by Jose Gracia of www.givetogetmarketing.com
Today I'd like to share a few ideas for breaking through the sales barrier. The first idea is about the importance of 'new.'
Have you ever noticed how prevalent the word 'New' is in mass market advertising? It's everywhere.
New! - Improved! is found on an incredible number of boxes and bags of household products, cereals, snacks, etc.
It makes sense. We all want the newest, latest products and services. Most people don't want last week's newspaper. It's called a newspaper because it contains the very newest information.
Here's how you can use the power of new to give your marketing more power:
1. New Products/Services
Create 'new' products or services to add to your line of offerings. Then make sure you use the word New! in your promotions so your prospective customers know that it's new. Put 'New!' next to the product or service name.
2. Update Products/Services
Update or improve your current products or services. When you do that, you bring fresh life to your products. You force your customers to take a closer look at what you are offering.
3. Use New for Leads
Use the word New in your lead generation offers
Which offer would you respond to if you were an avid scrap booker?
109 Scrap booking Tips
109 of the Newest Scrap booking Tips
Most people would choose the second offer because they don't want the same old thing they've seen before. They want something New!
Using the power of the word 'New' will help you gain the attention of your prospective customers, and add new life to your products, services and marketing efforts.
Sitting by the Phone and Waiting Is a Poor Marketing Strategy
You can't just sit and wait for sales to come to you. You have to be proactive--you have to take action to get them.
Prospects are natural procrastinators. Couple that with the busy lives we all lead today and it's easy to understand that your prospects can easily be distracted from you and your offer. Give them just a few days and they will forget about you and your company completely.
Larry, a small business owner, had quite a few 'pending' prospects on his prospect list. I asked him what he meant by 'pending.'
'Well, I made my presentation to them quite a while ago, and they said they would get back to me. So they're pending,' Larry said.
'So you're just waiting for them to call you?'
'Yes, that's right,' said Larry.
After a few more questions, I learned that many of these 'pending' prospects had been on Larry's list for over a year. It was pretty clear that they were never calling back.
I asked Larry what percentage of these pending prospects actually got back to him.
'Not very many, I'm afraid.'
I explained to Larry that this wasn't a very good marketing system for a number of reasons.
1) Many of those prospects had no intention of buying from Larry. They had just said they would get back to him to save themselves the pressure of having to tell him they weren't interested.
2) Others, who may have had an interest originally, have probably cooled off so much that they don't even remember Larry's presentation. If a new business has contacted them or will contact them, there's a good chance Larry will lose them as buying opportunities.
There's not much you can do about the first group, but there is a lot you can do with the second group.
I convinced Larry that he needed a more proactive system.
'But I don't want to seem desperate or pushy,' Larry said.
'I understand completely. Nobody wants to be known as a pest,' I responded.
'That's why it's important that you create a follow-up system for your business that puts you in the position of being a 'guest' not a 'pest.''
First I helped Larry put together a more effective presentation that helped qualify his prospects better, and also helped Larry get commitment from more of his presentation prospects right at the presentation.
I then helped him develop a very effective follow-up system for those that couldn't make a decision immediately.
Larry no longer waits by the phone for his prospects to call him. Now he calls them back within 3 days of his presentation and gets his prospects to either commit or tell him they aren't interested at this time.
While there are some products or services that have long buying processes with multiple presentations, most do not.
By helping Larry prune his 'pending' list, he now has a more realistic idea of his opportunities. By being proactive he also now converts a much higher percentage of his presentations.
Don't wait by the phone for prospects to get back to you. By using a more proactive approach you'll get the kind of results you want.