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Sociedad » Mensajes - Página 3817
arrow right Getting Referrals

ReferralsA substantial part of your business can come from referrals. The key is to provide extraordinary customer service and educate your clients and influencers to this fact. You must actively cultivate referrals; otherwise you're just leaving it to chance.Referrals Start with Great ServiceThe foundation of great referrals is great customer service. A large part of your business can be generated through referrals. Make an investment in your business and your client's satisfaction by doing excellent work.Characteristics of a Referral SourceUnderstanding the characteristics of a strong referral source, allows you to spend your time with the most qualified prospects. Below are the conditions of the optimum referral source:Must have a relationship with your target clientMust understand your target client profileMust be educated on what you doMust respect you and your companyMust be respected by your target clientMust be motivated to refer clients to youExisting ClientsYou should regularly ask for referrals and you should have a formal referral program with your existing client base. We simply send a letter out regularly to our clients explaining that we would rather spend our money enhancing our services then marketing for business. We ask for referrals. We send coupons that can be distributed, business cards, and newsletters that can be forwarded. We're not pushy; we just are up front that if they are satisfied with our services they should recommend us.Complimentary VendorsWith other vendors you need to be more formal about your referral arrangement. The promise of mutual reciprocation rarely works. Immediate gratification does. If you're clear about the value of the client calculated earlier in this section, then be generous with your fellow vendors when they bring in a client. If you're going to make a profit of $10,000 over the life of the client, writing a check for $1000 to the referral source shouldn't be painful.You may have friendships with some of these vendors but they're also business people and should be concerned that they spend time improving their bottom line. When you propose a solid cause and effect financial arrangement, you'll get significantly better results.Evaluate all the businesses that are non-competitive but end up doing business with your target client. Examples of this are:Cabling CompaniesManagement consultantsPhone CompaniesSoftware CompaniesVARsHardware CompaniesMake it worth their while and put the offer in writing. It could be a major source of new leads for you.Seminar ParticipantsIf you provide great value at your seminars, this could lead to a lucrative referral pipeline. But like anything else, you must consciously cultivate the referrals. Include extra business cards or coupons in the seminar package and on your evaluation questionnaire, specifically ask if there is somebody the participant knows that could use your services or should receive a discount coupon for the next seminar. Ask and you shall receive.Professional ServicesSome of the best referral sources you have available are from those that provide your company professional services. You're their client, so they're naturally inclined to provide extra value. They also have a great deal of insight into the work you do and your success. Examples are:BankersLeasing agentsCommercial real estate brokerAccountantsAttorneysSecondary sources that could surprise you are:Regular delivery peopleVendor contacts; office supplies, hardware, etc.Cleaning services; contact the managers or ownersCultivate and groom these sources of referrals. Behave professionally in all of your interactions. Keep them informed on new clients, products and services, press and so on. Supply them with business cards and actively ask for referrals.Other Referral SourcesThere are other referrals sources that may have already generated business for you without having a formal referral system in place:FriendsMembers of your churchNeighborsEmployeesProspects ? If they don't buy, ask for a referralMembers of other organizations you're associated with ? school, political, etc.When to Ask for ReferralsYou should always be asking for referrals if you deliver a quality product or service. There are times when you'll get better results than others. Here are some guidelines for when to ask for referrals:After signing a contract.Periodically with a letter, say once a quarterWhen successfully completing a project and your client signs the final approval.When a prospect turns you down. Guilt is a beautiful thing.When you're doing a client satisfaction survey.When you're calling an inactive client.When you're calling an active client.If you're unclear on how to ask for a referral, here are some variations to try:"It was a real pleasure working with you and I look forward to our next project together. In the meantime, if you know somebody that needs quality software development services, I hope that you pass on what a good experience you had with our company and have them give us a call.""I'm glad things are going well for you. Do you have any acquaintances that might need my company's services?"Keep Them InformedYou should keep the referral source informed during the early part of the new relationship. You'll get a sense of how much but at least make a call and tell the source "Thank you" for the referral. Inform them that you've met, started a contract and then simply ask them if they want to stay informed on their referral.You should almost always send a letter thanking the referral source. It's polite and prudent. If it makes sense, you can send them a credit for your services, a dinner for two or tickets to a ball game. Show your appreciation.Motivating Referral SourcesMotivating the referral source depends on the kind of relationship you have with them. If it's an existing client, it may be as simple as just providing stellar service and actively requesting the referral. For vendors and professional relationships, setting up a formal commission that is attractive is more effective.And don't forget to give referrals yourself. If you can comfortably recommend a company, you'll build reciprocation credits and it doesn't take a lot of effort on you're part. The key is to refer only businesses that can really deliver and then make sure you follow-up with the vendor to see how the relationship is going.About The AuthorBryan Brandenburg has published 5 books as well as a number of articles both in print and on the internet. He has published almost 30 software programs both for consumers and business. More information can be found at www.vmmg.net.b.brandenburg@vmmg.net

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right The Top 10 Ways to Add Extra Value

Everyone wants the best possible value in every transaction, but each of us defines "value" in different ways. Some customers want the lowest price, while others will place a higher value on reliability, convenience or things like color, popularity (think Pokeman cards!) or durability. The challenge for business is to provide extra value for every customer, at the lowest possible cost of doing business. The following

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in building the offer within sales copy is selling (or "upselling" customers with) extended services, products or packages, also often called the "extended warranty."Extended warranties are subtle forms of insurance policies that guarantee a product or service's performance, especially after an initial period of time.While the guarantee promises benefits, the warranty promises that the enjoyment of those benefits will continue. In other words, an extended warranty is like a

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself. I don't want to give you the impression that discounting is never appropriate. I can think of three scenarios where it is required:1. When a company has mispriced their offering. Let's face it. Times have changed. Competition is fierce. And yes, as much as we don't like to admit it, prices and fees have been forced down in some markets. If everyone else is now selling what you sell for $1.00 and you're still selling it, just as you always have, for $2.00 and you can't prove you can deliver a dollar's worth of additional value for the customer, your pricing is too high--way too high. Call it a discount, or call it a price adjustment, in this situation you've got face reality and sell your products at a price the market will bear, or you won't sell very much at all.2. As a token concession to close the deal. I don't see a problem with

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right Plan For Your Next Trade Show Appearance To Be A Success

Most people who consider trade show planning think of it in terms of logistics planning. In other words planning for details like finding an exhibit, producing graphics, shipping the exhibit to the show, ordering services, etc.But seeing the full potential of a trade show program for your company requires a different type of planning. It requires setting objectives for show participation for your company, and short-range goals for each show you plan to attend. This show plan should be a written document that drives show participation decisions from show selection to exhibit design, to evaluation and measurement tools.Here are a few things to consider so that your next trade show will be a success: Set Objectives - Set specific, measurable and meaningful objectives. Relay to those working the booth.Accountability - Everyone should agree to meet the specific objectives that have been set.Booth Behavior - Each person must learn the 'art' of presenting themselves to their audience, they should be aware of negative body language and develop a positive 'UP' attitude.Sales techniques - Learn the specialized 'show' sales techniques to help complete the objectives, which include:Introduction - Look like you are happy to be there, make eye contact, and ask open-ended questions.Qualify - Before you tell a prospect anything; make sure that you know whom they are and why they are in your booth.Presentation - demonstrate whenever possible. Talk benefits instead of features. Find the solution to your prospect's problem. Listen to the prospect's needs.Close - Disengage with call to action or with a call for reaction.Follow-up - Complete any promise you have made during the presentation or close within 10 days. Remember pre-show publicity - Make those last minute phone calls to your 10 best prospects; invite them to the booth.Post-show evaluation- Survey booth workers - Survey attendees to get their opinion of your staff, your booth, and the products and services offered by your company.Harry Hoover is managing principal of Hoover ink PR, http://www.hoover-ink.com. He has 26 years of experience in crafting and delivering bottom line messages that ensure success for serious businesses like Brent Dees Financial Planning, Duke Energy, Levolor, North Carolina Tourism, Ty Boyd Executive Learning Systems, VELUX and Verbatim.

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right How To Improve Your Voice

VOICEThe Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone. There is no smartly dressed representative to see, no glittering product to touch and tantalize-just a voice on the other end of the phone. However good the present telephone system may be, the fact remains that the quality of the sound of the human voice is partially lost through transmission, resulting in the client misinterpreting your meaning.To Allow speech to be heard clearly be careful with your choice of words. Use simple words. Avoid jargon and local expressions which may not be understood by your clients. Speak clearly and use correct pronunciation. Accent can give your talk a real boost as they are unique and can sound very atttractive.Donot waffle or attack the client. Stop to breathe. Pausing is very important. Don't speak in a monotone manner not only this make you sound boring and unethusiastic but it could be mislead that your product is lacking in substance too. And a little colour to your voice. Expressions are very important. Relax when you are talking. Imagine you were talking to your friend. Your attitude is expressed by the way you talk over the phone.Don't rush the call and use your sales techniques. Remain professional and smile. A simple smile on the salesperson's face reflects in the voice and it really works.1. Act naturally be yourself. 2. Smile you will sound pleasant and friendly. 3. Have all the information handy. 4. Be precise and clear. 5. Be professional. 6. Give customers what they need. 7. It does cost a lot of money to make the phone ring, so make the most use of it.Golden Rules1. Give your name first. 2. Say 'Good Morning'. 3. Say 'Thank you' for your time. 4. Be friendly. 5. Sit straight that will give you confidence. 6. Stay focussed. 7. Control your thoughts. 8. Concentrate on what the customer is saying. 9. Talk slowly. 10. Speak clearly and if necessary spell anything that may be unclear. 11. Be confident. 12. Be professional. 13. Organise yourself. 14. Be Alert. 15. Be in charge. 16. Always be Enthusiastic. 17. Let your voice be melodies. 18. Stress words that appeal to them. 19. Be expressive. 20. Speak as though your are talking to a friend. 21. Exceed expectations. 22. Always hang the phone after the customer has done.Helpful words and phrases1. You, Your family 2. Thank you for waiting 3. New 4. Save 5. Proved 6. Guaranteed 7. Results 8. Easy 9. Money 10. Love 11. Safety 12. Security 13. Health 14. I promise 15. My pleasure 16. The best thing I suggest 17. Please call me if you have any questions.Never use1. Don't know, you are wrong, I disagree, may be that's not true.Out going calls1. Be prepared 2. Welcome 3. Explain the purpose of the call and check to ensure that the customer understood and agrees to proceed. 4. Talk with the Account Holder 5. Listen 6. Ask-Create Questions 7. Restate-Let Customer know that you understood. Be sure to agree on what is being asked 8. Set Expectations-Let Customer know what you can do and what you can't do. Be clear and specific 9. Explore further needs and get in agreement 10. Handle objections. 11. Handle all challenging situations. 12. Ask for a decision 13. Be direct, concise and confident 14. Summarize everything you said 15. Say Thank you 16. Follow upWinston Saga is one of the world's leading sales legends. He is also the CEO of Sales and Motivation International. Winston has been acknowledged as a unique and distinctive authority in the field of sales and personal development. Last year International Biography Centre selected him ''International Man of the Year'' for his outstanding contribution to sales and Service. He has written 100's of articles to magazine, journals and websites.Visit his website http://www.telesalestips.com to know more about him.

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct sales force.There are key personal qualities that are essential for phone work1. Self Motivation 2. Determination 3. Sense of Humour 4. Self Esteem 5. Professionalism 6. Enthusiasm 7. Persistence 8. Flexibility 9. Quick thinking 10. Thick skinnedThe Customer judges the company by1. How quickly the telephone is answered 2. Initial Greeting 3. The voice of the telesales personThese 3 creates an impression in the mind of the caller. Many customers judge the company and its products by the way the call is handled. We can influence a Customer to do business with your Company by learning and applying a few simple rules. When we use the telephone professionally we create the climate in which new customers want to do business with, and existing customers want to continue to do business. Our job becomes more and more rewarding as customers respond positively to a more professional approach. The easiest way to start selling on the telephone is to consider the customer, their needs, preference, and emotions. You have to develop a Positive Mental Attitude. Treat each customer as the most important person. Always think to yourself that they are doing us a favour by giving us an opportunity to do business. Never argue with the customer. Know your customers as well as the products.Sales and Service are the two sides of the same coin. So any company wants to be successful you need extremely good sales people who have great customer service skills. Satisfying customers is actually about meeting their needs. As a Service giver you are faced with challenge of meeting their needs. Good service is meeting people's needs in a way that exceeds their expectations. Your goal is to Serve the Customer at all times.Selling is all about helping people to buy. The more you try to sell the less people will likely to buy. Never sell, help people make good decisions. People buy for variety of reasons. So it is your responsibility to meet their expectations. People donot buy a product or service. They buy what a product or service can do for them. People donot buy features they buy benefits.As a salesperson you should know the following1. Know what your product can do. 2. Believe in what you are selling. 3. Find out what the Customer wants. 4. Share the Customer's point of view. 5. Find the Solution to his problem.The Sales Process at a glance1. Structure a Sales Call Plan the call, Set call Objectives, Use Structure, Preparation. 2. The first 30 to 40 seconds is very important. As the time is very limited you have to quickly move to the next stage, that is creating a sale. Once you have got the initial information, you need to quickly present solutions and benefits. 3. Building opportunities, Building rapport, identifying the problem, finding a solution. 4. Offer Solutions 5. Sell Benefits 6. Handle questions 7. Handle objections 8. Ask for commitment 9. Confirm detailsThe telephone is a necessary evil to communicate and to do business with.Winston Saga is one of the world's leading sales legends. He is also the CEO of Sales and Motivation International. Winston has been acknowledged as a unique and distinctive authority in the field of sales and personal development. Last year International Biography Centre selected him ''International Man of the Year'' for his outstanding contribution to sales and Service. He has written 100's of articles to magazine, journals and websites.Visit his website http://www.telesalestips.com to learn more about the author.

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right Handling Objections

HANDLING OBJECTIONSSales presentation is not always going to be plain sailing. You must expect objections. The important thing is to know this and be prepared to deal with them. Welcome them as sign of interest which can be turned to your advantage.Most of the objections we come across will arise from1. The Customer having insufficient information. 2. The Customer's particular circumstances. 3. Opinion of friends and relatives. 4. Price and running cost. 5. Colour, size, and style. 6. Procrastination.Never avoid or argue an objections. To Customers it is a valid point that they raised and they will expect it to be dealt with a courteous and helpful manner. Don't get into argument because that will antagonise your customer and destroy your relationship. Do answer their objections as fully as necessary before continuing your presentation. Expect objections to be raised. If you do them they will not come as a surprise and you will be prepared to handle them. Over come objections using facts and demonstrations.1. Listen to objections. 2. Repeat the objections. 3. Restate the objections with emphasis.If you listen carefully to customer's objection you will avoid any misunderstanding, and if you repeat it to the customer it will show you have fully understood what they said. This implies that you are concerned with their problem. When you restate their objection with emphasis this tends to diminish the objection while getting agreement that there is nothing which is worrying them and you can use your knowledge and understanding to overcome the problem.People object because they are unsure that what you are offering is really going to satisfy their problem. They are objecting because they need more information. So you have to build a trust before you can do anything. So start to build a relationship and break the barriers between you and the customer. Once you do that customer will feel comfortable to do business with you.There are many kinds of objections1. I am happier with my current provider. 2. I am not interested. 3. Ring me after few weeks. 4. Send me more information. 5. I don't need it.The list is endless.You should write down all the common ones you experience in your every day life. By doing so you will be able to pin point the major objections to your products or services and act on the answers accordingly.If the Customer says

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people engage in behavior that takes the least effort and provide the highest payoff. If someone see's a product as being very valuable but the effort to purchase that product is large it will decrease the value of the product and they will probably not engage in the behavior required to acquire the product.In Keynote's recent publication concerning the online retail industry, they cite several factors that lead to diminished customer experience during online retail consumption. Diminished customer experience can be translated as "acquiring this product or service takes to much requires to much effort to acquire the product or service's perceived benefit".25% of consumers cited having to register in order to make a purchase as their number one frustration. 37% cited research oriented reasons as being highly frustrating and diminishing their consumer experience.Realizing that online consumers are motivated by either a goal achievement orientation or an experiential orientation and these are supported by a functionality variable we can see that registering in order to purchase a product or service impedes the experiential motivation and inability to obtain consumer information about a product or service impedes the goal achievement motivation.So, considering the online consumption experience from a behavioral psychological viewpoint, consumers will be less loyal to websites in which their experience is not positive, and their efforts to obtain information are not conveniently rewarded.Online interactivity needs to be pleasurable, and information should be provided in an up front, easily acquirable manner. This means examining your purchasing process, your information gathering mechanisms, and your search and information acquisition mechanism in such a manner as to render them client center, pleasurable, and functional.Remember, online consumers will be more likely to engage in a purchase process if the perceived benefit of the product or service outweighs the perceived effort to acquire that product or service.copyright 2004Darrin F. Coe, MA holds a master's degree in psychology and operates "The Center for Understanding Consumer Thinking" at http://www.consumer-thinking.com.His latest information product "The Internet Consumer Exposed" is available at http://www.consumer-thinking.com/exposed1 contact him at darrinfcoe@consumer-thinking.com.

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.Situation, Problem, Implication, Need Pay-off.It should come as no surprise that one of the things that he discovered was that successful salesmanship means asking a lot of questions, before presenting products. This is just common sense. What would you think of your Doctor if he told you, "Here take these Zoloft tablets, by the way, what seems to be bothering you?" Probably not very much, so don't "show up & throw up", ask questions.So far, so good, but what kind of a questioning process most often resulted in a positive result?Here's what he discovered.At the beginning of the sales cycle, good questions about the buyer's situation were well received, provided these questions were perceived by the buyer to be relevant, and to illicit information that was not easily obtained elsewhere. The best situation questions were those that built on the seller's research. For example, "Many of the homes in this area have sump pumps, do you have one too?" Neil characterized these "situation" questions as being of a fact-finding nature (who, where, when, what, how, yes/no). They serve to give the salesperson a frame of reference for the client's specific setting. The client appreciates being treated as an individual, but quickly becomes impatient with too many of these "situation" questions.The successful salesperson maintains the customer's interest by following on with questions that seek to identify or better understand a problem that exists within the prospective clients situation. For example "Do you find it worrisome when you travel, wondering whether the power might go out causing the sump pump to stop working when you're away?" Again this shouldn't come as a big surprise to anyone, right? No problem, no sale. But Rackham soon discovered that getting a customer to admit to a problem & then address it in a sales presentation was rarely enough to win the sale.Those series of sales calls that most often resulted in a sale, or an advance, were characterized by what Neil termed implication & need pay off questions. Implication questions serve to explore the ramifications of a problem. In the examples we've got going, the prospect relies on a sump pump to keep water out of her basement. Instead of diving directly into a sales pitch for a battery back up unit, the salesperson exhibiting winning salesmanship would ask additional questions to magnify the problem, before presenting the solution. "Would you have a flood, if you're sump pump where to fail?" "Cleaning up after a flood is not a pleasant thought, but did you know that if it were to happen, it could also result in molds starting to grow between the framing & the concrete?" "Could it put your insurance up, if you were to file a claim?" And so on.Before a prospect will spend money on solving a problem, it has to hurt. But people need to feel empowered & confidant when they buy, and that's where need pay off questions come in. Need pay off questions serve to stimulate the imagination. They get the prospect envisioning the pay off that they get by buying into your solution. "Would you consider adding a recreation room in the basement here, after we install this battery back up system for you?" "Wouldn't that greatly enhance the enjoyment of your home?"I submit to you that what Niel Rackham discovered as an observer of thousands of sales calls has a parallel in advertising. While a piece of media can't respond in real time to a specific customer's response to a question, it should most definitely be based on the most common responses to those questions. It should be very much like the presentation that the salesperson gives to the customer after uncovering the implications of the problem. It should set the stage (situation), discuss the problem, explore the varied implications of that problem, and create a vision of how much better life could be (need pay-off), with your solution.The best long form advertising (salesmanship in print) does just this.These concepts are also present in a winning sales letter. Take a look at some of the parallels that you can find in Robert Collier's famous "salesmanship in print" letters.The take away point is this. Take the time to survey your salespeople & your customers to uncover the ripple effects of both the problems that you are trying to solve, as well as the solution that you can provide. You might be surprised by what you discover. Then work those insights into your advertising copy & sales letters to enhance perceived value.Until next time. Good Salesmanship!Daniel Levis is a top marketing consultant & direct response copywriter based in Toronto Canada. Recently, Daniel & world-renowned publicist & copywriter Joe Vitale teamed up to co author "Million Dollar Online Advertising Strategies ? From The Greatest Letter Writer Of The 20th Century!", a tribute to the late, great Robert Collier.Let the legendary Robert Collier show you how to write words that sell...Visit the below site & get 3 FREE Chapters!http://www.Advertising-Online-Strategies.com/ad-strategies.html

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right 10 Amazing Product Selling Formulas

1. Sell your products at a wholesale price to retail web sites. You could sell them individually or in bulk.2. Set up joint ventures with other businesses to sell your product to new customers. They can introduce it to their customers for a set price.3. Allow other web sites to sell your product for a set commission. They can take a percentage of the sale and send you the rest of the order to drop ship.4. Sell your product through an affiliate program. You just pay people a set commission for each of their sales or click throughs.5. Sell people the rights to reproduce your product. You could sell them straight out for one price or collect royalty payments from each sale they make.6. Set up a cross promotion deal with another web business. Allow them to sell your product as a back end product to their existing customers base.7. Sell your product in a package deal with other web businesses. You can both advertise it and split the profits.8. Rent your products out for a set period of time. It's like selling but, you get the products back to rent again.9. Allow people to subscribe to your products. It works best when selling info products, services or memberships.10. Allow people to lease your products. It's like renting them but they have the option of buying at the end of the lease.Steve Li is the webmaster of http://pushbuttonincomes.com.You can read more articles like this by subscribing to his twice-weekly Newsletter.Send a blank email to: mailto:pushbutton@pushbuttonincomes.com?subject=subscribeGet a free course

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right Its Better When They Tell Them

You know that word of mouth can grow your business. You hear your customers say nice things about your company all the time. So why don't they tell people? And, why don't they write it down?Because you don't ask.Your customers are busy people. They don't think about your business day in and day out like you do.Testimonials don't have to be written in a formal letter. You'll often get more usable comments when they aren't. Sound bites that pack a punch can go much further in building credibility for your company.When you hear someone say something nice about your company, write it down. Ask them if you can quote them and use it in your promotional materials. It's better for your business when your current customers tell your future customers about how great you are.Denise O'Berry is a small business expert who helps small business owners take action to grow their business. Learn more about how to be a successful small business owner at http://www.smallbiz-bootcamp.com

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right Voice Mail That Sells

As a business owner, I receive my share of sales calls in a given month. More often than not, I'm away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Here are a few of the common mistakes I notice and how you can correct them.Mistake #1 ? The message lacks focus or clarity. You are more likely to receive voice mail today than actually connect with the person you are trying to contact. That means you must be prepared to leave a clear, concise message. Business people are too busy to listen to a lengthy message that is not focused and you lose credibility if you cannot state your objective without rambling. The average executive in an organization receives dozens of calls every day and many of them are from sales people trying to sell a product or service. If you ramble on, your prospect will probably press delete without listening to the entire message. Keep the message brief and to the point. Plan what you are going to say BEFORE you call so you are prepared.Mistake #2 ? The message is difficult to understand. A sales person recently left me a message and he spoke so quickly that I did not understand most of his message. I knew it had something to do with the Internet and getting top placement in search engines but I couldn't decipher his company name and most of his message was unintelligible.If you have an accent, recognize the fact that some people may find it more difficult to understand you. That means you may have to repeat yourself or slow down in order to be understood. This also applies if you have an unusual name. Make it easy for people to understand you.Mistake #3 ? Phone numbers are rattled off at lightening speed which makes it next to impossible to write them down. Most sales people state their telephone number too quickly. A general rule of thumb is to actually write down your own number as you state it in your message. This may sound simple but I'm sure you have had to listen to some messages more than once in order to capture the telephone number. Once again, you must make it easy for the person you are contacting to understand your message. If they have to replay the message several times they will seldom call you back.Mistake #4 ? The message does not compel me to return the call. "Hi, it's Bob from Human Resources Plus and I'd like to talk to you about your recent merger. We specialize in helping businesses like yours manage the process more effectively." A message like this does not compel me to call you back.To stand out from your competition, leave a message that offers some form of benefit to your prospect or customer. For example, "Hi Mrs. Smith, it's Bob Jones from Human Resources Plus calling. Most companies who undertake a merger experience a significant reduction in employee morale. One way to improve this is to communicate regularly with your team and keep them updated on the progress of the merger. Learn additional strategies by calling me at?" I recommend crafting a variety of different messages and offering a different benefit each time you call. Use case studies and tell your prospect about specific results some of your clients have achieved. Make your prospect want to return your call.Mistake #5 ? The message is too generic. Too many sales people try to sell their product or service to anyone who will buy it. Personalize your message by indicating that you know something about your prospect's business and/or industry. Make references to specific challenges they face and give an example of how your product or service can help them. Remember to use your prospect's name, particularly at the beginning and at the end of the message.Voice mail is a vital tool in today's business world. How you utilize this tool greatly affects your sales results and, in my experience, the majority of people fail to use it properly. Make sure your message is easy to understand and keep it brief. Enunciate your words clearly and spell out your name if necessary. Slow down your rate of speech. State your telephone number slowly so I can write it down without listening to your message three or four times. Give me a compelling reason to call you back. Lastly, adapt your message to my specific business. Personalize it and use my name.If you want to cut through the clutter and stand out from your competition you must make your voice mail messages work for you.© Copyright 2004, Kelley Robertson. All rights reserved.Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of "Stop, Ask & Listen ? Proven sales techniques to turn browsers into buyers." Visit his website at http://www.RobertsonTrainingGroup.com and receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine.

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right The Power of Thank-You

When was the last time you thanked your customers?This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the companies I chose to work with appreciate my business. Here are some of the opportunities you have to thank the people around you.1. When they place an order or make a purchase of any type. This may sound pretty obvious but my experience has taught me otherwise. Do you remember the last time a retailer thanked you for shopping at their store? Has the cashier at the local grocery store thanked you lately? What about the clerk at the gas station around the corner? How about your suppliers or companies you use to support your business? I use several hotels across the country to conduct my training workshops and some of my sessions are multi-day program which means I can spend several thousand dollars. Yet, I can count on one hand, the hotels who have thanked me for choosing them versus one of their competitors.2. When they refer you to another potential client. Much of my business is generated through referrals and I take great pains to thank everyone who refers new potential clients to me. A good friend of mine sent many referrals to an associate yet, the other person did not take the time to thank him or reciprocate. Needless to say, my friend has stopped sending potential clients his way. Simply because he wasn't thanked.3. When they contact you regarding a service issue. Most companies don't think of thanking customers for complaining. Far too often, business people and employees try to redirect the blame or justify what went wrong instead of thanking their customer for pointing out the shortcoming. However, when people do express their concern with something, they are providing you with a golden opportunity to take corrective action and improve your business. Shortly after launching my website, a client encountered a problem and received the incorrect item for an online order she had placed. I thanked her because she helped me correct a problem I didn't know existed.4. When they make a payment. This morning, as I wrote this article, I received an electronic card from my personal coach who I work with on a regular basis. She thanked me for the timeliness of my payment and commented how quickly she usually receives payment. This, in turn, made me feel good because I now know that she recognizes this. Her thank-you will encourage me to continue my prompt payment habit. If she uses this approach with all her clientele I'm sure she doesn't encounter cash-flow problems very often.5. When they help you solve a problem. I recently faced a minor problem with one of my clients. I asked one of my key contacts in the organization to look into the matter and in a matter of hours the situation was resolved. Without his help, I might still be dealing with the issue. Assistance or action like this requires recognition and a simple thank-you can go long way to reinforce someone's behaviour.6. When they are loyal. If you have long-term clients it is critical to thank them for their loyalty. We often take these individuals for granted and forget that they, like anyone else, want to feel appreciated for their business. I firmly believe that we should send regular thank-you cards or notes telling people that we appreciate their business. A friend of mine, who also owns a training company, has a thank-you party every year. He invites many of his customers for an evening of dining and entertainment as a way of thanking them. Plus, it gives them a chance to network with other like-minded people, often resulting in the formation of new business relationships.There are several ways to you can thank someone. You can say thank-you in person. You can call the other person. You can send an email. Or, you can write a note or mail a card. My preference is to send cards because most people receive very few thank-you cards. An inexpensive card with a few handwritten comments can help you stand out from your competition. Plus, many people will keep a card on their desk which keeps your name in their mind. Yes, it takes some time, but the payoff is usually worth it.One last comment. I know you are busy and like most business people, that your time is precious and more valuable than ever before. Therefore, I want to thank you for taking the time to read this article. I appreciate it!Copyright 2004 Kelley Robertson. All rights reservedKelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of "Stop, Ask & Listen ? Proven sales techniques to turn browsers into buyers." Visit his website at http://www.RobertsonTrainingGroup.com and receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine.

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

arrow right Why Should I Buy From You?

Virtually every business you contact has this question in their mind. To truly maximize your revenues you need give people a reason to buy from you versus a competitor. Here are a few strategies that will help you differentiate yourself from your competition.First, it's important to understand that people make their buying decision on two levels ? logical and emotional. The logical aspect revolves around the product or service and includes such things as product specifications, warranty, price, colour, size, ease of use, etc. Anything directly associated with the product is a logical need. The second buying motivator and, perhaps the most powerful, is the emotional aspect of the sale. These criteria are the less tangible needs and include feelings of success, relief, pride, joy, fear and concern. For example, a person buying a pair of jeans will have specific logical needs such as waist size, inseam length, colour and style. But, ultimately, the emotional aspect of how they fit and look will influence that person's buying decision.To uncover your customers emotional buying requirement learn to ask, "What are you looking for in a??" followed by "Why is that important to you?" The first question helps you learn the logical need while the second question will help the customer express the emotional reasons behind their purchase. In the hundreds of sales training workshops I've conducted, I've learned that most salespeople and business owners have a tendency to leap into a product demonstration before they have learned what is important to the customer. Invest the time accurately and thoroughly learning your customer's need and wants. This will help you to begin differentiating yourself from your competitor.The next step is to give a presentation that focuses on the customer's needs. Rather than discuss everything about your product or service, focus first on what the customer identified as being important. This demonstrates that you listened to what they said and will help you separate yourself more effectively.When presenting your product or service ensure you discuss the benefits as well as the features. The feature is "what it is" and the benefit is "what it means to the customer." A great way to phrase this is to say, "Our equipment extracts 97% of the water from your carpet (feature) which means your carpets will be dry to the touch within three or four hours (benefit)." This addresses the customer's emotional buying needs which means there is a greater likelihood they will buy from your versus a competitor.People also make buying decisions based on their overall experience in your store or place of business. Here are just three influencing factors:1. Ease of business. Are you easy to do business with or do I, as a customer, have to jump through hoops to return something? Are you well staffed or do you reduce your costs by scheduling a skeleton staff at any given time?2. Staff accessibility and attitude. Is your team friendly and well trained in customer services procedures? Do they exhibit the mentality that the customer is important and comes first or do they spend their time gossiping and gabbing? Do they eagerly approach the customer or do they wait for customers to come up to them first. I recently bought an aquarium and although the staff was knowledgeable they made me feel like I was intruding on their time.3. Product selection and availability. Do you have a good supply chain management or order fulfillment process in place. Prior to buying my aquarium I placed my order at one store and at the time of writing this article almost six weeks later I still haven't been advised that my tank has arrived. And this was a stock order!Lastly, equip your team with the tools they need to properly do their job. Take advantage of the product training most manufacturers provide, invest in the on-going development of your people, and help them succeed. I've worked with companies who invest a great deal in their employees and others who spend a bare minimum. The difference in their overall results is always significant.Today's business environment is more challenging and competitive than ever before which means you need to give people a clear reason to do business with you rather than someone else.Copyright 2003 Kelley Robertson. All rights reservedKelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. For information on his programs, contact him at 905-633-7750 or at Kelley@RobertsonTrainingGroup.com. Receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine at http://www.RobertsonTrainingGroup.com. He is also the author of "Stop, Ask & Listen ? How to welcome your customers and increase your sales."

Bandu2 - Herit.gif  Categoría: Sociedad   »   0 Lee   »   Fecha: 02/01/2012 05:46   »   Por: Mouhamadou-bamb ...

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