Let us create a 3d Digital eBook for you! DigyCat.com
|
||
|
||
|
Sales Information | Let us create a 3d Digital eBook for you! DigyCat.com |
|
|
|
Open Your Introduction With A Firecracker Moment
The number one requirement, whether you are a business owneror an employee, is to be able to say what you do, and say itwith influencing results. Through testing, I have seen,experienced, and received feedback that an elevator speechno longer works. My test results show that elevatorspeeches are too slow and too boring. People know what'scoming and have mindfully tuned out it out before the firstsentence. Elevator speeches don't stop the listener intheir moment, which is exactly what you need to do. Anintroduction that starts with a firecracker impact does stopthem in their moment. Pitching what you do needs energy -- energy in your voiceand body language. The same energy you have if you'repitching your screenplay to an agent or getting a largecrowd's attention. Elevator speeches have become overprocessed and passive. People only notice if you give apoor one and that is because they measured it against theirown. A good introduction, without a firecracker beginning,doesn't stop them in their moment. You want them to remember you and your answer for a longtime. Not just 10 minutes, the next day when they call youto pitch you, but next week, next month, when somethinghappens and their pain appear. Better yet, when they aretalking to someone else and see the pain-solution results.They see you as the answer. A firecracker stays with peoplefor quite some time. Where were you the last time you sawfireworks? Once triggered, I'm sure you remember the day,the time, and whom you were with quite quickly. You will want to create a memorable firecracker introductionthat you can use everywhere -- in any introduction, anysituation, as the key point of every presentation, voice-mail message, e-mail signatures, slogan on a business cardoreven as a headliner on your website home page. Let's learn this process together by beginning with a fewexamples I created. These examples will also give you hintson how you can open your pitches with a firecracker moment.Pitches that change people's moments - ignite a firecrackerunder their assets. Let's assume you are at a networking event and someone asks,"What do you do?" You can open in one of several waysdepending on the function and what you thought wouldintrigue people attending this event. The introduction mustalways lead to getting them to act on only one call toaction. If your call to action is to sell space in anupcoming workshop, you don't promote your consultingservices. Multiple action calls will dilute your message.Even worse, they confuse your listener. Consider crafting several, still staying within the singlecall to action, by changing the wording ever so slightly sothat it doesn't sound memorized just in case others areclose enough to over hear you. This also works if you aretesting to find the best language. Always make the first sentence a declarative statement: "Iperform miracles. Not the religious type, of course, thebusiness type. Entrepreneurs, like [current or pastclient] and [another current or past client], hire me tomake their marketing more attractive and pull in clients. Ihelp them become a human magnet, drawing new businesses tothem like bees make honey." It is important for the very first sentence be short anddeclarative. Declarative doesn't ask, it asserts. Now stopfor a few minutes and play with some ideas of your own. Bebold when playing; write with the energy of a firecracker. A second method would be to open with a declarativequestion. Actually there isn't any such thing as adeclarative question in grammar, so bare with me as Istretch a declarative statement. A declarative question iswhen you ask them a question but not for them to answer butwith a declarative prowess. "Have you ever seen a speakerso dynamic and engaging that you forget where you are?Someone who teaches with inspiration, hypnotizes theiraudience, empowers people to act, all the while filling theatmosphere in the room with love. Then you haven'texperienced me." The first two sentences will determine whether they arelistening. A firecracker intro guarantees that you willsnap them out of their moment. If you find that theseopeners are too bold, you have my permission to continue tolet people be in their own moment and keep trying to get aregular elevator speech to work. Marketing expert, Catherine Franz, is a columnist and authorof thousands of articles on this and similar topics.Additional articles and newsletters are available at theAbundance Center or on Catherine's blog:http://www.abundancecenter.comblog: http://abundance.blogs.com
MORE RESOURCES: Sales - Google News Treasury to Sell Floaters in Second Half of Year, Dealers Say - BusinessWeek
Apotex pays Bristol, Sanofi damages over Plavix - Wall Street Journal
Beer sales could be boon for Arizona's universities - AZ Central.com
Fed Sells $6.2 Billion of Bonds From AIG Rescue to Goldman - San Francisco Chronicle
iPhone on Sprint: Great for sales, terrible for profits - Christian Science Monitor
Wells Fargo's Carroll eyes cross-selling by brokers - Reuters
Las Vegas Still Selling More Homes in January, Yet Prices Still Declining - World Property Channel
Newsstand Report: Sales Down Across the Board, Elle Plumets 18%, and ... - Fashionista
Average Salespeople “Fly By The Seat Of Their Pants” - Utah Pulse
|
 |
|
|
RELATED ARTICLES
Losing the Big-One: Salvaging Lost Accounts After careful consideration, we have chosen our vendor, and it's not you."Hard words to hear. Use Pain To Get Commitments Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration: "I call a lot of prospects each week, most of which are really hard to get a hold of. When I do get someone on the line, I am thrilled just to talk to them. Qualifying Your Prospect How do you respond when an absolute stranger calls, at work or at home, and begins to ask questions? "Are you the person who??" "What is your marketing strategy?" "Do you own or rent?" Even, "How are you today?" Are you annoyed and put off by these questions? Do you respond, "I already have a vendor," "I'm not interested," "Send a brochure" or "What are you selling?" (These days my response is to tell these callers toorder Cold Calling College!) This question-asking strategy does not work. It does not work to qualify your prospect, and it does not work to set your prospect at ease. Are You Scaring Your Customers Away? "Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in marketing. It was Saturday afternoon, and started like a typical telemarketing call. Want More Sales? Write A Barry Bonds Sales Letter I'm not a baseball fan. Never have been. 10 Tips To Overcome Your Fear Of Selling Ahh. Selling. Things You Need to Know Before Joining a Direct Sales Company A lot of people are very intrigued by the idea of joining a direct sales company and being able to make extra money from home. There are a few things a first-timer in direct sales should know before signing up. Business Lessons Learned At The Mall Normally in this column I dispense highly-intelligent small business advice in response to thought-provoking questions submitted by future and fellow entrepreneurs. This week, however, I have a couple of questions for myself, one of which makes me wonder how truly intelligent I really am. Too Much Empathy Will Cost You Money Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent time to examine some of your beliefs about selling. It Isnt A Sale Until Youre Paid Back in the days when I sold for CTV and CBC Television I had a manager that once said " It isn't a sale until you're paid." Most salespeople absolutely HATE calling their customers to ask for payment as they feel like the GOOD GUY and BAD GUY rolled into one!Hey - we have all been there. Is Cold Calling Dead? Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their belief that the only possible way to succeed in the world of selling is to make no less than fifty calls each and every day. Your Clients Buying What Youre Selling Linda felt like she had reached a plateau in her cleaning business. For the past 3 years, she'd run the same ads in the same publications with the same results. Long Sales Letters vs. Short Sales Letters Everywhere I turn, I'm being asked to weigh in on the issue of whether copy should be long or short in a sales letter. I receive countless newsletters on copywriting and marketing, and they are all still debating the issue. How to Create Material That Will Get You Sales Now! WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A great deal of money is wasted each day putting out useless sales and marketing material. Material that was written for the wrong reason or the writer forgot its purpose after he started writing it or fell in love with his own words. Customer Loyalty in the Technology Industry For technology companies, service after the sale has emerged on equal footing with innovation as a competitive advantage.As technology-related products and services touch nearly every area of our lives and our businesses, technology has become integrated in how we communicate, learn, work, and entertain ourselves. Keep the Referrals Coming A key method of our survival in the business and retail world is referrals. Referrals are always nice, because they come from someone on the outside of your company who has enough trust and faith in you to refer someone in your direction. Its Better When They Tell Them You know that word of mouth can grow your business. You hear your customers say nice things about your company all the time. Ask for the Business Many times in the process of making a sales presentation to a potential client, we will break down our product piece by piece, explaining all of the features and benefits it has to offer, then we expect our customer to have immediate buy in, and purchase our product based on the presentation they just heard.Unfortunately, it does not work that way. Cold Calling Reluctance Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it. When the Nose of the Camel is in the Tent My new job was to sell Commercial Service Agreements. It was a fine company.
|
|
Looking For Royalty Free Photos for your Website, Business or Advertising?
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us © www.List4Sale.biz 2011 |
|
