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To Catch A Bigger Fish You Need...

Guest post by: Anne Warfield

Article Overview: To Catch A Bigger Fish You Need... to set up the right net in the right way.

To Catch A Bigger Fish You Need...

to set up the right net in the right way.

Imagine that you are looking at putting in a new deck. You call a company and the sales person comes out and talks to you all about the decks they build, the quality they offer and the way they can get the deck done. You decide to have them build your deck. How do you feel when they call you six months later to see if you now want them to build you cabinets? Or furniture? Or a new floor? Or a new addition? Are you excited? upset? annoyed?

Most likely as they jump around telling you all the other projects they can do you are annoyed because you didn't ask for any other projects. Their persistence may even make you start to dislike your deck that you were totally satisfied with just six months ago.

What happened? If you did a great job on the deck, why wouldn't that prove to the customer that they need you in those other areas?

In sales, I find people rarely analyze where their business is coming from, what is stopping it and what they need to do in the sales process to open up the client to more opportunities. With the Excavation Method, we show sales people how to set the first sale up so it automatically generates more sales after it. We show you how to make the client stretch their mind frame so they see the deck as just one small thing you do and they crave the other skills you have to offer.

So here is your Take Action:Take a moment today to analyze your business.

• Where do most of your sales come from?
• Where do they get blocked?
• How can you set the sale up on the front end to remove that block?

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Article Tags: Sales Presentation Skills



Related Forum Posts
Re: Playing sports or games with clients - I say, "Give it all you have!" If you win you'll get to see his/her true character in how he/she handles it. You can learn a lot about a person from how they react to situations. If this caused friction in your work environment, then you probably weren't really enjoying working there anyway and life is too short to work at a JOB. I know it's easy for me to say I'd quit if I was uncomfortable with my boss. Sometimes it's much easier said than done in reality. You just have to strive to be happy whatever you do. Read the books, Fish and Fish, too..... or Fish, Two. Can't remember the exact name, but they are great books.
Re: Keep your image or avatar distorted for more click-throughs - [quote="Kevin":1rxz4jk2]Keep your images or avatars distorted on your social networking site or forum for more click-throughs? Apparently this strategy actually works. In Jan/Feb 2009's issue of "Inc." magazine, writer Max Chafkin says "Fixing the wonky images, for instance (on PlentyOfFish.com), might actually hurt Plenty of Fish. Right now, users are compelled to click on people's profiles in order to get to the next screen and view proper headshots. That causes people to view more profiles and allows Frind, who gets paid by the page view, to serve more ads" (pg 68).[/quote:1rxz4jk2] I don't think what Plenty of Fish is doing is good. People had been compelled to click which is what google will tell you not to do when you are applying for adsense for your website
Re: EC Forums Mentioned in the Financial Post - [quote="Evan" The ads are also only big for non-registered users (as you experienced before logging in Russell). We get a lot of people who visit the forums but never participate - they take but never give anything back so this is a way that they can help contribute back to make the forums more successful. When you log in as a member the big ads disappear.[/quote] This could be a Catch-22, though, as people who "just arrive" and see the big ads, might not realize that those ads go away if they join. And the thought of seeing those big ads each time they come, logged in or not, might drive them away before they even do join?
Keep your image or avatar distorted for more click-throughs - Keep your images or avatars distorted on your social networking site or forum for more click-throughs? Apparently this strategy actually works. In Jan/Feb 2009's issue of "Inc." magazine, writer Max Chafkin says "Fixing the wonky images, for instance (on PlentyOfFish.com), might actually hurt Plenty of Fish. Right now, users are compelled to click on people's profiles in order to get to the next screen and view proper headshots. That causes people to view more profiles and allows Frind, who gets paid by the page view, to serve more ads" (pg 68).
Re: Entrecard - [quote="Evan":1hc5w3ot]Hi Shri - I've got it up on my site at the bottom. It hasn't done much for me yet to be honest. I don't see myself giving up a major ad or content spot to put the entrecard in there. Has anyone else had any experience with entrecard?[/quote:1hc5w3ot] That's a Catch-22, isn't it? If you don't give it a prime spot, it won't do well, but you won't give it a prime spot unless it does well in a poor spot? I don't even see such an ad here. What's it look like? Also, just out of curiosity, does this site have popups? Every now and again when I'm here I get a popup blocker telling me it's just blocked a popup... But if you do have popups, or popunders, I'm curious - do they generate income for you? For myself I really dislike them, and even if its something interesting I won't click on it on principle! (Not that I see them anymore since I have popup blocker...)


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