Secrets of Promotion

Written by Christopher Given Dip in Bus Admin, Cert in Mgt, ACMI

Continued from page 1

A lot of time, effort and energy will be spent on encouraging prospective customers to contact your organisation. When they do call, everything about their contact must go well. This call represents a range of opportunities, from an immediate order to securing follow up business forrepparttar future.

We will now look at how to make this kind of call sales focused.

Your voice is an important asset. But it's not enough just to be well spoken and polite; every call must be treated as if there is a genuine purchaser atrepparttar 127191 end ofrepparttar 127192 phone line. You need to go about it in a way that makes what is being offered truly beneficial.

Every call needs planning.

Advantages of planning

§it overcomes nervousness §it assists ability to think/react more quickly §it helps prevent being sidetracked §the call is more customer focused

This will help you deal with most situations that occur without floundering. Long pauses and extended time while thinking makes you seem unprepared and unprofessional. Planning and practice isrepparttar 127193 key. Do not adopt a scripted approach (customers will spot this at once and do not like), you should respond, yet controlrepparttar 127194 direction ofrepparttar 127195 call towards a specific objective. Please remember to be genuine when dealing with people, customer service and sales is obvious - you cannot avoid or disguise a sale, because sooner or laterrepparttar 127196 customer will want to know aboutrepparttar 127197 nature of your call. Ifrepparttar 127198 customer senses that you are just there to sell them something, they may not feel you have their best interests at heart and will go elsewhere because of it.


§Have product literature and customer details at hand §Make sure you're aware of objectives §Know your product/service inside out §Be ready to handle objections §Listen to whatrepparttar 127199 customer wants

Now, if you haverepparttar 127200 customer's attention and they are willing to talk at some length,repparttar 127201 sale is actually almost complete. The intention is now to conductrepparttar 127202 call inrepparttar 127203 way you want (make it persuasive), yet make it a callrepparttar 127204 customer enjoys too (it meets their expectations). Don't think you will make a sale every time. It is unrealistic plus you will set yourself up for failure,repparttar 127205 art is to provoke interest, not to badger.

First reply

When answeringrepparttar 127206 first call, you must make a link to what is being said there, avoid repetition of information likerepparttar 127207 customer's organisation name, if it has just been mentioned. Have a pad and pen handy for note taking - A MUST

The purpose ofrepparttar 127208 first reply

§To welcomerepparttar 127209 customer and put them at ease §To make it clear you are there to assist them and not just sell them something §Giverepparttar 127210 feeling of effectiveness - makes you look effective

Include a greeting - ‘Good Morning' - clearly state your company name, personal name and end with ‘How can I help you' Listen to whatrepparttar 127211 enquiry is about and then move on promptly to what you can offer.

Importance of Communication

Communication is a complex area for discussion, because we are usingrepparttar 127212 very function to study itself. Communication isrepparttar 127213 transfer of an idea, in my mind, to yours, so hopefully, it will be understood. Good communication occurs when ideas are transferred and understood. Bad communication has many causes, but it involvesrepparttar 127214 non-arrival of a message orrepparttar 127215 arrival of an inaccurate message.

Care should therefore be taken to ensure thatrepparttar 127216 language used is withinrepparttar 127217 understanding ofrepparttar 127218 receiver. One ofrepparttar 127219 most common problems of communication is not taking responsibility to understandrepparttar 127220 message. If I throw a ball to you, you will need to catch it in order for us to winrepparttar 127221 game. So, who's responsibility is it for us to win that game? The answer is both ours. Let's assume I throwrepparttar 127222 ball, and you drop it, is it my fault if you fail to catch it? You, asrepparttar 127223 catcher may think so, especially if you fumblerepparttar 127224 ball. I may have thrown it too fast orrepparttar 127225 direction may be slightly more torepparttar 127226 right than left. Then I may feel I've maderepparttar 127227 best attempt to throw, so that you may catch it, so I will blame you if it is missed. This isrepparttar 127228 usual way people see things, people always blame each other for silly things that could be put right or avoided altogether. All it takes is a little thinking about what is being said and how you say it.

Once we know how to communicate, we need to find out a customer's needs and wants, if cutomer service and sales can be attempted at all.

This article forms part of my e-book, and is available by contacting me.

Christopher Given is a Marketing and Promotion Expert.

He's worked for Major UK organisations such as Taylor Nelson Sofres Marketing, Olympus Sport International in total 10+ companies in all.

This article can be used by anyone providing the link to website isn't removed.

Communicate The Problem...Get The Client

Written by Irene Brooks

Continued from page 1

Package your services verbally so that you can communicate in a crystal-clear fashion what you can do for your prospective client in a nutshell.

Here is one thing that you MUST do:

Communicaterepparttar problem, thenrepparttar 127190 solution. This approach works so well because people are living in, thinking about and totally immersed in their problems. So, if you relay a problem clearly and quickly and show that you do indeed understand that, you’ll get their full attention in a heartbeat.

Be as specific as possible.

“I work with organizations that are facingrepparttar 127191 many challenges ofrepparttar 127192 slow economy.” Will not get yourepparttar 127193 same result as, “I work with small to mid-sized business owners who are struggling to get clients”.

Now, you're getting someone’s attention.

Then you follow up withrepparttar 127194 flip-side ofrepparttar 127195 problem…the solution. If you can now show your prospect through logic, examples, testimonials and case studies that you do indeed have a solid solution to this problem, you will get that person’s ear…and business.

Here is an example of a good answer to “what do you do?”:

“You know how a lot of small businesses struggle to find new clients? I have a service that guarantees them new clients.”


You’ve gotten their attention. You notice now that their body language changes. They lean toward you as they talk, there is a warm glow in their eyes. You’re speaking to a small business owner who happens to be struggling to find new clients. He asks you “How do you help small businesses get clients?”

“Good question…”, you say.

Again, I caution you to stay away from your process. Continue talking aboutrepparttar 127196 benefits that working with you provide.

The processes are for later…much later.

If you remember that this is about your customer, and not about you, and you engage your prospect by asking connecting questions about their problems and linking them torepparttar 127197 benefits of working with you; you will haverepparttar 127198 perfect opportunity to explore a great business relationship.

Irene Brooks is President of 3-D Success Partners. A firm that specializes in helping small businesses to create a constant flow of customers without wasting time or money on ineffective marketing techniques. You can contact Irene by calling 919-894-1732 or by e-mail

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