November 3, 2009
In essence affliliate marketing resembles e-bay. Merchandise is featured on your internet site and for this, you’ll get a percentage from each lead. It isn’t as much effort, fewer operating costs, it works while you rest, and even better, it is relatively simple to pick up.
To start with, you must make up your mind just what niche market you wish to specialize in. A efficient way to go about this is, find out solutions to issues a unique market segment is suffering from, and then discover how you can help them. One of the better ways to determine this is to search for unique long tail keywords; in general people search for these less often, but they will convert far more. These important keywords can be found by using applications like Micro Niche Finder. The info collected by this software or other applications and services results in a list of associated words and phrases which you can then focus on in order to earn top position on the internet search engines. Additional information is also available from the application, such as the number of searches each word or phrase gets, precisely how many other web sites use them, even competitor details. Last but not least, the data created can help you find appropriate domains, help you put together your site, and also draw attention to the best sales opportunities. Constructing a site is next; but you will obviously have to do a bit more than simply that. Getting the best placing on the search engines demands the optimization of your website. This is where SEO Elite information can help may help. Competing internet sites are analyzed by SEO Elite information which then provides advice on improving search engine rankings.
With software like SEO Elite, data produced by the software package advises you on links, what words or phrases to concentrate on, and even a list of sites for submitting articles to refer to. Succinctly, Seo Elite information is much like to the information you might get when you confer with an experienced SEO specialist. When you have decided on your niche, have your product ads, and your website is finished, then you are ready to get your internet site up in the search results. You’ll pick up a steady pay check and you will wonder why you ever doubted that this method of marketing could be successful for you!
Comments Off
September 30, 2009
In essence affliliate marketing is akin to an auction. You advertise the assorted items goods and services on your web pages in return, every last lead pulls in a commission. It isn’t nearly as much work, very low overheads, it works 24 hours a day, and it is easy to master. At the beginning, you need to decide what merchandise or niche market most suits your business style. To get this out of the way, determine solutions to issues a particular customer profile is going through, and what solutions will assist them. One of the better ways to determine this is to find groups of long tail keywords; generally people search for these less, yet they will convert far more.
To obtain these lucrative words and phrases, it is recommended that you use Micro Niche Finder or a program like it. Data gathered from this software or other computer programs and software packages results in a list of related keywords allowing you to have a headstart when it comes to placing on an web based search engine.
Micro Niche Finder data will in addition tell you the number of times each word and phrase is searched for, just how many other websites are employing them, and how good those internet sites are. Lastly, Micro Niche Finder information should help in loacting the right domain, assist you in putting together your web site, and also find the greatest sales opportunities. Building a web site is the next step; but there are still important things to do. Search engine optimization is absolutely crucial. This is where SEO Elite information comes in. This computer program automatically examines the internet sites of the competition and helps you by stating what you must do in order to have a good ranking in the search engine results. In SEO Elite the information supplied by the program suggests where you should find appropriate links, which words to concentrate on, and information on where and how to upload articles. Succinctly, SEO Elite information is much like to the suggestions that an SEO specialist would give.
When you have decided on your niche market segment, have some advertising, and your internet site has been designed, then it’s time to significantly reinforce your search results. You will pick up a regular pay check and you’ll question why you didn’t think of this sooner!
Comments Off
August 25, 2009
This type of marketing resembles an auction internet site. Your site features merchandise and for this, you receive a commission from each lead. There’s less work, very low overheads, it sells 24 hours a day, and even better, it’s comparatively simple to master.
The first step you must take is to make a choice as to just what area you’d like to specialize in. A good way to do this is, find out solutions to problems a unique market segment is expecting, and then determine a way to resolve those problems. An efficient method of accomplishing this is to look for specific narrow keywords; there are fewer searchers for these generally, even so a higher percentage of these end up in a sale. These crucial keywords can be obtained by using Micro Niche Finder or software like it. Info gathered from this program or analogous computer programs or software creates a list of related terms allowing you to get a great listing in the search engines and bring in a high number of hits. Additional information is also accessible by the program, for example how many searches every one gets, exactly how many different sites are utilizing those keywords, even competitor information. Finally, the information generated can help in getting the right domain, content for your web site, and also discover the best goods to trade.
Next you need to put together a web site; however you still have a few essential things to do. Getting the top ranking on the search engines demands the optimization of your website. This is where Seo Elite information comes in. This application analyzes the web sites of the competition and can advise you exactly what you should do in order to have top place in the search engine listings. In SEO Elite the data created from the program suggests where you might find pertinent links, which words to concentrate on, and even a list of sites to submit articles to use. Briefly, the results obtained are the same kind of advice that an SEO professional might give.
Once you have determined which niche market you’d like to focus on, have your product ads, and your website is completed, it is time to get your internet site up in the search results. Your profits will roll in without much effort and you will wonder why you doubted that this type of marketing would be a success for you!
Comments Off
April 28, 2009
Get Access To Top 7 Paid To Survey Networks, FREE!
Get Paid $5 - $295/Survey! Unlimited Surveys Available
Participating Companies: IBM, Apple, Nokia, Sony, ConsumerResearch, Panasonic, WallMart, Sears, Gucci, Guess, Dell, and thousands more!
Hunt out a survey money directory website. They will provide you with a database of survey companies which is much more efficient than going company to company. A good survey directory will have taken the pains to weed out any fake survey offers and leave in only the genuine marketing companies that provide real paid surveys. Getting Lcd Tv Get Paid To Take Surveys Cash4Allonline is simple. The difficult part is pin pointing the ones that really pay you well, read on more about Lcd Tv Get Paid To Take Surveys Cash4Allonline. While many will advise you not paying for taking surveys surveys membership are an exception you are not paying for taking surveys you are paying for being up to date of all the companies offering surveys plus the ones that are trusted and reliable. Also see T. W. Mystery Shoppers Inc.
Once data is collected, it must be applied effectively. Such data can be used to revamp your current marketing strategy or be used as research for your next campaign. Data will be precise if your surveys have been effectively created right from the start. The simplest way I have found to do this is by using forums. Find out more about Lcd Tv Get Paid To Take Surveys Cash4Allonline and T. W. Mystery Shoppers Inc. Long story short they just don’t work. See the top 7 paying surveys at Highest Paying Surveys
More about Lcd Tv Get Paid To Take Surveys Cash4Allonline and T. W. Mystery Shoppers Inc at our website. Get all the info on Lcd Tv Get Paid To Take Surveys Cash4Allonline from our homepage. You control how much money you want to get right at home even sitting in your underwear online at your computer for answering survey questions. Get paid survey network list absolutely FREE from our website! Absolutely no charge for joining the industry’s TOP 7 paying survey networks.
Join The TOP 2 Paid Survey Networks BELOW!
From personal experience, each of these consumer survey networks contains thousands of high paying multinational companies, ready to pay you $10-$300 for every survey done! Absolutely FREE to join.
Good Luck!
Comments Off
June 2, 2008
What are you doing now to try and set up an appointment with your prospect? Calling? Is that all? Guess what? Every other salesperson is doing the same thing. They’re trying to get the appointment that could be YOURS!
So, what are you going to do about it?
Stand out!
If you want the prospect to believe that you and your company are different, then you must prove it to them from the beginning! Your initial contact with them should show that you are creative, that you are persistent, and that your business is the better choice for them.
Calling your prospects is only one of the many resources you have for establishing contact with them and setting up the appointment.
Not only are you limiting yourself to one option, you’re also using the method that may leave the worst impression on your prospect. When you call, you are assuming that you are important enough for your prospect to stop whatever they are doing at that moment and talk to you so that you can try to sell them something.
How inconvenient and annoying is that? VERY.
So let’s use our imagination, shall we? Let’s think of some creative ways to get in front of your prospects and grab their attention. There are many obvious modes right in front of you, like snail mail, e-mail and faxes.
This doesn’t mean you should stop calling your prospects. It means that you should stop relying on this method to gain that appointment. Using a variety of mediums (like those mentioned above), and learning to match them with the right message, will get you through to your prospect and capture their attention.
Got guts?
Have the courage to try something fun and new with your prospects. Too scared? Think about it this way: if your boring method isn’t working with them now, don’t you think it’s time to try something new? You might as well have some fun with it, anyway.
Your level of comfort and unique style will help determine how risky you will allow yourself to be. If you’re not ready to take the full plunge, there are still ultra-safe solutions that bring remarkable results.
For example, create a customized document with creative business ideas and solutions that your client can use to become more productive or more profitable.
Sound strange?
Take a step back and look at the idea objectively. Your prospect will only buy from you if you can prove that your product and company will make them more productive and more profitable. So that should be the primary purpose of your contact.
A result-based document like this will be sure to stand out among the many brochures your prospect gets from other salespeople. It will be read. Even if your ideas stink, your prospect will notice and remember your name because your approach was different from others.
Important: Never send your client a brochure about your company. Nobody wants to read about how great you think you are. Prospects want to read about themselves and how they can improve to gain better results. They will consider you when you show them how you can fit into that equation.
(Don’t send brochures? Well, what else can I do? For more ideas, send a blank e-mail to appointment@tomrichard.com.)
Keep standing!
Some prospects, in an effort to be polite, may simply try to wait you out. They will ignore your voicemails and e-mails, and wait for you to get bored and go away.
You must have the longevity to remain pleasantly persistent with your prospects, or you may lose the appointment and the sale!
Being pleasantly persistent means that you are NEVER annoying or pushy (pleasant) and that you apparently will NEVER go away (persistent). When faced with this type of person, your prospect has only one logical option left, and that is to finally meet with you.
Make it personal
If you want to have pleasant contact with your prospect, you must establish a relationship that is personal. A call from a salesperson is a nuisance, but a call from a friend is always a pleasure.
Send your prospects personalized e-mails, or handwritten notes to set the tone for the transaction. Regardless of your company, your product, and the nature of your situation, you can still find ways to make your contact with your clients as personal as possible. Your effort to contact them in this manner will show them how important their business is to you. This sets the tone for your relationship, and this relationship sets the tone for the sale.
Focus, focus, focus
It’s too easy for prospects to wait out inexperienced and overzealous salespeople! The only thing separating you from your competition is your ability to decide that you are going to win. You will get the appointment with the prospect because you have the creativity to stand out and the determination to remain persistent!
Throughout this entire process, keep a clear objective in mind. See your transaction as a series of goals. Sure, you may want that appointment, but first you must work on getting your prospect to pick up the phone and call you, or finally take your call.
When you represent your good ideas creatively, personally, and persistently, you will not only get the appointment, you will get the SALE!
Tom Richard is the author of a weekly ezine titled, Sales Muscle, as well as the book Smart Sales People Don’t Advertise: 10 Ways To Outsmart Your Competition With Guerilla Marketing. To view his works please visit http://www.tomrichard.com
Comments Off
May 24, 2008
Planning is critical if you want your sales team to achieve a
high level of success, so if your salespeople are failing to
plan, then they are planning to fail or at best underachieve.
Salespeople often overlook the planning stage because they find
it difficult or don’t see an immediate benefit to themselves
however if they continue to do more of the same they will get
less of the same.
If you think of developing a sales plan in the same way you
might think about climbing a mountain, the purpose and
advantages of planning become clearer.
When you start up the mountain you never know what to expect,
sudden change in weather, lost or broken equipment, mistakes in
maps, an injury. Planning for these eventualities will allow you
to deal with them and still reach your objective in spite of
temporary setbacks. On the other hand, lack of planning can
spell disaster.
The more careful the planning, the more likely problems will be
anticipated and not allowed to interfere with your ultimate
sales objectives.
Sales Performance & Effectiveness
There are ONLY three (3) ways to improve your sales team’s
personal sales performance: 1. Increase the value of their
prospects by cross or up-selling; 2. Work harder; or 3. Increase
their sales effectiveness
The key to increasing your sales team’s effectiveness is for
them to spend more of their valuable time with prospects who are
truly predisposed to buy from them.
Why Plan?
Selling is and always will be challenging, but through effective
planning your sales team will be able to find more prospects who
are truly predisposed to buy from them. Developing a well
researched & thought out plan will enable each salesperson to
achieve improved and repeatable sales results.
Planning
The first part of the planning process involves learning from
the company’s sales history. Much can be learned by documenting
past wins along with the associated problems that were solved in
a simple reference template. Previous sales wins always provide
a trail of valuable clues to lead salespeople to future success.
The second and most important aspect of the planning process
focuses on drilling down to uncover ALL of the Tangible &
In-Tangible Added Value that your product, service or solution
provides. By empowering salespeople with this knowledge, they
can offer real business benefits to Approvers - the individuals
who matter the most!
The third and final part involves documenting Advantages
Features & Functions. It is not always possible for salespeople
to initially gain access to an Approver in a complex sale;
therefore it is important to have a clear understanding of each
of the remaining member’s specific interests within the Decision
Making Unit (DMU). All of the valuable information gathered
during the planning stage can also greatly assist with the
creation of attention grabbing written marketing material.
Summary
Fail to plan and you plan to fail; make your sales team the
exception to the rule - plan, assess and plan some more. You
MUST have a clear goal and a well defined methodology for
getting there. Ensure that each member of your sales team is
investing the necessary time to produce a well thought out sales
plan that will result in them spending more of their valuable
time with prospects who are truly predisposed to buy from them.
To learn more about Deakon and how we can help your sales team,
please visit our website at http://www.deakon.com.au
Comments Off
May 1, 2008
Selling is easier
when you back up your words with strong visual
proof.
© Copyright 1988/2005 Thom Reece All Rights
Reserved
No matter what your
business is, you will enhance your level of success by
developing a well-organized sales presentation. A good sales
presentation involves two primary elements:
(1) The pre-planned sales talk. (2) A carefully conceived
and organized visual presentation that documents,
confirms, supports, and strengthens the oral.
Your visual aid can take a variety of forms. It may be a
multi-page flip-over type with elaborate charts and graphs,
extensive artwork, color photos, and other attention getting
devices. It may be a computer driven multi-media event or a
simple on-line presentation from a laptop. Or, it can be a basic
set of 8 1/2 X 11 loose-leaf pages that can be arranged to fit
diverse selling situations.
Presentations, whether professionally designed or home made, are
a vital component of your selling process. Why? Confucius put it
this way: “In all things, success depends upon previous
preparation, and without such preparation there is sure to be
failure.” First prepare. Then sell.
Here are ten tips for selling better with prepared
presentations.
1.Plan Ahead. Advance preparation is nine-tenths of the
sale. Be sure you are organized and equipped to talk, show, and
sell. Know all you can about your prospect before you make the
presentation. Tailor your products/services benefits to solve
your prospects’ problems and fill their needs and desires.
2.Make A Great First Impression. A clean uncluttered
sales presentation, like an artist’s creation, is a mirror-image
of your character, personality, and attitude.
3.Be Clear. Be Logical. Be Brief. Don’t be brief at the
expense of being misunderstood. Clarity starts with you. Clear
answers to your prospects overriding question… What can you
do for me?…will lead to understanding and sales.
4.Maintain Control. Never sit between two buyers. Don’t
let the prospect read ahead or thumb through your visual aids
until you’re ready for him to. Ask the prospect to instruct his
secretary to hold all calls during your presentation. (It takes
guts to sell.)
5.Seek Change of Pace. Put bounce in your voice. Change
pace, tempo, and volume. Ask lots of questions. Get verbal
confirmation of agreement at each stage of the presentation.
6.Prepare For Interruptions. Don’t be flustered or thrown
off balance. Expect interruptions and use them to summarize key
sales points.
7.Involve The Prospect. Give the prospect something to
feel, handle, manipulate, examine. Let the prospect mentally
take possession of your product or service.
8.Gauge Your Progress. Progress should be measured in
terms of understanding. No understanding…no sale. The more the
prospect agrees with you, the more progress you are making.
9.Give A Complete Sales Talk Every Time. Your
presentation must perform four important functions: (A) Win the
prospects attention, (B) hold his interest, (C) persuade and
convince him of the rightness of your proposition, and (D) prove
that a buying decision is a logical step for him to take.
10.Seek A Buying Action…Expect To Close. A good
presentation naturally leads to a buying decision. Make it easy
for the customer to buy. If your prospect was properly qualified
and your sales presentation on target, you will find the selling
process goes quickly and easily.
Comments Off
April 22, 2008
Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets?
The smell of fresh baked goods and the memory of the taste of a candy bar makes us want to buy more. The owners of bakeries and candy stores don’t have to spend a lot of time extolling the merits of their goods or the length of time they’ve been in business; they can concentrate on helping us satisfy our appetites.
Wouldn’t you like to be in a similar situation with your marketing? How would you like to have prospects who were so eager to buy that you didn’t have to sell, but could focus instead on taking more orders?
If you are like most small business owners you’d like to increase your sales but you don’t enjoy selling. You don’t want to be seen as a pushy person, whether it is on the phone, in person or in your marketing materials. The problem is that you don’t sell baked goods or candy - instead you may sell accounting, design, engineering, or informational products and services.
What can you do to increase your sales and spend less time selling?
Stop Selling
Stop worrying about closing the sale. Focus instead on understanding what your prospect wants, and open the door to a mutually profitable relationship. When a prospect thinks that all you care about is getting their money, they’ll view the relationship negatively and this can easily kill the sale.
Start Helping
Once a prospect is at your web site or on the phone with you, they’ve demonstrated an interest in finding a solution to one of their problems or concerns. Take the next step and demonstrate your interest in them. Use your conversation or your site to ask them questions that will identify what they want to accomplish and how you can help them.
Help them clarify the problem they are trying to solve. Even our prosperous bakery owner has questions to ask. Is the hungry customer looking for bread for lunch, or a dessert for a celebration? How many people are they feeding? Once you have all the details, you confirm it by repeating the information back to them. “You are planning a party for five couples and want a chocolate cake with mocha frosting. Is that right?”
When your customer says yes, you’ve got your order. You just used a series of questions to get your prospect to tell you what they wanted. You didn’t have to sell anything: they sold themselves. You helped them get what they wanted. Isn’t that what you’d prefer to be doing?
Obviously, the questions you use to “sell” are going to be unique to the products and services you provide. Remember that when people come to you, they are hungry for a solution. The questions you ask can help them define exactly what they need and, more importantly, what they want. Then you can take their order.
Does this approach apply to selling less tangible and less immediately satisfying services and products?
Imagine you’re a financial advisor and you’re having an initial conversation with a prospect. You could launch into an explanation of your services and the seven ways you help clients grow assets using a strategic mix of stocks, bonds, currency and commodities. If you did this you’d be likely to miss connecting with them. Or you could ask them a couple of questions to identify what they want.
Most people have a common set of concerns related to managing their assets. Use these to formulate your questions. Ask them:
- Do they have an investment strategy?
- What is it?
- What have the results been over the last five years?
- How risky or safe do they feel their strategy is?
- Are they happy with the investment return of their portfolio?
- Do they want to know how to get better returns without additional risk?
You could use a similar set of questions to ask them about their taxes, investments, and whether their individual financial strategies complement or conflict with each other.
Whether you sell cakes and cookies or services and informational products, you can use questions to move your prospects to become clients and customers.
Ask the right questions and you’ll establish your credibility while you help your prospects clarify what they need and help them determine the value of your products and services. Focus on helping instead of selling and your prospects will thank you by increasing your sales.
Charlie Cook 2005© In Mind Communications, LLC. All rights reserved.
The author, Charlie Cook, helps service professionals, small business owners and marketing professionals attract more clients and be more successful. Sign up to receive the Free Marketing Plan eBook, ‘7 Steps to get more clients and grow your business’ at http://www.marketingforsuccess.com
Comments Off
April 15, 2008
eBay Tips
For just a moment, try to comprehend the power of the Internet.
Every day, there are millions of people from around the globe
“surfing the web.”
People run their business from the Internet, search for love,
research succulent recipes, plan vacations, and best of all -
they SHOP! People that shop are always looking for a bargain,
not just any bargain, but something spectacular.
The most popular public auction site, eBay, is where people
gather to find anything from dishes to jewelry to houses and
just about everything in between. Last year there was even a
mother sold on eBay!
You can purchase amazing original artwork from China, have it
signed by the artist, and shipped directly to your home. Perhaps
you are trying to find 12 yards of Toile to reupholster your
couch. You might even be looking for a new lawnmower or
different power tools. The great news is that eBay has it all!
The other side of buying is the selling. Anyone can sell
anything on eBay. Open an account, list your product, and wait
for the bids to start coming in. There are secrets to being a
power seller on eBay. While it is true that anyone can sell, to
be successful, you need to know the inside secrets. One woman
made over $250,000 last year on items sold on eBay. She is just
one out of thousands and thousands of people that make a ton of
money just selling merchandise.
Are you ready to learn how to be an eBay seller? You will find
it to be easy, fun, and exciting.
1. Collectibles
Hot sellers on eBay are collectibles such as coins, stamps, or
dolls. You can check out the collectibles category to get a
better idea of what people love to buy. Anything that will move
up in value would fall in this category.
2. Consumables
This popular category would include anything that people use and
then would need to buy again such as lotions, perfumes, camera
film, candles, etc.
3. Information Products
In this category, you would sell anything that can be sent on a
CD or floppy disc or downloaded from the Internet. This is
another popular category.
4. Start at Home
When you first get started, it can be a little unnerving. The
best option is to start by looking around your own home. Think
of items that you would sell in a garage sale. However, instead
of pricing each item and lugging it outside hoping for a nice
sunny day, you can advertise them on the Internet.
5. Just eBay
Although there are several other quality auction websites, eBay
is by far the most popular and most successful. Although you
could start using all the other sites, by spreading yourself out
too thin you take the risk of getting things mixed up. In
reality, it is better to use eBay and focus your attention and
efforts on this one site. You will not be disappointed.
6. Look Around
Navigate through each section to familiarize yourself with all
the different pages. You will find a site map and help tab,
which are very useful tools. It will take a little time to get
used to the site but start by looking. As you start selling,
navigating will become much easier.
7. Quick Response
When you have an item listed on eBay and a potential buyer
contacts you with a question, respond quickly. It is important
and actually critical to your success to check your account
several times a day. Answering a question could be the
difference between you getting the sale or the buyer going
elsewhere.
8. Trustworthiness
It is extremely important that you handle your account with
integrity. The number of positive comments and amount of stars
earned are what will be the deciding factor for many buyers. Be
professional, polite, and stand by what you sell.
9. Accuracy
When you list your item(s) on eBay, write an accurate
description. You do not have to write long paragraphs of
rambling information but provide exact measurements, colors,
condition, etc. Be extremely precise when it comes to your
description.
10. Buyer Contact
Once your item(s) have sold, be responsive to the buyer. Contact
them in a quick manner, thank them for their purchase, and
provide the required information for payment.
Comments Off
April 9, 2008
I have received a number of requests for advice from salespeople and sales managers that sell “commodity” products and services. When I refer to commodities, I don’t just mean pork bellies or frozen concentrated orange juice. A commodity is any product or service where the target prospect is likely to be thinking:
“I get contacted by (X) salespeople a day that sell (whatever they perceive your product or service to be). Why should I spend any of my time with you?”
How can salespeople prospect successfully if their target prospects see them as just one of many possible (and nearly identical) sources for a product or service?
The key challenge when prospecting in a crowded field is finding some way to capture enough of a prospect’s attention to convince them to meet with you. This all-important first meeting is the starting point for building a relationship, which in turn is a crucial element of success in “commodity” sales. Here are four strategies that will help you win more of these elusive first meetings:
1. Write and Distribute Special Reports
What special report could you write that would be useful to your target prospects? Conduct the necessary research, write the report, make sure your name is highlighted on the cover page, and get the report into your prospect’s hands.
What is the value of a special report that you have authored? Think about it — How many of your competitors have authored a special report? Do you think authoring a special report might create the impression of significant or unusual expertise? Do you think it might increase your credibility with your target prospects?
2. Deliver Business Interest Seminars
Seminars are another great way to build credibility and initiate relationships. To be effective, they need to address subjects (ideally, problems or frustrations that your company solves) that your target prospects really care about. You and your company can offer these seminars on your own or in partnership with suppliers or other (non-competing) companies that wish to pursue the same target prospects.
3. Build Relationships with Other Salespeople Who Sell to Your Target Prospects
What other products and services do your target prospects buy? Which companies provide those products and services? Who are the salespeople for those companies?
Look to establish mutually beneficial relationships with salespeople from non-competing companies where you can refer prospects to each other. Your success rate for booking appointments from referrals should be much higher than your success rate with cold calls.
4. Learn From Successful Salespeople in Your Company Who Have “Cracked the Code”
You don’t have to re-invent the wheel. Invite the successful salespeople in your company to lunch or dinner. Use your time together to pick their brains by asking them the following questions:
- How did they achieve success?
- What are their favorite prospecting techniques?
- If they are at a stage where they are focusing solely on servicing existing accounts, how did they originally initiate their relationships with these accounts?
After the meeting, think about what they said and decide which of the suggested prospecting approaches might fit well with your own talents and interests.
Conclusion
The key challenge when prospecting for “commodity” product or service sales opportunities is capturing enough of your prospect’s attention to convince them to meet with you. This article suggested four strategies to help you win more of these elusive first meetings.
Copyright 2005 — Alan Rigg
Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don’t Perform and What to Do About It. His company, 80/20 Sales Performance, helps business owners, executives, and managers DOUBLE sales by implementing The Right Formula for building top-performing sales teams. For more information and more FREE sales and sales management tips, visit http://www.8020salesperformance.com.
Comments Off
