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10 Days to Making More Money
Title: 10 Days to Making More Money Author: Lori Giovannoni Email: lori@xmission.com Word Count: 895 Copyright: © 2005 by Lori Giovannoni Web Address: www.lorigiovannoni.com Publishing Guidelines: You may publish my article in your newsletter, ...
All In Favor of a Revolution, Say 'AYE'!
Ok Stop!! Read this BEFORE you do any more marketing!!! This is crucial stuff, everyone. I want all of you to take a good, hard look at your online or network marketing business. If you're not in one of these businesses, I want you to understand...
Marketing Tourism Online, Part Two: Attracting Visitors to your Website
This is part two of an article series which will introduce some basic strategies, considerations, elements, and techniques for marketing tourism products online. We plan to update and refine these articles as situations change and when we have...
MLM Training- Inoculating Yourself Against Failure In Network Marketing
The Inoculation -- What You Are Going to Face in MLM.
When you want to prevent something from infecting you body, what do you do? You get a shot, or an Inoculation into your body.
There are many viruses and germs out there that can take away...
Network Marketing Training- The Secret to Developing a Winning Mindset for MLM Success
by Doug Firebaugh
Failure.
The word almost makes me want to throw up. Because most people in MLM never realize that they have everything they need to succeed in Network Marketing. They just have been convinced by others that it is not...
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Get More Clients with the Book Yourself Solid Trust Building Process
An effective sales cycle is based on building a relationship of
trust with your potential clients. I'm sure you've heard it said
before, but it's worth repeating, "People buy from those they
like and trust." It is truly as simple as that. Trust is
critical. Especially for the service professional and small
business owner.
Without trust, it doesn't matter how well you've planned, what
you're offering, or whether or not you've created a wide variety
of buying options to meet varying budgets. If the potential
client doesn't trust you, nothing else matters. They aren't
going to buy from you. Period.
All sales start with a simple conversation and are executed when
a need is met and trust is assured. The Book Yourself Solid
Sales Cycle helps us start the trust building process and helps
us systematically, automatically, and authentically move the
relationship forward.
If you're good at making friends you'll be good at making sales.
Sales is often a confronting subject for many of us but as I
mention above the sales conversation is just that - a
conversation. If you can talk to people you can make a sale for
the betterment of the person that is buying your product or
service. It's not about manipulation or coercion.
In order to design a Sales Cycle for your business, you must
first establish your 6 Part Foundation and your 6 Part Trust
Building Process. The combination of these two exercises will
give you a Sales Cycle that will attract more clients than you
can handle, even if you hate marketing and selling.
The 6 Part Sales Cycle Foundation - The Who, What, Where, When,
Why and How
The foundation on which you rest your Sales Cycle is crucial.
You need to have a solid foundation before actually designing a
sales cycle. To build a foundation which will give you rock
solid security you must clearly and concisely identify the who,
what, where, when, why and how. This will ensure that the offers
you're making in your 5 Stage Sales Cycle Process are right on
target.
- Who Is Your Target Client/Customer? Focus on one person (or
organization) within your target market.
- What Are They Looking For? You've got to understand what your
ideal client or customer is looking for.
- When Do They Look For You? What needs to happen in their
personal life or work life for them to want the kind of service
that you offer?
- Why You? What is unique about you or the solutions you offer?
- How Do You Want Them To Engage with You? What is it that you
want a potential client to do when they find you?
- The Book Yourself Solid 6 Stage Sales Cycle Process
In creating a sales cycle you'll design a step-by-step way to
ease your
potential clients from the first stage; getting them
to your website, to the end stage; your highest price-point
product, program or service.
Stage 1: The idea in this stage is to introduce yourself to your
target market and begin to create awareness for the services,
products, and programs you offer.
Stage 2: Give/Engage: Now that you've got your prospective
client to your website (or other meeting place) you need to
offer solutions, opportunities and relevant information in
exchange for their email address or other way of continuing the
conversation.
Stage 3: Keep giving low-barrier for entry offers of value-rich
content, opportunities, experiences etc. Your goal is to build
trust and deepen the conversation.
Stage 4: If potential client responds to Stage 3, assess then
make an email or verbal offer based on the most appropriate
products, programs and services.
Stage 5: If client accepts offer and becomes client/customer!
Thank them, celebrate and then over-deliver. Surprise them with
value.
Stage 6: If prospect does not engage and become a client or
customer, still go above and beyond to offer something of
unexpected value and keep in touch, keep in touch, keep in
touch. Always offering value and deepening the bond of trust
between them and you. When they NEED your services you will be
top of mind.
There are a multitude of ways to build trust with your potential
clients and to ease them toward purchasing your higher price
point offerings. There is no 'one' right way, so use your
imagination and creativity to tailor your sales cycle to what
works best, feels most natural, and resonates most with you.
This can be done in a 3-stage process or a 15-stage process.
It's really up to you, but I've found through experience and
research that a 6-stage cycle at a minimum is most effective.
The key is to remember that all of your marketing is about
getting your message out to those who most need, and will most
greatly benefit from, your services, products, and programs.
It's about connecting with your potential clients to develop and
deepen genuine relationships based on trust. When you understand
and incorporate this philosophy into your marketing, it makes
the sales process easy, relaxed and wildly successful.
© 2006 Michael Port & Associates LLC
About the author:
Get more clients with Michael Port, expert marketing coach for
small business owners and professional service providers. Free
small business resources, networking opportunities, articles,
advice and coaching on professional services marketing at
http://www.michaelport.com . Receive a free chapter from 'Book
Yourself Solid' at http://www.bookyourselfsolid.com
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