Posts tagged "sales"

Have you mastered these 6 tips to close more deals?

March 25th, 2016 Posted by Uncategorized 0 comments on “Have you mastered these 6 tips to close more deals?”

 

We aren’t all natural born salespeople; some of us have to work a little harder than others to close a deal.

If you need a little help getting a new client to sign on the dotted line, try some of these closing tips.

1. IDENTIFY: Be sure you are dealing with the decision maker. I can NOT emphasize this enough.

2. NEGOTIATE: Expect the client to negotiate and respond positively. Don’t view negotiations as a step back; consider them as another chance to educate the client on why you are the right choice.

3. QUESTION: Ask questions and really listen to the answers. Selling, at its core, is problem solving. You can’t solve a problem if you don’t know what it is. Ask the questions and listen to the answers.

4. SHARE: Share success stories. Your new customer wants to hear about past success stories that might be similar to their own situation. The more recent the story, the better. The more closely the story might relate to your customer, the best.

5. COMMUNICATE: In order to communicate clearly about your product and services, you must know your products and services intimately. Get clear on why people should be working with you.

6. UNDERSTAND: Sometimes “no” = “not now”. If a client decides to go in a different direction, don’t walk away mad. You have made a new connection and that relationship could lead somewhere in the future. Make a note to follow up to see how the decision turned out. The point here is not to think or say, “I told you that you should have chosen me/my product.” The point is to show genuine interest.

Having a great product that solves the problem is ½ the battle in sales. Being personable and communicative will help you close more deals and retain more relationships.

Want to avoid a devastating sales slowdown?

March 4th, 2016 Posted by Uncategorized 3 comments on “Want to avoid a devastating sales slowdown?”

SalesSlowdown

If your sales are experiencing a slowdown this time of year, try some of these low-cost tips to re-energize your pipeline NOW!

1. Contact inactive customers to see if you can re-engage them.

2. Improve and/or update your website to help generate more traffic and get more conversions from your site.

3. Implement/re-evaluate your email marketing. Email done right can provide one of your best returns on investment (ROI).

4. Improve Lead Generation with new Calls to Action.

5. Survey your site visitors and existing customers to find out what they need and want.

Now, more than ever you have to focus, improve, and maybe even change what you do to attain, retain and maintain customer relationships. These 5 suggestions can help you turn this quarter around.

Institutional Memory can increase sales

October 23rd, 2015 Posted by Uncategorized 0 comments on “Institutional Memory can increase sales”

Have you been with your company for quite sometime?

Look around you, your co-workers may not have been there when you had those three record years in a row. They may not remember your first year of transitional business when your business increased by 43% and you hit a million in sales for the very first time. Help your co-workers see what can be done, by reminding them what you have already accomplished.

We were reviewing our monthly sales numbers at the end of August and I mentioned that it was a great month. I also mentioned that our sales were about half of what we had done in a particular month years ago. No one at the table had been a part of the company when that high water mark was reached.

Leaders help followers “see” what can be done by reminding them of what they “saw” in the past.

Kevin's Sig

Increase sales with these printed pieces

September 4th, 2015 Posted by Uncategorized 0 comments on “Increase sales with these printed pieces”

Dollar growth chart

Merchants continue to recognize the value of the printed catalog in today’s digital world for a myriad of reasons. It’s a channel that many are using to drive consumers to their website, help build brand awareness, introduce new product lines and increase direct sales. It’s also an opportunity to tell your story and provide helpful tips to your customers.

A recent study by MultiChannel Merchant shows catalogs are just one of the print format merchants will be using in the next 12 months to increase sales. Respondents said postcards (48.2%), direct mail (42.2%) and flyers (37.8%) will be used in their marketing efforts.

Two tracking…nearly 60% of catalog marketers produce digital versions of their catalogs as well as printed. Many merchants are using postcards to help drive traffic to their websites and offered the catalog as a digital download from the site.

If you would like to know more about using catalogs or other printed materials as part of your marketing mix, give us a call at 615-893-4290.

Kevin's Sig

Credit Card Processing Changes October 1st.

August 21st, 2015 Posted by Uncategorized 0 comments on “Credit Card Processing Changes October 1st.”

Credit card device

In a move to improve security, credit cards with magnetic strips are being phased out and replaced with cards containing an embedded microchip. A two-step checkout process requires a special reader, along with entry of a passcode.

If you accept credit cards, October 1st is the date that if you are not in compliance with EMV (Europay, MasterCard, Visa) specifications, you could be held liable for any fraudulent transactions. If you have not already done so, contact your card processor and confirm whether or not upgrades need to be made to your systems.

Kevin's Sig

Singletask your way to efficiency

July 31st, 2015 Posted by Uncategorized 0 comments on “Singletask your way to efficiency”

multipurpose businessman

Devora Zack, author of Singletasking, says that multi-tasking is really just task switching. Multi-tasking seems more efficient, but moving from task to task can zap creativity and reduce your efficiency.

Zack provides the following tips to increase productivity and improve the quality of your work:

  • Commit to one task at a time – Eliminate or ignore distractions.
  • Practice “clustertasking” – Planning chunks of time dedicated to grouped activities (such as email and returning phone calls) will alleviate the need to take care of everything immediately.
  • Divert competing thoughts – Write down unrelated concerns as they crop up, so you can focus on them later.

Stopping multitasking may seem stressful at first, but the benefits of “singletasking” will make you a believer.

Why not give it a try?

Kevin's Sig

Breathing life into dead leads

July 17th, 2015 Posted by Uncategorized 0 comments on “Breathing life into dead leads”

Cardiogram

At one point or another, every salesperson comes across a prospect that shows a high level of interest and then, seemingly out of nowhere, drops off the face of the earth. If you are looking to resurrect a dead lead, try some of these tips:

  • Create an engagement oriented offer. Maybe your lead needs a little more information before they make their decision. Try an offer of a helpful whitepaper, a new point of view, an infographic or experiment with a conversational call to action or a survey.
  • “Dear John.” It may sound counter-intuitive, but if your lead won’t return your calls or respond to your emails, try sending one last email to let them know that while you’ll always be there for them, you’re taking them off the top of your list. It may just provoke them to respond.
  • Keep them on life support. Try creating a “no person left behind policy.” Something inspired them to reach out to you in the first place. You just need to rekindle that interest again. Marketing automation makes it possible to put your dead leads into a recycled lead-nurturing track that can go on from here to the hereafter. Don’t give up—keep at it.

Persistence and the right message can really pay off for marketers. Try mixing up your delivery too. Email is great; email plus a phone call is even better. Add a compelling direct mail piece or hand written note into the mix and get ready to watch your dead leads live again!

Kevin's Sig