If you convert five out of ten leads. Does a 50% success rate mean you are wasting half of your marketing budget? Of course not, but maybe some sales training could boost your rate to 60% – and that would up your turnover by 20%!
Meantime here are a few ideas that may prove useful
Get yourself into the proper frame of mind. You can’t expect to do a good job if you are still fuming about the idiot who cut you up on your way to the appointment. Let go of the day’s frustrations and concentrate on the customer.
Find some common ground. Sometimes this means talking about (or letting the customer talk about) last night’s football or the awful state of the country before getting down to business. Just don’t let it get out of hand!
Clearly, identify the customer’s need. It’s a cliché but don’t try to sell the drill bit – sell the hole!
Use their words, not yours. Sometimes we get carried away with our own clever jargon. If the customer wants ‘plenty of loft space’, don’t turn it into ’30 square metres of unobtrusive storage solution’.
Paint attractive word pictures. Ask the customer to ‘imagine yourself driving through the countryside in your new convertible on a sunny day’.
Use positive reinforcement. When the customer himself talks about the benefits of ownership, don’t be tempted to add lots more features – (s)he knows what (s)he wants. So just agree and ask for the order.
Put yourself in their shoes. Try to see things from the customer’s viewpoint; ask yourself, ‘Would I buy it from me?’ If you can’t convince yourself …
When they suggest a feature they want, ask questions. ‘Why is that important to you?’ The more you ask, the more you will understand what they are looking for and the better you will be able to match your product to their requirements.
Always be credible. Don’t make outrageous claims. Most customers can spot them and the ones that don’t come back looking for refunds when they discover the truth.
Be prepared to say no if you believe they are making a mistake. It’s awfully hard to turn down a sale but they will thank you and probably become your most loyal customer in the future.
If you consider what Apple did to the computer market you must admit it was quite incredible. Last week I was in London and I went into Starbucks and out of the fifty people in there about twenty were using Apple Macs, another six were on iPads and there was not a ‘normal’ laptop in sight!
Last week I was in London and I went into Starbucks and out of the fifty people in there about twenty were using Apple Macs, another six were on iPads and there was not a ‘normal’ laptop in sight!
So what has this got to do with small businesses?If you think about what Steve Jobs and his team did at Apple:-
They took a well-known product and made it different
They improve it and made it more reliable (no more crashing)
They developed a great brand and logo
They developed new complimentary products that were in an associated industry
They got people talking about their products
They charged twice as much as anyone else in the market
In truth, they did nothing that any small business could not do.So why is this?The truth is, the problem often lies with the owner of the business.Most business owners don’t even think like Steve Jobs, or Walt Disney, or Richard Branson, let alone take action.They are too busy working, to build a business that works and this is one of the biggest problems with most small businesses.
So what do you do if you own a business?The first thing to do is to change the way you think.Then you need to think about your business as though you were an external person and you would need to ask yourself a very powerful question.How can we do this better than our competitors?Do what better?Everything!
We are pleased to confirm that we will be running a one-day Marketing Training Hampshire based workshop on how to use video and YouTube to market your business. The workshop is being held in our offices in Sherbourne St John, Hampshire, on 20th July 2017.
Workshop content covers
1. How to set up an account
2. How to produce a video on YouTube
3. Using Camtasia
4. Video production
5. Uploading your video’s to YouTube
6. The equipment that you need
7. Marketing your videos on YouTube
8. Piggyback on successful videos
9. Adding your YouTube video’s to your website and blog
10. Adding your YouTube video’s to your other Social Media sites
11. Marketing your YouTube site
Everyone knows that video marketing is the key to the future of marketing, but so many businesses are still not fully using video, either because they think it will cost too much, or they ‘don’t like being on video’.
The truth is video marketing can be totally free and you don’t have to be in any video’s, but you should!
Today I am going to talk about video content and specifically the three keys to selling on video.
Key 1 – People
Tell the listener who the video is aimed at. For example – This video is for anyone who is not winning business on their website and who wants to do so
Key 2 – Problem
Tell the listener about the problem you are going to solve
Key 3 – Solution
Tell the listener about the solution that you have to the problem that you have identified?
For further tips on marketing, or to sign up for our next workshop, click here.
Most businesses in 2017 realise they should be doing Social Media Marketing but for many, lack of time is a factor. I am not sure if that is the case with you, but if it is then you might want to take a look at the facts.
There are over 450,000,000 LinkedIn users in the world and over 22,000,000 in the UK. There are over 3.9 billion active internet users. That’s over half of the world’s population, all connected to one another.
Even more impressive is the number of those that are using social media: 2.7 billion. One-third of our planet are tweeting, liking, sharing and hashtagging everything you could possibly think of.
And that number is set to continue rising; last year alone had a boost of 176 million more social media users. Facebook is reporting half a million new sign-ups every day and they have just stated that they are about to hit the 2 billion mark, with 1.3 billion using the site every day.
Your customers and your competitors are using social media so you need to make sure that your company is on it and represented professionally as well so that you don’t miss out.
HAVEN’T GOT THE TIME? DON’T WORRY.
We have a fantastic content writing service that is a perfect fit if you don’t have the time to write all of your social media content. Below we have outlined six reasons why businesses use our content writing service:
It saves you time so that you can do what you do best, run your business.
Fill out a questionnaire about your company so that we have absolute understanding of how your company operates, its values and what you would like us to write your social media about.
Anyone visiting your social media pages will see activity not days or weeks ago but often hours ago, therefore projecting a professional image of your company with assurances that someone is available to talk to in your company.
You have 7 days to review, edit or delete the content that has been scheduled for your company before it gets published, therefore keeping you in complete control of the content that is going out on social media about your company.
Pictures paint a thousand words, with this in mind we create professional looking images to appear on your social media pages amongst the content that will include your branding, logo and contact details.
You can see which hashtags generate the most amount of traffic to your website and then include them with any content that you choose to upload.
If you should decide to talk to us about the content writing service, please call now on 01256 242 272.
FREE SOCIAL MEDIA DASHBOARD
If you are not quite ready to hand over the reins then why not sign up for a free account to self-manage your social media. You can sign up for a free account by clicking here.