Give Them More Than a Sales PitchWritten by Ron Sathoff
If you're like me, you probably get a massive number of email offers each day. Because of this great growth in volume of email, you'll need to find some way to distinguish your email sales message from those of competition. In order to make your sales letter stand out from all rest, you have to find a way to offer your customers something a little "extra."The best way to do this is to offer your customers some sort of information that they can use. This information should be related to your product or service, but shouldn't be directly connected to it. For instance, if you are marketing a piece of accounting software, you might want to offer your customers some useful tax tips or money-saving advice. You could also offer your customers some form of entertainment: amusing stories, "news of weird," interesting trivia, or just a good joke (of course, I'd keep it clean!). Any of these will capture your audience's attention and get them to read your message. Once you have their attention, it will be much easier to get them to read about your offer. You might even be able to turn a series of sales letters into a "lesson plan" or "mini course" for your clients -- most customers won't mind reading a sales pitch at end of each of these messages, as long as they are getting something out of messages -- and as long as they aren't paying to get information!
| | How To Use The Telephone To Find The Right Person And Make The Sale Written by Ron Sathoff and Kevin Nunley
The telephone is probably most personal and powerful selling tool ever invented. You can reach almost anyone anywhere in world in a matter of seconds. You can be helpful, personable, and immediately respond to questions, concerns, and needs.It is no wonder that telephone selling is at heart of business. In many industries and with a big percentage of customers, you can't close deal without a phone call. But what happens when you can't get past secretary to talk with woman who writes checks? Or even after second and third try you are still getting their voice mail? Here are some easy ways to get through to right person and make sale: 1. If you are not sure who has authority to place an order, make several calls. Call management suite. Call purchasing. Have yourself transferred to someone in accounting. Start your question with "Who handles..." Listen closely. You will quickly get a feel for how organization operates and who is in charge of area you are interested in. The last thing you want to do is waste time having multiple phone conversations with someone who can't approve purchase. Taking time to find out who writes checks and how to get through to them can increase your success fast. 2. Write down a short list of points you want to cover in your conversation. You don't need to memorize it. Just keep it in front of you. As conversation progresses, you can use your "talking points" to keep discussion on track and moving toward your goal. 3. Ask questions. The person who is asking questions controls conversation. Listen for prospect to answer, then repeat their answer back to them. Say, "If I'm hearing you correctly, you need......and you're concerned about... Let me answer those concerns." In most cases, once you satisfy their concerns, people place an order.
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