Posts Tagged ‘Sales Content’
I am often on both sides of the fence when it comes to Selling and Marketing, as well as being a Developer and a User of products, services, and applications. Not only am I an active Account Manager for my primary workplace, but I am also an active hobbies, service and support provider, as well as a developer. I have a keen personality that let’s me engage with my audience in a way specific to them. People enjoy hearing my opinions, as much as they enjoy working with me professionally to complete tasks and address needs they have. I am humbled to be able to do both in a way that encourages continued interaction. – Matt Geier
Let it be known that I’m coining a new age phrase right now! I’m going to call it the “Forward Business Marketing Sales Agenda”
So what does this mean exactly?
How can this be applied to help your business or your staff?
I like to stay in the mindset that I am doing everything I can for a client or a customer of my client who was referred to me. One way to do this, is for me to have a plan or assigned task reminders stay in touch and keep current with my clients. I’m careful about how I treat this type of prospecting though. I don’t want to present myself as always trying to sell to my existing client, or their customers, and don’t want to waste anyone’s time with useless conversation either!
When I’m practicing the Forward Business Marketing Sales Agenda here’s some things that I’m doing to make sure I am delivering and receiving the most benefit to the recipient;
1) I am taking the time to keep the conversation with a “just saying hi” attitude and engage as a friend, not a “salesman” or “marketer”.
2) I am taking the time to learn something new about them and/or their business.
3) I am taking the time to learn about any current and/or future projects or plans for the year (or next).
4) I am taking the time to make certain that I am fully addressing the needs I can and servicing them to the best of my ability.
5) I am taking the time to reiterate to them that I’m there when they need me and also get their permission to continue staying in touch.
Now, take a minute to think about those five things. Are you going to be more inclined to talk to the next person trying to get you to buy something on the phone, or are you going to have a better time talking to a person that’s just trying to keep in touch with you and understand what you are doing in your business and how they can help in the future?
I’d rather have a conversation that doesn’t pressure anyone to do anything particular. I’d rather be an open source for topic, and be an ear to have open to hear the other side speaking to me.
Do you think you can build a business on this kind of interaction? I know I can. I do now.
I think perhaps you have to be a certain kind of person, or at least have a certain mind about you that doesn’t prevent you from appearing to be needy for someones money, or attention in general. There are certainly things you can do to make it easy on yourself as well as on the receiving side be genuinely interested in the conversation. Not so much about what you want to gain from them in the long term.
I like friendship. I like professional acquaintances and resources to have in my arsenal to be able to build a circle to turn to when I want to learn.
I enjoy working or engaging with anyone that utilizes me to a capacity that I am helpful!
If I had a dime for every person I had ever talked to that never bought anything from me as a sales or marketing professional, there’s no doubt I’d be swimming in money. That’s not my goal though. Being successful in business is not just being able to count your stacks of cash in the bank. Sure it helps solidify your business, but does it really make ethical sense to give business to someone without ever looking back at them and counting your blessing they were there in the first place for you? I don’t think so.
I’d rather go about life knowing I might hear from someone 10 years from now that will need me to help them in some way. I can only do that with a friendship and develop that friendship and professional relationship until that time comes. I can do that with The Forward Business Marketing Sales Agenda that I have in place to execute.
Until next time, I wish you all great Business, great Marketing, and great Selling!
The Sales Corner LLC
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It’s true that not everyone has been around “forever,” not even Google. In fact, it was only in 1998 that they were officially Incorporated.
Why do I mention that? Well, it has something to do with credibility of The Sales Corner.
Matt Geier was designing websites BEFORE Google was around. Matt designed his first website in 1995, and did about 10-15 of them that year using HTML 1.0. Later they evolved into better version of HTML and eventually started using CSS and other “code” to improve aesthetics, interoperability among browsers, and more!
When Google came out, some website owners became scared as to the unknown about “this new search engine” and others, like me, learned to thrive on that unknown with the promise of what was to come down the line. Those that didn’t understand how it worked, couldn’t utilize it and maximize their success as well, simply from lack of understanding and knowledge about it.
When Google first became “real” a lot of questions were asked about their search engine algorithms and how they looked at sites and more;
Nobody knew the secrets, and so you had website owners, and webmasters doing things like adding pop ups, or exchanging links, or sharing links on sites, and anything they could do to get Google algorithms to pick up on their sites with Google Robots and so forth. Some things people did know, came back to these types of tactics to get noticed. Unfortunately, hurting a lot of credibility from reputable sources in the process due to the “fast acting ways to get recognized” which were later recognized as ill-legitimate ways vs the good quality ways and over time Google adjusted this to some of the more current algorithms we see today.
Unfortunately, even today people try and fail to get the understanding of how Google searches work, and what they are really looking for in order to rank your page, or show you on a search.
We understand it; why? Because we’ve been “getting it” since day one finding out any information about how Google works! Searching and scouring the net; but did you know the best place is “from the source” Google, themselves? Yes, that’s right, you can follow them in all kinds of ways to understand what they tell you is the best way to get your website ranked, searched, and more!
Nowadays, Google has their hand in all kinds of things; and I want you to take advantage of Google’s great ability to show your website some really spectacular ranking results and traffic but in order to do that, here’s a list of things you’ll need to do every single day……..no, I’m not joking…. and If you cannot, then I simply suggest finding someone who can do this for you, because this is what it takes to generate results; Like The Sales Corner
1) Make sure you generate NEW content every single day, including Saturday’s and Sunday’s; This should be between 3-10 Articles or Blog posts a day that are original from each other. Each Article or Blog should be different in context or if the content is the same, change it so that the same content is read or appears different, and now it’s NEW or SIMILAR, but NOT THE SAME.
2) You need to advertise and market your content and drive it to the people, all of it, every day. The more your active with your site, the better results you’ll get from page ranking tools, and people like Google always looking for “active and popular” websites and blogs! The more people AND GOOGLE see your site active, the higher it will rank in popularity!
3) Don’t bother just exchanging links anymore, or even submitting to link exchanges! Get EXTERNAL LINKS in place! The problem with adding your link to a exchange, is well, you’re with about 1000 other links too; who knows if they are the same type of products or services. Instead; establish good relationships and get your link permanently placed on your partner’s pages, or customer’s websites. The reason you want permanent placement is to help with your “popularity” and the popular you are, the higher you’ll rank. This is only measured in part by how many external links you have; none-the-less, get some, it will help!
4) Stop making exact copies of your pages and putting them on different domain names. The only thing this is doing, is giving you three individual domains, with the same content on each one. That doesn’t provide any value. Google frowns immensely on this kind of behavior. Google algorithms look for “value add” and “unique” things that attract it’s attention. Having a site the same as the next, is like owning three cookie cutter houses in three different zip codes; You still have three houses, and the same amount of relatives at any given time in each one. Nothing new and valuable, just the same.
5) If you cannot do what needs to be done to manage and maintain your website presence, find someone, like The Sales Corner, who can help offset those tasks and become focused on generating results geared to help YOU directly! It’s imperative you take a focus on your business results and stop leaving sales and marketing driven items to your graphics designer, or sales to your engineering team! Work with people that give you the results you’re looking for; not the one’s they want to sell or offer in their proposal!
The Sales Corner
For more information on the types of things The Sales Corner LLC can do for your business, website, or brick and mortar, you can can follow this link to our Free Membership Information page, or view our Digital Services and Products Store. If you’d like to become a member of The Sales Corner LLC to get more Free Sales and Marketing or Business help, you can fill out this form now. To go back and understand even more history, there’s a wonderful story about The Sales Corner LLC here that you can review.
The Sales Corner understand that it takes some time and energy, some education, and some incentives to motivate a sales team to go forward and sell your products. Sometimes people are not “for” you even if you think you’re giving them a “great package” to sell with! Don’t jeopardize your revenue’s just because you’re giving them a good commission plan! Money isn’t everything to those that care about what they sell!
Find out more on this idea from Dr Drew Stevens in this video from his You Tube channel!
Dr. Drew Stevens PhD. is one of the world’s leading authorities on Sales Consulting, Business Development & Marketing Solutions. Drew is the author of the successful sales process books – 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 Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales consulting website – stevensconsultinggroup.com.
Many years ago while participating in track and field my coaches typically spoke of cadence. In fact, many athletic events use cadence in their respective performance. Football players have a cadence before each play, dancers have a cadence in their performance and coincidentally those that sell require a cadence.
To perform at a higher level in selling products and services, one must have a certain cadence in delivery and building relationships with clients. Here are some of the things required to assist with your cadence:
- Confidence. Consumers invest in those they know and trust. However, they also invest in the conviction from the selling representative. Your cadence will be affected by the highs and lows of your confidence.
- Presentation Flow. Presentation is where it all begins. Know what you want to say, how you are going to say and but most of all listening is more important then speaking.
- Preparation. One cannot have cadence if there is a lack of preparation. Understand how your services can assist the buyer. Look at issues from the perspective of the buyer; think output. What can you deliver that can aid the client?
- Presence. When you look good, you feel good. Sellers need to dress the part. Invest in good clothes, and groom well. Be noticeable when you walk into a room.
- Poise. Buyers implicitly affect tempo with questions and concerns. Remain neutral during volatile periods with proper research and preparation. The better you plan the less likely impact to your poise.
- Equality. When you formulate equality with the buyer there is better conversation. Your interaction should be a meeting of peers, anything less is a vendor.
- Labor Intensity. Relationship building is must easier, and you have more swagger when you meet only with decision makers. Gatekeepers waste time and affect your confidence. Meet and greet only those that understand your value.
The concept of cadence is formulated from continuous learning and practice. Athletes and dancers practice daily to broaden their strengths. They understand the value of self-mastery, learning all they can to heighten their performance. Take the first step and before you know it you will be swaying with the music.
2010. Drew J. Stevens PhD. All rights reserved.
Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder 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 Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.
During my workshops I frequently speak of the need for selling professionals to be prepared for every selling situation. With the lack of selling methodology and training amongst 92% of the selling population there are a number of gaffs during the sales day.
After a relaxing Independence Day weekend, I returned to several emails. One of the most striking included the following, “I realize that your company may be too big to have a need for our training materials, but I liked what I saw on your webpage and I thought it might be worth having a conversation.”
While I honor the selling representative for having the gumption to connect, their lack of knowledge for my firm is alarming. Worse yet, there exists the typical bromide of “what you can do for me approach”. Selling professionals must refrain from selling products and begin to realize the need to invest in and develop relationships. Consumers buy from those they know and trust and this begins with intellectual dialogue based on objectives and values.
If there is a desire to invest in a relationship then:
- Conduct fundamental research on the company and establish need.
- Get introduced to the economic buyer through a third party.
- If a cold call is required, ensure the focus is on objectives and measurements of success.
- Conduct research on the true economic buyer, blind messages to gatekeepers will only get lost.
- Stop thinking of input; consider how your product or service will benefit the customer. Think of external value end the selfishness and focus on the prospective client.
Before you pick up the phone or key a letter:
- Know the customer.
- Know the industry.
- Know the competition.
- Know your value.
- Know your differentiation.
- Know your value proposition.
- Know your output.
- Know your decision maker.
- Know your time frame.
Customers are too busy and not inclined to have their time wasted on the folly of sales commission. The only methods of competitively selling today include differentiation, value and output. Anything less is simply a waste of the selling professionals time. How much do you know?
© 2010. Drew Stevens PhD. All rights reserved.
Drew Stevens is one of the world’s leading authorities on Sales Marketing & Business Development Solutions . 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 Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website.