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Archive for the ‘Direct Marketing’ Category
My name is Francis Walsh. I spend most of my time right here, typing words that get noticed. I know this is true because people come and ask me what I’m writing about and why.
“I like to think they are more interested in my words but they’re not.” “They are interested in what I talk about.”
Content is King
“No doubt about it, content IS king.”
Right now, our friends and colleagues are talking and writing too. The problem is much of what they’re doing online has nothing to do with me or you. They are interacting on a personal level with their friends and colleagues who keep them motivated. Motivation is the key to happiness. Happiness is motivated through interaction on a personal level.
“People are online looking for the answer to their next big question and they know where to go for their answer, but they don’t yet know who the answer is going to come from.”
Even you have questions that need to be answered. They may change as your day goes along or as the need for an answer arises. What we all hope to have when questioning the things we need to know more about, is a rapid response.
“We like to get a quick response.” “Don’t you?”
Content is the answer. Or better yet, “Content about your product has the answers about your product.” Your business can quantify an actual benefit from having more answers about your product online. “Not just on YOUR blog or website, but anywhere there is a forum of similar minded individuals or subjects to leave an answer behind. This is the PERFECT place to introduce your position and the benefits of your product.”
“You have to spread yourself around if you want to really begin to see the benefit of marketing to the online community.”
Rapid Response Initiative
“I like to think that I can answer a question from anyone online before they actually sign off from that session of computer use.”
If you begin to initiate a rapid response to each and every request for an answer that comes in from anywhere online, you will dramatically increase your bottom line by “I would say 15% to start.” “And it doesn’t matter how big your company is right now!”
Small companies therefore have to consider that a 15% increase to their offline business from online activity would be a great boost, and big companies can see that taking back or acquiring more market share is possible. “Even companies that think they already have a presence online.”
“Some businesses don’t know what they’re doing really, and have no idea of the commitment it takes to drive business from the online marketplace.”
Being prepared to respond to that user before he or she signs off the internet is how you can expect these kinds of results.
Matt Geier has the platform to push a company forward quickly. Not just a man with a plan, but a team with a dream. “The dream is about building equity from internet sources using content placement and rapid response initiatives that not only boost productivity of what already exists online, but generates its own business away from the one location certified to be The Product Source.”
The investment is sound. The people are experienced and motivated. More businesses are getting results that they cannot get from anyone else. Other companies run around with a product’s old content, putting one thing everywhere. “One little thing” (and then they pray.)
“I expect everything I do to be successful and it is.” “I expect that every company that I work with will see tremendous growth, and they do.” “I can only say that I know what The Sales Corner will do, and it will be well worth it if you put your business on a fast track with us.”
“I can say more but then I think I said enough already.”
Sincerely,
Francis Walsh
77375
Popularity: 61% [?]
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What nonsense is that? You’re the one that conceptualized, designed, and built your business from the ground up. You’re the one that has 100% control over everything in your company; right? Or do you?
Do you build any of your “business model” on “what ifs” — because “what if” you lost a limb, an ear, a finger, an arm, a leg, or god forbid, your head? Could you continue to operate in whatever way you needed to without a hiccup in your service to clients, customers, and other business relationships?
“I doubt that I could continue operating at full capacity in the event of a catastrophic time.”
Knowing our own limits, only helps us understand yours. Were all different, but, similar. Business can be looked at in the same light;
Business models are at a core, the template for all business models. Having a different business then the next person only makes you “similar” in the fact of processes, and things to do to keep your business active and going. (finding new partners, getting new suppliers, having someone do collections, finding new customers, seeing into new markets, driving new sales etc..)
You’re business may not have the same struggles as mine, or Joe’s, or Bob’s but I can bet your “butt” that all three of our business’s will need help to stay going, either now, or in the future!
So if you’re reading this, then you may be like a lot of other people who ask us; “What can The Sales Corner help me with?”
This is our response, which simply put is EVERYTHING, “What do YOU NEED?”
Once you can establish the need or multiple needs that you have, it will be easy to find a way to fill the need using The Sales Corner. In fact there are several ways we can fill your needs with the offering of full service membership packages to look out in ALL the areas you might be looking for help!
See a complete list of package offerings here;
http://www.thesalescorner.us/blog/sales-corner-marketing-seo-sales-membership-packages/
ADDITIONALLY I can offer you some “REAL INSIGHT” into others similar needs and how they were able to utilize The Sales Corner to address those needs;
Question 1
My computer is running slow; My internet sites take longer to load and I wish there was a way I could get someone to help me without having to worry about the expensive price of the local “Squad” or wait from “someone in another country” to call me back or fix my issue.
Answer 1
The Sales Corner is able to propose one of our Phone Service and Support membership packages which are designed as all inclusive to what was needed here for this client to get phone support for “general technical help, and product application support.” As this client had issues and needed a resource to contact with the assurance they would get a timely, and well educated response!
Question 2
What do I need to keep active, and reach my customers/clients?
I already know how to write my own content, publish my own articles, and get out into the Social Media scene to grow myself;
Answer 2
The Sales Corner is able to propose one of our Quarterly Website/Blog membership packages which is all inclusive to what this client needed to get a Website Built, Integrated, and Managed after Install! We think it’s great even when you don’t know what you need to in order to have a medium to communicate yourself on. This gives them ability to communicate directly and privately to their own user base!
Question 3
How can I get into new Sales and Marketing areas with my current projects?
I don’t know anything about how to use a blog, where I should be online or offline, or how to reach new people because my “old” approach isn’t working anymore;
Answer 3
The Sales Corner is able to propose one of our Quarterly Internet Marketing / Sales membership packages which are designed as all inclusive to what this client needed to get their products, their face, and “their business” out to people who wanted to know about them! This will keep them there where they need to be, in front of people online and off!
Question 4
Some folks out there have their own sites on a free host, or a host that charges them a monthly or annual fee; That’s okay, but sometimes people don’t always know what to do in these cases or how to get to their files etc. How can The Sales Corner help me get a place to host or store my files for my website, my blog, or FTP access?
Answer 4
The Sales Corner is able to propose one of our Quarterly Website/Blog Hosting membership packages which are designed as inclusive to what this client needed for their files to be stored, accessed, and managed on a regular basis as they saw fit! Now they can upload/download and so can their users (With or Without a Blog if they like since this is “file storage”).
As you can see, The Sales Corner and our network of members have very good methods of helping you get more information for free, save your business money, get more all while you can walk away and feel confident to know that you’re business isn’t going to fall under, because you couldn’t afford our monthly fee, or that yearly cost to keep it going!
“The Sales Corner is always willing to listen and work with all of our members to accommodate their needs and wants and desires, after all you help us keep going as much as we help you; We simply supply the magic powder to mix it all together which is then what we give you which is tangible and something you can count on for your business needs!”
Matt G
The Sales Corner
“The Shaman says only the best leaders use help to their advantage.” The Sales Corner Probing Question of the Day:
“When you find yourself without an answer to a problem….” “Where do you go to find the answer?”
Popularity: 100% [?]
ShareWhy is it that individuals are so negligent to things that make a difference? As a business professional I find it vital to be attentive to nuances that aid relationships. These include graciousness, name recognition and simply being attentive.
Psychologists have studied the use of the Primary/Recency Effect, known for an individual’s ability to recall the first and last things they see or hear. If the cliché holds that people judge a book by its cover, then many will be ignored.
Business today requires being in the moment, and attentive to all things. Misspelling names, forgetting appointments, etc, do not gain accolades. If you want to leave a lasting impression and gain better relationships follow the simple suggestions:
- Follow the Dale Carnegie Rule. In 1983, I read “How to Win Friends and Influence People”. The first rule, “a person’s first name is the sweetest sound they will ever hear. If you do not recall, write it down. If you cannot pronoun it ask the person. Stop being lazy and make a better first impression.
- Cold Call Failure. Cold calling today is repulsive. Too many agents obtaining lists and calling prospects without preparation just provocation. If there is no want or need, there is no conceptual agreement. Stop calling people from a list and target a microcosm that might have a better need for your service.
- Email Etiquette. As the Internet developed positive and negative rules of engagement developed to help with email use. However many today continually send emails without a subject message. Unless you desire a lack of a reply, be more attentive to the subject and actions you want your receiver to take.
- Email Responsiveness. The purpose of email is to allow receivers to reply to email when they have a spare moment. However, what incites many is the general lack of a reply by receivers. People in all businesses are busy, yet this does not allow receivers to negate replies. Unresponsiveness to emails is as insulting as not saying “hello” to familiar faces on the street. No one is that busy.
- Responsiveness to Voice Mail. Similar to emails, stop hiding behind procrastination and return calls.
- Delegation without personalization. In the last few weeks I have sent correspondence to executives related to certain business matters. I realize the information will get read but delegated to a subordinate. However delegation might denote arrogance. Handwriting a simple note communicating the receipt of the letter, the importance of the query and the need for delegation is in the best interest of customer service. Arrogance and laziness trump customer service.
- Follow Up. Return calls when you say you will, send emails when you say you will and offer feedback when promised.
©2010. Drew Stevens PhD. All Rights Reserved.
Drew Stevens is one of the world’s leading authorities on business development and sales thought leadership. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit him at www.drewstevensconsulting.com.
Popularity: 43% [?]
ShareI’m excited to bring you this exclusive offer from The Sales Corner on
behalf of American Association of Inside Sales Professionals;
Are you an Inside Sales professional?
Maybe you’re in Management looking over a group of people?
Perhaps you are looking for some industry connections or similar
resources for Inside Sales improvement and overall learning?
Having spent many years as an Inside Sales Representative myself, I
strongly promote education and sales based training to improve a sales
persons techniques or sales tactics for the improvement of their
professionalism and business!
The Sales Corner has partnered with the AA-ISP to offer you a 10%
discount on your next membership registration!
Take advantage of this great offer by registering as an official member of The Sales Corner network!
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| Official Members List of The Sales Corner is 40 strong and counting! |
| Visit this group |
Popularity: 28% [?]
ShareToday is Election Day in many parts of the United States. This is a perfect time to express our democratic freedom and vote for desired change. I plan on doing that in addition to observing the folly of politicians. Some could use a few best practices to aid in their poll results.
One of the silly items I notice in my local community is the increased use of lawn banners and other support media to denote a person’s candidacy. A parishioner in my church is running for Alderman yet I did not know he was running! Selling professionals realize the rules of the game have altered. It is vital to reach the economic buyer with value. Individuals buy from those they know and trust. Rather than waste senseless money on signs, political candidates need to know network and greet their constituents. Name alone does not win elections – even in a local community. Know your buyers!
Most selling professionals I instruct know my attitude on cold calling- do not do it! Cold calling wastes time is intrusive and unsuccessful. Yet many politicians record voice messages and send them to constituents. If you want to engage the buyer, send a warm letter of introduction, the value you provide with testimonials and then call. Sending arbitrary voice messages wastes politician’s time and money. Selling professionals know to invest time in call preparation so they know what to say before during and after hello.
Finally, eradicate the door hangers. Similar to rote tactics used by real estate agents, painters, lawn maintenance contractors et. al. they do not work. While sellers do not to invest money that creates marketing buzz, these miniscule tactics only create trash. Create proper marketing that generates a buzz and attracts individuals to you! Sellers realize that in today’s competitive landscape it is about differentiation. Generate investments in needful things.
©2010. Drew Stevens PhD. All Rights Reserved.
There are seven secrets for selling effectiveness. Click here For a Free Report 7 Secrets to Selling Success
Drew Stevens is one of the world’s leading authorities on business development and marketing. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew dramatically accelerate your business development and sales skills visit his sales and marketing website.
Popularity: 7% [?]
ShareI am noticing a trend developing across several industries. It is not only a systemic issue which will create depletion of customers and revenue but foundational. The reason why the issue seems to be more apparent now then prior to the recession is simply most organizations did not focus on rudimentary practices that assisted to retain and acquire new clients.
The fundamental issue that continues to escalate is a lack of attention to marketing and sales. Organizations simply did not focus on sales efforts prior to and during the recession. Nothing happens without a sale. It was great in the years 2005 to 2008. The phone was
ringing the orders were continuously coming in and many people were not concerned. As the bubble grew so did profits and so did egos; many individuals simply forgot the reason why they were in business. More importantly what originally got them there would not continue to get them to their end result.
I find now organizations in panic as revenues and subsequently clients have decreased. Yet when questioned about branding efforts or investments into the sales teams I am negated. If there is not investment in marketing and sales where is the money going. And more importantly, now that times are a bit slower, it is a terrific time to educate, stimulate and grow these imperative efforts.
It is vital in any economic cycle every company to invest a good percentage of its income on the sales and marketing efforts of its organization. Therefore it is necessary to understand that you are not only in your individual businesses but the marketing business. This requires pre-engagement marketing opportunities and post-engagement follow – up.
The tactics that businesses employ will assist in creating the allureand cache necessary that then develop brand. The concept of brand development is vital to be heard amongst the cacophony of competitors. Brand helps to create competitive differentiation. Consumers purchase because of the allure and trust. It is necessary that to concentrate all efforts on daily basis in building trusting relationships that create emotion and value. Consumers invest in brand and buy on emotion not from the bromide of features.
Consider this, the foundation of every business is the acquisition and retention of clients. The roof protecting the business is its strategy. There are than four pillars that connect the roof to its solid core and these include marketing, accounting, sales and service. If you truly want to build a profitable, productive and passionate business with less labor and more revenue than focus on these vital principles. Continually review you strategy in every economic cycle and I guarantee that your profits will be higher; your labor less as well is your stress.
Take the time now to retool your strategy, refocus your core energies and rekindle the energies of your organization. I’ll look forward to hearing your stories as you accelerate your business strategies!
©2010. Drew Stevens PhD. All Rights Reserved.
There are seven secrets for selling effectiveness. Click here For a Free Report 7 Secrets to Selling Success
Drew Stevens is one of the world’s leading authorities on business development and customer satisfaction. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit him at www.stevensconsultinggroup.com
Popularity: 10% [?]
ShareAre you a good selling or business development professional? What distinguishes you from the remainder of the pack?
With over 27 years of experience working with those that develop business and sell for a living I find the following characteristics:
1- Those that seek relationships not a commission check
2- Do not procrastinate, using the hours in the day wisely to be with prospective and current clients
3- Do not waste “windshield time” on wasteful things or nothing
4- Reads voraciously to understand competitive intelligence that aids the client
5- Establishes a strategic account profile to understand prospective client opportunities and limitations
6- Knows the economic buyer in their accounts and does not waste time with gatekeepers
7- Think strategically not tactically to engage buyers
8- Learning the client’s business and discovering methods to assist them now and in the future
9- Prepare provocative questions that engage and enlighten
10- Knows when to listen and when to speak
11- Networks constantly to meet new buyers
12- Engages a sales process
13- Creates emotion and has a passion for the sales process
14- Believes in what they are selling
15- Nurtures relationships with proper customer service, returning all calls and emails in a timely manner
16- Uses and respects the relevance of CRM reporting useful data to upper management
17- Understands the importance of customer to customer influences on account management
18- Thinks in terms of client outcomes, not units sold
19- Dresses professionally and is ready to engage with every client
20- Has poise and flexibility to engage gatekeeper and buyer ethically
Use the following as a checklist for your selling professionals if you are a manager or for you personally if you sell for a living. Check back periodically to determine methods to make you a more effective seller to alleviate time and develop more business.
©2010. Drew Stevens PhD. All Rights Reserved.
There are seven secrets for selling effectiveness. Click here For a Free Report 7 Secrets to Selling Success
Drew Stevens is one of the world’s leading authorities on business development and customer satisfaction. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit him at www.stevensconsultinggroup.com
Popularity: 15% [?]
ShareDuring a recent analysis of a selling organization, I conducted a mystery-shopping excursion to determine the best practices and limitations of the sales group. What I found is common in most organizations.
How often do you listen to your voice mail? How often do you change it? How often do you obtain specificity in the message?
Voice mail services two purposes: 1) to enable your caller to leave a specific message for you and 2) for you to leave specificity on your return call. However individuals will not leave specifics if you do not disclaim how. For example during my mystery excursion the following message was left [name changed to protect the guilty] “Hello this is Rhonda please leave a message at the tone.” The last time I heard this was 15 years ago when voice mail was introduced.
Proper business voice mail should stipulate your name, the firm name, what you want your caller to do and the actions you will take upon receipt of the message. I tell callers to leave a brief message, the best telephone number and time to ring them and that I return their call in 90 minutes. Action is required otherwise your message becomes driftwood in a sea of eternity.
Your voice message must depict your professionalism, your ethics and your responsibility.
The second common selling issue is the identity of the firm when calling a main switchboard. During recent client analysis I ring up the reception area only to have been immediately placed on hold or immediately transferred to another party. Emergency responders take more time to diagnose my issue!
Reception is the first line of organizational identity. Rushing parties off the line, placing them on hold, using mechanistic approaches are methods that destroy prospective client interactions. 45% of every customer interaction involves some level of customer service. Do not allow prospective customers to judge a book by its cover, make a good first impression and treat ‘em right!
©2010. Drew Stevens PhD. All Rights Reserved.
There are seven secrets for selling effectiveness. Click here For a Free Report 7 Secrets to Selling Success
Drew Stevens is one of the world’s leading authorities on business development and customer satisfaction. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit hime at www.stevensconsultinggroup.com
Popularity: 14% [?]
ShareRecent issues (politics, economics, technology) constantly provide change in today’s marketplace. Change is terrific as long as you individually decide to keep pace with it. One of the best tools to mitigate change is overhauling skills. Improving hard and soft skills enables one to be more marketable in a competitive global economy. Rejuvenating skills provides self-mastery, which also helps to improve upon confidence, poise, presence and professionalism.
One is never too old or too busy to attend an educational experience. The time is an investment in your future earnings and potential. Similar to the manner in which automobiles must be maintained, your cognitive skills require a bi- annual checkup to increase your professional investment. Enroll in something today to invest in a better tomorrow.
Change is the watchword of progression. When we tire of well-worn ways, we seek for new. This restless craving in the souls of men spurs them to climb, and to seek the mountain view.
Ella Wilcox – American Author and Poet
©2010. Drew Stevens PhD. All Rights Reserved.
There are seven secrets for selling effectiveness. Click here For a Free Report for the 7 Secrets to Selling Success
Drew Stevens is one of the world’s leading authorities on sales and customer service. Drew is the author or the successful sales techniques book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To book Dr. Drew for a workshop or keynote or to obtain his Secrets of Ultimate Business Success visit his website www.stevensconsultinggroup.com
Popularity: 15% [?]
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The Sales Corner Tip of the Day
