Casual Articles - Business

Brand Loyalty...Construction or Destruction Through Service and Value
How strong is your brand? Can your brand survive poor service or poor value? How you use or lose your customer value perception opportunities tell much about your style of leadership.Every point-of-contact you or your employees have with your customers is an opportunity to increase or decrease your customers’ perceived value of doing business with you. The key idea here is perceived value. No matter how important you believe customer service to be, it is nothing more than a conduit for customer perceived value.The crucial question to you, “Are you emb

ave the money; maybe they didn’t have the support. Support could be from a spouse, a peer group of friends that if they brought your product or service home that they would not support him. The last aspect under resources is ability. Maybe they can’t even use your product. If you’re trying to sell an annual ski pass to a rest home, they might not have the ability to use it.

Resources
Time
Money
Support
Ability

The third R is the rep. That’s you as a p

Alliance or Power Team, What is the Difference
The Power Team is a loosely knit group whereas an alliance is much different. The alliance is where an already established company needs expertise in a certain area. This expertise comes from an outside source such as a contractor or expert in the area. The alliance in simple terms, hires the expert for a short period of time to do the work. I have an alliance with a company that specializes in doing financial analysis for an equity partner. When they need someone to analyze the business processes for additional information, they call me in. I also, in turn, call i

Do you want to know why your prospects aren’t buying from you? There are three R’s or three things you need to understand if people walk out that door and don’t purchase from you. Most people are wearing a badge that says convince me, help me make a good decision. They need and want help. They want to be confident in making the right choice. That is what a great persuader does.

The first R is reason. You didn’t give them a reason to buy. Maybe you didn’t generate enough interest. Or there wasn’t a need, a want, or a desire from your prospect. Your prospect has their own reason to buy. And you see this with rookie salesmen. The rookie gives them a laundry list of reasons to buy the product. This sucks the energy out of your prospect, loses the emotion of the sale and usually uncovers one reason not to buy. You must always find the one or two main reasons why they want to buy.

This reminds me of a story of tapping into someone’s reason to buy. Airman Jones was assigned to the induction center, where he advised new recruits about their government benefits, especially their GI insurance. It wasn't long before Captain Smith noticed that Airman Jones was having a staggeringly high success-rate, selling insurance to nearly 100% of the recruits he advised. Rather than asking him about this, the Captain stood at the back of the room and listened to Jones' sales pitch. Jones explained the basics of GI Insurance to the new recruits, and then said, "If you are killed in a battle and have a GI Insurance, the government has to pay $200,000 to your beneficiaries. But, if you don't have a GI insurance and get killed in the battle, the government only has to pay a maximum of $6000." "Now," he concluded, "which group do YOU think they are going to send into battle first?"

Reason
Interest
Need
Want

The second R is resources. Maybe they didn’t have the time for your product. Maybe they didn’t have the money; maybe they didn’t have the support. Support could be from a spouse, a peer group of friends that if they brought your product or service home that they would not support him. The last aspect under resources is ability. Maybe they can’t even use your product. If you’re trying to sell an annual ski pass to a rest home, they might not have the ability to use it.

Resources
Time
Money
Support
Ability

The third R is the rep. That’s you as a p

Combine Postcard Marketing With Your Online Marketing Strategy
Letting people know about your business Web siteYou can’t set up in cyberspace and expect customers to just come to your business Web site. You have to let them know you are there. And, while there are people who look online, there are still plenty of others who are not as Web savvy as you would like them to be. For those folks, you need an offline marketing strategy to get them to your business Web site. This is where the postcard comes in. Put your Web address on an attractive postcard to create interest in your business Web site. Postcard marketing is uni

enough interest. Or there wasn’t a need, a want, or a desire from your prospect. Your prospect has their own reason to buy. And you see this with rookie salesmen. The rookie gives them a laundry list of reasons to buy the product. This sucks the energy out of your prospect, loses the emotion of the sale and usually uncovers one reason not to buy. You must always find the one or two main reasons why they want to buy.

Reason
Interest
Need
Want

Resources
Time
Money
Support
Ability

The third R is the rep. That’s you as a p

Making Benefits Work for You
Last week, I mentioned that the cost of employee turnover is about 25% of that person’s annual salary. I did some additional research and discovered that said 25% only applies to low-level employees who do not come in contact with customers. The cost of replacing people who do come in contact with customers is much higher, especially if the person in question is good at it. When it comes to management and executive staff, turnover can actually exceed 100% of annual salary. Let’s put this into perspective: If you have a position that pays $10 per hour and

Airman Jones was assigned to the induction center, where he advised new recruits about their government benefits, especially their GI insurance. It wasn't long before Captain Smith noticed that Airman Jones was having a staggeringly high success-rate, selling insurance to nearly 100% of the recruits he advised. Rather than asking him about this, the Captain stood at the back of the room and listened to Jones' sales pitch. Jones explained the basics of GI Insurance to the new recruits, and then said, "If you are killed in a battle and have a GI Insurance, the government has to pay $200,000 to your beneficiaries. But, if you don't have a GI insurance and get killed in the battle, the government only has to pay a maximum of $6000." "Now," he concluded, "which group do YOU think they are going to send into battle first?"

Reason
Interest
Need
Want

Resources
Time
Money
Support
Ability

The third R is the rep. That’s you as a p

Using Ad Agencies and Designers
Advertising and promoting your business is expensive, so it’s important to get the most from your advertising budget. That means understanding how to get the most from your ad agency or graphic designer.Let’s start by understanding the difference between agencies and designers. Typically, a designer will work on specific projects under your direction. For example, you may request an ad design for your Halloween event, and give the designer your copy (the text) and the party theme. You are responsible for booking the ad with the newspaper, getting fly

then said, "If you are killed in a battle and have a GI Insurance, the government has to pay $200,000 to your beneficiaries. But, if you don't have a GI insurance and get killed in the battle, the government only has to pay a maximum of $6000." "Now," he concluded, "which group do YOU think they are going to send into battle first?"

Reason
Interest
Need
Want

Resources
Time
Money
Support
Ability

The third R is the rep. That’s you as a p

Outstanding Examples of Quality Guest Service For Restaurant Managers
Here, I'd like to offer a more personal piece. We're going to learn about how to give quality guest service by examining customers-eye views of outstanding examples. these are various incidents encountered in all varieties of establishments, from both sides of the counter, over the years. they're incidents that stick in the mind.You want your business to stick in a customer's mind, after all. That's the kind of business we dream of - when a customer remembers your experience years later. The kind of great service that a happy patron can relate years later, a

Resources
Time
Money
Support
Ability

The third R is the rep. That’s you as a person. Did you not develop a trust? Did you not create rapport? Did you have the wrong type of style? Were they analytical, were they social? You could have used the wrong type of motivation. Or it could be what I call persuasion pitfall. Where you pushed a little to far or you said something where they felt like they were getting trapped into a corner. And this is the pitfall. And I know this has happened to you.

You go into a store and someone says the wrong thing or they push a little to far and it just doesn’t feel right and you leave and never go back to that store. And that’s what could be happening to you if you’re hitting the wrong buttons. So take a look at those three things, which are critical to understand why your prospects don’t buy.

Rep
Trust
Rapport
Style
Pitfall

Application Questions

What is the greatest reason people should buy your product/service?

When someone says your product is to expensive. What is your response?

When you have a conflicting style with a customer. What can you do?

Conclusion

Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections befo

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'No' is not what you want to hear from a banker or investor when you need funding to grow your business.

If you ranked all the tools in the marketing tool bag which includes product promotion, pricing, advertising, personal selling, and public relations, you will find that reference accounts top the list in effectiveness. Reference accounts are the most believed and trusted form of marketing. Let your happy clients do your selling for you.

What I love about telephone sales and the gurus that dwell in this bizarre micro-culture is the fact that they're almost hermetically sealed off from contemporary life. Talk about frogs that slowly boil to death, the telemarketing industry was in denial about the necessity for self-regulation and improvements in its residential calling campaigns until the very moment the Do Not Call Registry was created. Now, telephone titans are so out of it that they are talking to the dead, says the best-selling author of REACH OUT & SELL SOMEONE, YOU CAN SELL ANYTHING BY TELEPHONE! and THE NEW TELEMARKETING (TM) AUDIO SEMINAR.

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