Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies

 
In the last issue I shared with you a technique for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline. In these next two issues we'll look at one of our favourite and most powerful tactics for attracting new leads and turning complete strangers into customers as efficiently and enjoyably as possible. So buckle up and hang tight as we take another trip down the Lean Marketing Pipeline... Whenever we attempt to attract new business, we're paying for the privilege....
 

Train a Winning Sales Team: Rounding Third and Heading for Home

 
Although I never met the man, I imagine Lou Boudreau would have made one heck of a field sales trainer. In 1942 the 24-year old Cleveland Indians shortstop was promoted to player/manager of his team, and for the next eight years Boudreau did what we, as trainers, are called upon to do every day: demonstrate success, inspire success and cultivate success. Think of it as the triple play of sales training. DEMONSTRATE A seven-time All-Star shortstop, Boudreau was only the second manager to take the Indians to a World Series Championship, and no one has done so since....
 

Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition

 
Business can be like war sometimes. You may have to fight hard to survive. The winner takes all. But that doesn't mean you have to destroy your competition in order to survive and win. But you can do one smart thing: outsell them, with a few smart tricks I will reveal below. One of the tricks to outsell your competition is to compareyour product to theirs. When you find the differences between products, use your findings to improve your product. Below are 12 things you can compareand improve upon to outsell your competition....
 

To Increase Your Sales and Revenue Make Sure To Add Value

 
What are you and your company's services and products worth to customers? What is the value you and your company bring to your customers? When working with customers and organizations, it is important to distinguish the difference between worth and value and to set a baseline value for the contributions you bring to the table. To illustrate, following is a simple example based on a company that provides training to other companies: Terry Trainer will develop and deliver from scratch a one-time 4-hour workshop on teamwork....
 

Small Business Marketing: Overtaking Your Competitors

 
Few businesses keep tabs on competitors, yet such knowledge can give you a distinctive competitive edge. Building a file on them, looking at everything from the customer's viewpoint and asking suppliers and employees what they know about them can be worthwhile. Keeping a jump ahead of the competition means knowing precisely what they are up to. Here are some tips to help you stay one, if not several, leaps ahead. Step 1 Get clear on your marketing mix You will often here someone on the website refer to the marketing mix....
 

Finding A Sales Force That Pays For Itself

 
The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing company to expand through increasing sales. This is done by the following general steps: Training sales staff to be able to sell the company product in large volume; correcting how sales presentations are made; handling any customer flaps his sales people make;...
 

Determining Sales Fit; the Key Growth Process for Your Business

 
Help your organization grow by assessing the right indicators in individuals slated for revenue-generating positions within your company. "Growth Talent", such as sales, account executive, consultant, sales engineer, or other individuals responsible for top-line revenue growth. The SalesFit processes addresses the individual uniqueness of your organization and the candidate. The power of the methodology is its ability to ensure an objective understanding of where the candidate is a good fit within your company....
 

The Achilles Heel of Management Coaching

 
While heading home at day's end, you begin reflecting on a coaching meeting you had earlier that day with an employee, Chris. You hope that, this time, you finally succeeded in getting her to understand the importance of spending less time in disruptive socializing in the office and more time elevating her performance. If not, you feel that your only remaining alternatives are to give her a poor performance evaluation or demotion or may even fire her. You're reluctant to do either of the first two things because you know these would disrupt the positive work relationship you've had with Chris....
 

How To Build A Worldwide Distributor Network

 
When your product is market ready and has a good bargain, it will be no value to you if you don't know who's going to buy it, or how you are going to tell the world about it. Your product will only sell if it has a good wide distribution network. Let's say that you've written a "Guide to" make $120,000 a year compiling and selling mailing lists. You calculate the production cost of $1.50 per book in lots of $1,000. The advertisement will cost you $1.50 per book. This brings the basic cost of your book to $3per copy with a paintsticking survey you found out you can sell this book at $10per copy....
 

Increase Retail Sales With Meetups

 
I recently attended the monthly Italian language Meetup here in Little Rock. Meetups are informal social gatherings of people with similar interests in a particular topic. Topics for Meetups range from political to cultural to intellectual to fun. Meetups are usually held in books stores, coffee shops and restaurants. As Meetups occur mid-week, on what are usually slow nights for many small businesses, Meetups often bring additional traffic and sales. For instance, this time there were six individuals at our Italian language Meetup....
 
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