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Step #1

The first step in every sales process is to Get the Attention of your prospect (via an Ad or referral)

Step #2

The next step is to present he or she with the Right Offer. If you have the wrong offer the sale process will end abruptly. Thus, it is extremely important that your offer is based on your prospects needs or pain; never make an offer based on what you think your prospects will like. See GEM #1

Step #3

So, you’ve gotten their attention, you have presented them with the right offer, the next thing you need to do is to address their Objections and Reverse the Risk. This will help you remove any doubts or skepticism at the back of their mind. To reverse the risk, all you need to do is offer full or partial refund, if your product or service does not live up to their expectation or as advertised.

Step #4

Lastly, Ask for the Sale. As obvious as this may sound lots of businesses fail to do so in their promotions/Ads. Likewise, there are many salesmen that unconsciously omit this step during their sales pitch. If you find yourself in any of these categories, rectify your Ad or pitch immediately by simply adding “Order Now”, “Call Now to Place an Order”, “Call Now for your FREE Quote”, “Buy Now”, etc. If it is an in-person sales presentation simply ask “how would you like to pay, with check or credit card?”

Believe it or not, this is all it takes to make a sale in most cases. If you are selling a high ticket item addition steps may be required.

By the way, before you leave we’re currently offering a free consultative session on how to build a behavior based, data driven automated sales prospecting system. This is the future of marketing (marketing 3.0). To book your consultative session click here.

Author: Chris Ogunor

How to Get a Boatload of Fresh Leads (for Free)

Let’s cut to the chase, B2B Endorsement is the fastest way to grow your business with little or no money needed. In fact, in nearly all cases all it takes is a simple handshake. The reason this strategy is so effective is because you are leveraging someone else customer base. Secondly, the risk is negligible, and it is very easy to setup. In addition, the profit potential is limitless and almost instantaneous. This is why Fortune 500 companies are always looking for someone or company to endorse their products/services. In other words, if you have been looking for a shortcut to success (or a way to rapidly increase your sales volume/ customer base), all you need to do is have other businesses endorse your products or services. Here is how to do this in 3 simple steps:

Step 1

Find businesses that will benefit from referring your services to their customers. The best place to look for them is within your list of customers. Here are a few examples in relation to an Accounting Firm:

Example 1: Let’s assume you have a Car Dealership as one of your customer; you can enable the dealership offer a free hour of Tax consultation to their customers (especially the ones leasing). The aim of the consultation is to educate them on possible tax savings in relation to their newly leased vehicle. Think of the free consultation as your foot-in-the-door.

Example 2: You can offer the business owners in your customer base a $50 digital gift card to share with their customers, friends and family. The gift card can be spent towards any of your services: Tax preparation, Tax planning, Advisory, etc. This is also a good foot-in-the-door offer.

Step 2

Contact them either in person, phone call, email, or via direct mail. If you hate writing or not sure of the right way to ask for the endorsement, let me know; I will email you a well written sample letter. Email: [email protected].

Step 3

Close the deal. In most cases you will need to answer the “what’s in for me question” before the other business will accept to endorse your business to his/her customer base. If you chose the right business to work with (step 1) closing the deal should be relatively easy to do.
Next Step: Take Action… Start finding these businesses. Start with your list customers.
If you need help coming up with promotional ideas let me know. Lastly, don’t hesitate to tell me about your success (I’m anxiously awaiting). GOOD LUCK!!


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