Six Steps to Creating Online Presentations for Telephone Selling

Written by Roger C. Parker


How much extra money could you make by closing just one or two additional sales a day? You can double, or even triple,repparttar effectiveness of your telephone selling by showing prospects why they should buy from you, instead of just telling them.

Clients and prospects are visually oriented. They process and retain 75% ofrepparttar 120244 information they see, compared to about 15% ofrepparttar 120245 information they hear. There are six steps involved in preparing online visuals you and your prospects can look at online during telephone conversations and teleconferences.

Step 1: Desired result

Start by identifying what you want to accomplish during each phone call. Ask yourself:

•What isrepparttar 120246 primary message I want to communicate? •What action do I want my client or prospect to take? •What information can I provide to convince them to takerepparttar 120247 desired action?

Your answers to these questions will providerepparttar 120248 framework you need to begin preparing for your upcoming calls.

Step 2: Benefits

Next, translate your product or service into benefits they will enjoy if they takerepparttar 120249 action you want them to take. Identify as many different ways as possible your product or service can benefit your client. Be as specific as possible.

Step 3: Framework

Open your presentation program and create an “empty” set of visuals to support your upcoming calls. This will provide a framework for developing your telephone sales presentation.

Don’t be concernedrepparttar 120250 contents of each visual. At this point, don’t stop to fill inrepparttar 120251 details for each visual. Simply create an empty presentation visual and title for each ofrepparttar 120252 points you want to cover in your upcoming telephone calls.

Hint: You may want to create a template with placeholder visuals to help quickly prepare future presentations.

Step 4: Provide proof

Next, go through your presentation framework and complete each ofrepparttar 120253 visuals by adding appropriate text and graphics. As you complete each visual, strive to make your benefits as specific and as visual as possible. Translate your products or services into added dollars and cents revenue, reduced costs, or time savings.

The Internet and Beyond - Mean Business – 12 Tips on Writing Better Brochures

Written by Julia Hyde


Every year thousands of online businesses fail. None of them begin withrepparttar idea they’ll fail, in fact they have high hopes of success, but they fail allrepparttar 120243 same. One ofrepparttar 120244 main reasons forrepparttar 120245 high failure rate is an over reliance on one marketing channel…the Internet.

Marketing isn’t about using one medium. It’s about getting and keeping customers. Yes, Internet marketing can help you can do that but only if you use it in conjunction with other tactical tools. In addition there are thousands of potential customers that are extremely cautious about placing important business or buying an expensive item from an unknown online vendor. That’s one ofrepparttar 120246 reasons why, in order to succeed, EVERY online company must have brochures and other forms of printed sales literature to hand out to customers and prospects.

An online company needs printed sales literature for two reasons:

1. Credibility: People expect a “real” company to have printed sales literature. It's easy to afford spending $60 on business cards, letterhead etc. and call yourself a corporation. But if you want to look like you mean business, you need a brochure of some sort.

2. Time-saving. People want printed material to take home and read at their leisure. Yes, you can direct them to your Web site, but a brochure adds a personal touch, tells your prospect whatrepparttar 120247 product or service can do for them and why they should buy from you. Brochures also support other advertising, direct mail, online promotions, and can be used as a sales tool by distributors. In short, a good brochure sells.

Here are 12 tips on writing a brochure that will support your online marketing efforts, and increase your sales.

1. Know What Your Reader Wants

You must write your brochure or leaflet fromrepparttar 120248 reader's point of view. That meansrepparttar 120249 information must unfold inrepparttar 120250 right order. Begin by analyzing what your reader wants to know. An easy way to do this is by assessingrepparttar 120251 order in which your reader's questions will flow. For example, imagine you own a medical spa facility offering Botox and other anti-aging treatments. You are interested in encouraging your readers to make an appointment for a consultation and/or schedule a treatment. Now, givenrepparttar 120252 nature of your business, your reader will have a lot of questions they'll want answered before they'll consider making an appointment. Your brochure should answer their questions in a logical sequence followingrepparttar 120253 reader’s train of thought. A good way to organize your points is to write downrepparttar 120254 questions you think a potential customer might have, andrepparttar 120255 answers your brochure might supply.

2. Motivate your reader to look inside

The first page your reader will see isrepparttar 120256 front cover. Get it wrong and you've as good as lostrepparttar 120257 sale. Don’t makerepparttar 120258 common mistake of couching your services in technical jargon. Think benefits or thought-provoking statements that motivaterepparttar 120259 reader to pick uprepparttar 120260 brochure and open it. Add a flash that tellsrepparttar 120261 reader there's something inside that will interest them – an exclusive invitation, a free report, special discount or advance notice of sales. Don't be tempted to put only your company logo or product name onrepparttar 120262 front. It won't work.

3. Contents Page – What’s in it

In brochures of eight pages or more, a list of contents is useful. Make your list in bold and separate it fromrepparttar 120263 rest of your text. Userepparttar 120264 contents to sellrepparttar 120265 brochure. Don't use mind-numbing words like "Introduction" or "Model No A848DHGT". Pick out your most important sales point and use that in your heading.

4. Describe Your Product

To help you describe your product draw up a list of product features (facts about your product) and addrepparttar 120266 words "which means that..." after each point. For example, "The cake is made from an original recipe, which means that...it tastes better." Or, "The car has a 300 horse-power engine, which means that...it goes faster." Remember thatrepparttar 120267 purchaser of your product is not alwaysrepparttar 120268 user so there may be more than one benefit for each feature.

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