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Other Added - It's All in the Orchestration
Some people may be ready to buy your products/services right away. But what do you offer to the rest of the people who are interested but want to know more? Creating a structured sales process for your business may not seem like an important component of creating and attracting more potential clients and I can promise you, it is.Here’s what frequently happens. People may be interested in knowing more about what your business has to offer but they are busy. They don’t have time to find your phone number and call you or spend time navigating through your website trying to figure it out how to find out more, so they do nothing.When you are clear about your sales process, and can communicate it easily and consistently, you will feel more confident and you will be able to make a connection with your prospective clients.People need to know what action to take if they want to know more. Make it simple and make it easy. People appreciate structure and like to know what they can expect.Begin to define your sales process by deciding on the first step. The one action you want every person who is interested in your business to take. Make it something that delivers value. Here are some ideas about what you can give to prospective clients:1. Offer a free sampl
Cloud
Customers would rather not lose something than save something. If offered the choice to not lose $100, or to save $100, the customer will choose the not lose option. This is an important marketing understanding. Always communicate the consequences to the customer of going without your product. The fear of loss is a much stronger buying motive than the potential to save.For example, take the storm window manufacturer who claims its double-paned windows "Will save you $2.00 a day in reduced energy consumption." It is more effective, more memorable, and more compelling to say, "You are losing $720 a year with your old single-pane windows. Try ABC Double-panes." The gauge and controls company that says, "New Spillex Controller prevents overfilling, saving you hundreds of dollars in cleanup costs," would generate more inquiries and more sales using, "Overspilling spills your dollar bills on the ground. New Spillex Controller stops your loss."Every benefit for every product can be dollarized. Every benefit for every product can be expressed in the dollars and cents and delivers to the customer. Every benefit can be calculated to show the economic value to the customer. The benefit can be presented as a saving for the customer, or as the cost of going without the solution.It
As with just about any skill, to a great extent that’s true. Natural ability is always helpful. But natural ability is not what carries the day.
One of the best speakers I’ve heard in a long time is Michael Cloud, who is also a first-class speechwriter. A couple of weeks after I heard him speak, Michael sent me an excellent article he wrote titled “The 7 Deadly Public Speaking Sins ... and How to Avoid Them.”
I don’t have room to review all seven sins here, but I can tell you that the first deadly sin he lists is the failure to practice properly. He says that a lot of speakers simply don’t practice enough. Others practice cavalierly and haphazardly, merely going through the motions. And — incredible as it may seem — some speakers don’t practice at all.
Cloud g
The boom in home based businesses for women could be due to the fact that more women want to be able to stay at home with their children without sacrificing a career. Many want more flexibility, independence and control, instead of being told what to do. It is a way to escape the glass ceiling of the corporate world.A women owned business from home gives many women the opportunity to have the best of both worlds - they can seek a career and follow their dreams, bring supplemental (or main) income into the home while still spending time with the children.However, you must have a high level of discipline and motivation to be able to run a successful home based business. There will be inevitable distractions from children, household chores or visiting friends.Here are 4 tips to starting a women owned business from home.Business planningThe key to starting and running a business is proper planning. You can find plenty of tools and resources online to help you develop a business plan.You need to identify your business goals and objectives, business structure, strengths and weaknesses, marketing strategy and financial management.Time managementManaging your time is crucial. It can be very tempting to walk away from your work to take care of
As with just about any skill, to a great extent that’s true. Natural ability is always helpful. But natural ability is not what carries the day.
One of the best speakers I’ve heard in a long time is Michael Cloud, who is also a first-class speechwriter. A couple of weeks after I heard him speak, Michael sent me an excellent article he wrote titled “The 7 Deadly Public Speaking Sins ... and How to Avoid Them.”
I don’t have room to review all seven sins here, but I can tell you that the first deadly sin he lists is the failure to practice properly. He says that a lot of speakers simply don’t practice enough. Others practice cavalierly and haphazardly, merely going through the motions. And — incredible as it may seem — some speakers don’t practice at all.
Cloud
Do your marketing materials make people stop, read and take action?Even in today’s tech-savvy world information is spread through the written word. Customers have to know what your product, service or idea can do for them—or they won’t buy. So whether you’re writing brochures, Web text or anything in between, you need clear, concise, benefits-oriented copy that really sells.Sounds easy, but you’re not sure where to start? Just follow these seven simple guidelines to begin writing words that sell.1) Know Your Audience Before you can sell someone a product, you have to know who they are, what they do, and what their problems are. Why? Because the best way to attract someone’s interest, and business, is to show them how you can solve their problems. So begin by describing your target market, and their needs, in two or three sentences. This will help you keep your writing focused.2) Grab Their Attention Create relevant headlines that are short and to the point. Once you understand your audience and their main motivations—from spending more time with family, to increasing revenues—you can tailor your headlines to appeal directly to their needs or goals.3) State Ideas Clearly Avoid cute or overly clever wordplay. You might get the joke, but
One of the best speakers I’ve heard in a long time is Michael Cloud, who is also a first-class speechwriter. A couple of weeks after I heard him speak, Michael sent me an excellent article he wrote titled “The 7 Deadly Public Speaking Sins ... and How to Avoid Them.”
I don’t have room to review all seven sins here, but I can tell you that the first deadly sin he lists is the failure to practice properly. He says that a lot of speakers simply don’t practice enough. Others practice cavalierly and haphazardly, merely going through the motions. And — incredible as it may seem — some speakers don’t practice at all.
Cloud
Analogy is a powerful way of getting out of a mental logjam and seeing and understanding things more clearly.Many entrepreneurs and owners struggle understanding the difference between working “in a business” and working “on a business.” Working in a business is tactical in nature. It deals with the ongoing issues of what is. Working on a business deals with the issues of what should be or better yet what could be.If you think of the business you are in as a clothes washing machine it might be clearer. Every day you get up at 0-dark-thirty, do your thing and get into work. Working in the business is imagining yourself every day opening the washing machine lid, hitting the on button, hopping in and closing the lid after you. During the day getting through a “normal cycle” is oxymoronic. Someone is always opening the lid and throwing in more dirty wash just when you should be ready for the rinse cycle.At some point, way later in the day than what you planned, someone comes along, opens the lid and extracts you (usually a call from home about a promise you made). And out you climb, still wet and grimy with all the things you just left behind, you go home, do your thing until the alarm clock signals it is 0-dark-thirty again and you get up and do it all over again
I don’t have room to review all seven sins here, but I can tell you that the first deadly sin he lists is the failure to practice properly. He says that a lot of speakers simply don’t practice enough. Others practice cavalierly and haphazardly, merely going through the motions. And — incredible as it may seem — some speakers don’t practice at all.
Cloud
You have all seen them,the sales letters that never ends. They go on and on about how this product can do this and that. The product can often be very good and have all the features you are looking for.But I think that many of the sales letters that have the task of selling products,are too long and boring.* First, it's a long list of problems that you might have, which this product can help you with.* Then there are all the testimonials.I've seen products with 20 testimonials on the sales letter.It's fine with good testimonials, but 2-4 of these are enough in my eyes.*Benefits and more benefits.Some sales letters are just so full of hype and over the top promises about the product, that it just puts me off.*But the most annoying thing is when I can't find the price. It's almost impossible to find.It's often the thing that are mentioned least of all. And sometimes you have to click the buy now button before the price is revealed.It's as if they are afraid you will leave the site if you know the price upfront. If I think the price is too high I will leave anyway. It's of no use hiding it.When I'm looking at a sales letter,I'm skimming all the content. Most of the time I'm just reading the headlines of each paragraph. And I don't think th
Cloud goes on to say that many speakers just try to “wing it.” Their attitude is, “Good enough is good enough.” During a subsequent telephone discussion, he extended this point by telling me something most people might find hard to believe — that the best natural speakers are often the worst-performing speakers.
How can this be? Because speakers with great natural talent usually feel relaxed and in control in front of an audience. Which in turn causes many of them to believe they don’t need to practice.
I can relate to this, because I fell into the overconfidence trap early in my career. From a very young age, I recognized that I had a gift of gab, and I mistakenly believed that this ability was all it took to be a great public speaker.
The end of this ludicrous miscalculation came during a performance in Fort Lauderdale, Florida. At the time, my second book, Looking Out for #1, had ju
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