|
|
|
Beach Access Leasing Option Appeal to Small Manufacturers
E-Z-MRP, the leading manufacturing software system for small manufacturers, announced a new pricing and product structure. According to Rocky Smolin, founder of Beach Access Software, makers of E-Z-MRP, “We see a distinction between those small...
Benefits of Article Writing for your Home Business
Benefits of Article Writing for your Home Business Copyright © Ian Canaway Once you learn the benefits of article writing, you may want to open a home business based on your writing skills. The road to riches may be yours when you identify the...
Feng Shui Office
Things to take into account at the time to look for feng shui office harmony.
At the time to look for feng shui office harmony, there are many important things to consider and to use in order to achieve your search for harmony goal. Through...
Home Equity Loan Improvements
It's time for home equity loan improvements There's more Regulation Z compliance on the way, courtesy of the Home Equity Loan Consumer Protection Act. This fall banks will have to implement the new home equity loan disclosure rules the Federal...
How Do I Bring Consulting Into My Lease Purchase Business
As you are making your cold calls on property, you will run into sellers that are having a hard time selling, however, the numbers just don't work for you to take on the deal. Do you just say, "I can't work with those numbers".
Heck, no. In...
|
|
| |
|
|
|
|
|
|
Where Did The Customers Go?
Every month I volunteer my services at the local "Entrepreneurship Center". This is a municipally funded program and an excellent resource for budding entrepreneurs. It's a one-stop shop, almost like a shopping mall for anyone wanting to start a business. I spend 2-3 hours at the center, by doing an introduction to Sales and Marketing course. Many of the participants are already in business and still others are just getting their feet wet. During these sessions there is a common question that will weave it's way into the discussion. In good times it usually comes closer to the end of the presentation. This month's session however was dramatically different.
I'm sure it's my fault the question came up so early. Always liking to be in control of a presentation and the flow of a training session, I shouldn't have been so surprised. I had a feeling it was on everyone's mind. It's been on my mind. What I didn't anticipate was the how fast the challenges have been changing for small business people who sell.
The question I asked was: How has the current state of the economy and the events of September 11 affected your business. The answer was unanimous and it came quickly: " Where are the Customers? Its impossible to get a hold of anyone, its like they're hiding." was the response. I've experienced it too. Where did the customer go? After all the planning is done and the marketing started there comes a point where you actually have to start talking to your customers. Although getting a "hold' of a prospect on the phone has always been a challenge, it's getting much more difficult in these uncertain times.
In the past the market was filled with enthusiasm, a new product or service often had a customer calling you. Businesses were hoping to gain any market advantage they could or at least keep up with the pack. When times are good there is an emphasis on the backend of the sales process. Sales people are concerned with questions like, "How do I enroll and compel my customers to do business with me?" They tend to be interested in learning about qualifying, presentation tips and how to close the deal.
In times of uncertainty and down markets the emphasis switches to the front end of the sales process. They ask questions like, "My customers don't have time for me, they seem more preoccupied. How can I engage them?"
Caution: If you are thinking that there is a substitute for a sound sales process and smart work, you'll be disappointed: In times of FUD (Fear Uncertainty and Doubt), becoming skilled at engaging good customers is going to differentiate you from your competitors. The lively conversation following that question brought us to these conclusions. Here are some ideas that you can put to use immediately to engage good Customers.
What you sell has to have a strong value proposition for the market you are targeting.
Revisit your message. What is it that you do for the customer? Is your marketing collateral and messaging relevant to customers right now? Customer are hunkered down waiting for the storm to pass, they aren't
going to make themselves available unless you can make a BIG FAT CLAIM that immediately grabs their attention. Take the time before you start to update your selling propositions to reflect what is happening today. Give your customer a compelling reason to come out of hiding.
Revisit your "Perfect Customer" Definition: Who is actually buying your product? Is the target market you defined when you started still applicable? You can't afford to make calls on someone who doesn't need or want your product or services. Take a look at your contact database and work on the existing customers and potential prospects that most closely resemble that "Perfect Customer".
Use Technology to "Warm Up" your Calls
It's hard to break through the Preoccupation Barrier. Until you grab a prospects attention you're just an interruption. You already know how many times this happens each day. In a face to face sales call the prospect may already be aware of what potential value you might bring. In a single phone call you don't have the luxury of top-of-mind awareness. The question is, how do you do that?
In the past a single call might have been enough. If you didn't connect you went on to the next potential customer. But nowadays, you have a much better choice. You can use technology to design a campaign of multiple touches with multiple media types. Use a combination of direct business letter, email and voice mails to prepare your customer for your upcoming call.
Better yet, a well crafted message, (a BIG FAT CLAIM that that solves a current problem) sent in a combination of e-mail, voice mail and good old-fashioned phone calls that pull your prospect to a web site that sells will work wonders. Create a specific web page that reflects your offer and include an audio/slide presentation that the visitor can control. Use letters, email and voice mail messages to drive visitors to the offer page and track the results.
Make time to do the things that need to get done.
The last idea that we came up with at that session is the easiest to implement, but also the hardest to do. The first sales trainer that I ever saw said there is a simple reason for a salesperson success. He said, "Successful people have formed the habit of doing what unsuccessful people won't do." If you want to guarantee your success in good times or bad, form the habit of making a certain number of calls by a certain time each morning.
Keys to Success
In tough times revisit your basic assumptions. Re-evaluate your marketing messages; use all of your selling tools. Form the habit of making good calls on good prospects. Here's the point: Customer are still buying, make sure they're buying from you.
About the Author
James Maduk is one of North America's leading sales speakers. He is the creator and publisher of more than 80 streaming sales training courses, broadcasts VirtualSelling Radio and has just released his latest book, "52 Secrets Your Mom Never Told You About Selling". You can reach James at (613) 825-0651 or view his Web site at http://www.jamesmaduk.com.
|
|
|
|
|
| Finance - Leases-Leasing Ezine Articles |
| EzineArticles.com allows ezine or email list publishers to upload or download free expert content that can be used within email newsletters or websites. |
| ezinearticles.com |
|
| Finance: Leases Leasing Articles from EzineArticles.com |
| http://ezinearticles.com/?cat=Finance:Leases-Leasing Free Content For Your Ezine or Website http://creativecommons.org/licenses/by-nc-nd/2.0/ Why use your ... |
| ezinearticles.com |
|
| Leases Leasing - Money & Finance Articles |
| Leases Leasing - Money & Finance Articles. Money & Finance | Accounting & Payroll | Bankruptcy | Business & Loans | Credit Tips | Currency-Trading ... |
| www.article99.com |
|
| Finance » Leases Leasing » Absolute Article Directory |
| Absolute Article Directory: Finance, Leases Leasing. |
| www.absolutearticle.com |
|
| - Leases-Leasing |
| By David Springer | On January 29, 2006 | In Leases-Leasing | Rated. Short on cash, but need equipment? Consider leasing what you need. ... |
| www.articlebar.com |
|
| Leases Leasing |
| You are here: Article Directory arrow Article Directory arrow Finance arrow Leases Leasing ... Leases Leasing. Articles ... |
| www.rumorist.com |
|
| Long Term Car Rental Italy Auto Rentals Leases Leasing Rome Milan ... |
| Long Term Car Rental Italy Auto Rentals Leases Leasing Rome Milan Florence One Way Paris London Frankfurt Madrid Lisbon. |
| www.ideamerge.com |
|
| europe car rental leases leasing one way rentals long term renault ... |
| pictured is the Renault Laguna Estate, With Renault tax-free, short-term auto leasing you get the exact, brand-new vehicle you reserve, plus unlimited miles ... |
| www.ideamerge.com |
|
| Private Fleet - Finance, Insurance, novated leases, leasing, CHP ... |
| New Car Broker Australia. Private Fleet sales discounts on your new car purchase, no haggle, no hassle saving $1000s off all new and used cars for private ... |
| www.privatefleet.com.au |
|
| Projector Leases, Leasing Companies for LCD, DLP, LCOS projectors |
| Projector leasing programs and services. Choose a company. |
| www.projectorcentral.com |
|
| Category: leases-leasing |
| Category... leases-leasing. Results 1 - 3 of 3. Search took 0.01 seconds. Page 1 of 1. Buy or Lease: Which Automobile Transaction is Better? ... |
| www.articler.com |
|
| John Dellagnese & Associates: offices, officespace, lease, leases ... |
| It takes two companies to bring you the premier Corporate Property Development group in Northeast Ohio: the talents of John Dellagnese and Associates ... |
| www.dellagnese.com |
|
| John Dellagnese & Associates: offices, officespace, lease, leases ... |
| Welcome to our Tenant Login Page. * Forgot your password or haven't received one yet? Email us tinah@dellagnese.com or call 330-668-4000 and we will reply ... |
| www.dellagnese.com |
|
| The-Arts-Magazine.com - Leases-Leasing |
| Home arrow Article Links arrow Finance arrow Leases-Leasing. Main Menu ... Mosets Tree. Leases-Leasing. Listings. There are 0 listings in this category. |
| www.the-arts-magazine.com |
|
| OmegaMotors.com - Your Money - Leases - Leasing Overview |
| Blue Book retail & trade-in value reports on used vehicles. Kelley features prices on used cars, trucks, street and dirt bikes, ATVs, scooters, ... |
| www.omegamotors.com |
|
| Entertainment Guide - Leases-Leasing |
| Sunday, 03 December 2006, Home arrow Article Resources arrow Finance arrow Leases-Leasing ... Mosets Tree. Leases-Leasing ... |
| www.entertainment-resource-directory.com |
|
| - Leases-Leasing |
| Mosets Tree. Leases-Leasing. Listings. There are 0 listings in this category. spacer.png, 0 kB. spacer.png, 0 kB. download joomla modules download joomla ... |
| www.healthcare-resource-guide.com |
|
| FINANCEDEPARTMENT.COM- Finance, Mortgages, Leases, Leasing ... |
| Finance, Mortgages, Leases, Leasing, Brokerage Houses, Mortgage Lending. |
| www.financedepartment.com |
|
| vehicle leases leasing guide and facts |
| vehicle leases leasing guide and facts. Under the federal Consumer Leasing Act, you, the consumer, have a right to information about the costs and terms of ... |
| www.shopperfavorites.com |
|
| - Leases-Leasing |
| spacer.png, 0 kB. spacer.png, 0 kB. Home arrow Article Resources arrow Finance arrow Leases-Leasing. Mosets Tree. Leases-Leasing ... |
| www.cars-directory-guide.com |
|
|