|
|
Like this article? PLEASE +1 it! |  |
|
Market First, Sell Second to Increase Sales in 2011
| Guest post by: Leanne Hoagland-Smith |
Article Overview: During turbulent economic times, the continued push to increase sales comes first with marketing going to the side of the road. So what is more important marketing or selling?
 |
Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Market First, Sell Second to Increase Sales in 2011
Marketing is usually the first victim when times are down because the business cannot afford what those in charge view as an unnecessary expense. Then when times turn around and the economy rebounds, again marketing loses because sales appear to be happening without once again this not needed business liability.
So this leads to this question: What comes first marketing or selling?
This is the chicken in the egg quandary faced by small business owners, SOHO, sales professionals to even C-Level executives. However, to end that quandary I contend the answer is marketing. Now some may resist this simplistic response because marketing is not their strong suit or because the current organizational structure removes the sales department from marketing efforts.
So why is marketing so critical to business and sales success? During the past 10 years in working with my clients and observing those who continue to be desperate about revenues, I have identified these three buying rules to help understand the importance of aligning marketing to the buying decision making process.
Buying Rule #1 – People buy from people they know and trust.
Buying Rule #2 – People buy first on emotion then justify that decision with logic.
Buying Rule #3 – People buy on value unique to them.
When your marketing message works with these three buying rules. you will be selling second and realizing your goal to increase sales. Sales Training Coaching Tip: Nothing is sold until a decision is made to buy and this is predicated upon your marketing message first and foremost.
Planning for 2011
Construction & the M&A Market (under $25 million revenues)
QuickBooks 2011: Improvement to Closing Date Functionality
As Era of \"Extend & Pretend\" Ends, More CRE Shopping Begins
A Seven Step Marketing Plan
How Obama's tax credit helps/hurts IT spending
Franchising Outlook Report Offers Further Proof 2011 is the Year to Become a Franchise Owner
Secondary Market Programs
TREAT YOUR SMALL BUSINESS LIKE A HOBBY AND FAIL!
2011 Consumer Retail Trends
My 2012 Gold Forecast
12 Tips to Close End of Year Sales Fast
QuickBooks 2011: It's Here!
How to set successful goals and New Year's resolutions
Why You Don't Know That- You Need PR
An old refrigerator will show you how to INCREASE YOUR PROFITS
Unlock Your Natural Abilities to Increase Sales
First Sell What the Customer Wants; Not What You Want to Win More Sales
Watch Your Language - Medical Sales Training
Leaders - Sometimes Their Own Worst Enemy
|
About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Business Building Check List Leadership Assessment Leadership Audit For Business |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Merry Christmas everyone!
- I'm just waiting for my son to wake up to start our Christmas traditions and I wanted to drop a quick note here to thank everyone for your support of the forums. We've have an exciting year and hopefully we can reach and help even more entrepreneurs in 2011!
I hope you enjoy your families and have a fantastic holiday break... and then get ready to kick some butt with your business in 2011!
Merry Christmas everyone!
Re: How should i promote a new website?
- ignore this message IF it's already been stated. I haven't had a chance to read all the replies and i have to jet from the office...
I suggest marketing where ever your Target Market congregates. If it's a forum of concerned parents - go there. Strike up a deal with the forum owner (JV) and have him promote it to the list of members (Integration Marketing).
If you want to go with Forums then i would partner with a parent who is a frequent poster/moderator on a particular Target Market Forum and have him/her add your link to their signature.
That was just a thought but it's not as intense once you get buy in from the Forum owner or high ranked poster/moderator.
Hope that sparks some new ideas.
Re: Ideas For Business
- Hello Lucy,
you may consider this list for Ideas for Business: (Top 23 list)
Rank Company
1 Google
2 Genentech
3 Wegmans Food Markets
4 Container Store
5 Whole Foods Market
6 Network Appliance
7 S.C. Johnson & Son
8 Boston Consulting Grp.
9 Methodist Hospital Sys.
10 W.L. Gore & Associates
11 Cisco Systems
12 David Weekley Homes
13 Nugget Market
14 Qualcomm
15 American Century Invest.
16 Starbucks Coffee
17 Quicken Loans
18 Station Casinos
19 Alston & Bird
20 QuikTrip
21 Griffin Hospital
22 Valero Energy
23 Vision Service Plan
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: Kim Castle, Business Brand Creation
Best Automated Forex Trading Strategy
Build Your List with Joint Venture Giveaway Events
May 2012 Top 100 Social Media Experts to Follow on Twitter
What to measure to be phenomenally successful in business
10 mistakes of media relations
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Induction – your first management job
3 Pointers to Recruiting and Retaining Good Staff
The Future of Online Marketing
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.