Understanding The Corporate Buyer

 
Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There's the possibility of repeat business worth many billable hours at respectable rates. But the best clients are not always the easiest to get. If you don't grasp the realities of the corporate environment, you may sabotage even a hot lead. Here are five important keys to working with the corporate buyer. 1. Managers are busy. This is just as true in economic downturns as during a boom....
 

Get The Help You Need With Fund Raising Ideas

 
There are many fund raising ideas on the market today for anyone that is looking for them. Fund raising ideas are easy to come up with and are very successful in some cases. Before you start on fund raising there are a few things to do to make it as good as it can be, such as selecting a good leader. This should be someone who is use to organizing and basically used to telling people what they have to do. When fundraising, make sure you have as many volunteers as you can get in all areas that you will need them such as handling the money, setting up tables, advertising, selling the goods, and the all important clean up....
 

Building Relationships

 
A conversation: The Salesperson: "I don't cold call-I want to build relationships." Wendy: "Huh?" Recently I've had a number of conversations with sales professionals and entrepreneurs who tell me they do not cold call because they want to build relationships with prospects. I'm confused. Who says the two are mutually exclusive? Every relationship whether business or personal begins somewhere. Everyone whom you currently know, your significant other, your colleagues at work, your friends, or your neighbors were unknown to you at one time....
 

Tapping The Potential Of Your Customers

 
Business owners of long standing know the cardinal rule "take care of your existing customers first". Today especially we see business owners looking constantly for the new customer. Hey, did you forget the customers you have. All of us want our businesses to grow. However, after a number of years, depending on your business, you might reach a point where your business starts to taper off. You find you are not getting any new clients. Before you throw in the towel, realize that you still have your current customers....
 

Cold Calling Reluctance

 
Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it. Nevertheless, those who are successful in sales do it regularly because without prospects, one does not sell anything. If you hate cold calling to the point where you won't do it, you've got a serious problem. Let this go on long enough, and you'll watch your commissions drop from low to zero as you lose your job. If you truly hate cold calling to the point where it is really hurting your sales, I may know one of the reasons why....
 

Using Emotion for Persuasion

 
The other day, I received the last issue of a business magazine before my subscription runs out. Now, I like this magazine, but I'm swamped with reading matter so I won't renew. Of course, I've received many reminders and offers about renewing; magazines try very hard to keep the subscribers they've got. So when the last issue came with a special promotional wrapper on the cover, I wasn't surprised. But, what made this one interesting was a clever piece of copy that hit an emotional chord: inside the back cover of the special wrapper were the words, "You're about to be dropped from our list of active subscribers....
 

How to Generate Leads on the Internet

 
The best way for a business to use the Internet for lead generation is to create and maintain a good website. This is true for several reasons. First, an attractive website will lure visitors in to find out more about the company. If the website is well designed and easy to navigate, visitors will have no trouble finding what they are looking for. It is important to have substantive information on the site as well. It is important to have answers to every question a casual visitor will have about the company and its products....
 

Casual Networking

 
What comes to mind when you think of networking -- cocktail parties? Shaking hands and exchanging business cards at a Chamber of Commerce events? Endless lines of people anxious to make you a customer? Sweaty palms and panic? Networking is not about how many business cards you can collect -- it's about building a long-term and mutually beneficial RELATIONSHIP with another business person. And it doesn't have to be painful or forced! When you do it the right way -- networking is as natural as starting up a casual conversation....
 

Want More Sales? Write A Barry Bonds Sales Letter

 
I'm not a baseball fan. Never have been. In fact, I hate the sport. However, I am a Barry Bonds fan. Here's why: Barry Bonds possesses the exact same intangibles every great sales letter possesses. He's loyal, consistent, powerful, and hits a ton of home runs, year after year after year! Those are all things that great sales letters do and have done from the very beginning. And believe it or not, of all the aforementioned intangibles, the number one intangible is loyalty. All great sales letters remain loyal to one of the oldest of all copywriting basics: the AIDA formula!...
 

Focus on a Trade - Not a Discount

 
Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. However, negotiating is not always about price. Although price is a factor in virtually every sale it is not usually the primary or motivating factor. Everything you say and do from the first contact with a prospect affects the value of your product or service in their mind. That's why I believe it is important to look at the negotiating process differently in order to achieve better results....
 

Know What You Are Selling As If You Were Buying It

 
Recently I wanted a new lawn mower as we have an acre of land and we have to keep it mowed pretty regular in the spring and summer and the riding lawn mower from Wally World had fallen apart and had to have something repaired every year for the short four years we limped it through. I called my Dad and asked him what he thought was the best lawnmower for the money as you lay out a hefty amount for almost any riding lawn mower these days with very little guarantee of longevity. Hustler was the name he gave me....
 

The Email Blow-Off

 
This week's article is my response to a question by Lisa Boudreau of ePresence. "I cold call into Fortune 1000 companies, often times the admin will tell me to send the CIO, or whoever I'm calling, an email about who we are and what we do. I tend to think of emails as a last ditch effort, but others think they are a good follow up to a live conversation. I'd be interested in what you think! - Lisa Boudreau, Sales Rep, ePresence Inc. Thanks for writing in Lisa. The title I gave this article pretty much sums up what I think....
 

Your Profit is in Your Follow-up: A System for Increased Sales Conversion

 
No matter what you sell--products, services, or causes--one of the key ingredients to your success will be the attention you give your sales lead follow-up system. Notice that I used the word system to describe your follow-up program. It's an important conceptual word. If you do not have a well planned, *step-by-step system* for lead follow-up you are leaving a lot of profits sitting on the table. It is widely accepted that it takes a minimum of five to seven attempts to close a sale (any sale) before the customer has enough information and confidence to buy from you....
 

YOUR Future Profits -- Protect Source With CARE

 
At 21 years, just out of Business College, I went into the mail-order business. Spent 4-1/2 years in this venture and learned many valuable lessons about building customer relationships. #1 is TRUST. Folks like to buy from someone who is dependableand responsible.... with integrity.... one who "walks" their "talk". You'll like our company name - Donna's House of Lustre -"Lustre" is about bright and shiny stuff. We sold silverware, dinnerware and related products. Some products were even imported for us....
 

Health Insurance Lead and Health Insurance Leads

 
Health insurance lead generation systems provide a stead stream of potential clients for health insurance brokers. Health insurance leads are considered to be people who may need health coverage to supplement the health coverage provided by their employer. A health insurance lead can also be someone who is self-employed and needs to obtain coverage for themselves or their entire family. Health insurance brokers rely on health insurance leads systems to supply them with enough potential clients to keep their business going....
 
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