Help your clients buy!
How do you help your client buy? What else can you do to help them buy?
- hours of operation
- price
- coupon for 1st time sale
- statistics
- references
- give them a taste / sample of your product or service
- guarantee
- package price so people know the final price
- testimonials
- comparison charts of the competition
- go to their place of business / home
- teach them how to use your services (google calendar, shoe box to off-site bookkeeper, checklist for an accountant)
- answer all questions
- tell them what questions they need to be asking
- payment plan
- accept creditcard payments
- fast service
- confidentiality guarantee
Small business sales training should actually focus on how to help the client buy. If you are having trouble getting people to close the sale / buy from you; then stop to see how you can help your client buy.
Call for a complimentary introductory session.
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
www.fitforbusiness.ca
Friday, May 28, 2010
Tuesday, May 18, 2010
Perfect Voicemails
Does anyone return calls from a voicemail message?
1 - A - action - tell the person that you want them to call back. Many times we leave a message but do not tell or ask anyone to call back. If they have a busy day, will they squeeze you on to their list of things to do?
2 - B - benefit - what do they get by calling you back? Tell them the advantage of calling you back or hiring you.
3 - C - cutoff - do you want them to call back today? next week? soon? before you run out of stock? before your schedule fills up?
Be sure to have a positive feeling to your message. If you are tired or grumpy then take a break before making that call.
Remember that people do not want to buy from you, they want to solve their problem.
Write down the script for your basic voicemail message and practice it.
Say your phone number twice (SLOWLY!)
To get help with your voicemail messages, call Cheryl at 647-287-0320, Fit For Business
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
1 - A - action - tell the person that you want them to call back. Many times we leave a message but do not tell or ask anyone to call back. If they have a busy day, will they squeeze you on to their list of things to do?
2 - B - benefit - what do they get by calling you back? Tell them the advantage of calling you back or hiring you.
3 - C - cutoff - do you want them to call back today? next week? soon? before you run out of stock? before your schedule fills up?
Be sure to have a positive feeling to your message. If you are tired or grumpy then take a break before making that call.
Remember that people do not want to buy from you, they want to solve their problem.
Write down the script for your basic voicemail message and practice it.
Say your phone number twice (SLOWLY!)
To get help with your voicemail messages, call Cheryl at 647-287-0320, Fit For Business
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
Tuesday, May 4, 2010
Follow-up
Follow-up
Hot leads! Warm Leads! New Leads!
Do you follow-up correctly? Most business owners and sales representatives do not follow-up at all and when they do they do not do it correctly.
1 - use the same method of communication the lead used to contact you when you respond (if they sent an e-mail, respond by e-mail before you phone)
2 - respond in a timely manner? 24 hours is the traditional acceptible time period. Definitely follow-up within a week.
3 - respond with the information they want. If their question is how much then answer that question before doing the rest of your sales pitch.
4 - use a variety of communication tools to follow-up -- mail a thank you card, e-mail, phone and even visit.
5 - track your follow-up so you know when you last contacted them and if you actually connected or not.
6 - stay on top of leads so that you do not forget anyone but do follow-up on old leads as well.
7 - respect their requests -- not ready to talk for three month then make yourself a note to call in 2 1/2 months to book that 3 month meeting.
Check out the Shape Up Your Sales Workshop offered by Cheryl Rankin, Fit For Business on Tuesday, May 11th. For details, www.fitforbusiness.ca or www.fitforbusinessspring.eventbrite.com .
This sales training in Mississauga includes 3 hours of sales training for small business owners and sales reps and a one hour consultation.
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
www.fitforbusiness.ca
Hot leads! Warm Leads! New Leads!
Do you follow-up correctly? Most business owners and sales representatives do not follow-up at all and when they do they do not do it correctly.
1 - use the same method of communication the lead used to contact you when you respond (if they sent an e-mail, respond by e-mail before you phone)
2 - respond in a timely manner? 24 hours is the traditional acceptible time period. Definitely follow-up within a week.
3 - respond with the information they want. If their question is how much then answer that question before doing the rest of your sales pitch.
4 - use a variety of communication tools to follow-up -- mail a thank you card, e-mail, phone and even visit.
5 - track your follow-up so you know when you last contacted them and if you actually connected or not.
6 - stay on top of leads so that you do not forget anyone but do follow-up on old leads as well.
7 - respect their requests -- not ready to talk for three month then make yourself a note to call in 2 1/2 months to book that 3 month meeting.
Check out the Shape Up Your Sales Workshop offered by Cheryl Rankin, Fit For Business on Tuesday, May 11th. For details, www.fitforbusiness.ca or www.fitforbusinessspring.eventbrite.com .
This sales training in Mississauga includes 3 hours of sales training for small business owners and sales reps and a one hour consultation.
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
www.fitforbusiness.ca
Monday, April 26, 2010
Targeting your Marketing
Targeting Your Marketing
All marketing workshops and books talk about target markets. They are important because the more you know about them - the more money you save, the faster you get clients and the easier it is to get clients.
If you are selling make-up and I sen you to one networking meeting:
a) 100 ladies - you might have a chance of getting the attention of half of the people
b) 100 men - you might have a chance of getting the attention of 1 or 2 of the people
c) 50 women / 50 men - you might have a chance of getting the attention of 26 people
Which event would you go to if you were only allowed to attend one? The event that has 100 ladies would be your best option for your time, money and effort.
You can target your marketing even more than that. I challenge you to list 20 details about your target market.
- geographical area
- male / female
- age
- size of business
- are they busy? are they slow?
- are they searching for your services or have no idea you exist?
Once you have 20 ideas then stop and read them outloud. Usually a great marketing idea will jump off the page at you. Try this and send me an e-mail with your new / revised idea that jumps off the page.
Having trouble coming up with a list of 20 - book a coffee session and let's do it together.
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
***sales workshops on April 27th and May 11th
All marketing workshops and books talk about target markets. They are important because the more you know about them - the more money you save, the faster you get clients and the easier it is to get clients.
If you are selling make-up and I sen you to one networking meeting:
a) 100 ladies - you might have a chance of getting the attention of half of the people
b) 100 men - you might have a chance of getting the attention of 1 or 2 of the people
c) 50 women / 50 men - you might have a chance of getting the attention of 26 people
Which event would you go to if you were only allowed to attend one? The event that has 100 ladies would be your best option for your time, money and effort.
You can target your marketing even more than that. I challenge you to list 20 details about your target market.
- geographical area
- male / female
- age
- size of business
- are they busy? are they slow?
- are they searching for your services or have no idea you exist?
Once you have 20 ideas then stop and read them outloud. Usually a great marketing idea will jump off the page at you. Try this and send me an e-mail with your new / revised idea that jumps off the page.
Having trouble coming up with a list of 20 - book a coffee session and let's do it together.
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
***sales workshops on April 27th and May 11th
Saturday, April 17, 2010
Marketing Plans That Work
Marketing Plans That Work
Everyone talks about having a marketing plan that works. The very best marketing plans include target market details, budgets, variety of communication strategies and of course creativity. The biggest difference between a marketing plan that works and one that does not work is the implementation.
If monthly newsletters are on your marketing plan - do they go out once a month or once in awhile?
If social media is on your marketing plan - do you work it a little bit daily or on the weekends when no one will see your entries?
If phone calls are on your marketing plan - do you make at least 15 calls to live bodies everyday? Do you make 15 pro-active calls a week?
Follow and implement your marketing plan and watch your results soar!
Need help creating your marketing plan and/or implementing it, then call Cheryl Rankin, Fit For Business for some marketing consultations.
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
**next sales training Toronto workshop is April 27th in Toronto
**next sales training Mississauga workshop is May 11th in Mississauga
Everyone talks about having a marketing plan that works. The very best marketing plans include target market details, budgets, variety of communication strategies and of course creativity. The biggest difference between a marketing plan that works and one that does not work is the implementation.
If monthly newsletters are on your marketing plan - do they go out once a month or once in awhile?
If social media is on your marketing plan - do you work it a little bit daily or on the weekends when no one will see your entries?
If phone calls are on your marketing plan - do you make at least 15 calls to live bodies everyday? Do you make 15 pro-active calls a week?
Follow and implement your marketing plan and watch your results soar!
Need help creating your marketing plan and/or implementing it, then call Cheryl Rankin, Fit For Business for some marketing consultations.
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
**next sales training Toronto workshop is April 27th in Toronto
**next sales training Mississauga workshop is May 11th in Mississauga
Sunday, April 11, 2010
Shape Up Your Sales
Categorize your contacts and leads into three categories.
1 - cold leads - never officially met or talked
2 - warm leads - you have met and / or talked; they seemed interested to know you and or your products better
3 - hot leads - they expressed an interest in your product
Boost your sales to the next level -- sign up for the next "Shape Up Your Sales" Workshop. This sales training will give you a 3 hour workshop and a one hour consultation.
See a previous blog for more details or check out our web-site at www.fitforbusiness.ca
April 27th - Toronto / May 11th - Mississauga
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
www.fitforbusiness.ca
twitter: fitforbusiness
1 - cold leads - never officially met or talked
2 - warm leads - you have met and / or talked; they seemed interested to know you and or your products better
3 - hot leads - they expressed an interest in your product
Boost your sales to the next level -- sign up for the next "Shape Up Your Sales" Workshop. This sales training will give you a 3 hour workshop and a one hour consultation.
See a previous blog for more details or check out our web-site at www.fitforbusiness.ca
April 27th - Toronto / May 11th - Mississauga
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
www.fitforbusiness.ca
twitter: fitforbusiness
Marketing Money is Wasted
Marketing Money
Are you wasting your marketing money or actually using it?
1. Was it just a deal that you can not say no to?
2. Did you get any leads?
3. Would your money be spent better with another marketing strategy?
4. Do you have a plan so all of the marketing things you do create a brand?
5. Did you say "yes" just because of who was selling it?
Use your Marketing Plan to make good use of your money -
a. Do you have a chance of getting $10 for every $1 that you spend on marketing?
b. Do you have a marketing budget? (20% of your revenue)
c. Does it focus on your target market?
d. Track the results so you know whether or not to repeat that strategy.
To determine if your marketing money is wasted, call Cheryl at 647-287-0320 to set a complimentary introductory session.
Free marketing template - just e-mail info@fitforbusiness.ca and put "marketing template" in the subject line.
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
www.fitforbusiness.ca
twitter: fitforbusiness
Are you wasting your marketing money or actually using it?
1. Was it just a deal that you can not say no to?
2. Did you get any leads?
3. Would your money be spent better with another marketing strategy?
4. Do you have a plan so all of the marketing things you do create a brand?
5. Did you say "yes" just because of who was selling it?
Use your Marketing Plan to make good use of your money -
a. Do you have a chance of getting $10 for every $1 that you spend on marketing?
b. Do you have a marketing budget? (20% of your revenue)
c. Does it focus on your target market?
d. Track the results so you know whether or not to repeat that strategy.
To determine if your marketing money is wasted, call Cheryl at 647-287-0320 to set a complimentary introductory session.
Free marketing template - just e-mail info@fitforbusiness.ca and put "marketing template" in the subject line.
Cheryl Rankin
Fit For Business
647-287-0320
info@fitforbusiness.ca
www.fitforbusiness.ca
twitter: fitforbusiness
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