You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all?
Engineering Your Marketing
When I was seven one of my favorite ways to spend a hot summer...
You're in a meeting with a promising prospect. You review the project and the services you provide and then, just when you're hoping to get the okay, the prospect raises an objection. They may tell you:
"I haven"t got the time right now."
"Send me a written proposal and I'll think about it."
"We already have a supplier."
"We prefer working with a larger company."
"Its too expensive."
"We really...
Can you imagine you're ninety years old and still hiking up mountains with your grandchildren, bench pressing more than most twenty year olds, and making millions of dollars?
Recently Jack LaLanne, America's first TV fitness guru, turned ninety. Not only is he still sound of mind, in great shape, he's made millions and is still earning more. How does he do it?
You know it is important to eat...
During the summer Olympics I watched the men's and women's hurdles. I'm always impressed by these athletes' ability to run at full speed and leap the hurdles without breaking stride.
But each time I watch this track event, I have the same reaction. If they just went out on the track and removed those barriers, it would be a heck of lot easier to get around the track. The athletes could run...
You've got a great product or service that beats the competition by miles. Once you get in front of people or get them on the phone, they're sold. The only problem is you're not getting enough of those initial conversations with prospects started so you can convert them to clients. Instead of having your phone ringing of the hook with requests, you feel like your firm is the best kept secret in...
You've got a web site; and you want to attract lots of people to visit it so you can grow your business. But you're only getting a handful of visitors currently. What is the first thing to do to help people find your site?
A top listing in the search engines, especially in Google, can increase visitors to your web site and help. Let's say you sell web design services. If your site was at the top...
"I hate making marketing calls. I don’t know what to say and how to say it. I’ve been assigned to find new clients and in the past 4 weeks I brought in zero new clients."
Do you ever feel this way?
Are you tired of being turned down?
Are you frustrated by your limited success selling on the phone?
Making any of the mistakes below takes the fun out of your job and can kill your sales.
1. Using...
In early-August, I got a call from Barbara at the Association of Management Consultants wanting to know whether I was interested in running a marketing workshop for their members. I asked how she had gotten my name; Barbara told me Jeff had referred me. When I mentioned that I had met Jeff over two years ago, Barbara said that I sure was lucky he still remembered me.
Luck had nothing to do with...
If you are like most service professionals and small business owners one of your primary concerns is generating as many leads as possible. And that may be your biggest mistake, resulting in wasting time on unqualified prospects and working with to many clients you wish you didn't have to.
Bill is a financial advisor looking for clients. Working from his stack of leads he picks up the phone‘ and...
Imagine that you ran an ad, mailed a brochure, or sent an email ad to a new list of people who fit your target market profile and everyone who saw it responded right away and made a purchase.
Has this ever happened to you?
Of course not. The first time people hear about your products or services is the least likely time for them to buy.
When you go out for a night on the town, do you go to...
If sending email to a mailing list is part of your markëting or business building strategy, you want to make sure your messages are reaching your audience. Are your readers getting your emails? Due to the proliferation of sp@m, ISPs (your web access and email provider) have added content checkers to try to reduce the flow of unwanted mail. In principle this is a good idea. In practice, lots of...
If you live in a small town like mine on the Connecticut coast, you will spend the 4th of July watching fireworks, along with everyone else in town. Why is it that people love fireworks? Fireworks grab attention with a dazzling display of color and lots of noise. Unlike the sparkers you can hold in your hand, the sound and size of fireworks can't be ignored. Imagine if your marketing was as...
Bob from Ottawa wrote to ask, "What is the most effective way to advertise locally at a friendly price. Thinking of postcards..." Bob has an unusual business. He paints murals on the walls of children's bedrooms. While his occupation is unique, his question about the best way to spend advertising dollars is not. I regularly get the same query from realtors, executive recruiters, and other service...
You're at a networking meeting and someone asks for your business card. You hand them a fairly typical card with your company's name, your name and title, and contact information on it. What happens next? Do they get in touch with you? Do they become a client? Nine times out of ten, the conversation ends when you hand someone you've just met your business card, and you never hear from them again....
SECRETS OF BUILDING AND MAINTAINING MARKETING MOMENTUMBy Charlie Cook Some people seem to steadily increase their income whileothers just make enough to pay the bills. What's thedifference between the people who make millions and thepeople who struggle all their lives to get ahead?If you want to attract more clients in order to build amore profitable business you need three things. You needclear...
