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A Short Questionnaire
- How do you answer the question,
"Why should I do business with you?"
- How do you quantify a customer's pain?
- How do you discover who the key decision
makers are? Their decision making process?
If you weren't able to answer these questions in
30 seconds you need to read "Closing
More Sales By
Asking Better Questions." Learn how to quickly identify who is,
and isn't a prospect.
Click here to order "Closing
More Sales."
FREE Sales Newsletter.
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 WebProWorld Marketing Forum |
How Effective Are Ebay Stores For Small Businesses?
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PR versus advertising
I've been researching how to increase traffic and get exposure that's affordable. What I've found so far is a good press release distributed properly is a very effective way to get exposure and traffic relatively cheap. ...
Link Popularity Question!
Why is it every linked popularity has different results? Some show I have such and such in Google, or Altavista or all the web and other show other result for the same search engines.
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Determining Visitor Types
The trade show floor is full of different types of people with different agendas. Some people have specific goals for attending the show; others do not. As an exhibitor your observation and questioning skills will be your key to determining who may be a viable sales prospect.
Getting Off the Advertising and Sales Rollercoaster
Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. |
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| 09.27.04
Eliminating Objections To Increase Sales
 By Charlie Cook
You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections.
Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all?
Engineering Your Marketing When I was seven one of my favorite ways to spend a hot summer day with my friends was playing a backyard game we called "waterworks".
We'd use a trowel to construct channels in the dirt, put the hose at one end and watch the water flow. If we wanted the water to go straight, we'd remove rocks and debris to clear a path. We became sophisticated engineers, guiding water around corners and across short aqueducts. We felt like masters of the universe, directing the water where we wanted it to go. (You can bet my mother loved seeing us come into the house at the end of the day.)
 Plan your marketing to take charge of increasing your sales. Your marketing can lead prospects to your products and services the way my friends and I engineered our waterworks; by making clear paths and removing obstacles. Channel your prospects' attention and interests and eliminate objections. Below are the four most common objections and ways to eliminate them.
Lack of Interest Prospects need to understand what you do before they can become interested in what you have to offer. It is that simple. If you're marketing yourself as a lawyer, coach, accountant or fitness center, you're not telling people why they should be interested. To capture their interest, explain the problems you solve from their perspective.
Lack of Leads You want people to email you, call you or go to your web site to buy your products and services. But first you have to motivate them to contact you so you can market to them. Once you have their attention, use your conversation, your emails and your web site to ask them what they want and need.
Make more money from your site traffic, on your terms.
>> start here |
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Lack of Credibility You want prospects to see you as the expert; the person and the firm that has the products and services they can rely on. One of the biggest challenges to attracting new clients is gaining their trust and being seen as the essential expert. Use your articles, ezine, and web site to demonstrate your expertise. Use testimonials from clients to tell prospects about the results you and your products have achieved.
 Pricing Objections Whether it is a $25 subscription or a $50,000 consulting fee, prospects object to price when they don't understand the value of the purchase. Establish a set of questions you can use to help prospects define what they want and what you are providing. When price is put in context, it becomes much less of an obstacle.
Still not converting as many prospects to clients as you'd like? Use questions to find out more about what they want, and what their concerns are. Then address each of these objections up front and remove them as potential sales killers.
Think of your target market as a reservoir of water waiting to be tapped. If you eliminate the barriers between them and you, you could send a steady stream of new clients and customers your way. N0w, don't just imagine it, do it. Start eliminating your prospects' objections and create a clear path for them to become clients and customers. Help your prospects get what they want and you'll get what you want, more clients.
About the Author:
Charlie Cook, is Chief Executive of Ideas and Inspiration at In Mind Communications in Old Greenwich, CT and can be contacted via http://www.charliecook.net, or by calling 203-637-1118. To get the F*ree Marketing Guide and the 'More Business' newsletter, full of practical marketing tips go to http://www.charliecook.net |
