Do you scrutinize your bottom-line?
Last night a business coach, who teaches entrepreneurs almost everything they need to know about business, asked me to do a segment on marketing. I was provided with specific questions to answer. You may be wondering why me being my background is in sales.
However, when I became a sales trainer, it became evident that marketing skills are the first step to successful sales. And so I began devouring the associated materials to get my business up and running. The past couple of years, I also became very aware of my bottom line and here is what I most recently discovered and shared with the class:
1. If the service is free and it works – that should be #1 priority
2. Hold focus groups by offering trades to attendees to see what else you might include in your repertoire
3. Blogging is almost free, attracts another audience and may be expanded upon for additional products and services
4. Market research your audience(s) to get their profile in order to better deliver what they want and build relationships with them. This equals bringing in additional sales
5. Social media is free and fabulous for attracting an international audience; but the cost is time – guard it closely and hire help as needed
When you proceed from understanding the implication of each strategy you are about to undertake, you will be seen as a leader and an expert in your field. Why? Because others will see you successfully implementing new venues for income serving to speed up your business development. This in turn will bring you additional prospects and clients making you an even more successful entrepreneur.
In summary, watching your bottom line and using effective marketing strategies will provide you with a Smooth Sale!
P.S. For a low cost marketing strategy consider writing an e-book. Open House call (no fee) today at 2:00 p.m. PST.
Click Here to Register
Attract More Sales: Tip #268
Attract More Sales: Tip #267
Did you know to have different generations double-check your headlines on copy?
This came to my attention last night when a woman in her 30′s called to say her much older CEO and COO didn’t like her marketing headline but both failed to explain why. Yet her Manager, who is in her 40′s, did not understand the objection. Instead, she believed the headline was very clever as it tied into a very popular movie. I was called to clarify the situation.
Coming from the older generation, I can’t even bring myself to put those words on this blog because the phrase has a terrible connotation. We all laughed when I explained the “why”.
In case you do not have the time to check with another person every time you write or don’t have someone in your network willing to be candid, take the safe route and do not use slang or current “in” phrases in your marketing effort. Your messaging precedes sales and the last thing you want to do is offend any potential prospect. Everything you do should serve to help build relationships with all of your clientele.
You will attract much larger audiences and convert them to clients when you are either safe in your choices or take the extra time to check the generational gap. When your mindset is headed in this direction, business development will be easy and you will continue to enjoy the Smooth Sale!
Attract More Sales: Tip #266
Job-seekers and businesspeople – please read for making Your sale!
3 elements are required for making a sale or securing the job:
1. Understand the needs of your prospect
2. Uncover the wants
3. Discover their wish list and you will convert your prospect into a client!
Analyze the points above. Anything you want in life is not about you but about how to, in a professional manner, get the other person to buy into your request. It is about building the relationship. Of course other factors include building confidence and trust in you which takes some selling skills, but these three steps will lead you along the right path. You will be communicating as a leader and sending an underlying marketing message that you are the individual with whom they should work.
When you change your mindset from “it’s about you” to “it’s about them”, you will find business development easy and your success rate will soar. In fact, you will soon be enjoying a Smooth Sale!
Announcements:
1. “Heart Based Selling” Webinar Series begins tonight
Fee: $147 / 5-part Webinar Series
Registration required: Smooth Sale Webinars
2. HIRED! How to use Sales Techniques to Sell Yourself On Interviews” coming Sept. 2010
3. “How to Write An e-Book Quickly & Easily” Webinars
Fee: $189 / 6-part Webinar Series
Registration: Call me at (800) 704-1499 to reserve your seat
Attract More Sales: Tip #265
Do you know what to do when a client’s project takes a wrong turn?
Today I am speaking from the standpoint of being a client. I worked very hard to build up my networks on facebook to the total connections of many thousands. Upon sending out only 5 messages to confirmed guests for one of my upcoming webinars, my account was suspended.
I sent a notice of what transpired to someone recently hired to help me believing he had not yet gotten started. I simply wanted him to know a new account may need to be established. This gentleman did the following to my complete amazement:
1. Sent a page from Facebook to help me re-establish my account
2. Called me
3. Apologized for something he did not do
I was on professional sales teams for 11 years and I was one of the few who knew to do this. Everyone else buried their heads and soon quit their jobs. This was the reason behind my great surprise. When you turn around a bad situation, you have a client for life who will communicate to everyone just how good you are.
For anyone new in business, this is the precise steps you must take to maintain your relationship with your client, make certain you are still on the same page, and offer your help to make the situation right – whether or not you are at fault!
When you work in the manner described above, your marketing message precedes you. Your business development will seem automatic as your leadership and professional skills will be evident to all. Working for a long-term relationship with your prospects and clients will reap you a thriving business and a very Smooth Sale!
P.S. The professional team belongs to TheWINOnline an internet radio station. Check out their International Convention tab to be held on April 17. Attend, be a show host or ask me about a vendor table to market to highly savvy professionals!
Share on FacebookAttract More Sales: Tip #264
A very bright 13 year old reminded me of the best selling tactics for attracting clients!
In his speech for his Bar Mitzvah, Jed’s theme was, “I learn from past errors, correct them and move on.”
Most grownups tend to punish themselves for not being perfect all of the time, and refuse to try something new in the future. This is the number one way in which entrepreneurs inhibit their business development. Applying what you learn from your own errors and those of others is your quickest path to success.
While it is difficult at networking events to remain humble while others brag about their achievements, you will pick up on many of their success and errors unbeknownst to them. My advice is to be humble, factually state your successes without bragging, and learn from your errors and those of everyone around you, and then set out to make improvements.
Adapting your mindset to this style of marketing-communication puts you in the leadership role and serves to build relationships. You will attract many prospects and clients, and will encourage repeat business, referrals and testimonials.
The 13 year old knows the recipe for a very Smooth Sale!
P.S. Next week we begin two 5-part webinar series:
1. How to Grow Your Business Exponentially – $149 /
Beginning March 29, 6:00 p.m. PST
Click the Link to Register
2. How to Quickly and Easily Write Your e-Book – $189
Beginning March 31, 2:00 p.m. PST
To Reserve Your Seat call: (800) 704-1499
Attract More Sales: Tip #263
Did you know that a book is the #1 way to build credibility for your business and attract new markets?
That is what I read in many marketing materials, so I set out to test the theory. The experts were right! Books attract new audiences or prospects who call to become coaching clients, ask for training or to secure a speaker for their next event. Writing a book is business development at it’s best – easy, becomes passive income and converts to a very Smooth Sale!
So now it is my turn to share my expertise with you. Having originally self-published, I then found a publisher. Each route has its advantages and disadvantages but I can tell you both routes cost thousands of dollars. The e-Book, on the other hand, follows the exact same process for writing but is only a fraction of the cost of the other methods.
I will share my secrets for expertly writing your e-book quickly and easily. Why wait years when you can do it in months?! And with social media expertise – you can more easily market and sell you book which translates to a better ROI all the way around – it’s a true win-win!
At the end of each class, an assignment will be given to prompt and motivate you to get your book written in a timely manner. Quick and easy work: I wrote “Nice Girls DO Get The Sale: Relationship Building That Gets Results” in three months. It was featured in TIME Magazine, translated into multiple languages and sells worldwide. My upcoming second book, “HIRED! How to Apply Sales Techniques to Sell Yourself On Interviews” was written in two months and will be published by Career Press –known as the business book publisher.
Join me for the “Why and How-to Write an e-Book” 5-Part Webinar Series
The fee is $189 or two monthly payments of $90 each.
Dates and times:
Wed, Apr 7, 2010 2:00 PM – 3:00 PM PDT
Wed, Apr 14, 2010 2:00 PM – 3:00 PM PDT
Wed, Apr 21, 2010 2:00 PM – 3:00 PM PDT
Wed, Apr 28, 2010 2:00 PM – 3:00 PM PDT
Wed, May 5, 2010 2:00 PM – 3:00 PM PDT
Each class is recorded and the replay is sent to you within 48 hours.
Reserve your seat by calling me, Elinor Stutz: (800) 704-1499 / Major Credit Cards taken over the phone.
Attract More Sales: Tip #262
Are you clear on what you want?
The other day I sent out an email with the subject line, “Crystal Clear”. Whether you are a job-seeker or a businessperson – the first step to getting what you want is to be clear and specific.
In my upcoming book, HIRED!, I wrote not only do you need to know exactly what you do want, you need to know what you do not want and realize that anything in the middle is up for negotiation.
Your marketing-communication skills for approaching others with your request come first. Hone your message so that it is direct and may be easily understood. This helps business development immensely and will attract additional prospect and clients to you.
When making requests in your personal and business life the same rules apply. However, when you add the sales twist of presenting from the other person’s point of view, it serves to build your relationship. Hence your likelihood of being granted your request skyrockets – and business soon becomes a very Smooth Sale!
Attract More Sales: Tip #261
Do you ask for what you want?
This morning a group of people middle to advanced in years, gathered for breakfast and community spirit. Peter, sitting opposite from me, said, “You are very direct in your communication and know what your want!”
I first said, “Well it comes from maturity.” However I quickly reflected that I have always been direct and clear in my communication. Approaching others by beating around the bush or talking in circles is a waste of time and annoys others.
Instead, I strive to build relationships by listening and honing in what my prospects, clients and friends need. Once I have a clear understanding, I repeat their words back to them so that we are on the same page. Once the confirmation is in place, I know exactly what to deliver and this increases my ability to sell and sell well.
In my personal life, I operate in the same manner. Likewise, when I make a request, without being condescending, I simplify my asking and give a sound explanation for why I am making that request. This is precisely how I am usually able to get what I want whether I am purchasing, selling or negotiating both in my business and personal life.
When you translate your direct communication skills into your marketing and sales efforts, your business development becomes a whole lot easier and you will enjoy the Smooth Sale!
P.S. Our new 5-part webinar series begins March 29 at 6:00 p.m. PST
Fee: Only $149
“How to build a strong foundation and expand your business”
Reservations Required (click here)
Attract More Sales: Tip #260
Helping friends and associates is the best way to build relationships, make new acquaintances and be introduced to influential others. In other words, this is the easiest, non-threatening type of business development I could possibly contemplate.
When you work to assist one another, magic happens. Before you know it opportunity comes your way that would not have otherwise occurred. Friends asked me to announce their events – please see TheWIN and PWI. Next, I have two upcoming and exciting events – should you believe these will help those you know, I greatly appreciate your passing these along!
Visit: http://www.TheWINOnline.com- The women’s internet radio station for which I am one of the show hosts featuring The Smooth Sale Success Show. The station is currently promoting to 440,000,000 people worldwide! They are having an all-day international convention for women at the Los Angeles Westin Hotel on April 17. Tickets are only $35 & $65 for all day. For those who wish to showcase their business as a vendor to 1,500 women, tables are only $350 – a fabulous opportunity to showcase your business in front of so many! Should this interest you, please contact me: elinor@smoothsale.net.
Powerful Women International invites both men and women to their Conference in Paris, France on May 14-15. For those of you who are looking to further develop business internationally, be with motivated peers and want to enjoy a business trip to Paris – this is your opportunity! Berny Dohrman, Founder of CEO Space will be the Emcee.
Smooth Sale Business Expansion Webinar Series – Begins March 29th, 6:00 p.m. PST weekly, Only $149 for all 5 classes. This series is designed to make certain you build a strong foundation and know precisely how to build out to attract new and wider audiences, your prospects, who then become your clients. Included are sales, marketing-communication and entrepreneurial skills for you to build business quickly and easily! Registration is required to reserve your seat.
Smooth Sale Write An e-Book Quickly & Easily Webinar Series
Years ago, I learned that writing a book is the single best way to build credibility for your business and reach larger audiences. This proved to be true. I self-published as well as found publishers. Each venue cost thousands of dollars. However, writing an e-book is a teensy percentage of that amount and the process is exactly the same.
Through 5 webinars, you will learn how to clearly recognize what to write, how to write it and do it quickly. Furthermore, we will develop a partner and collaborative effort to make it safe, easy and fun. You will then be ready to upload your manuscript to Amazon or, I will point your to a publishing program that will help you edit and submit for sale.
Registration is required: Call (800) 704-1499
Classes begin March 31, Time to be confirmed.
Fee: $189 for all 5 classes
Attract More Sales: Tip #259
Are you an artist – proud of your work but unable to ask for money?
Last night, we attended an art show in which our neighbor participated. Art of all types was on display and most was exquisite. But there was something missing.
We asked if there was a brochure containing the images of the art, item numbers and price. The answer was ‘no’ – an interested party must go through a more complex procedure.
On the positive side, the artists were friendly to all, answered questions and worked to build relationships. As far as marketing and communicating the price of their work, well that was lacking too.
On the way out of the exhibit, I said to our neighbor, “Sell a lot!” She of course laughed because that was at the heart of the matter and it appeared not much was selling for anyone. Her artist friends came over and asked me to repeat, “Sell a lot!” I then explained my business, Smooth Sale.
It was immediately evident, that although I hit a nerve with good cheer, they were uncomfortable with my exclamation. They are afraid to ask for money. To remain in business, you must ask – BUT – only after you are certain that your artwork is everything the prospect soon-to-be client desires. When you achieve this, you are exchanging values – product/service/wish list for money.
When you change your mindset to this way of thinking, the process literally becomes a very Smooth Sale!
