Sell Without Feeling Like A Used Car Salesman

Written by Julie Chance


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So how can you begin to move your potential customers acrossrepparttar Purchase Chasm™?

Step 1 - Awareness and Knowledge: Before someone can purchase your product or service they must be aware of it. They must also be able to picture in their mindsrepparttar 105636 problemsrepparttar 105637 service will solve for them. And that picture must be enticing enough to motivate them to take that first step. At this phase your objective is to make your potential customers aware of your services and give them knowledge aboutrepparttar 105638 benefits they will gain from working with you. This is generally done through activities where you can reach a large number of people at one time. A major goal at this stage is to collect contact information so you can continue to provide information to help these prospective clients move acrossrepparttar 105639 Purchase Chasm™.

Step 2 - Liking and Preference: Awareness alone is not enough. Potential customers must also have a positive disposition regarding your services. During this phase it is important to maintain consistent contact. Consistency builds credibility. You also want to let prospective clients “sample” your service in order to minimizerepparttar 105640 perceived risk of purchase. You can do this by sending out a regular newsletter (e-mail or hardcopy); sending out a monthly tip related torepparttar 105641 service you provide; offering free or low cost introductory trainings; participating in selected networking events on a regular basis; and offering teleclasses. The important thing is that you are consistently in contact with these potential clients. After all, you don’t want to leave them out onrepparttar 105642 middle ofrepparttar 105643 ladder over a deep chasm without a guide.

Step 3 - Conviction and Purchase: The final step inrepparttar 105644 process is getting those potential customers who have begunrepparttar 105645 journey acrossrepparttar 105646 chasm to actually makerepparttar 105647 decision to purchase. Now it is time to sell. And if you have developed a relationship withrepparttar 105648 potential client throughout their journey, this step should be as simple as reaching out to take their hand as they reachrepparttar 105649 end ofrepparttar 105650 ladder, reassuring them they have maderepparttar 105651 right decision by embarking onrepparttar 105652 journey and asking when they would like to get started. At this point, it is critical that you ask them for their business. If you don’t, they will wonder why you had them takerepparttar 105653 journey. They’ll feel likerepparttar 105654 person inrepparttar 105655 appliance superstore who is ready to make a purchase and can’t find a salesperson.

It may take as many as five to 15 exposures to your product or service for a potential client to move throughrepparttar 105656 process and crossrepparttar 105657 Purchase Chasm™ from lead to loyal customer. The key is to build those exposures so each one matchesrepparttar 105658 level ofrepparttar 105659 process whererepparttar 105660 potential customer currently is (i.e. direct mass media activities to potential customers inrepparttar 105661 awareness phase and use personal selling with prospects inrepparttar 105662 conviction and purchase phase).

Writing, speaking and networking are activities that many coaches and consultants enjoy. By systematically using these activities as marketing tools you reducerepparttar 105663 time you actually have to spend selling, you focus your selling activities to people who are actually ready to buy, and it becomes a natural ending torepparttar 105664 relationship building process.

© 2004 STRATEGIES-BY-DESIGN. May be reprinted with credits and contact information



Julie Chance is president of Strategies-by-Design, provides a unique combination of consulting, coaching and training to help clients improve the return on their investment in marketing and promotional activities. For more information or to sign-up for their marketing tips newsletter, go to www.strategies-by-design.com or call 972-701-9311.


10 High Powered Ways To Increase Your Traffic

Written by Eugenijus


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7. Submit your freebie torepparttar online directories that list your particular item or service for free. If you're offering a free e-zine, submit it to allrepparttar 105635 free e-zine directories onrepparttar 105636 internet.

8. Participate on message boards. Post answers to other people's questions, ask questions and post appropriate information. Include your signature file atrepparttar 105637 end of all your postings.

9. Exchange classified or sponsor ads with other free e-zine publishers. If there is a huge subscriber difference between e-zines, one can run more ads to make up for it.

10. Post your ad on free advertising areas onrepparttar 105638 internet. You can post it on free classified ad sites, free for all links sites, newsgroups that allow ads, free yellow page directories, etc.

Quote ofrepparttar 105639 Day:

"Hope is a waking dream." -- Aristotle



Eugenijus Sakalauskas is an established ezine publisher and direct marketer who specializes in developing new ideas and methods on Website Marketing & Home Business Secrets Get FREE infomailto:pluginnetproefit@getresponse.com Support:support@pluginnetproefit.com


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