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Casual Articles - Win More Sales With a 5-Step Sales Process
Of all the media choices available to advertisers, intrusive media has been proven in multiple national market tests to be the most effective method for brand creation.What exactly is intrusive media? I like to think of it as outbound promotion.In essence, this form of advertising involves delivery methods that are actively inserted into a prospect’s environment. Unlike passive media elements like search engine listings and yellow page ads which are sought out by your target audience, intrusive media is dropped right into a prospect’s lap, and can only be avoided if a person changes channels, deletes an emai
STEP ONE: Generate Leads
The number one reason most promotional efforts don’t get the desired results is trying to make a sale too soon. Advertising should be designed to generate leads - inquiries about your product or service
Genuine testimonials can add credibility to a real estate marketing program. When the testimonial comes from a known source, like a neighbor, that power increases tenfold. So how do you go about using testimonials?An easy but effective formula:1. Place a testimonial at the top of your piece, in headline fashion.2. Followed up with your message, giving specifics of the transaction -- the number of interested buyers that came through, the time it took to get a contract. (Or other relevant data from a buyer agent transaction).3. Then offer to help the reader in the same way.4. End wi
If they are lucky to get to a face-to-face meeting, they “show-up and throw-up.” They spew all there is to know about their product or service and leave the meeting hoping for a favorable decision sometime in the near future.
Their follow-up consists of a few phone-calls that go somewhat like this: “Hi, remember me? We met last week? Anyway, I just wanted to know if you’ve made a decision yet? No? Oh, OK, I’ll call again…” Soon they discover their prospect got stuck in a “12-month meeting” (every time they call over the next 12 months the prospect is in a meeting). Sounds familiar?
What’s missing is clear, consistent and easy to duplicate sales process. In a nutshell sales process is a sequence of steps that predictably moves potential clients along the decision-making path.
While your unique process will be based on the type of product or service you are selling and who the buyer is, here is a simple five step model that’s guaranteed to help you close more deals.
STEP ONE: Generate Leads
The number one reason most promotional efforts don’t get the desired results is trying to make a sale too soon. Advertising should be designed to generate leads - inquiries about your product or service
Before Christmas I found a display of older candy brands, and some of them made it into my cart. Among other things I picked up Beeman’s Chewing Gum to put in the stockings of several family members.While visiting my Dad before Christmas, he told me a story about finding something at the store and buying all they had. As he told me the story he tossed me a package of Beeman’s. I burst into laughter and told him he would enjoy at least one of the things in his stocking later…This all happened several weeks ago, and as I write this I am chewing Beeman’s Chewing Gum. If you are unfamiliar with Beeman’s it w
If they are lucky to get to a face-to-face meeting, they “show-up and throw-up.” They spew all there is to know about their product or service and leave the meeting hoping for a favorable decision sometime in the near future.
Their follow-up consists of a few phone-calls that go somewhat like this: “Hi, remember me? We met last week? Anyway, I just wanted to know if you’ve made a decision yet? No? Oh, OK, I’ll call again…” Soon they discover their prospect got stuck in a “12-month meeting” (every time they call over the next 12 months the prospect is in a meeting). Sounds familiar?
What’s missing is clear, consistent and easy to duplicate sales process. In a nutshell sales process is a sequence of steps that predictably moves potential clients along the decision-making path.
While your unique process will be based on the type of product or service you are selling and who the buyer is, here is a simple five step model that’s guaranteed to help you close more deals.
STEP ONE: Generate Leads
The number one reason most promotional efforts don’t get the desired results is trying to make a sale too soon. Advertising should be designed to generate leads - inquiries about your product or service
Meetings are as diverse in their purpose and structure as the speakers who are on the platform at these meetings. They can be international, national, regional. They can be internal meetings, external meetings, sales meetings, client conferences, user conferences, annual conferences or leadership retreats.Once you have determined the purpose, theme and structure of your meeting you will have a better idea of your speaker needs. The following descriptions will help you define exactly how you utilize a speaker’s services:Keynote Speaker (keynote - the main idea or theme).In public speaking the word k
What’s missing is clear, consistent and easy to duplicate sales process. In a nutshell sales process is a sequence of steps that predictably moves potential clients along the decision-making path.
While your unique process will be based on the type of product or service you are selling and who the buyer is, here is a simple five step model that’s guaranteed to help you close more deals.
STEP ONE: Generate Leads
The number one reason most promotional efforts don’t get the desired results is trying to make a sale too soon. Advertising should be designed to generate leads - inquiries about your product or service
You can make a difference in the second half! You can't do it by doing the same things the same way.You can make a difference in the second half every year! You can do it by thinking differently and being different. For example:Always link your ideas to action steps. Always put them in writing. Always include dates. Remember, the old Proverb that says - "Talk doesn't cook rice." Nothing gets done if you don't do it.You get what you expect. Change your expectations. Always expect to make your numbers. Always means always. Be optimistic about everything. Optimists make more money than pessimists. I kid
While your unique process will be based on the type of product or service you are selling and who the buyer is, here is a simple five step model that’s guaranteed to help you close more deals.
STEP ONE: Generate Leads
The number one reason most promotional efforts don’t get the desired results is trying to make a sale too soon. Advertising should be designed to generate leads - inquiries about your product or service
The last few years have seen a change in the estate planning market. The apparent determination of President Bush and the Republican majority in Congress to do away with the estate tax has made marketing estate planning more difficult.Most estate planning attorneys know there are plenty of reasons—reasons completely unrelated to tax issues—that an individual needs to make an estate plan. Most of these reasons have to do with family issues. Perhaps parents have a son-in-law they don’t trust. Perhaps one of their children is a spendthrift. Perhaps one child works in the family business and others do not. All are very
STEP ONE: Generate Leads
The number one reason most promotional efforts don’t get the desired results is trying to make a sale too soon. Advertising should be designed to generate leads - inquiries about your product or service from qualified prospects – not to get an order!
Generating leads is relatively easy - there are hundreds (if not thousands) of ways to get potential clients to contact you. Speaking, publishing articles, referral systems, press releases, internet marketing, networking, print ads and direct mail are just a few ways that work well for attracting prospects interested in your professional services.
STEP TWO: Pre-qualify Prospects
Your promotional efforts are bound to create some responses from tire-kickers. Unless you have unlimited resources (namely money and time) to follow-up with people that will never make a purchase or create a referral – you want to eliminate the least ideal “prospects” right from the get-go.
The best way to separate lookie-loos from genuine prospects is to ask them to invest a small amount of effort or money before they can receive more information. Have prospects fill-out a short questionnaire or request a small fee to cover your expenses of giving them additional information and only the serious candidates will move to the next step.
STEP THREE: Send Positioning Materials
Depending on how you generated the lead in the first place you may need to send out “fulfillment package
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