to work at. But their functional responsibilities still remain the same. However, such rotation without the change of your occupation is not 100% useful. Psychological research has showed that a person will have more chances to succeed if he changes his vocation once 5 7 years. Thus he will acquire new knowledge and experience and he will learn how to deal with new unusual tasks.Even if you have created
Research what turns them on about your product and its benefits and use that in your marketing message.
Once this work is initially behind you, you will need to write a script for every possibility, including, but not limited to:
If they answer the phone
If someone else answers and asks to take a message
If someone else answers and tries to prevent you from talking to the decision maker
If you get a machine
If the prospect has questions
Always keep in mind what you are selling the product or an appointment to sell the product. This is your planned outcome and makes a big difference in your scripts. Also, when they say yes, get whatever important info you need and get off the phone. NOTE: *NEVER* call your best prospect first! Practice on the mediocre prospects first.
Finally, you need to be prepared for the prospect to say yes! You need to have your calendar open, order forms at the ready, be ready to take credit cards or whatever else you need in order to process the yes'. Make it as easy as possible for the sale to take place.
After going through this process, maybe several times, you should feel much more confident. Your prospects will benefit from your product you're doing them a favor by allowing them to purchase it! In addition, if they say no, they're not saying no to you, personally, they're just saying no to your product. Ask them why they are saying no and keep track of their answers. You can use all information prospects and customers are willing to give you to perfect your sales process.
Now, Get Your B*utt On The Phone!!
Copyright (c) 2007 Audrey Burton
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