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Archive for December, 2009
Tips on Creating a Sales Strategy
Dec 21st
Everyone talks about strategy, but do we really understand it?
There are two types of strategy-business strategy and sales strategy. Strategy, at it’s core, is “how will we accomplish our goals?” But business strategy is very different than sales strategy. I’ll leave business strategy to the big boys-Tom Peters, Jim Collins and the rest.
We’ll talk about sales strategy today. Because in our sales training business we find companies have spent very little time on sales strategy. Yet, it is the very thing that can propel enormous sales and revenue growth. Sales strategy is the “how” of “how will we approach our clients and acquire them?” Cold calling is a strategy. Direct mail is a strategy. Neither are optimum, but both can work. I prefer companies have a multi-point sales strategy. And “referrals” should ALWAYS be a component of it.
Here’s an example of one of our clients who came to us for help.
They had 3500 customers across the midwest. Their chosen strategy though, was to ignore a “referral” strategy and focus on prospects they didn’t know-commonly known as a “cold call” strategy. Absurd.
My Suggestion:
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Loading ...‘6 Tips on Uncensored Sales Strategies’
Dec 19th
‘6 Tips On Uncensored Sales Strategies’
“How To Move From Ameteur To Pro”
1. Treat selling as a PROFESSION
The sales pro should always strive to proactively provide exceptional customer service and acknowledge their customers , clients, prospects, and champions existence. For this one act alone you will be rewarded for the initiative.
2. Enforce STANDARDS of Professionalism
You can keep, attract, and multiply particularly affluent clients by showing initiative and following up. The fact is such behavior is so rare and unique to ameteurs you will be recognized as the pro.
3. Pay extreme attention to DETAILS and proper Questions
Ask any poor person you encounter for a list of the last ten books they read about subjects that could help them not be poor, the dates they were read, and the ideas they extracted from them and acted on. When their answer is few or none, you will have a clue to the true causes of their financial poverty. Don’t be one of them become a student of sales, marketing, and wealth.
(No Ratings Yet) Loading ...The Many Tools of Sales Promotion
Dec 16th
Sales promotion tools can be varied. They can be aimed at different target audiences: the consumer, the sales team and the trade. Whoever they are targeted to, they have one common goal: to increase sales. Since the sales function is the most important functioning of any marketing activity, sales promotions have to be taken seriously and have to be part of the strategic marketing plan of the brand.
Let’s take consumer-oriented sales promotions first. These can be a price-off which is the simplest, easiest and probably quickest way to get a buyer’s attention. It makes a buyer pick up the product, because he thinks he’s saving by doing so. A variation on this scheme is the more-for-less or a prize-pack deal where there is additional product in the same pack. Or, there could be an offer of one pack free on every pack you buy. This, too is a great incentive as far as the consumer is concerned. Somehow, it seems to stand out in shop shelves.
Yet another tool targeted to the consumer is the free sample. These can be in-store, out on the roads or can get into the home through a magazine, newspaper or mail. This is a great way to get the consumer to try the product. Who can resist getting anything free? Also through the same mode, you can get coupons to the consumer. If you offer a free ice-cream to a consumer when all she needs to do is cut out a coupon from the newspaper and present it at the store, she’ll do it! Yet another way to keep the consumer coming back for more would be to start a loyalty rewards program. Competitions, too, arouse interest and involvement. Of course, having POP or point of purchase displays ensures that you catch the customer’s eye and make him aware of the scheme that is on.
Having a sales promotion program in place is not enough. One needs to carry one’s sales team along to ensure that it becomes a success. Towards this end, in order to motivate the sales team, there can be sales contests and incentives for achieving sales targets. The incentives can be in the form of prizes or cash. There could even be competitions. This not only enthuses the team but also helps to push the sales targets even higher. Once the sales team is motivated – and what greater motivation than money- you’ll find that the sky is really the limit!
(No Ratings Yet) Loading ...Exterior Architectural Lighting Products,Supplies
Dec 14th
Exterior architectural lighting must compliment natural and architectural aesthetics with luminaires whose fixture designs reflect the geometric themes and subtle nuances of surrounding structures and landscapes. These luminaires must also operate with optimal efficiency and provide the same level of quality that purely functional site lighting fixtures and general lamping options deliver. It is important for your clients to realize from the inception of the consultation process that exterior architectural lights must anticipate stringent lighting control laws now taking effect across the nation. New LPW requirements, light pollution restrictions, and limitations on the actual lamps that can be used are becoming increasingly. What you propose to your client today must be able to withstand not only the forces of nature and time, but also the forces of change and legislation within human infrastructure and society. Creating an exterior architectural lighting system that is customized to the exact parameters of your client’s site with minimal maintenance, upgrades, and replacements is something we specialize in helping you do.
Exterior architectural lighting must compliment natural and architectural aesthetics with luminaires whose fixture designs reflect the geometric themes and subtle nuances of surrounding structures and landscapes. These luminaires must also operate with optimal efficiency and provide the same level of quality that purely functional site lighting fixtures and general lamping options deliver. It is important for your clients to realize from the inception of the consultation process that exterior architectural lights must anticipate stringent lighting control laws now taking effect across the nation. New LPW requirements, light pollution restrictions, and limitations on the actual lamps that can be used are becoming increasingly. What you propose to your client today must be able to withstand not only the forces of nature and time, but also the forces of change and legislation within human infrastructure and society. Creating an exterior architectural lighting system that is customized to the exact parameters of your client’s site with minimal maintenance, upgrades, and replacements is something we specialize in helping you do.
With proprietary, commercial lighting design software, we will input the data that you gather from any municipal, commercial, academic, government, or sports facility site and scientifically calculate the precise photometric requirements for optimal foot candle density and directional lighting control. These calculations are crucial to helping you develop a competitive and cost effective proposal your client will feel confident will meet their long term needs without future complications, expenditures, or mishaps. In essence, this equates to something of a “less is more” approach to fixture placement, as increased efficiency and efficacy in HID and LED outdoor lights now make it possible to get more lumens per watt from the average lamp, enabling us to illuminate larger areas than ever before with fewer physical fixtures and less obtrusive equipment.
This represents a huge competitive advantage to freelance electrical contractors and smaller design firms who normally lack the funding to invest in high-end development software packages and lack the manpower to engage in long-term collaborative design sessions with clients who know intuitively what they want, but lack the technical knowledge to spec out the details in a timely manner. RLLD Commercial Lighting experts will handle this phase of your proposal development for you by taking raw data you collect in reference to the size, nature, location, and usage of your client’s site and generating a point-by-point schematic of the entire exterior architectural lighting system.
(No Ratings Yet) Loading ...Sales Promotion – A cutting edge marketing tool
Dec 10th
Sales promotion is one of the most measurable and directly effective marketing techniques. Sales promotion offers tangible rewards or the opportunity to receive tangible rewards in return for a given action or a change in purchasing behavior. It is a marketing technique that encompasses a wide range of tactics including loyalty promotions, trade incentive schemes, consumer incentive schemes, games, competitions, premium promotions – normally free gift with purchase, and special offers for example, buy two get one free.
Sales promotion can certainly be one of the most effective marketing techniques and can be used to achieve a number of objectives. Probably the most common objective of a sales promotion campaign is to encourage loyalty, this is most frequently seen in the forecourt promotions run by the petrol station chains or in the loyalty card schemes operated by the major retail chains.
Competitions and games can be used to encourage trial purchase or sometimes simply trial, as often seen for example in their usage by car retailers when offering the opportunity to win for example a holiday in return for taking a test drive. Premium promotions are also frequently used to encourage trial purchase, a premium promotion would typically entail giving a free gift with purchase. One of the advantages of this type of premium promotion is that the gift itself can be branded so as to keep the brand logo and slogan of the supplier in the purchaser’s mind.
(No Ratings Yet) Loading ...Discount Office Supplies
Dec 8th
You require a range of office supplies for carrying out routine official activities in business places. Discount office supplies are those made available at cheaper prices, and are good options when you want to buy supplies in bulk. Office supplies such as pens, markers and pencils can be bought at discount prices.
Marker Pens for Use on White Boards
White boards are commonly used products in most of the business places. For writing down important official announcements, or some essential notes during meetings, white boards are very essential. For use on these boards, marker pens varying in colors, sizes and labels are widely available in the market today. They are made of quick drying, oil-based paints suitable to withstand indoor and outdoor conditions without losing their opacity. Today, Dymon Inc. is the popular manufacturer selling these models of markers.
Papers – Indispensable Part of Routine Business Activities
Papers are essential office supplies in any business setting. During meetings or official conferences, there might be chances to present documents or promotional materials before others. Even for keeping record of all official matters, papers are indispensable. Due to the high demand for paper in the businesses, many of the wholesale dealers have also included copy papers in their product line.
Desk Staplers and Scissors
(No Ratings Yet) Loading ...HOW TO INCREASE PRODUCT SALES BY 20% OR MORE
Dec 8th
Have you launched a product that should be a success, yet sales are poor?
Or do you wish to ensure a new product idea will take your market by storm?
THE REASON MOST PRODUCTS FAIL
Most products fail or provide a poor return on investment. It’s a mine field. How can you ensure your product is the successful one? It is not simple. Even Fortune 500 companies make huge mistakes. Research into 850 large companies during the last recession showed that one of the key success drivers was to “Collaborate with customers to improve the value provided to them.” So, the key is having your finger on the pulse of what that “value” is. Yet it’s hard. To a large extent purchase decisions are complex- made predominantly in customers’ subconscious minds.
What’s more, normal market research often actually misleads.
CREATING BLOCKBUSTER PRODUCTS
However, there is a better way- which will deliver powerful sales growth. In our whitepaper “How to Create Blockbuster Products” we explain the pitfalls and how you can set up your company for impressive success. There is a methodology that will help you uncover which products/ services customers will go out of their way to purchase- and make it really easy for them to find and buy them. When you do this your sales can increase by as much as 20%!
(No Ratings Yet) Loading ...What To Look For In An Advertising Sales Promotion Agency
Dec 7th
Are you a business owner who is looking to expand your customer or client base? If you are, you likely have the goal of seeing an increase in profits. Although there are a number of different marketing approaches that you can take to make your business a successful and profitable one, you may not have the time needed to come up with new sales promotion ideas or have the time to implement them. If that is an issue that you are dealing with, you may want to consider doing business with an advertising sales promotion agency.
Advertising sales promotion agencies, as you likely already know, are companies that specialize in sales promotions, advertising, and marketing in general. Although there are an unlimited number of advertising sales promotion agencies to choose from, you will find that most have the needed training and hands-on experience that is required in advertising and marketing. That is why many business owners, like you, choose to use the services of an advertising sales promotion agency. Many business owners feel that they are able to save themselves time, as well as trust that they are able to receive quality results.
As previously stated, in a search for an advertising sales promotion agency, you will find that most agencies are made up of trained and qualified staff members. With that in mind, you are urged against doing business with the first advertising agency that you come across. Although researching advertising agencies may be one of the last things that you want to do, that research will likely payoff in the end, as it may actually have a direct impact on your business; therefore, it is important to do.
When looking for an advertising sales promotion agency to do business with, it is advised that you examine the reputation of the agency in question. This is best done with a standard internet search. You will want to perform a standard internet search with the name of the advertising sales promotion agency in question. Your standard internet search should connect you to online websites where the agency in question is being discussed. Also, a reputable advertising agency will inform you of their past and present clients. If these are businesses that you have heard of before, even just in passing, that is a good sign that the advertising agency in question knows what they are doing.
(No Ratings Yet) Loading ...7 Proven ways to boost your product sales without necessarily spending more
Dec 3rd
As an online marketer, one of your main headaches may be how to effectively boost your product sales without necessarily spending more. Here are some tips that will help you achieve that goal and keep most of your money in your pocket:
- Employ the use of good articles: using good informative articles to promote your product brings a lot of useful traffic to your site. A person who has read an article which promotes your product knows exactly what he is looking out for before following your link. So they are more likely to buy than one who stumbles upon your website by accident. If you have good articles promoting you product, you have a good chance of generating useful traffic for your website and you can turn many of your visitors into customers. As the old adage goes, “the more visitors you get, the more sales you make.”
- Use bold sales letters: always make sure you have an effective sales letter waiting for your customers on your website. Your sales letter must be bold, compelling and commanding all at the same time. It must be a statement of facts. Avoid using hype because it destroys your image in the long run.
- Offer help and bonuses: as an additional incentive to lure customers to make the purchase now, you need to offer help and support, and attach special bonuses to your product. Most people love follow-up, especially after making a purchase. Make sure you state in your sales letter that you offer real-time help. The bonuses attached should be related to your product and not veer away from the main goal.
- Use follow-up marketing strategies: always provide a means by which you can follow-up every visitor to your website. This is done using autoresponder services like aweber, sendfree and so on. You can provide a form on your website that invites a visitor to leave his name and email address. You can then send series of emails outlining the various advantages of your product to such prospects.
- Give out free reports and eBooks: this is quite self explanatory. Give out free reports and eBooks relating to your product niche. Make sure they are useful materials and not just regurgitated stuff from someone else. Take your time and write quality reports and eBooks that you can give out for free. They serve as back links to your product and when a customer reads such material and is helpful enough, he will most likely revisit your site and buy your product at a later date or send such reports and eBooks to a host of his friends. This serves as free advertizing for you.
- Money back guarantee: always offer a strong money back guarantee at the end of your sales letter. This gives the customer confidence that you know what you are talking about. They will most likely leave their money in your care having established this fact.
- Modify your website and product: always try to add more user friendly pages to your website periodically and modify the existing pages. Consequently, your product should be improved periodically. By doing this, you should be able to know what method works best for your product sales and you will get more customers and testimonials for your website.
(No Ratings Yet) Loading ...Product Sales Training Is About Selling Benefits
Dec 1st
The key to product sales training is to uncover a need for the product and then address that need with the product you are selling. Product sales training has little to do with the product. Product sales training is all about selling solutions and benefits.
Who Cares About The Product?
If you are calling people to tell them about your exciting product get ready for a frustrating day of prospecting. I know you care about your product but the same can’t be said about your prospects. People will grant you an appointment when there is something in it for them. No one has the time or desire to hear you talk about your product and all those great features. Product sales training is about how prospects benefit from a product. You must always sell benefits throughout the sales process.
Let’s say you are selling mops. You could spend all day telling people how durable and light you mop is and how it come in ten fashionable colors. You’ll sell a few mops but a little product sales training could have you selling a ton of mops.
Product sales training will get you focused on benefits. Forget the mop and sell the clean floor. Spend less time getting a clean floor. You’ll get a clean floor absent of germs that could make your family sick. Save money on harsh detergents. Can you see the power of selling benefits and using some refined sales techniques? That’s the power of the skills you pick up in solid sales training programs.
Product Sales Training That Works
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