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Suggest You - Remove The Barriers To That Sale - How To Get From No To Yes
A good Customer Relation Management system gives you the ability to automate the hundreds of steps it takes to stay in contact with thousands of your prospects or clients at the right time with the right information and build the relationship and trust they have in you. Studies show the number 1 reason clients change companies is simply due to indifference. They are taken for granted or never hear from the company they purchased from
Direct marketers and other salespeople use this technique all the time. They start by earning your trust with testimonials, using your name, complimenting you in some way. Then they offer you something free that is valuable to you and costs them little (like a sample, or a newsletter, or free guide). From there they ask you to do something else. In the process you build the value of the paid offering. Since you already like ______ (insert newsletter, free sample, report, etc) you may be interested in ________ (the thing they're se
You’re on your organization's diversity committee. You have the best of intentions.And that's the problem.It leads you to appeal for funding for all the wrong reasons.Take healthcare for example.The US foreign-born population comprises a larger segment than at any time in the past five decades. And this trend is expected to continue(1). People of diverse racial, ethnic, and cultural heritage suffer dispropor
As college students my husband and I backpacked trip through Europe. I still remember the lesson we learned about selling we learned in Belgium.
My husband and I were searching for the PERFECT glasses for him. Glasses with style. Classy eye glasses. Round glasses whose frames were squared out on the sides. Eyeglasses that we could only find in Europe.
We stopped in every eyeglasses store from England to Amsterdam. We spent hours in every one on them trying on frames. We still hadn't found the perfect eyeglasses but we needed to mail something so we stopped at the post office.
Inside the post office was a clerk wearing the perfect glasses. My husband really wanted to try them on. But how do you walk up to a person and say, hey, can I try on your glasses? My husband and I looked at each other. We both knew those were the glasses we wanted. We wondered how we could get the clerk to let my husband try on his glasses.
If They Say Yes One Time, They'll Likely Say Yes Again
We tried an approach we learned about getting from no to yes. The key is a series of small yesses to get to the big yes.
Make Friends Before You Make Sales
People don't automatically say yes when they have no relationship with you. You must first establish a repoire. We went back to the post office. This time we told the man we really liked his glasses. We talked about our trip. We shot the breeze a little. Then we asked him where he got the glasses. We told him about our quest and asked where he got his glasses. A small request that he would definitely agree to.
By this time he was smiling and so were we. We all felt like we were making a new friend. You see when people help you, they feel good. The funny thing is by this time he was onto us. We didn't even need to ask. He offered. Do you want to try them on?
Move from a Small Commitment to a Bigger Commitment
We didn't know it but the key was to get a small commitment and then move to bigger ones. Once people say yes a few times they don't want to break the streak and say no.
Direct marketers and other salespeople use this technique all the time. They start by earning your trust with testimonials, using your name, complimenting you in some way. Then they offer you something free that is valuable to you and costs them little (like a sample, or a newsletter, or free guide). From there they ask you to do something else. In the process you build the value of the paid offering. Since you already like ______ (insert newsletter, free sample, report, etc) you may be interested in ________ (the thing they're sel
Is search engine optimization an art form? I think that in the final analysis of what we do to achieve top ratings on Google for a website url that it certainly would be. Looking closer at the details of this work, we discover a pattern of thinking and ideas that mold itself into the final product of a top position on a keyword phrase of our choosing. The process of taking a website and adding all the necessary elements that the search
Inside the post office was a clerk wearing the perfect glasses. My husband really wanted to try them on. But how do you walk up to a person and say, hey, can I try on your glasses? My husband and I looked at each other. We both knew those were the glasses we wanted. We wondered how we could get the clerk to let my husband try on his glasses.
If They Say Yes One Time, They'll Likely Say Yes Again
We tried an approach we learned about getting from no to yes. The key is a series of small yesses to get to the big yes.
Make Friends Before You Make Sales
People don't automatically say yes when they have no relationship with you. You must first establish a repoire. We went back to the post office. This time we told the man we really liked his glasses. We talked about our trip. We shot the breeze a little. Then we asked him where he got the glasses. We told him about our quest and asked where he got his glasses. A small request that he would definitely agree to.
By this time he was smiling and so were we. We all felt like we were making a new friend. You see when people help you, they feel good. The funny thing is by this time he was onto us. We didn't even need to ask. He offered. Do you want to try them on?
Move from a Small Commitment to a Bigger Commitment
We didn't know it but the key was to get a small commitment and then move to bigger ones. Once people say yes a few times they don't want to break the streak and say no.
Direct marketers and other salespeople use this technique all the time. They start by earning your trust with testimonials, using your name, complimenting you in some way. Then they offer you something free that is valuable to you and costs them little (like a sample, or a newsletter, or free guide). From there they ask you to do something else. In the process you build the value of the paid offering. Since you already like ______ (insert newsletter, free sample, report, etc) you may be interested in ________ (the thing they're se
Did you know it's cheaper and easier to satisfy the customers you have than it is to get new customers?Wowzers!Would you believe there are still people out there letting customers leave UNHAPPY. It seems outrageous, but is happens daily in your town and mine.With as much as it can cost to get a single lead, why in the world would you even consider allowing someone to leave unhappy?A lot of people do a lot of
Make Friends Before You Make Sales
People don't automatically say yes when they have no relationship with you. You must first establish a repoire. We went back to the post office. This time we told the man we really liked his glasses. We talked about our trip. We shot the breeze a little. Then we asked him where he got the glasses. We told him about our quest and asked where he got his glasses. A small request that he would definitely agree to.
By this time he was smiling and so were we. We all felt like we were making a new friend. You see when people help you, they feel good. The funny thing is by this time he was onto us. We didn't even need to ask. He offered. Do you want to try them on?
Move from a Small Commitment to a Bigger Commitment
We didn't know it but the key was to get a small commitment and then move to bigger ones. Once people say yes a few times they don't want to break the streak and say no.
Direct marketers and other salespeople use this technique all the time. They start by earning your trust with testimonials, using your name, complimenting you in some way. Then they offer you something free that is valuable to you and costs them little (like a sample, or a newsletter, or free guide). From there they ask you to do something else. In the process you build the value of the paid offering. Since you already like ______ (insert newsletter, free sample, report, etc) you may be interested in ________ (the thing they're se
The welcome mat: a tried and true method of telling people they are at the right place. Welcoming your guests to your event is an important part of the registration process, so make sure you're doing everything you can to make them feel that way.The MessageA "welcome" message is a nice touch that tells people exactly what event they are registering for and makes them feel good. It's a wonderful opportunity
By this time he was smiling and so were we. We all felt like we were making a new friend. You see when people help you, they feel good. The funny thing is by this time he was onto us. We didn't even need to ask. He offered. Do you want to try them on?
Move from a Small Commitment to a Bigger Commitment
We didn't know it but the key was to get a small commitment and then move to bigger ones. Once people say yes a few times they don't want to break the streak and say no.
Direct marketers and other salespeople use this technique all the time. They start by earning your trust with testimonials, using your name, complimenting you in some way. Then they offer you something free that is valuable to you and costs them little (like a sample, or a newsletter, or free guide). From there they ask you to do something else. In the process you build the value of the paid offering. Since you already like ______ (insert newsletter, free sample, report, etc) you may be interested in ________ (the thing they're se
If you want to plan for a year, sow rice, if for a decade, plant a tree and if for the lifetime, then train your work force. - Chinese proverbIn these days of global competition, if organizations dare to ignore this saying just as another management quote, I bet, its doomsday is not far off. If an individual is self-act
Direct marketers and other salespeople use this technique all the time. They start by earning your trust with testimonials, using your name, complimenting you in some way. Then they offer you something free that is valuable to you and costs them little (like a sample, or a newsletter, or free guide). From there they ask you to do something else. In the process you build the value of the paid offering. Since you already like ______ (insert newsletter, free sample, report, etc) you may be interested in ________ (the thing they're selling).
Use This Technique to Sell Anything
This technique works in a variety of forms. I used it selling cherries one summer at a farmer's market. If I could get someone to try a cherry, they would buy a bag. If they didn't try one they usually didn't buy any. I knew I didn't want to take home a big bag of cherries at the end of the day so I made sure to offer everyone a free sample. It's much easier to sell a free sample than the whole bag but that is the very key.
Remember this simple technique when you are selling anything. An idea. A product. An e-book.
Oh, and by the way, would you like to sign up for the Quit Your Day Job newsletter? Learn how to make money online from a pro. It's free at www.QuitYourDayJob.com
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