Casual Articles - Business

Creating Value From Your Sales Leads
Sales leads may be generated by you or from an existing customer. It is imperative then that your existing customer is satisfied, treated fairly and given a good deal. Negative publicity or a bad report can ruin your sales efforts and your career. Simply put, your reputation precedes you.There is value in recognition. So then, how do you get sales leads to recognize you? This is done by constant interaction and follow-up. You may encourage interaction by having a content based website, article or newsletter. If you are not computer savvy it can be something as simply as an email or personal call. If people trust and recognize your name they will more likely buy from you than someone they kno

If the customer is a strong personality, he may dig his heels in and an argument quickly develops. You can never conclude a sale under these circumstances. Worse still, if you are in the retail trade, potential customers wandering around your shop may pick up on the tense atmosphere and be out of the door with their money still in their pocket. The result? More than one lost sale

• Even if your product or service is ideal for them and satisfies all their requirements, if they feel uncomfortable with your style, they’ll buy elsewhere

• Word-of-mouth can be a great way to boost sales but it can also be a destructive force. A dissatisfied customer will tell many more people about their bad experience than a satisfied

How To Develop Great Presentation Skills - 7 Strategies for Tackling Questions You Don't Know Part 2
In Part 1 of this article, I laid out the importance of handling questions which stump us. Lets recap the first three strategies which we have discussed:• Toss it Back - Repeat the question and toss it back to your audience;• "Let me check and get back to You" - Write down the question and make sure you revert to the questioner on the promised date and time;• Tit for Tat - Posing another question to question the questioner for asking that question (a tongue twister). This method helps to diffuse the situation and adds more understanding to the topic you are presenting.Let us examine the rest of the other 4 strategies:4. "That is A Good Question"Compliment t

When people are asked to think of less than successful salesman, one of the unpleasant characteristics that springs to mind is them being pushy or aggressive.

The usual memory is of looking for a new car or used car! We have all had experiences when the salesman hasn’t stopped talking and you sense yourself being pushed to say ‘yes’. You find yourself signing on the dotted line!

Too many business owners, when presenting their sales pitch don’t think about whether their style could be perceived as pushy or aggressive, and don’t realise what they could be losing. In this article we are going to look at exactly what being pushy or aggressive looks like and how it can damage building long term relationships (which is what selling should be about).

Being pushy, whether intentionally or unintentionally, can be the ruin of a salesperson. Luckily we are all individuals, so we have a different ‘pain’ threshold where pushy salesmen are concerned; some people will shrug it off, others will feel intimidated. But what defines ‘pushy’?

To ‘push’ something is the act of exerting force on one object in order to move it from one place to another. When you push an object, its weight responds as resistance and to overcome this you have to push harder. To fulfil the act of pushing you have to expend effort, but when strong enough, resistance can prevent you from moving forward.

Looking at the preceding words again, but re-framing them in a sales context, you can quickly see what being pushy is – forcing your will onto the buyer, countering resistance with more force, using effort to get a result. This is not how to make a sale or encourage someone to buy from you again! You must always remember that a customer is with you because he wants to be there – he can quickly change his mind.

What are the actions you take in your sales process, which could be perceived as aggressive?

• Not taking ‘no’ for answer

• Not actively listening or watching for body language hints which are telling you to stop, that your message is not getting across

• Being overly familiar with the customer too early in the sales process

• Despite having been told that he is not interested, within a few days you are back on the phone, following up the previous meeting

These actions could be taken in all innocence but the outcome is the same – the customer feels pressurised.

So what’s the impact of these actions? Here are some of the possible outcomes if you take things too far.

• You may be lucky and hit upon a customer who is too meek to fight back or walk away. Great, you made a sale! However, they will never buy from you again. Missing out on repeat business means you are missing on the real profit. The next deal can be completed without all the preliminary talk so the true profit is higher. Be pushy and you miss out on all of this

• If the customer is a strong personality, he may dig his heels in and an argument quickly develops. You can never conclude a sale under these circumstances. Worse still, if you are in the retail trade, potential customers wandering around your shop may pick up on the tense atmosphere and be out of the door with their money still in their pocket. The result? More than one lost sale

• Even if your product or service is ideal for them and satisfies all their requirements, if they feel uncomfortable with your style, they’ll buy elsewhere

• Word-of-mouth can be a great way to boost sales but it can also be a destructive force. A dissatisfied customer will tell many more people about their bad experience than a satisfied c

10 Ways To Get Research Free And Smart
When faced with the challenge of trying to find out information on companies, industries and sectors with no starting point (and often through stealth), there can be a tendency to believe that this ‘new’ knowledge does not come free. Yes, sometimes the answer is to buy a pre-written report, or pay to subscribe to certain data sources; however, these rarely give you the full picture and can you justify spending what can be big money on a report that you can’t ‘try before you buy’? I find it satisfying to get this information free and often employ some of the methods outlined below, which unearth some gems that no report will give you. 1) Search Smart There is

hat selling should be about).

What are the actions you take in your sales process, which could be perceived as aggressive?

• Not taking ‘no’ for answer

• Not actively listening or watching for body language hints which are telling you to stop, that your message is not getting across

• Being overly familiar with the customer too early in the sales process

• Despite having been told that he is not interested, within a few days you are back on the phone, following up the previous meeting

These actions could be taken in all innocence but the outcome is the same – the customer feels pressurised.

So what’s the impact of these actions? Here are some of the possible outcomes if you take things too far.

• Even if your product or service is ideal for them and satisfies all their requirements, if they feel uncomfortable with your style, they’ll buy elsewhere

• Word-of-mouth can be a great way to boost sales but it can also be a destructive force. A dissatisfied customer will tell many more people about their bad experience than a satisfied

Jingles - What Constitutes A Successful Jingle Campaign?
What constitutes a successful jingle campaign? In this article we will examine and listen to 4 successful jingle campaigns and look for key ingredients to their success.Jingle Campaign #1, Mr. Chau’s Chinese Fast Food: Go to my Sound Advantage website listed at the bottom and click on the "Sounds" page and then click on: Mr Chau's Chinese Fast Food.This radio & TV musical identity has been the cornerstone of Mr. Chau’s campaign since 1996 and is still a current hit. In that time span he has grown from 6 to 22 regional locations.We were asked to find a creative and fun way to reach an across-the-board demographic (including children), with as much of his full menu as possible in

sales context, you can quickly see what being pushy is – forcing your will onto the buyer, countering resistance with more force, using effort to get a result. This is not how to make a sale or encourage someone to buy from you again! You must always remember that a customer is with you because he wants to be there – he can quickly change his mind.

What are the actions you take in your sales process, which could be perceived as aggressive?

• Not taking ‘no’ for answer

• Not actively listening or watching for body language hints which are telling you to stop, that your message is not getting across

• Being overly familiar with the customer too early in the sales process

• Despite having been told that he is not interested, within a few days you are back on the phone, following up the previous meeting

These actions could be taken in all innocence but the outcome is the same – the customer feels pressurised.

So what’s the impact of these actions? Here are some of the possible outcomes if you take things too far.

• Even if your product or service is ideal for them and satisfies all their requirements, if they feel uncomfortable with your style, they’ll buy elsewhere

• Word-of-mouth can be a great way to boost sales but it can also be a destructive force. A dissatisfied customer will tell many more people about their bad experience than a satisfied

Brochure Printing Without much Effort
In marketing what is important is to keep your customers. Creating a long-term relationship with your customers is of the essence if you want your business to grow. But marketing is not that easy. You need and effective marketing plan to get to the top of the competition.One effective way of marketing a business is through brochures. Brochures are usually integrated by companies in their business plan because of the fact that everybody has them. They fail to recognize that brochures are needed to come up with a powerful marketing.A brochure is a pamphlet that gives the people a picture of what a company is all about – what are the services or products that they offer. It puts in plain

Despite having been told that he is not interested, within a few days you are back on the phone, following up the previous meeting

These actions could be taken in all innocence but the outcome is the same – the customer feels pressurised.

So what’s the impact of these actions? Here are some of the possible outcomes if you take things too far.

• Even if your product or service is ideal for them and satisfies all their requirements, if they feel uncomfortable with your style, they’ll buy elsewhere

• Word-of-mouth can be a great way to boost sales but it can also be a destructive force. A dissatisfied customer will tell many more people about their bad experience than a satisfied

Building Customer Loyalty Through Promotional Products
When most exhibitors think of promotional products and trade shows, they think of using them for one reason - Using them to drive booth traffic. But I must let you in on a secret; most are overlooking one of the most powerful uses of promotional items, building customer loyalty and appreciation through customer gifts. The bottom line is this… Some of your budget must be used for customer retention. It Costs 7 Times As Much To Get A New Customer As It Does To Retain An Old One What do you think is the number one reason customers leave their current supplier? Price? Nope. Service? Nope. It is the feeling that their business is no longer appreciated. <

• Even if your product or service is ideal for them and satisfies all their requirements, if they feel uncomfortable with your style, they’ll buy elsewhere

• Word-of-mouth can be a great way to boost sales but it can also be a destructive force. A dissatisfied customer will tell many more people about their bad experience than a satisfied customer will about a good experience. So, not only have you missed out on one sale but also a bucket-load more

What steps can you take to avoid being too pushy or aggressive and possibly end up loosing a sale?

Early on in the relationship or presentation, don’t be overly familiar. Ask if you can call them by their first name. Seeking permission may sound a bit cheesy but at least you have their permission.

Having established this ground rule, actively listen to what the customer is saying, Is he dropping clear hints that he is not comfortable with what you are saying? Conversely, if he’s not responding at all, ask him if he’s OK with what he has heard so far. Asking questions is a great way of finding out what the customer is really thinking and so an opportunity to put things right.

As well as listening, watch their body language. Do they appear happy or are their eyes constantly looking around (probably looking for the exit!) and not at you. If so, again step back and use questions to check their mood. Slow the pace down and clarify any concerns. Listening to what the customer has to say is the key and then respond by addressing the issues.

If, after taking on board what the customer is saying, you still get a ‘no’, don’t argue; back off and leave the door open for another day. Once the customer has verbally said no, the chances of you getting a sale after that is dramatically reduced. And whatever you do, don’t follow up a few days later with a telephone call! Leave the customer alone and he may come back of his own free will. The memory of your pushy style will linger for some time and the chances of you getting a quick re-match are slim, so don’t try and encourage one!

Next time you are making a sales pitch, make sure you don’t go too far and push the client so hard that he falls off a cliff. You want him alive so he can come and see you another day!

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If you are like many high-performing business people, you have an annual ritual to set your plans for the coming twelve months. Some people do it in December, others at weird, miscellaneous times of the year, but most -- me included -- tend to do it the beginning part of the New Year.

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