Getting Lucky with Systematic Marketing

Written by Charlie Cook


Continued from page 1

2. Establish Your Credibility Provide proof of how well your services and products work. Testimonials describing results work well. Articles, case studies and helpful tips show people how you think and how you can solve their problems.

3. Prompt Qualified Prospects to Contact You Use your frëë report, test drive, workshop, etc. to prompt prospects to give you their contact information. If they read your ezine, or visit your web site, give them a reason to tell you what they need and want so you can contact them.

4. Stay in Touch Whether a prospect came to you as a result of an ad, referral, web search, or a mailing, regularly send them mail or email and demonstrate your expertise with ideas they can use.

5. Educate Your Target Market to Create Demand One ofrepparttar biggest barriers to salës is that your prospects don't know you,repparttar 120226 range of your services you provide, or why they need your products and services.

Prospects won't hire you if they don't understandrepparttar 120227 need orrepparttar 120228 benefit. Use your regular communication to educate prospects aboutrepparttar 120229 problems you solve and to create a perception of need on their part and then they will want to use your services.

Still waiting to get lucky with your marketing? Use a systematic approach to marketing your business and generate a steady and reliable stream of clients and customers.

The author, Charlie Cook, helps service professionals and small business owners attract more clients and be more successful. Sign up for the Frëe Marketing Plan eBook, '7 Steps to get more clients and grow your business'at http://www.marketingforsuccess.com 2004 © In Mind Communications, LLC. All rights reserved.


The Presentation After the Presentation

Written by Stephen D. Boyd


Continued from page 1
Sometimes you will have a listener raise his or her hand and instead of asking a question will make an extended comment—or a speech. This person has no question. A way to handle this is to watchrepparttar person’s speaking rate, and when he or she takes a moment for a breath interrupt with “Thanks for your comment….Next question?” Look torepparttar 120225 other side ofrepparttar 120226 room andrepparttar 120227 long-winded speaker is not sure whether you interrupted him or whether you really thought he or she was finished. Do not allowrepparttar 120228 person to continue withrepparttar 120229 “speech” because it will deprive other members ofrepparttar 120230 audience ofrepparttar 120231 opportunity to ask questions. Don’t evaluate questions. Avoid saying “That was a great question,” or “Good question.” Ifrepparttar 120232 next person asks a question and you give no positive adjective, thenrepparttar 120233 person may think you did not approve ofrepparttar 120234 question and that could stifle others from asking questions. If you want to affirm a specific question, simply say, “Thanks for asking that question.” Make everyone feel equally good about asking questions. Consider having your conclusion afterrepparttar 120235 question and answer period. This technique allows you to controlrepparttar 120236 end of your time in front ofrepparttar 120237 audience. Instead ofrepparttar 120238 last question,repparttar 120239 audience receives your prepared and planned conclusion. Say, “Before I make some concluding remarks, who has a question to ask?” Then when you takerepparttar 120240 amount of time you want forrepparttar 120241 question and answer period, go back to your conclusion. Thus you can end in a positive and upbeat way rather than trailing off with “So if there are no further questions, I guess that’s it….” Always maintain control ofrepparttar 120242 speaking situation. When you open your presentation for audience participation, there are risks of losing control. Anticipaterepparttar 120243 unexpected. Plan ahead as much as possible. Look at your content and think about likely questionsrepparttar 120244 audience will ask. Prepare your own questions to ask. Don’t be afraid to say, “I don’t know,” and move on torepparttar 120245 next question (You might add that you will be glad to get back to them with an answer at a later time). Be up front with a questioner if you thinkrepparttar 120246 question is not relevant and in a kind way say so. Your response might be, “Actually, that question doesn’trepparttar 120247 fitrepparttar 120248 context of our discussion.” Work hard not to lose your temper with someone who is trying to make you look bad byrepparttar 120249 question asked. Remember that many speaking situations really involve two presentations:repparttar 120250 formal presentation andrepparttar 120251 question and answer period. Insure success with both presentations by using these techniques forrepparttar 120252 question and answer period.

Stephen D. Boyd, Ph.D., CSP, is a professor of speech communication at Northern Kentucky University in Highland Heights, Kentucky. He works with organizations that want to speak and listen more effectively to increase personal and professional performance. He can be reached at 800-727-6520 or visit http://www.sboyd.com for free articles and resources to improve your communication skills.


    <Back to Page 1
 
ImproveHomeLife.com © 2005
Terms of Use