Selling can be fun, challenging, profitable and frustrating. It order to make it a little easier, be prepared with responses to some common objections:
I can buy it cheaper elsewhere
Can you get it with the same advantages (ingredients, etc.)?
Is it actually the same thing that you are buying elsewhere?
I can't afford it
Let me show you how it would be more cost-effective in the long run
Let me show you how long it will last
Let me show our payment options
We do offer discounts under the following circumstances
There will be a price increase on this soon
Let me show you how you could get it at a big discount (recruiting prospect)
It won't work for me
Tell me more about what you need
Why do you feel it won't work
We offer a money-back guarantee
I'll think about it
Is there additional information I can give you to help you decide?
Here's a sample you can try
We have a special promotion for a limited time
What questions do you still have?
I don't like _________ about it.
Can you tell me specifically what you don't like?
In what way would you like it to be different?
Once you have prepared yourself for most of the common objections you hear, you can counter them easily and help your prospect make an informed decision.
A large part of selling is listening, assessing and making recommendations to your customers. If you really care about helping them solve a problem versus just making a sale, they will be more comfortable buying from you...again and again.
Get more tips from our Direct Sales Power Series, www.isellmoretoday.com
Monday, November 26, 2007
Two Powerful Ideas for Getting Leads Fast!
Needs Leads? Here are a couple sure-fire ways to get leads quickly.
Ask Permission
To get great leads, you first need to give permission to someone to market to them. By this we mean, you can offer a complimentary newsletter or send a postcard offering them a complimentary gift. If someone decides to take you up on your offer, they will contact you to get the free item. When they do this, they have given you "permission" to market to them. This is also known as "opt-in" marketing. The person has opted in to your program. They are now a bona-fide lead.
After you get the response from them, you can then add them to your regular mailing list, follow up with them for sales/questions, invite them to sales events. If you have an enticing offer, you will increase the amount of leads you get! By offering a free newsletter with helpful tips (for cooking, children, beauty--whatever your business target is) AND a free gift, you will get better, more qualified leads actually contacting you!
Establishing yourself as an expert
OK, get ready to groan...this tip involves something some people hate so much they would rather have a root canal than do...it is public speaking. (Told you!) But once you get past your initial fear, think about it. If you want to market your business and service and establish credibility to numerous people at one time, try speaking at a live event. Even if it's only 10 people--these are now 10 new prospects.
If you have spent a lot of time and money marketing yourself to one, two or three people at a time, you should consider growing that audience. If you can book yourself as a speaker to specific groups in your local area, you can develop yourself as an expert on your subject. These events are going on in nearly every sized city (business groups, womens groups, mommy groups, success groups, networking events, etc.) The mere fact that you get up in front of others will help to establish you as an expert.
Do a little research of groups in your area. Identify one or two that may work for you and write them a letter explaining your business and a brief outline of topics you speak about. You will almost certainly get some bites, and you can start getting yourself in front of many new prospects. If you are shy, work as a team with someone else in your business or in a complementary business. Put together a "team speech" for even more confidence!
Need some more assistance in marketing and developing your business? Visit us at: www.directsalespower.com
Ask Permission
To get great leads, you first need to give permission to someone to market to them. By this we mean, you can offer a complimentary newsletter or send a postcard offering them a complimentary gift. If someone decides to take you up on your offer, they will contact you to get the free item. When they do this, they have given you "permission" to market to them. This is also known as "opt-in" marketing. The person has opted in to your program. They are now a bona-fide lead.
After you get the response from them, you can then add them to your regular mailing list, follow up with them for sales/questions, invite them to sales events. If you have an enticing offer, you will increase the amount of leads you get! By offering a free newsletter with helpful tips (for cooking, children, beauty--whatever your business target is) AND a free gift, you will get better, more qualified leads actually contacting you!
Establishing yourself as an expert
OK, get ready to groan...this tip involves something some people hate so much they would rather have a root canal than do...it is public speaking. (Told you!) But once you get past your initial fear, think about it. If you want to market your business and service and establish credibility to numerous people at one time, try speaking at a live event. Even if it's only 10 people--these are now 10 new prospects.
If you have spent a lot of time and money marketing yourself to one, two or three people at a time, you should consider growing that audience. If you can book yourself as a speaker to specific groups in your local area, you can develop yourself as an expert on your subject. These events are going on in nearly every sized city (business groups, womens groups, mommy groups, success groups, networking events, etc.) The mere fact that you get up in front of others will help to establish you as an expert.
Do a little research of groups in your area. Identify one or two that may work for you and write them a letter explaining your business and a brief outline of topics you speak about. You will almost certainly get some bites, and you can start getting yourself in front of many new prospects. If you are shy, work as a team with someone else in your business or in a complementary business. Put together a "team speech" for even more confidence!
Need some more assistance in marketing and developing your business? Visit us at: www.directsalespower.com
Objections? Counter with these come-backs!
Selling can be fun, challenging, profitable and frustrating. It order to make it a little easier, be prepared with responses to some common objections:
I can buy it cheaper elsewhere
Can you get it with the same advantages (ingredients, etc.)?
Is it actually the same thing that you are buying elsewhere?
I can't afford it
Let me show you how it would be more cost-effective in the long run
Let me show you how long it will last
Let me show our payment options
We do offer discounts under the following circumstances
There will be a price increase on this soon
Let me show you how you could get it at a big discount (recruiting prospect)
It won't work for me
Tell me more about what you need
Why do you feel it won't work
We offer a money-back guarantee
I'll think about it
Is there additional information I can give you to help you decide?
Here's a sample you can try
We have a special promotion for a limited time
What questions do you still have?
I don't like _________ about it.
Can you tell me specifically what you don't like?
In what way would you like it to be different?
Once you have prepared yourself for most of the common objections you hear, you can counter them easily and help your prospect make an informed decision. A large part of selling is listening, assessing and making recommendations to your customers. If you really care about helping them solve a problem versus just making a sale, they will be more comfortable buying from you...again and again.
Get more tips from our Direct Sales Power Series, www.isellmoretoday.com
I can buy it cheaper elsewhere
Can you get it with the same advantages (ingredients, etc.)?
Is it actually the same thing that you are buying elsewhere?
I can't afford it
Let me show you how it would be more cost-effective in the long run
Let me show you how long it will last
Let me show our payment options
We do offer discounts under the following circumstances
There will be a price increase on this soon
Let me show you how you could get it at a big discount (recruiting prospect)
It won't work for me
Tell me more about what you need
Why do you feel it won't work
We offer a money-back guarantee
I'll think about it
Is there additional information I can give you to help you decide?
Here's a sample you can try
We have a special promotion for a limited time
What questions do you still have?
I don't like _________ about it.
Can you tell me specifically what you don't like?
In what way would you like it to be different?
Once you have prepared yourself for most of the common objections you hear, you can counter them easily and help your prospect make an informed decision. A large part of selling is listening, assessing and making recommendations to your customers. If you really care about helping them solve a problem versus just making a sale, they will be more comfortable buying from you...again and again.
Get more tips from our Direct Sales Power Series, www.isellmoretoday.com
What Does She Have That I Don't Have?
Why does a competitor's business expand while yours stays still? It might be only the difference of making a few easy tweaks in your branding and image. But exactly what is branding, anyway? Think of branding as defining what a company is all about in the minds of its clients. Good branding differentiates your products and services in a positive way that really sticks in the minds of potential customers.
Let’s say you have been traveling around town without your morning coffee and are getting just a little cranky. Quick! What’s the first coffee shop chain that comes to mind? Chances are, you thought of Starbucks. Why?
* Attractive and easily read logo;
* Consistency of product, décor, signage, and interior; and
* A great product
Assuming your product is fabulous, it all comes down to image. Graphic design can play a huge part in that image. But what are some key things to consider?
A great logo is key.
You have already given a great deal of attention to your company name and believe that it speaks to who you are and what you do. Great! Now you need to wrap a graphic image around that name to carve out a prime piece of real estate in the mind of your target customer. That is exactly what a great logo can do.
Whether or not you eat fast food and regardless of your opinion as to what might constitute the best in fast food, my guess is that the name McDonalds conjures up an immediate image of the golden arches. Those golden arches really work as a logo!
The McDonalds logo is a good example of merging a symbol with a letter in the company name. It is also a good example of simplicity, another key element to great logo design.
A good logo also:
* has a strong, balanced image with no little extras that clutter its look;
* is distinctive and bold in design, making it easy to see at a glance;
* has graphic imagery that looks appropriate for your business;
* works well with your company name;
* is done in an easy to read font;
* communicates your business clearly; and
* looks good in black and white, as well as in color.
Consistent visual identity is also key.
If you are going to capture that prime piece of real estate in the customer’s mind, you must provide not only a compelling image, but a consistent one. Use one logo and image and repeat in on everything. Don't try to mix and match similar items; it just dilutes your branding. For instance, if you sell golf equipment and use golf clubs in your logo and brand, don't use golf balls on your cards, and golf tees on your website, etc. It's confusing.
Each of the three images has its own distinct personality. You may be tempted to give your stationery, website, business card, brochures, and other marketing materials different visual personalities.
All of the materials that represent you, from business cards to brochures, need to have image consistency in order to be immediately recognizable by your customers…and potential customers…as being related to the unique brand that is your company.
Logo, color scheme, fonts, and layout that are consistent from letterhead to business card and from envelope to ad suggest credibility and stability, in addition to taking up more of that prime mental real estate by virtue of repetition. Inconsistency of graphic elements among materials not only suggests uncertainty and sloppiness, it is just plain forgettable.
Creating a great logo and maintaining consistency among all your marketing materials will take you a long way towards creating a memorable brand that just might make your competitors mutter, “What does she have that I don’t?”
Let’s say you have been traveling around town without your morning coffee and are getting just a little cranky. Quick! What’s the first coffee shop chain that comes to mind? Chances are, you thought of Starbucks. Why?
* Attractive and easily read logo;
* Consistency of product, décor, signage, and interior; and
* A great product
Assuming your product is fabulous, it all comes down to image. Graphic design can play a huge part in that image. But what are some key things to consider?
A great logo is key.
You have already given a great deal of attention to your company name and believe that it speaks to who you are and what you do. Great! Now you need to wrap a graphic image around that name to carve out a prime piece of real estate in the mind of your target customer. That is exactly what a great logo can do.
Whether or not you eat fast food and regardless of your opinion as to what might constitute the best in fast food, my guess is that the name McDonalds conjures up an immediate image of the golden arches. Those golden arches really work as a logo!
The McDonalds logo is a good example of merging a symbol with a letter in the company name. It is also a good example of simplicity, another key element to great logo design.
A good logo also:
* has a strong, balanced image with no little extras that clutter its look;
* is distinctive and bold in design, making it easy to see at a glance;
* has graphic imagery that looks appropriate for your business;
* works well with your company name;
* is done in an easy to read font;
* communicates your business clearly; and
* looks good in black and white, as well as in color.
Consistent visual identity is also key.
If you are going to capture that prime piece of real estate in the customer’s mind, you must provide not only a compelling image, but a consistent one. Use one logo and image and repeat in on everything. Don't try to mix and match similar items; it just dilutes your branding. For instance, if you sell golf equipment and use golf clubs in your logo and brand, don't use golf balls on your cards, and golf tees on your website, etc. It's confusing.
Each of the three images has its own distinct personality. You may be tempted to give your stationery, website, business card, brochures, and other marketing materials different visual personalities.
All of the materials that represent you, from business cards to brochures, need to have image consistency in order to be immediately recognizable by your customers…and potential customers…as being related to the unique brand that is your company.
Logo, color scheme, fonts, and layout that are consistent from letterhead to business card and from envelope to ad suggest credibility and stability, in addition to taking up more of that prime mental real estate by virtue of repetition. Inconsistency of graphic elements among materials not only suggests uncertainty and sloppiness, it is just plain forgettable.
Creating a great logo and maintaining consistency among all your marketing materials will take you a long way towards creating a memorable brand that just might make your competitors mutter, “What does she have that I don’t?”
Top Sellers Tell ...
Top Direct Sales Professionals Tell How They Achieved Big Success!
"What a terrific and helpful book, I couldn't put it down. It is like a guide to your direct sales business.
It is a must have book. I am so thankful , it gives me insight on how other people went about achieving success. From finding the right company to join, what to do and what not to do in your business and all the steps in between to building your team. I can really relate to the sales professionals in this book.
This has been truly, a great inspiration." Donna D.
Got your copy?
I know you know this already, but...
Are you spending enough time following up? You probably work like crazy to get good leads, have interesting promotions and book sales events. But are you so busy focusing on getting NEW leads that you forgot about OLD ones?
Your "warm" leads (leads who have already met you / bought from you, etc.) are the best source for new business...and new recruits. If they have purchased from you, then be sure to put them on your priority list for follow-ups. If you contact each warm lead each month (by phone, email or mail) you will certainly find yourself with higher sales.
It's easy to forget, get busy, get re-focused, etc., however if you establish a "tickler file" to keep yourself on track you will find it much easier. These files can be physical or electronic and will keep you in constant contact with your customers and potential customers.
Another method is to send out a monthly newsletter with a special promotion that expires by the 25th of the month. By having it expire by the 25th, it will allow you to end the promotion, send out all orders and develop a new promotion/newsletter for the next month.
Education vs. Sales
If you are offering your customers catalogs, fliers, coupons, freebies, etc. you are selling to them. However, if you are offering your customers information to meet their needs, you are educating them. No one likes to be sold to. We all like to know how to solve our particular problems.
If you are not providing an information-based marketing program to your customers, consider doing so . It can be as simple as a newsletter sent via mail or email. Write a one-page solution to a common problem targeted to your product line.
For instance, acne can be relieved by various methods--list several, including your product line of acne items. Or, child development milestones--what should you expect at one, two, three, etc. You can also provide the appropriate toys from your product line for each age group. You can find the information to include by just surfing the web. However, be sure to write your newsletter in your own words. Do not plagiarize or cut and paste topics into it.
If you give your customers relevant information plus a little sales & marketing, you will likely get a customer who not only actually reads your newsletter...but appreciates it, too!
For more Direct Sales Power Tips, visit: www.isellmoretoday.com K. Moehr, author & owner, Moehr & Associates
Your "warm" leads (leads who have already met you / bought from you, etc.) are the best source for new business...and new recruits. If they have purchased from you, then be sure to put them on your priority list for follow-ups. If you contact each warm lead each month (by phone, email or mail) you will certainly find yourself with higher sales.
It's easy to forget, get busy, get re-focused, etc., however if you establish a "tickler file" to keep yourself on track you will find it much easier. These files can be physical or electronic and will keep you in constant contact with your customers and potential customers.
Another method is to send out a monthly newsletter with a special promotion that expires by the 25th of the month. By having it expire by the 25th, it will allow you to end the promotion, send out all orders and develop a new promotion/newsletter for the next month.
Education vs. Sales
If you are offering your customers catalogs, fliers, coupons, freebies, etc. you are selling to them. However, if you are offering your customers information to meet their needs, you are educating them. No one likes to be sold to. We all like to know how to solve our particular problems.
If you are not providing an information-based marketing program to your customers, consider doing so . It can be as simple as a newsletter sent via mail or email. Write a one-page solution to a common problem targeted to your product line.
For instance, acne can be relieved by various methods--list several, including your product line of acne items. Or, child development milestones--what should you expect at one, two, three, etc. You can also provide the appropriate toys from your product line for each age group. You can find the information to include by just surfing the web. However, be sure to write your newsletter in your own words. Do not plagiarize or cut and paste topics into it.
If you give your customers relevant information plus a little sales & marketing, you will likely get a customer who not only actually reads your newsletter...but appreciates it, too!
For more Direct Sales Power Tips, visit: www.isellmoretoday.com K. Moehr, author & owner, Moehr & Associates
Once in awhile a customer will write and tell us how our Direct Sales Power Tools have helped her business. Or sometimes they've just read one of our books and feel excited about how to make our tools work for them. Those are the days that make this all worthwhile. Of course it is a business to us, but when we get a message that what we put out there actually helps people make a difference, it's awesome...in the truest sense of the word!
A recent note:
"I can't wait to get started with this program. I just know it will boost my confidence and my sales!"
Heidi C., OH
RE: Get Booked Solid!
http://www.isellmoretoday.com/
RESOURCES FOR:
direct selling, direct selling opportunities, direct sales, home party, home party plan, party plans, work at home, home party sales, in home party sales, direct sales resources, home party opportunities, direct sales company, direct sales companies, direct sales opportunities, direct sales business, business opportunities, work at home opportunities, recruiting tips, hostess coaching, booking tips, home party plan games, consultant supplies, direct sales tips, home business tips, home party plan directory, shopping directory, stay at home mom, work at home mom, WAHM, SAHM, new home party plan companies, work at home, network marketing, entrepreneurs, mlm
A recent note:
"I can't wait to get started with this program. I just know it will boost my confidence and my sales!"
Heidi C., OH
RE: Get Booked Solid!
http://www.isellmoretoday.com/
RESOURCES FOR:
direct selling, direct selling opportunities, direct sales, home party, home party plan, party plans, work at home, home party sales, in home party sales, direct sales resources, home party opportunities, direct sales company, direct sales companies, direct sales opportunities, direct sales business, business opportunities, work at home opportunities, recruiting tips, hostess coaching, booking tips, home party plan games, consultant supplies, direct sales tips, home business tips, home party plan directory, shopping directory, stay at home mom, work at home mom, WAHM, SAHM, new home party plan companies, work at home, network marketing, entrepreneurs, mlm
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