Do you clarify whether the strength in your product or service could help the buyer?

Up until recently I’ve never consciously thought of this.

Consider this situation. You have a wonderful service and you are speaking to a prospect. You have identified that the strength could help the buyer. Then you begin the closing process. All of a sudden the prospect says “I am not interested.” You wonder what you did wrong or you try to close hard because you are sure that this is what the prospect needs.

What could you have done differently?

I think this is when clarification is needed to have taken place. During the interview process is when you need to ask a question or two that would clarify why your product or service is important to the prospect.

Once they have identified the why, you can help them so much easier. The key point to remember is; don’t try to clarify too early in the sales process.

What are two questions you can use to clarify the needs of your prospect?

Do your prospects have a short attention sp…?

We are in the Twitter age where communication is ruled by less communication. But do you believe that your prospects have a short attention span?

There are two answers to that question; yes and no. If what you are describing is interesting and client focused it is a proven fact that people will continue reading. If your marketing is dull the answer is obvious.

Which one of these head-lines grab your attention?

1. Would you like a Free Report on ‘The Five Landmines that all Business Owners need to be Aware Of’?
2. Call us for a Free Consultation this week.

For you information # 1 had 82 characters without spaces. #2 had 37 characters. Isn’t it interesting that the longer head-line got your attention? Could it be that it appealed to a specific clientele? Could it be that it had enough words to keep your attention?

Twitter may be useful but is it really effective in promoting what you do in your business?

What happens when you have great at customer service, but have trouble promoting your business?

This can be a very frustrating situation.

Many times I have seen a company that had outstanding customer service, but were challenged when trying to promote this great service. I guess that is why I do what I do. Many businesses view customer service as the heart of business. Please consider that marketing is the brains. If the brain fails (marketing) the heart will soon stop.

I recently came across a situation where a business was trying to create its own marketing and they were having problems coming up with an effective solution. They became very frustrated despite their best efforts. What can be done to overcome this? I would suggest that after a number of days of devotion and your best effort is weak, stop!

You would admit that you’ve hit a dry spell and need to consider your time. You may be surprised that working with a person who knows the proven principles of marketing you can have some very effective and fresh ideas. Consider this comment I received from a business man in Texas, “You suggested some new and innovative ideas that we probably would have never thought of on our own.”

Give me a call and I can get you pointed in the right direction. Call Tim at 519-539-2267.

Are you telling a gripping story to your prospects?

We all like to hear stories, especially ones we can relate to.

If you consider any TV program that has been running for a long time – it has a gripping story. Do you want your business to run for a long time? It will if people can relate to you and your story.

People tune in to TV programs that feature people struggling with the situations that they are placed in. This is good drama as the viewers can relate to this.

Have you ever thought of a gripping story that you can tell you prospects about why you do what you do? Remember this story must be carefully crafted so that it doesn’t become an ‘I am the greatest!’ brag session.

Can you imagine how much credibility you will build with your prospects?

Why do the statistics and the opinions of business owners disagree?

In our local newspaper recently there was an article about how retail sales had risen in our province, but not in our area.

Sadly in the article the business owners made comments like;

•  "People only buy what they need."
• "A lot of people are not buying."
• "Times are tough. Very tough."

Is there any doubt as to why their retail sales had not risen like the rest of the province? Yes the business owners they interviewed are talking like it is the end of the world. Don’t they realize that the marketing of their business starts in the brain of the owner? Times can be tough, but with a little bit of ingenuity and brain power; tough times wise can be turned around in a heart beat.

Have you fallen into this negative trap?

What can you do to get out of it today?