Sales Strategy # 1: Get (business coaching) Your Butt on the Phone?
By himanshu007
When you’re selling your product, do you feel like you are bothering people when you call them? Or maybe you’re just intimidated by the whole process of selling over the phone. If so, you are not alone! This is probably the most common business problem I hear about in speaking engagements and individual coaching.
Getting your b*utt on the phone can get you more business several ways. You are reminding the call recipient of your marketing message, building a relationship, giving and receiving referrals and getting sales. Understanding this is the first step toward picking up the phone.
The next step requires serious work. You need to become extremely familiar with your product, your ideal client and the benefits your client derives from your product. Next, you need to write scripts for all possible outcomes. Finally, you need to have a planned outcome for the call and be prepared for that outcome.
Becoming extremely familiar with your product requires first listing all features of your product. This list should include its function, appearance, price, how to get it, etc. From this list, create a new list with the benefits your clients get from purchasing your product. This list can include things like saving time and/or money, improving health or appearance, providing joy, etc.
The next step, which I learned to do from the book “Jump Start Your Business Brain” by Doug Hall, is to make from your list of benefits a new list of overt benefits. Overt benefits are often quantifiable and help to differentiate your product from others. For example, instead of saying your product saves your customers time, you would say it saves your customers an average of 1 hour per day. Instead of saying that your product improves health, you might say that your product eliminates morning back stiffness in 3 out of 4 people surveyed.
Don’t be surprised if this process takes hours and several iterations before you’re happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To become extremely familiar with your ideal customer may also take a substantial time investment. FOR MARKETING PURPOSES, it is important to target a segment of the general market for your product. The reason for this is that people are bombarded with marketing messages constantly from every possible source. You need to make an emotional connection with individuals in order to get your message through, and the best way to do that is to target a group that is interested in buying your product.
Research what turns them on about your product and its benefits and use that in your marketing message.
Once this work is initially behind you, you will need to write a script for every possibility, including, but not limited to:
If they answer the phone
If someone else answers and asks to take a message
If someone else answers and tries to prevent you from talking to the decision maker
If you get a machine
If the prospect has questions
Always keep in mind what you are selling the product or an appointment to sell the product. This is your planned outcome and makes a big difference in your scripts. Also, when they say yes, get whatever important info you need and get off the phone. NOTE: *NEVER* call your best prospect first! Practice on the mediocre prospects first.
Finally, you need to be prepared for the prospect to say yes! You need to have your calendar open, order forms at the ready, be ready to take credit cards or whatever else you need in order to process the yes’. Make it as easy as possible for the sale to take place.
After going through this process, maybe several times, you should feel much more confident. Your prospects will benefit from your product you’re doing them a favor by allowing them to purchase it! In addition, if they say no, they’re not saying no to you, personally, they’re just saying no to your product. Ask them why they are saying no and keep track of their answers. You can use all information prospects and customers are willing to give you to perfect your sales process.
When you’re selling your product, do you feel like you are bothering people when you call them? Or maybe you’re just intimidated by the whole process of selling over the phone. If so, you are not alone! This is probably the most common business problem I hear about in speaking engagements and individual coaching.
Getting your b*utt on the phone can get you more business several ways. You are reminding the call recipient of your marketing message, building a relationship, giving and receiving referrals and getting sales. Understanding this is the first step toward picking up the phone.
The next step requires serious work. You need to become extremely familiar with your product, your ideal client and the benefits your client derives from your product. Next, you need to write scripts for all possible outcomes. Finally, you need to have a planned outcome for the call and be prepared for that outcome.
Becoming extremely familiar with your product requires first listing all features of your product. This list should include its function, appearance, price, how to get it, etc. From this list, create a new list with the benefits your clients get from purchasing your product. This list can include things like saving time and/or money, improving health or appearance, providing joy, etc.
The next step, which I learned to do from the book “Jump Start Your Business Brain” by Doug Hall, is to make from your list of benefits a new list of overt benefits. Overt benefits are often quantifiable and help to differentiate your product from others. For example, instead of saying your product saves your customers time, you would say it saves your customers an average of 1 hour per day. Instead of saying that your product improves health, you might say that your product eliminates morning back stiffness in 3 out of 4 people surveyed.
Don’t be surprised if this process takes hours and several iterations before you’re happy with the result. You may want to ask your current and past customers for their input. In my experience, they are usually happy to help.
To become extremely familiar with your ideal customer may also take a substantial time investment. FOR MARKETING PURPOSES, it is important to target a segment of the general market for your product. The reason for this is that people are bombarded with marketing messages constantly from every possible source. You need to make an emotional connection with individuals in order to get your message through, and the best way to do that is to target a group that is interested in buying your product.
Research what turns them on about your product and its benefits and use that in your marketing message.
Once this work is initially behind you, you will need to write a script for every possibility, including, but not limited to:
If they answer the phone
If someone else answers and asks to take a message
If someone else answers and tries to prevent you from talking to the decision maker
If you get a machine
If the prospect has questions
Always keep in mind what you are selling the product or an appointment to sell the product. This is your planned outcome and makes a big difference in your scripts. Also, when they say yes, get whatever important info you need and get off the phone. NOTE: *NEVER* call your best prospect first! Practice on the mediocre prospects first.
Finally, you need to be prepared for the prospect to say yes! You need to have your calendar open, order forms at the ready, be ready to take credit cards or whatever else you need in order to process the yes’. Make it as easy as possible for the sale to take place.
After going through this process, maybe several times, you should feel much more confident. Your prospects will benefit from your product you’re doing them a favor by allowing them to purchase it! In addition, if they say no, they’re not saying no to you, personally, they’re just saying no to your product. Ask them why they are saying no and keep track of their answers. You can use all information prospects and customers are willing to give you to perfect your sales process.
Did you find this article useful? For more useful tips and hints, points to ponder and keep in mind, techniques, and insights pertaining to credit card, do please browse for more information at our websites.
http://www.adsence-dollar-factory.com
http://www.100earningtips.com
Keyword = Affiliate Marketing , Sale Marketing, Small business,
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Tips to ensure a successful online business
By jsmith
The current economic trend has claimed many businesses globally. Those that didnt totally shut down took critical hits. So, is this really a good time to start your online business? Well, it absolutely is! Its when times are tough that competition reduces because many entrepreneurs find out that they dont have the flair and panache required in these tough times to keep attracting new customers or to retain their existing customer base. So, if youre smart and savy and confident enough to take the plunge in these critical times, youll find you have better chances of succeeding.
The very fact that an online business doesnt require as much start-up capital as a traditional physical venture, makes it ideally suited for these lean financial times. Add to it the fact that the internet provides you with the best reach possible over the widest section of any market and youve got two vital ingredients of a success story.
However, this doesnt mean that itll be easy as pie to rake in the millions and billions. Regardless of the economic conditions, a successful online business, just like any other business requires a great deal of commitment and effort.
Here are five tips to help you start up your unique online venture and succeed in these circumstances:
1. Be ready to learn: Though online businesses require lesser amounts of start-up investments, their success demands very steep learning curves. Commit yourself to tracking each and every aspect of the business to stay on top of whats working and whats not. This will help you make timely decisions about whats necessary and what isnt. The quicker you observe and rectify the methods that arent working, the less expensive the mistakes turn out to be.
2. Streamline your business: In these times of credit crunch, youll want to ensure you dont run into situations that require a further injection of funds. To avoid such a trap, plan and forecast in advance and then streamline your functions and services to cut costs down. This way youll also be able to pass on the benefit of your low cost operations to the customers who will naturally respond to lower prices during these cash strapped times.
3. Focus on quality: Keep your operations small enough to ensure you can provide customers with quality products and a customer service experience thatll leave a lasting impression in their minds. This is the best way to promote your business if youre unable to spend extra cash on grandiose advertisement and marketing programs. It also helps you to retain the customer base you develop. And youll soon learn that retaining existing customers is less expensive than attracting new ones.
4. Exhibit creativity: Creativity need not be limited to the product or service youre providing. Extend it to all aspects of your business. Let it be the hallmark of your online venture, from the appearance or visual appeal of your website to the unique offers your provide customers.
5. Adapt: The main reason large businesses dont do well is because the size of their operations makes it difficult for them to adapt and make changes quickly. Keep a watchful eye on the prevailing market conditions and take advantage of the manageable size of your operations to respond quickly to opportunities.
ZK runs a Web Marketing and Affiliate Marketingblog that helps web businesses and bloggers succeed online.
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