Daily Business Blog
Posts tagged Sales
An Ideal Customer You Can Fall In Love With
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Ideal Customers
We were talking about content for his website. The business owner was struggling with ideas. He’d begin to float an idea and before it developed dismiss it. “A lot of the time the customer just won’t open their mind to the idea of bringing in a new process or changing what the warehouse people are asked to do.”
When the conversation changed to what he was doing in his own business, the changes he had made and how those changes were making a difference – his voice changed, his energy changed, his patience with my questions changed.
And it hit me. The reason why the second conversation was more rich and instructive and positive than the first – he was speaking to an audience he believed was interested in learning. And the natural, compelling teacher in him began to emerge. He knew his audience (me) cared about what he was saying.
In the Duct Tape Marketing process, a lot of emphasis is placed on defining your ideal customer/prospect. From a pragmatic standpoint, it’s critical. The better defined your target it, the better steps you can take to reach the target. But it’s also critical from an emotional standpoint. The ideal customer is interested in what you have to say and values your advice.
When creating the strategy, message and plan for your marketing efforts, think of the ideal customer, not the difficult and stubborn customer that chewed up half your day with some petty complaint. The former will inspire you. The latter will dull you.
By visualizing the ideal customer it’s easier to write. By visualizing the ideal customer it’s easier to make the commitment of time and money to create and send out your message. When your output is targeted to the few who “get it” you will attract more of those kinds of people.
Trying to justify an approach or the value of products and services will drain you if you’re trying to convince a difficult, cynical bunch. You might be fresh and compelling your first couple of attempts, but ultimately the audience will wear you down. Conversely, when you are sharing and contributing value to an eager and positive audience, your own energy and enthusiasm grows.
It sounds painfully obvious, but narrowing our audience is an uncomfortable move. We’ve been conditioned to believe in the safety of numbers, bigger is better. But that’s always been a false premise. There would be no 80/20 Rule if that were true.
My challenge to you is to banish the mediocre customers from your mind when thinking about your marketing. Take the time to picture the ideal customer. Give that customer a face and a voice and a personality. Think about them when you turn to your marketing activities.
At a minimum, the ideal customer values your expertise. Beyond that an ideal customer is profitable, and not in a mercenary way, but rather in a win-win way. You both profit from working together. The ideal customer is the one who vocalizes that they wish you had more products and services because they would prefer that you take care of everything. The ideal customer is the glowing reference and your advocate, referring you to other ideal customers.
On a personal note, I am in the midst of one of my own marketing campaigns. It involves handwriting a personal note to every one on my lists. If a name comes up, and I can’t think of anything to say to them, I’ve been taking them off the list. The fact that I cannot find common ground means that we’re not a good fit.
I want more of the ideal. I want that for you as well. Let’s find those ideal customers that we can fall in love with.
Proactive Sales Plan
0Sales people have been taught to utilize new selling techniques and tactics. Tactics to help them have a better sales meeting and to improve their sales pitch. You can be the best at holding a meeting and giving a sales pitch – but if you are not taking into account who your audience is, you will not have much sales success.
In today’s world – our competition as sales reps is not the other companies offerings – their products or service, our competition is the sales reps that are interacting with the same people we are.
What was that sales rep able to, or not able to do when interacting with the prospect? What points did they get across, how much were they able to learn about the day to day problems of the prospect?
It is our job as sales people to not only get in front of the decision maker – but then it is our job to figure out what is going on their world. If we are giving cookie cutter sales presentations and sales pitches then we are going to have a pretty rough time. (more…)
Online Business and Its Benefit
0Nowadays, everything is demanded to be faster, easier and profitable. Money has control to get daily needs and also to fulfill everything that we need. The problem is not easy to get, because it needs a sacrificing to get it. By this obstacle, many people think hard about the way to look for the money. They do every job to make the income, to be sellers, teachers, tellers, tailors, etc. But after they get the job, they still have displeasure because the income is not as they expect before. The time for waiting the salary per month, even the unfair salary compare with their work. So the solution for many people is having the other business that simple but has much income.
They still think about the ways of making money online related with the development of technology system. By having the online business, they will have a much time in home with their family; can control the business just in front of the computer. The time, patience and also the consistency are the factors to build the business run well. By this media, people will think about the business opportunities, connecting with the target of marketing. The boutique online seems like very profitable, because clothes are the basic needs of human being, so this business really brings a fresh air. By good managing and also a good marketing, the ability of reaching target will directly overcome in just a little time to have.
How about the other business? Like the services for translating or writing? They are some ways to make money online. Because of the service of translating and writing would be always needed of each institution or the company. The files to become translated into another language are using the service of freelance using the online media, why is it so? Because this way looks like more efficient and easier, so it will have beneficial for both of sides.
How to Become the Best Salesperson in Your Industry
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The Best Salesperson
Sales is that single business practice that if done effectively will sky rocket any company to success.
Unfortunately, 85% of businesses are not as good as they need to be in generating sales, which is why we have the staggering failure rate we do in small business.
Sales can be very complex. Or it can be extremely simple. It’s all a matter of the mindset of the practitioner.
Let’s take the simple road
What does it take to be effective in sales? Just one thing; awareness.
Awareness of your client’s problem.
Awareness of the solution that is acceptable to your client; expressing that solution as a dollars and cents value.
Awareness of the process the client will go through to decide to purchase or not. (more…)
Sales Is All About Proof
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Sales
I had the opportunity to spend a couple of days in the County Courthouse this week. Apparently when you are subpoenaed as a witness you are required to waste three days of your life for $35 in travel expense, and a turkey sandwich from the cafeteria. It did however provide for some entertainment and a chance to see some real examples of sales presentations.
I was never called for the case that I was there for but, I was allowed to sit in and watch some other cases that were going on. You have got to go on a field trip and do this one day. Not only is it interesting, but you will pick up skills and see what does and doesn’t work in convincing a Judge or Jury. (more…)