Tag Archives: Sales

How To Increase Your Conversion Percentages.

How to close more sales by increasing your conversion percentages.

A conversion meter system is simple, and if you apply these tactics to your product, your sales conversion rate will increase fast.

People and companies buy based on a lack of fear of doing so. Some people call it trust, but you can trust a service or product and still have substantial fear about buying it.

Let me give you an example. Assume I have an old car I don’t use much but keep it around as a backup car for the family, kids, and guests. One day it starts leaking all sorts of fluids. I may trust the company that I am asking to fix my old car that they can fix it, but my fear may be, will paying for the repair be worth the money, or should I just buy a new car. I am not going to hand over the keys unless my concern is addressed. The car isn’t worth all that much any way.

So it’s not about trust, it’s about getting rid of the fear.

A really smart auto repair company would not only convince me I could trust them (using testimonials, and certifications and all that) but they also would be prepared to “step into my shoes” and let me know that even after I spend the $1500.00 to fix the car, that I could still sell it (fixed) for $4500. If I don’t fix the car it’s only worth $1000. So it’s a net gain of $2000.00.

Now I am ready to get it fixed.

So step one in increasing your sales conversion is identifying what prospects fear when they buy from you. This can be tougher than it sounds. And if you are smart you will ask people who bought from you in the past to tell you what they feared, instead of just winging it.

When it comes to SEO (search engine optimization) services the fear is pretty easy to figure out. Clients fear that 1, It won’t work. 2, It will work but they won’t get many new sales to cover the expense. And 3, that they don’t have enough money in the budget to do the program.

So lots of SEO companies guarantee that the site will be on the first page of Google… what ever that means. (You always have to ask, “or what” with a guarantee. Is it all your money back? Is it they will do more work until it is? And if so what time period are they talking about? And then again, or what?”)

But that only helps with the smaller fear. If you want to eliminate, or greatly reduce all the fears you may need to do a performance based pay model, they pay you based on what actual sales come through the program), and a payment plan that fits the clients budget.

The interesting thing about doing all of that to address and get rid of fears is, you will usually make more revenue and profit when you go the extra mile. you can charge more on performance based programs, andyou can charge more on payments plans. So over time, you end up with a higher margin.

Addressing a clients fears will bring up your closing percentage as much as 50%. It’s worth the thought process and time to figure it out. Feel free to email us if you need some help with coming up with these fears, or just want to run then by us.

The next big thing in your improving your closing percentage is talking and presenting the stuff your clients WANT! Selling what they need will kill your sales fast.

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Want To Sell More? Look To Product Development First

Sales is not about convincing people who do not want your service to buy it. Sales is about finding the people who do want your service and letting them buy it.

Odd that this premise is so overlooked in business. I’ve worked with 100’s of small and medium business owners or senior managers who really didn’t get this. And it can be a fatal flaw to a company.

Sales

There is a complete misunderstanding of what a salesperson/group/ division is capable of. I’ve worked with owners of multimillion dollar companies, who really think the simple act of hiring a professional sales person means that sales person should now be able to convert most (or at least a decent amount) of prospects by using the magic they have learned throughout their career, no matter how good a fit the service or product is, no matter the position of the product in the marketplace, no matter the branding of the product. In the mind of the less informed, a sales rep can sell anything.

Add to that the natural and common tendency for owners to have a higher regard for their offering than the market itself, as well as the common optimistic early sales projections and outlook communicated by the new sales force, and you have a disaster waiting to happen.

I should note that I have worked with sales people who can sell anything, but they are very rare, and they generally produce much lower customer loyalty. Perhaps these are the salespeople owners are thinking of when their expectations are that a “sales person” can sell anything.

The solution is a well thought out sales and marketing assessment before you go and buy the farm. And this is tricky, because the reality is marketing is primarily responsible for identifying the target market (People who will like your service) finding out how to reach them , and then attracting them to your sales group or funnel.

Yet most companies I have worked with don’t have a budget or an understanding of how these two key disciplines must work together to achieve success. So they put all their dollars in one or the other, or severely under budget one.

So if you buy into this premise, the fundamental success of sales for you company starts with product development. A good sales rep can’t sell a product that is hard to use, or poorly designed. A good sales rep can sell a product that is easy to use, and has a clear advantage for their target market.

So working relentlessly on improving what you sell, will do more for driving sales than anything else you can do.

After that, you must have a marketing machine to get the service in view of the right buyers. Once that is accomplished, sales comes into play. Sales is the last piece of the sales process, following product development and improvement and then marketing.

So if you’re struggling with sales, perhaps where you should be looking for answers is in your product or service offering, or are you asking your salesperson to be both your marketing department and sales department.

By: Mike Bayes

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You don’t need to learn to sell. You need to learn how to generate prospects.

You don’t need to learn to sell. You need to learn how to generate prospects.The truth is, in 99% of the sales challenges  I have been involved with, the problem isn’t in the person’s ability to “sell” its in the fact that they have no one to sell too.

Mike closing2First, selling isn’t different than any other skill set, it must be learned.  When we hear someone say someone was a “born” salesperson, it’s really not true. That’s like saying Peyton Manning was a born a quarterback, and discounts the years of very hard work and dedication he (or anyone very good at what they do) has put into their profession.

In my experience the absolute most important part of selling is having a plan of how you are going to generate prospects. Small business owners who state, I don’t know how, or I am bad at sales, are thinking about the actual process of presenting and closing a new customer in many cases, when what they are really talking about their ability to generate leads and prospects. The truth is, in 99% of the cases I have been involved with, the problem isn’t in the person’s ability to “sell” its in the fact that they have no one to sell too.

The simple and fairly quick process of having a plan, and working the plan will solve this.

So here are some simple steps for the business owner who doesn’t know how to generate prospects. It’s not original, and you will find this advice by reading any of the great sales or marketing guru’s.

1.) Identify who is most likely to buy your service.

2.) Build or buy a list of these businesses

3.) Develop a compelling reason for them to contact you, or speak with you.

4.) Write a letter (can be email). In the letter describe a problem you solved for some business like theirs. Drop names of happy clients. Offer something in the PS  (It’s worth paying a few hundred dollars to a professional direct mail copywriter) Mail the letters.

5.A) wait for them to call you

5B)  Call them and asked if they read your letter.  What did they think?

6.) Repeat with new letter.

7.) Repeat with new letter

(I will be writing or asking an expert to write a blog on each step mentioned above with instructions and details on each.) Subscribe to be notified. (I mean it, subscribe NOW)

You may be asking… that’s it?  Yup that’s it.

Your success will depend on:The value of your service to the target market. Make it (your service) as good as possible before you start all this. The quality of the list, and where you got it. If it’s opt in, great. If you buy it, you need to send a bunch of letters. The quality of the letter or email you send.  The offer you make them and your follow up.

In my experience you will have something like three times the success if you are brave enough to call the list. I’ve seen success rates as high as 50% on this program.  Overall we average a 14% response or generated prospect rate on these programs.  Think about that.

You send 1000 letters.  You get 140 prospects. You sell 35%. You have 49 new customers.  The cost?…. depends on how you implement it, but figure a $1.00 per letter with printing and stamps and maybe a copywriter.

As far as the actual “sales” process with these prospects, remember that the word sales means to persuade. If they called you, you’re 80% there.  Now relax and ask then the questions you have developed on your sales questionnaire. Oh… that’s on another blog here…

And then, ask them when they would like to start.

Congratulations, you are now better than at least 60% of the salespeople I have met who do no targeting, little or no qualifying and never close.

Don’t know how to sell?  Who cares, because now you know how to generate prospects.

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Business Is Relationships. Build Your Referrals.

Business is relationships…

Yet we don’t really focus on the current health and value of our relationships with business contacts. As small businesses we track and analyze piles of information, and ignore our greatest assets, relationships.

Here’s a system (or part of a system) we have used for several years that can drive your sales, and build your relationships.  I think its self explanatory.  Just list every business contact you can think of… even people you haven’t communicated with for years, in each category.  The spreadsheet gives you a blended score which in theory predicts which of your contacts has the most “referral” potential.

Relationship Charting Expanded

Then do something for each one.  Even if you can’t think of anything to offer, you can call or email them, and say, I was just thinking about you and wanted to see what you are doing these days.  You can offer to do an introduction to someone, or invite then to lunch. Have a great tip on sales or marketing, or something that is working for you that you can share?  Any thing that is of value.

Relationships, like anything else, need maintenance and nurturing. This simple spreadsheet can go a long way in helping you grow your most important marketing and sales resource… the relationships you have built.I would love it if you would try this for a week or two to see what results come from it.  I can tell you, it’s been my number one source of leads and sales for two years.

If you are an Internet Marketer you can use it to build great on-line contacts. In many ways, its much faster because you can use Social Media as the nice thing to do for someone. Post their blog on your G+, Facebook, Linked in… that’s a gift.  Even good blog comments are gifts.

Click here to view the Google Docs Sheet Relationship Chart

Let me know how this works! This is a part of our Sales Coaching Program.  Need help building your sales and revenue?  Contact me for a free consultation.

By Mike Bayes

303 500 3053 ext 1

mike@myonecall.com

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The Socratic System of Sales. The Customer Questionnaire.

The Socratic System of Sales. The Customer Questionnaire.

The Socratic System of Sales is a system that is based on using the questioning process to persuade a prospect to buy your service. In fact, it can be used to pre-qualify a prospect, and in doing so, save the salesperson time in establishing that the prospect is in fact qualified, and what is important in the buying process to that prospect.

Cropped image of a Socrates bust for use in ph...

I should ask you, why are you reading this? Is closing and qualifying more prospects important to you? If so, read on.

The main complaint I hear about salespeople is that they don’t care about a prospect’s needs or issues. They “show up and throw up” as they say. It’s all about their product and service. True sales professionals speak less than the prospect, and ask excellent questions.

I am going to blog about many uses of the Socratic form of sales, but to introduce it I want to encourage you and your sales department to have a standard prospect questionnaire that is a required part of any sales process or presentation.

It’s important for your salesperson to understand the following.

  1. What is the number one issue the prospect has that you need to fix?
  2. What buying criteria will they use to make a decision?
  3. Does the prospect understand your company’s value as it relates to their problem?
    English: Graphical Representation of Public Sa...
    . (Photo credit: Wikipedia)

     

Here is a quick example of questions a business might ask every prospect, and the reason they ask it should be clear. Many of these may apply to your business.

  • How soon did you want this project completed?
  • How important is a detailed proposal showing all expenses and a bottom line price?
  • How important is it that the company you select have experience completing similar projects?
  • How important are recent references of people that had similar projects completed?
  • How important is it that you are able to speak directly to those references?
  • How important is the financial stability of the business you select?
  • How important is the insurance and licensing of the company you select?
  • How important is bottom line price in your decision?
  • How important are the billing arrangements the company offers?
  • What other areas will you look at to make your selection?

A salesperson should never address any of the answers until all the questions are asked.  If you take off on a tangent because they say a detailed proposal is very important, you may never get back to the other questions, in which you may have found out that the detailed proposal while being important, is not the hot button.  Take the time to walk through all the questions. It’s certainly okay to add a brief statement after a question, like, yes we find that true with many of our clients, and then move on.

You should build your questions around the strengths of your business. If you have only been in business 1 year, you don’t ask, how important is the number of years a company has been in business is. You ask. How important is it that the company you select has new ideas and is hungry for your business?

Oddly enough, many small businesses don’t use a questionnaire because they don’t want to hear the answers. They would rather have a “shot” at the business and ignore the reality their business doesn’t actually have a shot.

Once you finish the questions, you have a couple of choices to make.  You can address the main issues at this time (If this is a one call close) or you can briefly cover their main concerns, and then go into detail when you return with the actual proposal for work.

Your presentation or proposal needs to focus on the answers to the questions. If you have a canned presentation you send to every prospect, then you are losing out in sales conversions.

Start with these words…. Ms. Smith, let me tell you why our customers love our service.  Like you, they were looking for a business that had experience in servicing their industry. We have over 25 clients in similar industries, and have learned that it takes a very specific approach (go on about this unique and valuable approach).

Can you see the benefits of using a questionnaire with your prospects? Instead of selling them what you “think” they need or want, you can actually address what they feel they want and need.

Another value of a questionnaire is many businesses fight the “price” battle all the time.  A questionnaire will help you educate a prospect on your value. If used correctly, it will help you win business over the “cheap” competition, by having the prospect state and acknowledge that there are far more important issues than price.

Now if the prospect says the biggest issue is price, and you know you can not compete on that basis, then you have saved a lot of time by identifying this, and not moving into a proposal process.

There are so many examples of using the Socratic method of communication I will be blogging about later. It’s used in Marketing, Sales, H.R., P.R., as well as Education and may other fields   – because it works.

Sit down and write out the questions you should ask every prospect and then start using them! I am positive you will see a much better sales conversion rate, and have a better relationship with new clients or customers.

By Mike Bayes

If we can help you accelerate your sales contact us at www.salesjumpstart.net 

Who was Socrates? http://www.columbia.edu/itc/lithum/wong/Socrates.html

 

 

 

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Increase Business Sales through Giving More Referrals

How To Increase Your Business Sales By Giving more Referrals.

What you are about to read will significantly increase your company’s sales. I am writing it because referrals represent the largest bucket of new sales acquisition for many small and medium businesses, and are the most difficult thing to increase in volume. We all love them, and can’t seem to generate enough of them.  First a short background on why we think referral programs are both important and generally are complete implemented in the wrong way.

English: Kansas Lottery Yearly Sales Graph.

 

One of our services to clients besides Internet Marketing and Search Engine Optimization is a

Sales Crystal Ball program. It falls in the category of sales acceleration. In its basic form, the final product will tell a business where its next 12 months of customers will come from, and how to sell them in half the time.

English: A Crystal Ball I created in 3D. Suppo...

To accomplish this we look at a large data set of former customers. With in that data we find the largest commonality matches. Those of course turn into a target market. A message based on the findings ofwhy former customers purchased, is developed and then delivered to the new target market.

As an example, we recently finished a Crystal Ball program for a client that clearly identified that 90% of what they had described as their best customers were all part of one organization. The vast majority of their best customers

had 6 or more employees and the vast majority of those had been in business 10 years or more. The new target market was very defined and easy to identify.

Here is where finding new clients becomes a challenge, as most of the clients customers in the above crystal ball assessment came from referrals, and this is the case with most of the businesses we work with. When assessing where new clients find them, the number one (by far) way is almost always through a referral.  This is really a good sign as it demonstrates the company does great work. The problem is if you want to build new sales at an accelerated rate you can not just wait for someone to refer you, and most referral systems you can build have a limited success rate, although certainly worth the effort to develop.

 

Here is why a referral program doesn’t build sales quickly. Its premise is an anti altruistic tit for tat system.In other words you ask for something before you give.

A tit for tat system is simple. I give you something that is valuable, and you feel the need to return the kindness.

In a referral system, you are saying, give me something and I will be thankful, or I will give you a reward. In human nature, that’s a turn off (There are a few exceptions to this rule of course).

To have a truly successful referral program, you must reverse the tit for tat process. You must start the system by giving the customer a gift or help of some sort that has real and unique value.  Value has a tendency to be returned in equal or higher quantities.  This value you give needs to be a surprise, not baked into a system.

A personal example of the power of a tit for tat system is when your neighbors drop off some home baked cookies before the holidays. They just show up and hand you a gift with a smile. Soon you may find yourself baking a batch for them, or returning the kindness in some other way, but chances are it will be cookies or food. This point is very important.  Tit for tat values are generally the same stuff given back and forth.

A business example: B2B

If you want other business to promote your service, you must first, promote their business. If you really want a business to refer you, you need to refer them first!

So it all comes down to this when we discuss referral programs.  Instead of building a “we will give you something for a referral”, you need to build an internal process and culture that says, we will give our customers referrals. Then you need to actively find those opportunities. If your sales person(s) can find an honest way to refer one prospect to your better clients a week, you will be pleasantly surprised at the effect it will have on your sales. Even better is to find a way to constantly promote your best clients, so there is an ongoing process of giving.

How to start:

  • Make a list of all of your better clients.
  • Next to the company note the services or products they sell.
  • Next to that, add a note of  the clients or associates who might need or purchase their services in the future.
  • Now make a list of introductions you can make.

You see where this goes. You can send an email to both parties as an e introduction.  You can call them and introduce the other party. You can set up a lunch for them to meet each other.  You can hold a quarterly networking meeting for all the clients.

Another system is to develop an ongoing promotional program on your site, or in your newsletter, that allows you to promote your best clients.  Call them and ask if they would like to be listed or promoted through those opportunities.  If you are really into this, you can even add some ad words PPC to drive some traffic to the resource page on your site, using the clients keywords.

There are as many ways to provide referrals to your clients as there are ways to promote a business. Be creative and give first, and do not make this process public or part of a sales presentation.

Mike

303 500 3054 ext 1

My One Call LLC

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SEOmoz talks about this in a how to get links article here http://www.seomoz.org/blog/my-favorite-way-to-get-links-and-social-shares-whiteboard-friday

 

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SEO Leads. How To Generate Leads For SEO Services

SEO Leads. The How to generate more Leads.

<<< — Click to call us anytime by clicking on the click to call tab on the left.

Since writing my blog on how to sell SEO services (http://www.salesjumpstart.net/blog/2012/02/09/how-to-sell-seo-services/, and having one published on SEOmoz  http://www.seomoz.org/ugc/selling-seo-is-link-building-but-with-human-links, the number one question  I get is,… OK,  now how do I generate more leads.  So, with that in mind I will give a few sample systems that are so powerful you must promise never to tell anyone about.

But first, I have to say that you must be willing to spend either a good amount of your time, or pay someone a good amount of money to have a strong ongoing sales program. If you can’t do either of the above, this isn’t for you.

Quick recap.  Your best prospects fall into 1 of 4 categories.

  • They have no idea who you are
  • They know who you are
  • They trust you
  • They buy from you

So your job is to get, what is clearly the largest group, the “I have no idea who you are”, into the “they trust you” category.  Selling SEO is about trust.

Step One: (Tremendously Important) Your Target List.

Step one is like on site SEO, if you don’t do it, the rest of the program will not work.  I mean it. Define what type of company is most likely to trust you. We use what we call, a sales crystal ball system for this. Here is how that works.

Take your best customers over the last 2 years, and identify their common traits. Location, number of employees, age of company, industry, and associations they belong to. You should be able to see a clear pattern. We use 50 + possible areas of commonality, but if you have the basics above, and of course use your gut feeling about who trusts you, and you should have a good enough picture.

Now, let’s say in your research of your customers, you found that the most common areas are they belong to the BBB. They have 5-9 employees. They are in the Industrial Parks, and they have been in Business more than 6 years.

So your target customers will be members of the BBB, have an office in an industrial type building, have more than 5 employees and have been in business more than 6 years.

Español: Vista previa

Go develop this list, or hire a list broker to get the list for you.

Step Two:  Contact them.

Here’s the hard part for so many business. You have to contact them! Funny how this step stops about 90% of business from moving forward with a super powerful, gonna make you happy, sales campaign. Why?  The fear of rejection and it’s administratively outside of a SEO companies comfort zone. So here are two ways to make that first contact. One for the more courageous (or with the budget to hire a professional firm to do calls) and one for the more timid, who think of a cold call as a dip in a frozen lake.

Lion - Louisville Zoo

For the Lions (Courageous, or lot’s of marketing dollars to spend)

Call each company on the list and ask if it’s okay to send them an invitation to a webinar or seminar your company has produced specifically for their industry.  The actually script is important, so you may want professionally help on this, or hire a professional telemarketing firm to make these calls and log the results in a CRM for you. During the call you want the name of the person who makes the decisions on Internet marketing, as well as their email.  Promise to never spam them or sell the email.

Make sure you enter all of this in a CRM.

Let’s say you have a list of 500 businesses. You should call every one, and end up with about 100-150 approved emails to send invites too.  (You are well on your way at this point).  Your time frame will vary, but count on making 3 contacts an hour in this type campaign, so with 500 businesses someone will be calling for 167 hours. You can always start when you have 50 emails, and just continue the calling as you start your webinar/seminar program.

Step Three: Invite to your seminar/webinar.

The secret here is to have an absolutely killer name for your seminar/webinar. Something like: Learn the two simple and fast ways our ______ < industry> clients make more sales in a month than others do in a year using the Internet. Free.

 (YOU MUST BACK UP THIS CLAIM WITH PROOF)  

A well crafted email invitation with RSVP to your 30 minutes of powerful ways to attract new clients on line will start moving businesses on your list from they don’t know you to they do know you. This is a bigger step than you think.  And if nothing else happens, you now have a bunch of targeted companies that didn’t know you, who now do know you.

Use constant contact or a similar email system so you can track who opens the email, and have a RSVP  tracking. Offer three different days and times.  And have a well thought out- all about them, actually examples seminar/webinar ready to go.

Constant Contact

I am not going into detail here about how to pull off a great webinar/seminar and get people to RSVP . If you do some research you will find a ton of good information and help on-line.

Step Four: Give the Webinar or Seminar (On different days and times).

Basics here. Make it valuable. Give them real information and examples.  Do not spend more than 90 seconds talking about you or your company. They don’t care at this point. Make it great tips on how to utilize the Internet to get more calls or prospects walking in the door.

At the end of the webinar, offer your help.  Something like, if this all sounds a little over whelming, we do have 10 spots open for clients that we can do this work for.  And as a thank you for being on our call, we want to make a special offer, you can have both the programs we just talked about for the price of one,  or we can through in an additional $$$$  for your new Google Ad words campaign if we start this week. Or the offer of your choice.

Many of you have been on webinars or in seminars where this exact process happened. I can tell you that they work if done correctly.

System for the more timid: Joint venture with a company that targets the same group of prospects. A web design company that doesn’t provide SEO services is a perfect joint venture. They have prospects that already trust them. Make a few calls and see who would be interested in hosting or promoting a webinar on the topic you developed.  If your content is good and valuable for their customers and prospects they may be very open to it. You save a ton of time and get a third party endorsement as well. Or find the associations these prospects are most likely to belong to, and make then an offer to provide this content at no charge.

And finally if you can not do either of the above.  Send a series of three letters (each with different content) to the target list spaced by two weeks.  Give then a web site to register for the webinar, and repeat the process every two months with new letters. The letters need to be well crafted, and here again, I would recommend you get professional help if you are not a pro at the copy writing thing.  If you’re sending to 500 businesses, your cost will be around $250.00 per mailing, and $750.00 for the three letters.

At the end of this process (and it never really ends) you should have about 200 businesses that now have moved from the “don’t know you”, to the “know you”.  With a good webinar series, you should see about 150 of that move to the trust you bucket!  And of those, you should see new sales of about 35 to 50 over a year.

This is just one of several successful sales programs we have developed for clients over the last 10 years. It’s not original, as many of the most successful companies in the world use this system, or one like it.   I’ll blog more on other systems in 2013 if we get enough requests.

Now if all of this seems a little too much, and you want some help, we can provide all of the above, or direct you to good vendors for the parts you need help with.  We have room for 4 new business development clients in the first quarter of 2013.  If you are interested in this, just send me an email. The Basic cost is $ 2800. a month for all of the development and calls (30 hours a month)  to your target list. We also will co-host your webinar the first time if you need that.  As each program is different, and we must have confidence in your commitment to succeed, we need to do an interview with you to determine if this is the right fit and the right program. We have other highly successful programs that may be a better fit both for your budget and your goals.

 

Have comments or want to discuss this post?

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Or, email me at mike@myonecall.com  and lets talk.  I

By Mike Bayes

Managing Partner of My One Call LLC

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Tips on Selling More For SEO And Small Business.

This collection of tips came through 20+ years of managing sales teams while developing more than $220 million in sales revenue.

I’ve been lucky in my life having worked around some of the more successful and talented sales professionals in the country. During the 1990s my sales force of 650 sold more than $80 million a year in recurring revenue for Telecom services. Since 2003, my company has averaged a 17-to-1 return on investment for every dollar our clients have spent with us.  Based on these successes, here are some tips for business owners about sales, salespeople, and just plain selling:

1. Dogs have to like the dog food

Here’s an old sales story: A national sales manager is at a meeting with his sales managers from across the country. They have recently launched a new brand of dog food A supermarket's pet food aisle in Brooklyn, Ne...and the sales numbers are terrible. He is ranting and raving about how much marketing has been done, the dollars they’re spending, and no one is selling the new dog food. He asks the group what’s going on! And a small voice in the back of a very quiet room speaks up, “I don’t think dogs like the way it tastes.”

For success, start with your product. Make it taste really good. Too many business owners refuse to accept that a sales problem may, in fact, be a bad product or service. Honestly evaluate your products and services as well as your competition. Make yours better, faster, more affordable. Then go sell it!

Your sales staff will be more productive and your customers will be more loyal. See the end of this blog for some tips directly related to SEO services.

2. Most salespeople are like plumbers

Plumbers make more than many other trades. You know why? Plumber's buttBecause they do the stuff other people don’t want to do. In my experience, 75 percent of salespeople are in sales not because they are trained and passionate sales professionals, but because they will do the stuff other people don’t want to do: they will pick up the phone and make cold calls. You don’t have to be good at sales to make cold calls any more than you have to be good at plumbing to clean out a septic tank. Just make sure that when it comes to your salespeople, you hire the professionals that are passionate about their work; otherwise, you may as well hire a plumber.

3. Great salespeople work for high compensation

The average outside sales rep in Colorado earns around $58,000 a year before benefits. If you’re going to pay an average wage, expect average performance, which in sales means you should hire a plumber. If you want top performance, offer top pay.

4. You can’t hire commission only salespeople to sell your product

Commission only sales representatives must have the opportunity to make $1,500 a week, every week within their first month with your company. And they need to be paid quickly. Can your product support this? No. Stop thinking about hiring cheap sales help, and start thinking about how to make your product irresistible to buyers. Once you have an irresistible product you may be able to hire a commission only sales force because plumbers will be able to give it away.

5. The number one factor in achieving your sales goals is …

… a really great product or service.  Period.

6. Most good salespeople are egotists

This is true. If you do not know how to manage egotistical personalities, don’t.  Hire an experienced sales manager or a therapist to manage them. Some of the best salespeople I have ever worked with were pains to be around. They whined, they were always late, they didn’t come to mandatory training, and they didn’t play nicely with others. What they did was sell. All they needed was a cheer leader, not a manager.What’s on the score board?

Most sales managers only know how to manage plumbers because that’s what most salespeople are. Plumbers show up for meetings, fill out the reports, and struggle to make minimum sales; but they always have their shovel with them. The problem is you may be tempted to hire plumbers, because they’re easier to manage and will fit in with your company culture better.  So if you are going to hire and manage plumbers, make sure you have a product that is irresistible to buyers.

I think I’ve made my point. Most sales programs are usually handed off to plumbers to sell. Your only chance for great sales success is to spend a great deal of time making your product or service irresistible to buyers. Trust me, in most cases, this is far more effective and a better return on investment than actually building a professional sales force with top notch management. Why? Because if your product is really good, you’ll attract the best sales professionals anyway.

This leads to my final point for today:

7. Great salespeople aren’t hired, they choose the company they want to work for

Given this, your job as a business owner is to build a service or product that is irresistible. Once you have that, your salespeople will become superstars (and you can throw the shovels away).

And, as promised for the SEO’s of the world.  How can you build an irresistible service?  Step One: Ask your clients what they feared most when signing up for your service. Then develop a 100% iron clad guarantee that what they listed , will not happen.

Steps 2-5 available by request.

 

Click to talk with Mike right now, or leave a message about this post.

Mike Bayes is President of My One Call LLC a business development firm based in Lafayette Colorado. http://www.salesjumpstart.net
303 500 3053 Ext 1

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How To Sell SEO and Business Services Using Linked In

How to Sell SEO Services Using Linked In.

In the continuing series of how to sell SEO services, and based on our premise that relationships are what really sell, I wanted to give you a great tool and process to sell more SEO services (or any business service for that matter).

Linked In is the world’s largest business social network. Chances are the vast majority of your clients have a Linked In profile. On that profile is a list of their connections.  Doesn’t it make sense to take a look at all of your clients connections, making a note of the industry and position each connected person is in, and then ask your client for an introduction?

Step One

The first step is to request to be added to each of your clients linked in account.  All you need to do is search Linked In for their names, and then request they add you as a connection.

We encourage our sales coaching clients and any businesses that sell b2b, to actively, and prolifically ask for referrals from clients.  The big challenge most of your clients/customers will have giving you a referral (and I find this true time after time) is trying to figure out who to refer you to.  The process of knowing who their connections are on Linked In, and asking directly for a referral to that very person, will increase your referrals a ton.

Social-network

Give it a few weeks if needed

You may need to give it a few weeks before many of your clients respond to your request to be connected, as they may not check their account all that often.  For those you don’t hear back from, send them an email and ask that they add you to their Linked In connections.

Search their connections

Now that you are connected… go search those clients’ connections!  Make a note of the people you think will benefit from your service, and then …   write a template email that you can give to your client that recommends a business speak to you about your service.

Send a request for an introduction

Send your client a request for a referral to the identified prospect, and add the email template to the bottom of your email.   End your email with something like….

Mike, I wanted to make this as easy as possible for you so I have included a brief introduction of my company for_____________ (Name of prospect) below. Please feel free to just copy and paste it into an email to _______.

You have now eliminated almost all the reasons you don’t get referrals from Clients.  You have identified the person(s) they can refer, you have written the copy they need to send.  You will be surprised how many of your clients will happily refer you to non competing businesses.

Click on the link see more tips on How to Sell SEO Services?

We have been helping businesses grow revenues through proven systems for 13 years. Our process and systems have developed over 100 million dollars in sales, and our average Small business client will increase sales over $500.000  a year. Call us for a free consultation and discussion on how to jump start your business sales.

303 500 3053 Ext 1

 

 

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The Biggest Sales Mistake We All Make

The biggest mistake almost every company makes in sales:

Sales is giving people or businesses what they want, and the process to do so. Sales is not about giving them what they need.

  • Ask your self what your prospects want.
  • Ask your self what they need.

Do they match?  If so then you need to start again.

After you have this right, expand what they want into what that looks like, feels like, and the results. Now you are ready to sell.

Here’s an example:
Your  prospect is a mid forties man with a family of 4.
When he is shopping for a car…  what does he  need?
Transportation, with enough room for 5 people, and a trunk large enough to fit  some golf clubs.  A safe car. A good priceUsed Cars

But what does he want?

  • A car that will make him look like a pro athlete
  • A car that my friends will say, hey, that’s cool!
  • A car that says who I am (or want to be)
  • A car that other people want to drive
    • A car that the opposite sex will want to sit in
    • A car that says I am successful
    • A car that does things other cars can not
    • A car that makes him feel young
    • A fast car
    • A car that shouts I am successful.
  • Maserati GranTurismo
  • A great deal  ( Not price)

So if you are selling this car,

Do you say. Our expo model will get you from point A to B safely and fit all of your friends and family!

Or:

I’ve never experienced anything like this. It’s like the love I had for my first car combined with driving a Maserati.  My wife won’t let me drive it by myself, because it’s so sexy. And they made it easy to drive away in. Drive, sign and go.

….  like reliving your first automobile love affair, but better…  The expo doesn’t ever need a tune up.

Or, if you are a home remodeling company you can say… We are licensed and Insured, and give free estimates.  But maybe you could communicate what they want.

At abc remodeling we create magical places where your family can create warm memories. Your home is the heart and soul of your life, and we build spaces with that in mind.

Give your prospects what they want.  What they need comes with it.

 

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