One of the most frightening challenges many people have is to pick up the telephone and speak to a decision maker they don’t know, and make an appointment.
And when you think about it, you are calling a decision maker, who is generally a very busy person, with numerous, weighty responsibilities, and asking them to spend some time listening to you. It’s asking a lot when you look at it that way…
So, the question is, why should they agree to see you or I? In answering that, it’s useful to ask ourselves a question: If a total stranger were to call and ask to set a time to see you, what would it take for you to agree? I’m willing to wager, they would need to get your attention and tell you how meeting with them was going to show you a way to either ‘avoid pain’ or ‘gain pleasure’ through your product or service – and tell them confidently and quickly!
Examples of this may include how they could avoid loss (of money), gain time/money. Or avoid losing customers to competition. Increase their customer base. Prevent loss of market share. Increase market share. And if you can’t, do any of those things, why would they want to meet with you? What’s in it for them anyway? If you don’t know the answers to those questions, from your customer’s perspective, find someone to help you brainstorm some ideas and find the answers. It could be the best time you invest in your business this month!
One of the greatest challenges when new business phone calls need to be made is, people have often already worked themselves into a less than useful state of mind. You may done this yourself. Time comes to make the calls. Just before you do, you’ll grab yourself another coffee. Then someone you asked to drop in some artwork calls in, so you look at that. Back at your desk, there’s a message from a friend, so you’d better return that call. Then before you start, you need a tidy desk. Of course, if your business cards aren’t alphabetized, that may slow you down. Your pencil looks a little blunt, so best remedy that. Actually, now is probably a good time to check your stationery supply and get a new pen, because you don’t want that failing you. OK, a quick visit to the bathroom and you’ll be ready to go…
Oh, look at the time! They’re probably at lunch now. Better diarise a time this afternoon to get right on to those calls. OK, so I’m exaggerating, but you get the picture. If we are not prepared, and don’t have a structure that allows us to confidently make the calls, of course we are likely to delay the process.
Many years ago when I started out in my own business, I was selling a US designed product that came complete with a structure for making cold calls. I read through the scripts and thought, “There’s no way I could say that. That’s not my style. Things are different in Australia.” So instead, I started doing things ‘Franks way’. After a period of time not achieving the types of results I was after, I went back to those scripts and thought, “Well, I’ll try it once. Can’t do much harm trying it once.” The difference was immediate!
In Australia we have something of an aversion to working from scripts, and there are a couple of reasons for that. One is, the script wasn’t written by us, so it may call on us to use slightly different language – and that feels uncomfortable. The other thing is, we have no doubt been on the receiving end of a call from a telemarketer who was so determined to stick to their script, they didn’t hear a thing we were saying.
Neither of those those things should prevent us using a well-crafted script as our base. The key is, to learn it so well it becomes second nature, so you can listen to, and work with the person on the other end of the phone. In avoiding making a start, people only deepen their unresourceful state of mind. Before picking up the phone, that state of mind needs to be changed. There are a number of ways to do that, and often individuals know their own system best of all.
Monday, January 15, 2007
Sunday, January 14, 2007
How to Close Larger Deals by Effectively Qualifying Your Sales Prospects
Qualifying your prospects is a critical step in the overall sales cycle. Creating situational awareness for your potential client will increase your probability of closing the sale. Having a better understanding of your prospects needs will also allow you to maximize your deal size.
In qualifying your prospect, you are determining three basics things:
1. What is your customer’s situation now?
2. What would they like it to be?
3. How can you help them get from where they are to where they want to be?
Before initiating a buying process, customers have to:
1. Recognize and understand that they have a need
2. Conclude that the need is significant enough to take action upon
When qualifying opportunities, probe to see how you can make truly valuable contributions to their organization. Help your customers to:
1. Discover opportunities they weren’t aware of or thought insignificant
2. Expand awareness to those opportunities to generate excitement
3. Intensify customer’s dissatisfaction with unsatisfactory situations
You should implement a qualifying process to allow you to gather customer information quickly and efficiently.
Begin your qualifying with broad, general questions about the prospect’s situation and narrow the conversation down to specifics when appropriate. Formulate questions in a way that promotes continuing dialogue, using descriptive words such as explain, describe, explore, tell me about, share with me, etc.
“Would you mind explaining more about your current situation and your strategy for the next 6 months?”
To encourage an open and productive dialogue, transition into qualifying by letting the prospect know why you are asking for the information.
“To be sure we’re recommending the right solution for your needs would you mind if I get your answers to a few questions”
Find the “pain” – explore problems and the impact those problems have on their business.
“What do you feel are some limitations of your current situation?"
Below are some qualifying questions you can customize to your specific product or service.You’ll be amazed of how much information prospects will give up when asked the right question!
* Mr/Mrs Prospect, to be sure we explore areas of mutual interest, what can you share with me about your current environment?
* Could You Describe What Your Current Environment Looks Like?
* What Does Your Ideal Solution Look Like?
* Any Thought on Budget Range?
* Would You Mind Explaining Your Current Situation and Your Strategy For The Next 6-12 Months?
* What are your objectives for the next 3-6 months?
* If money was not an issue what would your ideal situation look like?
* How much growth do you foresee in the next year or two?
* How much do you want to increase your profit this year?
In qualifying your prospect, you are determining three basics things:
1. What is your customer’s situation now?
2. What would they like it to be?
3. How can you help them get from where they are to where they want to be?
Before initiating a buying process, customers have to:
1. Recognize and understand that they have a need
2. Conclude that the need is significant enough to take action upon
When qualifying opportunities, probe to see how you can make truly valuable contributions to their organization. Help your customers to:
1. Discover opportunities they weren’t aware of or thought insignificant
2. Expand awareness to those opportunities to generate excitement
3. Intensify customer’s dissatisfaction with unsatisfactory situations
You should implement a qualifying process to allow you to gather customer information quickly and efficiently.
Begin your qualifying with broad, general questions about the prospect’s situation and narrow the conversation down to specifics when appropriate. Formulate questions in a way that promotes continuing dialogue, using descriptive words such as explain, describe, explore, tell me about, share with me, etc.
“Would you mind explaining more about your current situation and your strategy for the next 6 months?”
To encourage an open and productive dialogue, transition into qualifying by letting the prospect know why you are asking for the information.
“To be sure we’re recommending the right solution for your needs would you mind if I get your answers to a few questions”
Find the “pain” – explore problems and the impact those problems have on their business.
“What do you feel are some limitations of your current situation?"
Below are some qualifying questions you can customize to your specific product or service.You’ll be amazed of how much information prospects will give up when asked the right question!
* Mr/Mrs Prospect, to be sure we explore areas of mutual interest, what can you share with me about your current environment?
* Could You Describe What Your Current Environment Looks Like?
* What Does Your Ideal Solution Look Like?
* Any Thought on Budget Range?
* Would You Mind Explaining Your Current Situation and Your Strategy For The Next 6-12 Months?
* What are your objectives for the next 3-6 months?
* If money was not an issue what would your ideal situation look like?
* How much growth do you foresee in the next year or two?
* How much do you want to increase your profit this year?
Saturday, January 13, 2007
How to Sell Enterprise Resource Planning (ERP) to Small and Medium Business (SMB) Clients
1. SMB market situation
Big competition –The SMB market is characterized by a lot of competitors, who are trying to be market leaders. The competition is tough and we have to fight hard to get a sale.e
Little earning – At the same time, it’s a market that gives us a little earning. It is very hard to drive a consultancy firm living only from the earning from small a midrange customer.
Decision making about 1 year. The decision making does not come overnight. You have to have patience and ensure awareness. You have to keep pushing the same winner buttons: branch specific, state of the art solution and low cost price.
½ day to convince the customer. When the SMB customer wants to se you be sure that you are on immediately available. The SMB company doesn’t wait for you. You got typically ½ day to get yet another invitation into the world of the SMB company and to get the sale.
This leads and trigger white lies – It’s a hard market and we all know that when we’re pushed enough we start to make our little white lies. So everybody without exception makes these white lies or conceals the truth.
2. The characteristics of the SMB customer
Hardworking – They work 24x7x52. They know more than anybody that success in the SMB market requires hard work
Humble – They have a very humble approach to the way of running business.
Proud – They have built their business and are proud of it and remember we are only invited into.
Simple minded – they just love simple solutions. Often they cannot afford the luxury of endless meeting to make decisions
They know the art of survival – They know more than anybody the art of survival. The must be flexible and continuously change according to their business environment
Their business is their life. Once I heard a sales man propose daily fines if we didn’t succeed in meeting the go life deadline in time. He didn’t understand that they were more concerned about surviving the implementation. An implementation drains the business for energy and if its fails it will kill the customer.
3. SMB customer’s perception
It’s legal to say that Enterprise Resource Planning (ERP) is not good – Even persons on the street seems to know. We’re working uphill right from the start.
Too big – It can be difficult to maintain the overview of ERP since there are too many functionalities and constant changes. However, it is necessary to understand what is available and how it can benefit them. On the other hand it takes the customer 5 min to ask for the very deepest functionalities the ERP system. I feel sorry for the other systems. They must give up much sooner.
You’re lost in the ERP system – Nobody seems to know what is going on, there are too many bad stories and you cannot control development.
Not user friendly – ERP much be repeated again and again. The new customers haven’t heard the good news. Too expensive – It is an old story. Now it is cost effective.
4. Enterprise Resource Planning (ERP)
Superior Industry specific ERP template – It no problem to stand up and say: I believe that this is the right solution for you dear customer. The king of functionalities – This is it, I’m still amazed when I make new discoveries. ERP covers the latest best practices and process need for a specific sub industry.
The best documented system – this is in fact a unique selling point. You will get all the support you can get – Some of my colleagues just have to learn to ask within our organization or ERP politely. Just ask politely and you will get the help.
Respect – Everybody respects the ERP system. We know and the customer knows that this is state of the art. Often it is chosen in the preliminary phase only as a reference system to ensure that the cheaper system is good enough.
You have to earn the trust – You don’t immediately have the customer’s trust. You have to earn it.
5. Presales issues
Do not only use salesman. You cannot sell an ERP system with PowerPoint presentations or CATT’s alone. The customer has met too many liars.
Trust – show the system. The customers want to see the system in action in detail! They want to see it before they can trust you.
Be honest so it hurts – You have to be very honest and that may hurts. Then the customer will trust you. The point is that you don’t have to lie. Remember that you have the best solution on the market in your hand.
Trust it. Show the pain points and challenges – Show that you know their business by indicating paint points and challenges that can be eased by using the system. Often they are amazing of the possibilities in the ERP system.
Emphasize template. Repeat again and again that this is a template and that the major decision already has been taken. We don’t need 1 year of analysis phase.
Narrow the scope down. Continue to control and focus on the scope to keep on narrowing it down.
Don’t make it bigger every time the customer has a question.
Fixed price – This shows the customer that you really believe in what you’re selling.
6. How do you present the system?
Trust – show the system, they need to see it working in real life.
Focus on enduser functions. When you show it, focus on enduser functionalities. Customers often have a perception that the system is very poor in this area. Even though you might think it is so simple, show it anyway. You get acceptance right away.
Start from scratch and build up the trust. Build a relationship of trust and a common ground of understanding from scratch.
Show simplicity – Keep it simple. Don’t show 8 different approaches to a problem. Show only what you believe in is best for them. Be straight forward – Show how easily the ERP solution solves even the complex issues.
Answer “razor sharp” every time – When you get a question, answer “razor sharp” every time. Don’t say: “well it depends”. What kind of functionality do you have in mind? You are the master. You are the one bringing in the best practice show it.
Big competition –The SMB market is characterized by a lot of competitors, who are trying to be market leaders. The competition is tough and we have to fight hard to get a sale.e
Little earning – At the same time, it’s a market that gives us a little earning. It is very hard to drive a consultancy firm living only from the earning from small a midrange customer.
Decision making about 1 year. The decision making does not come overnight. You have to have patience and ensure awareness. You have to keep pushing the same winner buttons: branch specific, state of the art solution and low cost price.
½ day to convince the customer. When the SMB customer wants to se you be sure that you are on immediately available. The SMB company doesn’t wait for you. You got typically ½ day to get yet another invitation into the world of the SMB company and to get the sale.
This leads and trigger white lies – It’s a hard market and we all know that when we’re pushed enough we start to make our little white lies. So everybody without exception makes these white lies or conceals the truth.
2. The characteristics of the SMB customer
Hardworking – They work 24x7x52. They know more than anybody that success in the SMB market requires hard work
Humble – They have a very humble approach to the way of running business.
Proud – They have built their business and are proud of it and remember we are only invited into.
Simple minded – they just love simple solutions. Often they cannot afford the luxury of endless meeting to make decisions
They know the art of survival – They know more than anybody the art of survival. The must be flexible and continuously change according to their business environment
Their business is their life. Once I heard a sales man propose daily fines if we didn’t succeed in meeting the go life deadline in time. He didn’t understand that they were more concerned about surviving the implementation. An implementation drains the business for energy and if its fails it will kill the customer.
3. SMB customer’s perception
It’s legal to say that Enterprise Resource Planning (ERP) is not good – Even persons on the street seems to know. We’re working uphill right from the start.
Too big – It can be difficult to maintain the overview of ERP since there are too many functionalities and constant changes. However, it is necessary to understand what is available and how it can benefit them. On the other hand it takes the customer 5 min to ask for the very deepest functionalities the ERP system. I feel sorry for the other systems. They must give up much sooner.
You’re lost in the ERP system – Nobody seems to know what is going on, there are too many bad stories and you cannot control development.
Not user friendly – ERP much be repeated again and again. The new customers haven’t heard the good news. Too expensive – It is an old story. Now it is cost effective.
4. Enterprise Resource Planning (ERP)
Superior Industry specific ERP template – It no problem to stand up and say: I believe that this is the right solution for you dear customer. The king of functionalities – This is it, I’m still amazed when I make new discoveries. ERP covers the latest best practices and process need for a specific sub industry.
The best documented system – this is in fact a unique selling point. You will get all the support you can get – Some of my colleagues just have to learn to ask within our organization or ERP politely. Just ask politely and you will get the help.
Respect – Everybody respects the ERP system. We know and the customer knows that this is state of the art. Often it is chosen in the preliminary phase only as a reference system to ensure that the cheaper system is good enough.
You have to earn the trust – You don’t immediately have the customer’s trust. You have to earn it.
5. Presales issues
Do not only use salesman. You cannot sell an ERP system with PowerPoint presentations or CATT’s alone. The customer has met too many liars.
Trust – show the system. The customers want to see the system in action in detail! They want to see it before they can trust you.
Be honest so it hurts – You have to be very honest and that may hurts. Then the customer will trust you. The point is that you don’t have to lie. Remember that you have the best solution on the market in your hand.
Trust it. Show the pain points and challenges – Show that you know their business by indicating paint points and challenges that can be eased by using the system. Often they are amazing of the possibilities in the ERP system.
Emphasize template. Repeat again and again that this is a template and that the major decision already has been taken. We don’t need 1 year of analysis phase.
Narrow the scope down. Continue to control and focus on the scope to keep on narrowing it down.
Don’t make it bigger every time the customer has a question.
Fixed price – This shows the customer that you really believe in what you’re selling.
6. How do you present the system?
Trust – show the system, they need to see it working in real life.
Focus on enduser functions. When you show it, focus on enduser functionalities. Customers often have a perception that the system is very poor in this area. Even though you might think it is so simple, show it anyway. You get acceptance right away.
Start from scratch and build up the trust. Build a relationship of trust and a common ground of understanding from scratch.
Show simplicity – Keep it simple. Don’t show 8 different approaches to a problem. Show only what you believe in is best for them. Be straight forward – Show how easily the ERP solution solves even the complex issues.
Answer “razor sharp” every time – When you get a question, answer “razor sharp” every time. Don’t say: “well it depends”. What kind of functionality do you have in mind? You are the master. You are the one bringing in the best practice show it.
Friday, January 12, 2007
Banned Until Further Notice: All Boring Business Presentations
Wow!! Wouldn’t it be great if we, business people, could give better presentations...guaranteed to be more interesting, informative and easier to attend and more successful?
Business Presentations, Today.
You arrive in the hotel conference room or auditorium; the chairs and tables are neatly lined up in audience format. The lectern is set-up on stage and there’s this huge screen with a projected greeting, welcoming you to the event. On the tables in front of each chair is a stapled package containing the presentation slides you are about to see during the presentation..
Over my career, I have personally sat through many boring slide presentations at conferences and after the room is darkened, the speaker aims his pen laser at the screen. I start to leaf through the slides in the package. In fact, I usually count the slides in the handout and estimate the time it will take to go through all those busy graphs and information soaked visuals. After some time, I have to fight valiantly against dozing off.
I have also listened to ‘kitchen table’ sales presentations which made me yearn to watch the most boring re-run on TV. No matter the forum, presentations have become all, too common in style.
What Has Happened to Our Presenters?
Over the past thirty years or so, we have discovered ‘overhead slide’ projectors and subsequently graduated to the ‘PowerPoint’ computer slide shows. Our love affair with color slides grew and graphic representations; even video went into high gear. Not one presentation exists without an exhausting and painful display of graphics, numbers, words and colors, complete with special effects and chase scenes.
Audience members are now treated like toddlers whose parents need a break and get it by sitting them in front of the TV to baby-sit for a while. The whole presentation process has become an exercise in visual aids. The audience is left somewhat unattended.
The True Reason for Presentations
As a presenter, your job is to “entertain” your audience with the intent of informing, persuading or selling them on your point of view, your product or service or to convince them to follow you in some endeavor...or to invest their time or money in you. They came to listen to you not to read “your presentation” off a bunch of slides.
The Real Presenter
The Real Presenter should be “Conversing” with her audience. That’s right, she should be speaking to an audience just like she would speak to a group of her closest friends. A presenter, who shares information in a direct and friendly way, with audience interaction, invites interest and discussion.
True Stories
“Jim, a retired airline pilot, told his audience about an episode in which he was giving flying lessons to a new pilot when the engine on the aircraft quit at two thousand feet over an interstate highway. He struggled for some time to restart the engine, but finally had to land the plane in a farmer’s field. The small aircraft wound up leaning on its nose but both he and his student walked away without injury.”
Wouldn’t you want Jim as your instructor? Wouldn’t you feel safe flying on an airliner with Jim at the controls? In one short story, Jim convinced his audience that he knew his business.
“Marty was introducing herself to the group and happened to mention how she backpacked across Europe in her college days, then she stowed away on a “tramp steamer” from southern France to Africa. Her tone and demeanor was relaxed and conversational. Her audience was mesmerized; she had obviously captured their attention. They believed her because she was telling a true story”
Business Presentations, Today.
You arrive in the hotel conference room or auditorium; the chairs and tables are neatly lined up in audience format. The lectern is set-up on stage and there’s this huge screen with a projected greeting, welcoming you to the event. On the tables in front of each chair is a stapled package containing the presentation slides you are about to see during the presentation..
Over my career, I have personally sat through many boring slide presentations at conferences and after the room is darkened, the speaker aims his pen laser at the screen. I start to leaf through the slides in the package. In fact, I usually count the slides in the handout and estimate the time it will take to go through all those busy graphs and information soaked visuals. After some time, I have to fight valiantly against dozing off.
I have also listened to ‘kitchen table’ sales presentations which made me yearn to watch the most boring re-run on TV. No matter the forum, presentations have become all, too common in style.
What Has Happened to Our Presenters?
Over the past thirty years or so, we have discovered ‘overhead slide’ projectors and subsequently graduated to the ‘PowerPoint’ computer slide shows. Our love affair with color slides grew and graphic representations; even video went into high gear. Not one presentation exists without an exhausting and painful display of graphics, numbers, words and colors, complete with special effects and chase scenes.
Audience members are now treated like toddlers whose parents need a break and get it by sitting them in front of the TV to baby-sit for a while. The whole presentation process has become an exercise in visual aids. The audience is left somewhat unattended.
The True Reason for Presentations
As a presenter, your job is to “entertain” your audience with the intent of informing, persuading or selling them on your point of view, your product or service or to convince them to follow you in some endeavor...or to invest their time or money in you. They came to listen to you not to read “your presentation” off a bunch of slides.
The Real Presenter
The Real Presenter should be “Conversing” with her audience. That’s right, she should be speaking to an audience just like she would speak to a group of her closest friends. A presenter, who shares information in a direct and friendly way, with audience interaction, invites interest and discussion.
True Stories
“Jim, a retired airline pilot, told his audience about an episode in which he was giving flying lessons to a new pilot when the engine on the aircraft quit at two thousand feet over an interstate highway. He struggled for some time to restart the engine, but finally had to land the plane in a farmer’s field. The small aircraft wound up leaning on its nose but both he and his student walked away without injury.”
Wouldn’t you want Jim as your instructor? Wouldn’t you feel safe flying on an airliner with Jim at the controls? In one short story, Jim convinced his audience that he knew his business.
“Marty was introducing herself to the group and happened to mention how she backpacked across Europe in her college days, then she stowed away on a “tramp steamer” from southern France to Africa. Her tone and demeanor was relaxed and conversational. Her audience was mesmerized; she had obviously captured their attention. They believed her because she was telling a true story”
Thursday, January 11, 2007
4 Tips to Boost Your Home-Based Business Sales During a Lull
Every business is bound to hit a lull at some point, but many business owners find themselves feeling disappointed by the lack of sales and unfortunately, businesses shut down because of it.
It doesn’t have to be that way. The next time your business takes a sales dive, be prepared, and turn it into an opportunity to revitalize your marketing efforts and start generating sales.
Here are 4 easy ways you can boost your business during a lull:
Have a Sale. This may seem like an obvious answer to some, but others are so bummed out by the lack of business that they don’t even think about it. Even offering a small 10% discount can motivate a customer to click the order button. A product or service that sells for $20 still gives you $18 after the discount, and you may have gained a return customer. Also, offering a discount or other incentive tends to compel customers to buy more then they would without it.
Hold a Draw. Splurge and offer your customers the chance to win a really awesome prize. The catch . . . they have to buy something in order to get a ticket into the draw, the more they buy, the more entries they get. Give yourself at least a month before selecting the winner so that you have a chance to let people know about your draw, and hopefully gain more sales.
Customer Rewards. People love being rewarded for the things they do, and tapping into that can prove to be worthwhile for your business. Set up a points system that allows customers to collect points for items they buy from you, or if you have a business that gives you direct access to your customers, such as distributing orders locally, give out punch cards and tell your customers that every time they spend a certain amount, they get their card punched. Once they have all ten slots punched, they get to turn their card in for special rewards. Promoting your rewards program will get your customers excited about what they can earn, which means you need to offer them worthwhile rewards in return for their efforts, doing so will gain you sales.
Contact Your Past Customers. Get creative and come up with a plan to get in touch with all your past customers, either through email, snail mail postcards or letters, or through phone and fax. Doing so will remind them that you exist, and that they liked you enough to buy from you in the past. Tell them that you are thanking them for being a customer, and because you appreciate their business, you are giving them a special offer. Your offer could be a coupon, a freebie, a buy 1 get one free deal, or any number of things that will encourage them to check you out and take advantage of your offer. Contacting past customers is something you should do on a regular basis, just because they bought from you once doesn’t mean they will return. Life gets in the way, computers crash and info is lost, there are many things that can cause your customer to lose your business information, so make sure it lands in their hands periodically.
It doesn’t have to be that way. The next time your business takes a sales dive, be prepared, and turn it into an opportunity to revitalize your marketing efforts and start generating sales.
Here are 4 easy ways you can boost your business during a lull:
Have a Sale. This may seem like an obvious answer to some, but others are so bummed out by the lack of business that they don’t even think about it. Even offering a small 10% discount can motivate a customer to click the order button. A product or service that sells for $20 still gives you $18 after the discount, and you may have gained a return customer. Also, offering a discount or other incentive tends to compel customers to buy more then they would without it.
Hold a Draw. Splurge and offer your customers the chance to win a really awesome prize. The catch . . . they have to buy something in order to get a ticket into the draw, the more they buy, the more entries they get. Give yourself at least a month before selecting the winner so that you have a chance to let people know about your draw, and hopefully gain more sales.
Customer Rewards. People love being rewarded for the things they do, and tapping into that can prove to be worthwhile for your business. Set up a points system that allows customers to collect points for items they buy from you, or if you have a business that gives you direct access to your customers, such as distributing orders locally, give out punch cards and tell your customers that every time they spend a certain amount, they get their card punched. Once they have all ten slots punched, they get to turn their card in for special rewards. Promoting your rewards program will get your customers excited about what they can earn, which means you need to offer them worthwhile rewards in return for their efforts, doing so will gain you sales.
Contact Your Past Customers. Get creative and come up with a plan to get in touch with all your past customers, either through email, snail mail postcards or letters, or through phone and fax. Doing so will remind them that you exist, and that they liked you enough to buy from you in the past. Tell them that you are thanking them for being a customer, and because you appreciate their business, you are giving them a special offer. Your offer could be a coupon, a freebie, a buy 1 get one free deal, or any number of things that will encourage them to check you out and take advantage of your offer. Contacting past customers is something you should do on a regular basis, just because they bought from you once doesn’t mean they will return. Life gets in the way, computers crash and info is lost, there are many things that can cause your customer to lose your business information, so make sure it lands in their hands periodically.
Wednesday, January 10, 2007
Would You Make the Best Dressed List
In any and every given moment of your life, you are either in command of yourself, or you are being commanded. Guy Finley
Keeping a wardrobe that is complete and always new is rare. The costs of buying clothing today and with the constant change in styles, bargains are a treasure. There is a definite challenge to being well dressed at all times, especially on a limited budget. For working women this is difficult, yet, it can be done.
The key is in the planning. It takes money to build a wardrobe, or to start over from one season to the next. When you plan your wardrobe, keep in mind your particular style or look. If you find yourself asking questions like, What on earth will I wear today? Or, I have got absolutely nothing to wear! Another favorite is to telephone a few friends to see what they are going to wear. If you find yourself doing any of these, then, your goal is to plan.
Asking yourself some of the following questions may prove helpful:
Does your wardrobe consist of more than 20% of clothing you have not worn in over a year, thinking they may come back in style? Do you own enough accessories to start your own craft store? How often do you make impulse purchases? Before purchasing, do you allow enough time to actually try on the garments?
Answering these questions may make you frown, but these fashion problems are not uncommon. Just realizing what your fashion sense is, is the first step.
Getting to know your own particular styles including the strengths and weaknesses of your figure type is a start. Make a point to focus on a clear image of what you consider being well dressed. Knowing what you like, want, and what looks well on you are important. Buy only what suits you best and not rely on the opinion of someone else. Nor should you base your decision only on what is currently popular.
Fashion is distinctive to each individual and does not need to be classified into a standard mold. Let your own taste dictate your fashion and beauty behavior. Pay attention to fashion and beauty magazines and adjust your taste to the fashions that are made available. Rather then being blindly led to something that may just be the popular style of the moment, adjusting your style is the better way to go.
Where do you start to build a best-dressed wardrobe? Start at the beginning and learn to stretch your fashion dollars by saving any clothing you already have. Make an inventory of what you have in your closet. Most of us usually make two main divisions. One is your summer-wear; the other is your winter wear. Stay within reason and keep anything that is still useful and in good condition. Just try not to cling to any clothing, even for sentimental reasons, that have not been worn for over a year. They only take up space.
Dresses, suits and coats are your most important investment and should be cared for properly. Upon removing them at the end of the day, be sure to immediately hang them up on their individual hangers. Check for spots and stains, and if necessary, brush them off and air them first before putting them away.
In dressing well, the other parts of your wardrobe include your shoes and accessories. Shoes are a major item and must be kept clean and in shape as often as possible. Constantly walking along cemented sidewalks can be a death march to your shoe heels and soles. Have them repaired as frequently as possible and discard shoes when they are unsalvageable.
Accessories are additional items that may be the central aim of your outfit. Give them your attention. Jewelry items must be sparkling clean. Any traces of tarnish on silver pieces can be cleaned with silver polish. Soap and warm water may be applied to jeweled rings, except on pearls, to remove dust and dried soap on the stones or settings. A little soap and water rinse, and even a little rubbing alcohol on many costume pieces can bring back the shine.
With a little planning, a lot of care, and special thought to your wardrobe purchases, you can add life to your clothing and have a closet that will rival any superstar. Dressing well is a sign of your self-esteem. And self-esteem is a part of your personal development. Without it, you may not be motivated to pay any special attention to the way you dress. Go do, and be well dressed!
Keeping a wardrobe that is complete and always new is rare. The costs of buying clothing today and with the constant change in styles, bargains are a treasure. There is a definite challenge to being well dressed at all times, especially on a limited budget. For working women this is difficult, yet, it can be done.
The key is in the planning. It takes money to build a wardrobe, or to start over from one season to the next. When you plan your wardrobe, keep in mind your particular style or look. If you find yourself asking questions like, What on earth will I wear today? Or, I have got absolutely nothing to wear! Another favorite is to telephone a few friends to see what they are going to wear. If you find yourself doing any of these, then, your goal is to plan.
Asking yourself some of the following questions may prove helpful:
Does your wardrobe consist of more than 20% of clothing you have not worn in over a year, thinking they may come back in style? Do you own enough accessories to start your own craft store? How often do you make impulse purchases? Before purchasing, do you allow enough time to actually try on the garments?
Answering these questions may make you frown, but these fashion problems are not uncommon. Just realizing what your fashion sense is, is the first step.
Getting to know your own particular styles including the strengths and weaknesses of your figure type is a start. Make a point to focus on a clear image of what you consider being well dressed. Knowing what you like, want, and what looks well on you are important. Buy only what suits you best and not rely on the opinion of someone else. Nor should you base your decision only on what is currently popular.
Fashion is distinctive to each individual and does not need to be classified into a standard mold. Let your own taste dictate your fashion and beauty behavior. Pay attention to fashion and beauty magazines and adjust your taste to the fashions that are made available. Rather then being blindly led to something that may just be the popular style of the moment, adjusting your style is the better way to go.
Where do you start to build a best-dressed wardrobe? Start at the beginning and learn to stretch your fashion dollars by saving any clothing you already have. Make an inventory of what you have in your closet. Most of us usually make two main divisions. One is your summer-wear; the other is your winter wear. Stay within reason and keep anything that is still useful and in good condition. Just try not to cling to any clothing, even for sentimental reasons, that have not been worn for over a year. They only take up space.
Dresses, suits and coats are your most important investment and should be cared for properly. Upon removing them at the end of the day, be sure to immediately hang them up on their individual hangers. Check for spots and stains, and if necessary, brush them off and air them first before putting them away.
In dressing well, the other parts of your wardrobe include your shoes and accessories. Shoes are a major item and must be kept clean and in shape as often as possible. Constantly walking along cemented sidewalks can be a death march to your shoe heels and soles. Have them repaired as frequently as possible and discard shoes when they are unsalvageable.
Accessories are additional items that may be the central aim of your outfit. Give them your attention. Jewelry items must be sparkling clean. Any traces of tarnish on silver pieces can be cleaned with silver polish. Soap and warm water may be applied to jeweled rings, except on pearls, to remove dust and dried soap on the stones or settings. A little soap and water rinse, and even a little rubbing alcohol on many costume pieces can bring back the shine.
With a little planning, a lot of care, and special thought to your wardrobe purchases, you can add life to your clothing and have a closet that will rival any superstar. Dressing well is a sign of your self-esteem. And self-esteem is a part of your personal development. Without it, you may not be motivated to pay any special attention to the way you dress. Go do, and be well dressed!
Tuesday, January 9, 2007
The Sales Lead List and Why You No Longer Need It
Three elements of modern advertising and sales have recently passed on; unfortunately, only a few of us heard about the funeral, leaving the rest of us to lead our daily business sales as if nothing ever happened.
Gone: the influence of big media advertising over the hearts and minds of the people. People are far too smart these days and know when they're being sold something; TV watching hours are down across the board, and who doesn't choose to download their music over listening to the radio these days?
Only the very, very creative pieces will survive. Follow-through sales are plummeting.
Gone: the poster age. Even the simple act of aggressive sales advertising in any media, where fancy images or a catch phrase used to win people over and lead them to the carrot, is now considered so repulsive that people will go out of their way to avoid it.
Definitely gone: the act of using a sales lead list to phone call / email / hit with Direct Mail those who you believe (and don't know) want your stuff. You're letting bad advice lead you astray.
If people aren't willing to sit through a 30 second commercial to hear its selling message, do you honestly think they're going to sit through a half-hour phone conversation and surrender their hard-earned money? Or read a 5 page long sales letter? Or weed their email list just to read your pitch?
Only if you're interested in evapourating sales.
What about those who do you want your stuff? How do you lead them in the right direction?
There are obviously those out there whose needs could be fulfilled by what you're offering, but the big problem is that they don't know how to find you. They're not going to be on a sales lead list, but I can guarantee you that they'll be on their computer surfing the web. It's a paradise of sales, and all you must do is lead them through the maze.
What you need to then do is use search engines to your advantage by matching what people type into them to what you have to offer. Think of it as a no pressure sale; they're literally coming to you because they need a solution to their problem! Direct them and you could be compiling a prospects list in no time.
How a good SEO writer can help you get things in order:
Good SEO writers will have special tools that lets them see exactly what people are typing into Google (and we're talking word for word) and the rest of the search engines. What they're able to do is to hook up the popular and valuable phrases people are typing in to your personal or corporate site so that when online consumers express their desire for what you're offering, their searches will lead them directly to you. There are hundreds of such opportunities for businesses in any category.
Gone: the influence of big media advertising over the hearts and minds of the people. People are far too smart these days and know when they're being sold something; TV watching hours are down across the board, and who doesn't choose to download their music over listening to the radio these days?
Only the very, very creative pieces will survive. Follow-through sales are plummeting.
Gone: the poster age. Even the simple act of aggressive sales advertising in any media, where fancy images or a catch phrase used to win people over and lead them to the carrot, is now considered so repulsive that people will go out of their way to avoid it.
Definitely gone: the act of using a sales lead list to phone call / email / hit with Direct Mail those who you believe (and don't know) want your stuff. You're letting bad advice lead you astray.
If people aren't willing to sit through a 30 second commercial to hear its selling message, do you honestly think they're going to sit through a half-hour phone conversation and surrender their hard-earned money? Or read a 5 page long sales letter? Or weed their email list just to read your pitch?
Only if you're interested in evapourating sales.
What about those who do you want your stuff? How do you lead them in the right direction?
There are obviously those out there whose needs could be fulfilled by what you're offering, but the big problem is that they don't know how to find you. They're not going to be on a sales lead list, but I can guarantee you that they'll be on their computer surfing the web. It's a paradise of sales, and all you must do is lead them through the maze.
What you need to then do is use search engines to your advantage by matching what people type into them to what you have to offer. Think of it as a no pressure sale; they're literally coming to you because they need a solution to their problem! Direct them and you could be compiling a prospects list in no time.
How a good SEO writer can help you get things in order:
Good SEO writers will have special tools that lets them see exactly what people are typing into Google (and we're talking word for word) and the rest of the search engines. What they're able to do is to hook up the popular and valuable phrases people are typing in to your personal or corporate site so that when online consumers express their desire for what you're offering, their searches will lead them directly to you. There are hundreds of such opportunities for businesses in any category.
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