Would you like to sell more? Then start selling less!
Best Selling author Jeffrey Gitomer says “People hate to be sold, but they sure love to buy!”
The days of selling ice to Eskimos are over. People don’t have time or patience for pushy salespeople and get turned off by high-pressure tactics.
Instead, consumers are turning to “thought leaders” who take the time to educate them and even entertain them. Their nurturing builds trust and earns “reciprocity” because they give so much value in advance.
People buy from people they “Know, Like and Trust”.
Use the 3 “E’s”: Educate, Entertain and Engage to bond and build rapport with your current and future customers.
You will probably end up selling a whole lot more by selling less!
If you would like help implementing these marketing tips, or would like to discuss the many ways that we can help you make “More Sales Now”, visit our “Contact Us” page and let us know how we can help you!
You only get one chance to make a first impression! Here’s a great way to make sure that every new relationship gets off to a fast start!
Use an “Ignition Message” to light the fuse on every new prospect and customer you meet. Now is the time to set yourself apart and differentiate yourself from the competition.
Plus, chances are your new contact is looking for valuable information and maybe even to make a purchase to solve their problem. After all, that’s probably how they found you in the first place!
Automate the process so no opportunities fall through the cracks.
Use trackable “Calls to Action” and links so that you can segment and measure response.
Ask your new contact to add your email address to their address book so that your emails don’t accidentally go to “Spam” or “Promotions” folders.
Create excitment for upcoming information and tell them what to look forward so your emails get top priority!
If you would like help implementing these marketing tips, or would like to discuss the many ways that we can help you make “More Sales Now”, visit our “Contact Us” page and let us know how we can help you!
If you’ve been doing any of the tips and hacks that I’ve been talking about in this series, then you’ve created quite a lot of content…and you’re probably already seeing the benefits—more visits to your website, more emails in your autoresponder, more leads, more prospects, even more sales. Want to supersize that?
Here are two quick ideas for you.
1. Learn to think in terms of series, not just one offs. Post the first of a series of informative posts on your blog. Link to that from social media. Now, tell people that this is a series and ask them to opt-in to get the rest of the series.
2. Next, if you want to get even more mileage out of your efforts, consider taking these posts and turning them into PowerPoint slides. Put those up on SlideShare. Next make videos from those slides and put those on YouTube.
This kind of content is called anchor content. It’s evergreen. It will just sit out there in cyberspace and get you lead after lead after lead!
You’ll want to think of a topic that’s evergreen. Again, learn to think in terms of how your clients/customers think. What would be the most useful series for them? If you have any problems coming up with ideas, let me know. Happy to hop on the phone with you and help you brainstorm.
If you would like help implementing these marketing tips, or would like to discuss the many ways that we can help you make “More Sales Now”, visit our “Contact Us” page and let us know how we can help you!
Here’s a painless way to create more content, more leads, more sales.
Create a “state of the industry” report. Put that report on your website. Email it to your list. Offer it as a giveaway. Do all the stuff with it that I preach in these emails.
The report doesn’t have to be long. 5 pages will do. You’ll want to get an expert for the layout.
Here are the steps:
1. Research the internet for industry information
2. Get a writer to write the report
3. Get someone to format it into a tasteful PDF
4. As usual, spread it all around the Internet
I’m here to help! Reach out to me!
If you would like help implementing these marketing tips, or would like to discuss the many ways that we can help you make “More Sales Now”, visit our “Contact Us” page and let us know how we can help you!
How often I see businesses miss out on this incredible opportunity to make 30% more in each sale! I’m amazed at this, and I don’t want you to be making this mistake.
What am I talking about?
Well, MacDonalds calls it “supersizing”.
I call it upgrading the offer.
At the point of sale, you always need to quickly pitch an upgrade. An added feature. A cross sell. A more feature packed model.
Getting customers for most businesses is the hard part. Learn to sell more to your existing ones only makes sense!
1. Brainstorm
2. Train your staff
3. 90 trial period
4. Make decision to keep or toss based on real numbers
Let me know if I can help you with any of this! (And yes. I will pitch you an upgrade when you buy! )
If you would like help implementing these marketing tips, or would like to discuss the many ways that we can help you make “More Sales Now”, visit our “Contact Us” page and let us know how we can help you!
“Know, Like, And Trust!”
Those are some of the most important three words in marketing. Customers need to know, like, and trust you. Often we do that through salespeople or support staff. But, you can deepen your relationship with your customers and clients in other ways.
Here’s a great way to easily do this with video:
Create a video series of 5 minute interviews of your key people who work for you. Put theses videos on one page on your site. Invite your visitors to go to that page and watch them…and comment on them too! Put this up on YouTube and in general spread it all around the Internet.
This is very easy to implement. For a camera use your smart phone. (Hold it sideways so that the video is horizontal!) Get with each of the people you’re interviewing and write a quick script of what you want them to cover. Let them be natural. Don’t script everything. Keep these short. 3 minutes is perfect!
If you would like help implementing these marketing tips, or would like to discuss the many ways that we can help you make “More Sales Now”, visit our “Contact Us” page and let us know how we can help you!
Thanks for being on my list and reading my emails and posts. If I can help you implement any of my tips, just reach out to me!
Having said that, just because you’re doing all this fancy online stuff please don’t forget the basics of good selling.
Here’s a case in point.
The free trial! I can’t tell you how many business owners I’ve approached and asked if they’ve ever considered a free trial. Sure, everyone’s thought about this, but few have actually done it.
Consider implementing a free trial for some product in your business. You’ll probably be delighted at the results.
You’re going to have to put your thinking cap on and consider which products or services could even been turned into a free trial. Done right, you’ll implement the free trial for a certain period. Let’s say 90 days. Keep track of the added (or subtracted) revenue from that. Make your decision to continue, discontinue, or tweak based on real numbers not gut feel!
If you would like help implementing these marketing tips, or would like to discuss the many ways that we can help you make “More Sales Now”, visit our “Contact Us” page and let us know how we can help you!
I see this a lot! Businesses try to build an email list and… not much happens. The issue is this. Marketing online is very detail oriented and actually takes quite a lot of experience. It’s hard for people to just come in from another business model and succeed at it.
Here’s an example.
A lot of businesses assume that they need to collect more not less information on their squeeze page. So, they ask name and email, of course, but then they ask for the phone number, the mailing address, and also ask the visitor to fill in a few answers to some generic questions.
Wrong! Wrong! Wrong! Wrong!
Why? Well, in a word, TRUST! The person just landed on your page and you want to know their life history.
Do this instead.
Have a two step process. On your initial squeeze page ask for name and email only. Then in your follow ups ask for the extra information. Incentivize it if you need to!
Try it both ways and split test it! There are click tracking apps that keep track of how many people landed on a given page and how many clicked on this and that. Use that intelligence to see which page your market responds to the most. Let me know if you need help with this!
If you would like help implementing these marketing tips, or would like to discuss the many ways that we can help you make “More Sales Now”, visit our “Contact Us” page and let us know how we can help you!
You need to sell on every inch (or centimeter) of your blog!
One page that probably needs reworking is your About page. When I look at most business’s about page, I normally see a very ho hum, even boring summary of what’s so wonderful about the company. That’s good, but not great!
Even an About page can be turned into a sales page. What should you sell? 9 times out of 10, you need to see your readers on the idea of clicking a link and submitting an email to get something.
Rework your About page so that it sells the click! You’ll get more sign ups, and as a consequence, they’ll know more about your business too!
1. You need what we call a lead magnet. Write a short report about something virtually every customer you have should be interested in. Save that a s PDF.
2. Next get your web gal or guy to create a squeeze page for you.
3. Link to that from your About page!
If you would like help implementing these marketing tips, or would like to discuss the many ways that we can help you make “More Sales Now”, visit our “Contact Us” page and let us know how we can help you!
Advertising is great. PR done right might even be better. We talked about HARO in another email. (Help A Reporter Out) If you missed that, let me know. I’ll send you the information.
Here’s more PR you can do for your business. Works even if you’re on a tight budget, too!
Buzzsumo is a website that tracks media buzz on various topics. Go there and enter your business type into the search bar. You’ll get back articles that are online along with metrics that show you how well they are performing.
The goal here isn’t to microanalyze all of this. The goal is to find names of journalists for you to send a pitch to about your business. Most by lines will link to a journalist’s page where they’ll have ways of contacting them through either email or social media or both.
Next, take a short pitch about your business and mail it to them or use social media to message them about it. Do a lot of these and chances are you’ll get some replies back.
If you keep at this, you might even end up with an article in USA Today or the Wall Street Journal!
Remember the Nike tag line? Just Do It!
Also, try just going to big business magazine websites, like Forbes, Inc, or Entrepreneur. Search for relevant articles there. Contact those journalists too!
If you would like help implementing these marketing tips, or would like to discuss the many ways that we can help you make “More Sales Now”, visit our “Contact Us” page and let us know how we can help you!