Your business is built on a foundation of 3 things. Your Market – Customers, Competition, Unique Sales Benefits. Your Message – who are you going to talk to and how are you going to say it. Your Media – choose the right channel of communication with which to make sure you get the attention of…
Tag: Sales Skills
Getting the Business
You’ve done all the groundwork – NOW get the business. Here’s 6 of the best that will make that happen. Your website is sorted ready for enquiries; your database is profiled so you know who to talk to in the right market with the right message; and all your marketing has been produced, sent out…
Ignore your customers at your peril
Customers are KING You’ve spent a small fortune on database building, running marketing campaigns, doing presentations, and ultimately winning new customers. So now you need to keep hold of them and nurture them as if they were your own family. In fact to some extent this is near the truth as in your working lifetime…
Local Marketing for Local Businesses
Having a strong Local Marketing Strategy is so important if you are going to win the hearts and minds of new and existing customers. 97% of consumers use the internet to research products or services in their local area FIRST – so you need to have a strong online presence. But also: 80% of local business comes…
The Appointment
Do not go unprepared! Bear in mind that when you are at an appointment, the prospect has made time for you to be there so make it an enjoyable experience for them. Positioning your product or service is really important so make it easy for prospects to understand this – one very effective way is…
Planning and Organisation
So now you have an idea of your MARKET – MESSAGE – MEDIA. Now it’s time to plan how you are going to get new business. By making sure you have done your basic homework on your prospects, you are now ready to plan your approach. • Is your website optimised for managing new traffic.…
Overcoming Objections
It is inevitable that you will come up against objections and these must be handled constructively. You should qualify each one by reflecting back to the person who raised it to establish the precise nature of the objection. Also bear in mind that money is not the “thing” that will destroy a sale – it’s…