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Suggest You - Sales Secret?
As a consumer we often shop at our favorite stores and go to our favorite restaurants. Many times we make a choice solely based on the customer service we get and other times it is a combination of customer service and product. Nevertheless, the customer service aspect of it all is paramount and what keeps us coming back.As business owners we must remember these things and why customers come to our establishments or hire out our services. Ask yourself when looking at a customer; Did your customer come for the customer service? Are they here right now because they wanted to do business with you because you treat the
Alas, things change. Fidelity and Vanguard are still leaders in the mutual fund industry today. They are not, however, the only game in town any more. Fidelity and Vanguard actually have to sell their services these days; they have to differentiate themselves, articulate the benefits
'Touched for the very first time'Call it what you want, but few pop stars and fewer businesses have understood the intricacies of Madonna's genius of reinvention and the inevitable end of the business cycle. Learn from the branding expert.While Madonna soars, everyone else seems to stumble, bumble and disappear down a deep, dark hole.So, what is it about Madonna Incorporated that has allowed it to consistently reap profits for over 18 years on the trot? And is there something we in business can learn about branding from the chameleon of pop music?================================ What Madon
Follow-up. Yes, FOLLOW-UP!
How many networking events, client meetings, etc., have you attended where you made solid contact with someone that is a candidate for your services or products? They may not have run at you with their check book, but they fit your “good client” profile. What did you do? Trade business cards, chit-chat and then… what? You took all those business cards you collected back to your office and added them to the box, the folder, the heaping pile of other cards from other events….. If you’re really good you may have actually entered the prospect’s information into a contact database. But, do you have a process in place to follow up with these people, especially those who weren’t ready to write you a check on the spot?
A successful sales person has to have a process – an order taker does not.
For example: In the early to mid-‘80s Fidelity and Vanguard funds were THE 401(k) provider of choice. This was, in large part, because Fidelity and Vanguard started the “bundled 401(k) program” by including all the participant recordkeeping, compliance and administrative services for “free” if their funds were the plan’s exclusive investments options. For the next decade, Fidelity and Vanguard needed “order takers” to sign up new clients; people who understood business and 401(k) programs. There was no selling involved. Their “sales” reps were fielding calls left and right and if they didn’t follow up on an inquiry, there would be ten other calls coming in the next minute. Ah, those were the days…
Alas, things change. Fidelity and Vanguard are still leaders in the mutual fund industry today. They are not, however, the only game in town any more. Fidelity and Vanguard actually have to sell their services these days; they have to differentiate themselves, articulate the benefits
If you're looking into making the petite modeling industry your career and are wondering what you should bring to your first photo shoot then this article is for you.Don't take this lightly. Your first impression needs to be a good one. You want to show the client that you will do whatever it takes to get the job done the way he wants it done. Usually the client will give you a list of what he needs you to wear. If you do not recieve a list of items you need to ask for one. This is very important to your career, if word gets out in the industry that you didn't do the job like the client wanted it done then other cl
A successful sales person has to have a process – an order taker does not.
For example: In the early to mid-‘80s Fidelity and Vanguard funds were THE 401(k) provider of choice. This was, in large part, because Fidelity and Vanguard started the “bundled 401(k) program” by including all the participant recordkeeping, compliance and administrative services for “free” if their funds were the plan’s exclusive investments options. For the next decade, Fidelity and Vanguard needed “order takers” to sign up new clients; people who understood business and 401(k) programs. There was no selling involved. Their “sales” reps were fielding calls left and right and if they didn’t follow up on an inquiry, there would be ten other calls coming in the next minute. Ah, those were the days…
Alas, things change. Fidelity and Vanguard are still leaders in the mutual fund industry today. They are not, however, the only game in town any more. Fidelity and Vanguard actually have to sell their services these days; they have to differentiate themselves, articulate the benefits
Your breath catches in your throat — at last, an interview! Elated, you write down the time and place of the interview, who to ask for, say thanks, and hang up!But, wait, it’s such short notice, and you haven’t been interviewed for ages. Too, you never did get around to practicing. How can you possibly prepare in time to perform well? You hesitate to call them back to reschedule—that might not look good. You feel the anxiety building, even a little panic. What should you do?Here are three easily remembered tips that will help a lot.Relax. Remind yourself that you would not be inte
A successful sales person has to have a process – an order taker does not.
For example: In the early to mid-‘80s Fidelity and Vanguard funds were THE 401(k) provider of choice. This was, in large part, because Fidelity and Vanguard started the “bundled 401(k) program” by including all the participant recordkeeping, compliance and administrative services for “free” if their funds were the plan’s exclusive investments options. For the next decade, Fidelity and Vanguard needed “order takers” to sign up new clients; people who understood business and 401(k) programs. There was no selling involved. Their “sales” reps were fielding calls left and right and if they didn’t follow up on an inquiry, there would be ten other calls coming in the next minute. Ah, those were the days…
Alas, things change. Fidelity and Vanguard are still leaders in the mutual fund industry today. They are not, however, the only game in town any more. Fidelity and Vanguard actually have to sell their services these days; they have to differentiate themselves, articulate the benefits
When developing sales teams is important to motivate them to the point that they are not intimidated by buyers or hostile potential customers. Over motivate a sales team and putting unrealistic goals on to them can cause a train wreck with your sales force.It is important for you as a salesperson to understand that you need to push yourself to strive for more success in your sales, yet be careful to adopt unrealistic sales goals that may cause you pain or too much temptation to cross the line in your ethical sales processes.There is no way that you can run a successful set of sales goals if you are hypervent
Alas, things change. Fidelity and Vanguard are still leaders in the mutual fund industry today. They are not, however, the only game in town any more. Fidelity and Vanguard actually have to sell their services these days; they have to differentiate themselves, articulate the benefits
Conflict Resolution is a skill set necessary for survival in today’s business world. The ability to recognize conflict, understand the nature of conflict and to be able to bring swift and fair resolution to conflict will serve you well as a senior executive or entrepreneur. In today’s blog post I’ll share my perspective on the art and science of conflict resolution.How many times over the years have you witnessed otherwise savvy professionals self-destruct because they wouldn’t engage out of a fear of conflict? Putting one’s head in the sand and hoping that conflict will pass you by is not the most effective method
Alas, things change. Fidelity and Vanguard are still leaders in the mutual fund industry today. They are not, however, the only game in town any more. Fidelity and Vanguard actually have to sell their services these days; they have to differentiate themselves, articulate the benefits unique to their investment philosophy and yes; they are even known to negotiate on price now and again.
If you’re business is not the only game in town and responses to your audio logo or elevator pitch don’t normally include “Yes! That is exactly what I need; how much?”, I guarantee you can increase your business significantly by just following up correctly.
Selling is all about trust and relationships. When you follow up it is important to:
• Be consistent. Follow up is a process. It isn’t a single call. You want to develop an ongoing and positive relationship with your target market. You and your business should be first-in-mind when the need for your product or service arises. Consistency is the key here.
In addition, follow up isn’t just for prospects. For most companies, developing new business with existing clients costs less than half of what it costs to win new clients. Don’t forget your current customers!
• Be genuine. People like to do business with people they like and trust. Get to know your client and prospect and develop an understanding of the issues and challenges they face. Don’t try to be something you’re not and don’t misrepresent your product or service. This might sound like a no-brainer, but even the slightest omission or exaggeration can kill a relationship.
• Focus on adding value, not on closing the sale. Follow-up doesn’t mean ‘close the sale’. You follow up to stay in touch, provide information and develop the relationship. Doing all of these things will bring you closer to closing the sale, but you and your prospect will arrive at that point together; you won’t be dragging them there. Going for a ‘close’ before your prospect or
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