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Give and get meaningful recommendations - Click To Read Article
Everybody loves getting referrals and recommendations but the more specific they are the more likely it is that there will be a 'fit'.
Brand Positioning - Click To Read Article
With your own core values and those of your company now clearly established or reaffirmed and woven into your mission statement (see related article: Brand Matters), it’s an excellent time to assess or reassess the positioning of your brand.
6 Useful Tips On Chasing Payment - Click To Read Article
The best way would be to avoid the necessity of chasing payment altogether by only providing the product or service on receipt of money, or offering attractive discount savings to encourage prompt payment.
However, if neither of these options is available to you or applicable to your business, ensure that you make one to one contact…
10 Tips on how to handle a complaint - Click To Read Article
Many people dread the idea of handling complaints when in fact we should be thanking the powers that be when we get them first hand and have the opportunity to fix them before the customer decamps, bad mouthing us all along the way…
Know How Your Market Buys Or Forever Negotiate On Price - Click To Read Article
You need to identify who the Buying Decision Maker is because, no matter how good the offer, it’s wasted if it is made to the wrong individual. Whilst it may normally be fairly obvious in consumer sales, it sometimes takes more digging to establish the right M.A.N. in business to business. This is the person with the Money, Authority and Need. But it doesn’t stop there…
Professional Telephone Selling 6 Check Points To Evaluate The Call - Click To Read Article
You’ve just made a telephone call to somebody you want to sell to (either now or later) - is it “Eureka!” or “I blew it!”?
Close the sale - Click To Read Article
You should always establish right from the outset whether you’re ever going to do business with a prospect. That means closing from the beginning of the first conversation.
Find out what your customers REALLY want - Click To Read Article
What we sell (unless it's a commodity) is usually what our customers see as a vehicle either to avoid something unpleasant or achieve a desired end rather than an end in and of itself. If you don't spend the time discovering what end they want to achieve, chances are your sales activities will be an uphill struggle.
Your Vision - Click To Read Article
You need to know where you want to be in personal and business terms. So you need a vision.
Learn To Negotiate Successfully In Business - Click To Read Article
We all negotiate so let's learn how to do it ethically, sensitively and to the best of our ability.
Prospecting For Business - Click To Read Article
The need for prospecting:
If I had $/£100 for every time I’ve been told.....
"We’re pretty good at converting enquiries into business... it’s just getting enough of them".
"I’m not bad once I’m in front of a prospect... it’s just getting to that point".
.....I’d be laughing all the way to the bank!.
Grow your business! - Click To Read Article
Referrals and recommendations are great but most companies find that a more structured approach is needed to plan workloads, cash flow and sustainable growth. Take control and get a plan, a scaleable prospecting routine and an approach that works for you.
Turn competition into collaboration - Click To Read Article
Sometimes we can be too quick to classify other companies in our market as competition when closer examination could uncover potential mutually beneficial alliances.
Professional Telephone Selling: Project The Right Image - Click To Read Article
“Professional telemarketing at its best provides a cost- and time-effective way to bring buyers and sellers together, and, through the art of intelligent conversation, gives them the opportunity to explore a potential ‘fit’ between offer and need.” - Linda Mattacks, M IDM.....
It’s time to prepare for the call with 10 Tips on how to create a positive telephone image.
Your potential gold mine - Click To Read Article
If your business is already established rather than just starting up and you have a broad customer base, you’re sitting on a potential gold mine of information that you won't need to dig too deep to access!
Are you chasing rainbows? - Click To Read Article
The pursuit of unqualified business is one of the main reasons for companies not hitting their sales targets. Learn to recognise the three potential realistic outcomes from an initial new business meeting and act on them accordingly to make the most of your sales efforts…
Do Your Customers Pay On Time? 5 Check Points For Upfront Ease Of Payment - Click To Read Article
Don’t make it easy for your customers to delay paying you.
One of the first things I was taught as a salesperson was that nothing has been sold until the money is in. Did you know that more companies go out of business through cash flow problems than for any other reason? And that would mean everyone in your company would be out of a job.
Not Getting Enough Profitable Business? - Click To Read Article
As a Sales and Marketing Coach it’s my job be able to recognise, treat and cure sales and marketing pains. So let’s split out: Not Getting a) Enough Business and b) Profitable Business and help you with a couple of simple tips…
Where to draw the line in selling - Click To Read Article
Do you want a quick sale or to build long term relationships with profitable customers? The choice is yours.
Who runs your business? - Click To Read Article
Would you just 'kind of like' to get more profitable business without changing the way you currently operate? Or are you prepared to explore and investigate exactly how to make it happen? A tale of two businesses…
6 steps to meet the challenge of objections! - Click To Read Article
They are part and parcel of every sales situation, so the sooner you learn how to deal with them, the more successful your sales activities will be. Yet how do you react when an objection first arises, especially at the beginning of the conversation?
If something is getting you down, find out what you can learn from an old donkey! - Click To Read Article
A friend told me some time ago that his granddad used fables and stories when he was a young lad to get him to understand things that might otherwise have been difficult for a youngster to take on board. He said that what he’d learned from them had stayed with him ever since and still made utter sense.
This short story is from him and it's about an old farmer and his equally old donkey…
10 More Tips On Preparing For The Call - Click To Read Article
Many people don’t find prospecting easy or enjoyable yet they need to do it to bring in business. The following tips apply equally to the telephone or face-to-face and are designed to help your calls be successful...
10 Tips On How To Create a Positive Image In Person - Click To Read Article
You may or may not have already made direct contact with the person you’ve made an appointment to see. Whether this is someone you hope will become a customer, loan you money or offer you a job, you want to create a good impression. The tips in this article can be used as a simple but nevertheless effective checklist to help you on your way to achieve your goal.
Brand Matters - Click To Read Article
How is your company different from your competition? Why should anyone choose to do business with you rather than any of your competitors?
43% of business is initiated by a telephone call - Click To Read Article
These happen to be UK 2005 statistics yet wherever you are in the developed world the telephone is a major tool in your business armoury. All customers have choice: Whether to come on board, stay with you or shop around. So make first impressions count. Develop a competitive edge and make each and every contact with your company a pleasurable experience for your customers.
Beware advertising "opportunities" - Click To Read Article
If you're offered an advertising "opportunity" I strongly suggest you do your homework before taking your decision. This story isn’t unique unfortunately, so why not take a couple of minutes to discover how and why you should protect your hard earned money from those who are only too happy to relieve you of it!
Telemarketing and you: Disastrous failure or dramatic success? - Click To Read Article
If your business is relatively high value, low volume, or your customers have the potential to grow in value to you over time, you should consider including professional outbound telephoning in your sales and marketing activities. But how do you go about it, who will do it and what will it cost?
Gatekeeper: Friend Or Foe? A 6 Point Plan To Deal With Any Gatekeeper - Click To Read Article
You’re ready to attempt to sell to the M.A.N., your target Decision Maker in the prospect company. This is when you are likely to encounter a Gatekeeper. They come in the guise of receptionist, assistant, voicemail, secretary or PA in the office, or husband/wife/partner or answer machine in the home.
Apart from the mechanical ones, they normally don’t present a problem when you are just checking the accuracy of basic information, and can even be helpful enhancing that information. It’s when you actually want to speak to your target that gatekeepers really come into their own…
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Linda Mattacks
(Visit Linda's Website)
"Linda Mattacks is one of those rare
professionals who combine deep
strategy-awareness with a thoroughly
practical approach to business marketing.
What's more, she is as much a hard-nosed
and sales-driven results seeker as she is
an intuitive people person who understands
what makes everyone tick. She has built a
wealth of experience in sales training,
business research, marketing campaign
planning and project management. Linda has
helped organisations of all types and
sizes in the UK and Europe to learn more
about their customers and markets, and
turn that knowledge into revenue. Her
mature and human manner has won her both
business partners' and colleagues'
complete trust, which has opened many new
opportunities for all involved.” - Jaakko
Alanko - MD McCann-Erickson, Business
Division, London, England ... Linda
Mattacks M IDM (the Institute of Direct
Marketing) is a trainer and mentor. She
has developed Selling For Business, a
course that combines the sales, research
and contact marketing skills that enable
individual entrepreneurs and small
businesses to compete successfully with
large organisations. Please visit www.sel
lingforbusiness.com for more details
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