Wanting is passive; it's just a feeling or desire with only the potential to lead to action. On the other hand, think back to the last time you fought for something. Was it a job? A relationship? A parking spot? No matter how trivial it may seem to others, if it's significant enough to you, even that first cup of coffee in the morning can be worth fighting for.
Does your product/service serve a greater purpose? Who does it ultimately benefit and how: the client, the end user, the community? Put a face on them; get to know them. How does it feel to know that you are contributing to changing someone's life for the better?
Commit to it. When you're fighting all of your senses are engaged. You are emotionally charged, determined. You consider all the possible ways to reach your goal. You commit to attaining A and you will not settle for X, Y or Z. You do not hit a speed bump and head for the first exit.
Choose a New Action. Most of us end up taking the same actions or reactions - even when they have failed to work for us in the past! Replacing habitual actions with a different active word can trigger a whole new attitude, increase physical energy and open up new opportunities for growth. For example: Notice the difference in your attitude or energy when you focus on unveiling a feature as opposed to simply telling someone about it.
It is surely one of the great ironies of the selling profession that sales people are often described as being 'great talkers'. Great sales people have to be effective communicators of course but the 'gift of the gab' can actually often be a hallmark of the poor sales person, not the great one.
The most effective sales people are those that LISTEN. The old adage of "two ears, one mouth, use them in that ratio" has never been more true. In our experience great salespeople differ from their more pedestrian counterparts in a number of important and significant ways.
They listen more than they talk. (I know, we just said that, but it's important so we repeat it again).
They have time. It is interesting but great salespeople always seem unhurried and under no pressure - even when the customer tells them they 'only have a minute'.
They are not pre-occupied with 'closing the sale'. Closing scares poor salespeople, great salespeople take the time and trouble to ask great, High-Gain questions and, because they are focused on what the customer wants and how they can solve the customer's problems, they do not build the close up into something huge and scary in their heads. Moreover, the fear of rejection experienced by poor sales people doe snot exist for this group, they take time to determine how they can solve the customer's problem and therefore the outcome of the call is always favorable.
Showing posts with label Sales Lead Telemarketing. Show all posts
Showing posts with label Sales Lead Telemarketing. Show all posts
Friday, December 11, 2009
Wednesday, December 2, 2009
How to full fill sales need
If you are in sales, or you are training to become a sales person, you will need to learn to shed the attitude that you know what is best for your customer. The customer is that one that has a certain problem that needs to be solved and that should be the only thing that you need to worry about. Read on to find out how you can turn your selling methods around.
Selling is closest to a sport out of any white-collar profession. You need to go after your prospect with ferocity as if you have to conquer the sale each day. However, too many sales people go into the sale with the attitude that they are the ones that know what's best for the customer, that the customer should just shut their mouth and take what being given to them. This could no be farther from the truth.
As a sales professional you will need to learn to mirror your prospects. You will need to be able to show them exactly what they are looking for not what you think they want. You will need to discover what kind of problem they have and then position your product in such a way that you hand them the perfect solution instead of trying to give them something that you think they want.
It's a new era of selling. We need to use ethical methods, where we make our clients feel great after they walk away from the sale, instead of feeling uneasy or taken. Customers will learn that in order to feel that way again they will need to do business with you again. You are no longer going to be a peddler. You need to become a sales person that brings suggestions to the table, a sales person that creates relationships with his/her clients.
The relationship building process is the key. As you show your customers that you can make them feel good by solving their problems, you will learn how to uncover more issues that they need solved. It's now a game of psychology where you also become a counselor, someone they can confide in. The customer that trusts you with their personal problems is a customer that will keep you around as long as you deliver on your promises. They will keep coming back to get the same experience, just like a fast-food chain. You need to act the same way and be the mirror, not the megaphone.
When you started your business, you need to know who will be your clients or customers are. Of course you will not be selling girl things to a guy, isn't it? Knowing your clients will let you prepare on how you are going to present your product. The more you know about your customer, the more likely you can prove the specific product that perfectly suits to your customer.
Focusing on the clients knows who will be your possible clients. Now it's time to find them.
The first obstacle as a businessman is how you can go through to persuade the right person. Each product you have can always be sold to the right person that needed it most. Researching the right customer is really hard that's what explains its worth in taking more time to talk or converse with your clients.
After knowing the right person, it's time to negotiate.
With the power of persuasion, you are empowered to win negotiations. The right negotiation is also very important because this will be the path to your success. During your negotiations you need to create a positive environment for you to have a good conversation and persuasion with your clients. You need to take them to your way of thinking and make them believe in you.
Boosting your sales by winning more negotiations is really a hard work. Just let the power of persuasion blend these ingredients to create a good business.
Selling is closest to a sport out of any white-collar profession. You need to go after your prospect with ferocity as if you have to conquer the sale each day. However, too many sales people go into the sale with the attitude that they are the ones that know what's best for the customer, that the customer should just shut their mouth and take what being given to them. This could no be farther from the truth.
As a sales professional you will need to learn to mirror your prospects. You will need to be able to show them exactly what they are looking for not what you think they want. You will need to discover what kind of problem they have and then position your product in such a way that you hand them the perfect solution instead of trying to give them something that you think they want.
It's a new era of selling. We need to use ethical methods, where we make our clients feel great after they walk away from the sale, instead of feeling uneasy or taken. Customers will learn that in order to feel that way again they will need to do business with you again. You are no longer going to be a peddler. You need to become a sales person that brings suggestions to the table, a sales person that creates relationships with his/her clients.
The relationship building process is the key. As you show your customers that you can make them feel good by solving their problems, you will learn how to uncover more issues that they need solved. It's now a game of psychology where you also become a counselor, someone they can confide in. The customer that trusts you with their personal problems is a customer that will keep you around as long as you deliver on your promises. They will keep coming back to get the same experience, just like a fast-food chain. You need to act the same way and be the mirror, not the megaphone.
When you started your business, you need to know who will be your clients or customers are. Of course you will not be selling girl things to a guy, isn't it? Knowing your clients will let you prepare on how you are going to present your product. The more you know about your customer, the more likely you can prove the specific product that perfectly suits to your customer.
Focusing on the clients knows who will be your possible clients. Now it's time to find them.
The first obstacle as a businessman is how you can go through to persuade the right person. Each product you have can always be sold to the right person that needed it most. Researching the right customer is really hard that's what explains its worth in taking more time to talk or converse with your clients.
After knowing the right person, it's time to negotiate.
With the power of persuasion, you are empowered to win negotiations. The right negotiation is also very important because this will be the path to your success. During your negotiations you need to create a positive environment for you to have a good conversation and persuasion with your clients. You need to take them to your way of thinking and make them believe in you.
Boosting your sales by winning more negotiations is really a hard work. Just let the power of persuasion blend these ingredients to create a good business.
Thursday, November 19, 2009
Sales Improving skill
Ever marveled at how skillfully Improve Players respond to the seemingly unrelated suggestions thrown at them? There is no script to follow, no direction and typically only the thinnest of plots. Does this sound familiar to you? It should!
As salespeople, how often do we walk into a situation with a thread-bare plot (like an information-gathering meeting), unsure of what's going to confront us (objections, personality conflicts, budgets, etc.) and last but not least, an audience waiting to be entertained. (Yes, your client expects some entertainment for their hard-won time and dollars!)
Sellers can learn a lot from Improve Players, like how to take a curve ball and turn it into a home run. Learning to react quickly and skillfully to the unexpected can mean the difference between winning and losing the sale during these uncertain times. But there is more to Improve than just spitting out the first thing that comes to mind. Here are Five Tips adapted from Improve you can start applying to your sales calls today!
This obvious but critical step is often overlooked in our rush to get in front of a client. You must know inside and out WHAT you're saying and WHY you're saying it -- and "My manager told me to" is not a good enough reason! Practice your sales script. Read it out loud to the dog. Rap it to your roommate. Know it so well that if you had to, you could pick it up at any point within the script and run through it with ease.
Only by being truly in tune with the moment are you aware of subtle shifts in your partner. Silence for instance, which we are so anxious to fill, can mean: "you've lost me" or "show me why I should buy you." Stop, pause and take in the moment. You'll be amazed at what you may have missed.
Commitment? Yikes! As salespeople we reserve the right to change our opinion based on what the client thinks, right? Wrong! See your choices through; don't be batted around by every wind. You may not win everyone over, but you'll win something that is too often overlooked in sales: self respect.
No matter what your partner gives you in Improve, you must always reply with "Yes, and..." to keep the action moving forward. For example, suppose your client tells you that they have never buy anything but product X. Instead of saying "Yes, but you've never tried our product," (which puts them on the defensive), you reply: "Yes, and that's why you don't yet have anything to compare it to." In this way you acknowledge their point as well as offer an alternative perspective without getting their defenses up.
As salespeople, how often do we walk into a situation with a thread-bare plot (like an information-gathering meeting), unsure of what's going to confront us (objections, personality conflicts, budgets, etc.) and last but not least, an audience waiting to be entertained. (Yes, your client expects some entertainment for their hard-won time and dollars!)
Sellers can learn a lot from Improve Players, like how to take a curve ball and turn it into a home run. Learning to react quickly and skillfully to the unexpected can mean the difference between winning and losing the sale during these uncertain times. But there is more to Improve than just spitting out the first thing that comes to mind. Here are Five Tips adapted from Improve you can start applying to your sales calls today!
This obvious but critical step is often overlooked in our rush to get in front of a client. You must know inside and out WHAT you're saying and WHY you're saying it -- and "My manager told me to" is not a good enough reason! Practice your sales script. Read it out loud to the dog. Rap it to your roommate. Know it so well that if you had to, you could pick it up at any point within the script and run through it with ease.
Only by being truly in tune with the moment are you aware of subtle shifts in your partner. Silence for instance, which we are so anxious to fill, can mean: "you've lost me" or "show me why I should buy you." Stop, pause and take in the moment. You'll be amazed at what you may have missed.
Commitment? Yikes! As salespeople we reserve the right to change our opinion based on what the client thinks, right? Wrong! See your choices through; don't be batted around by every wind. You may not win everyone over, but you'll win something that is too often overlooked in sales: self respect.
No matter what your partner gives you in Improve, you must always reply with "Yes, and..." to keep the action moving forward. For example, suppose your client tells you that they have never buy anything but product X. Instead of saying "Yes, but you've never tried our product," (which puts them on the defensive), you reply: "Yes, and that's why you don't yet have anything to compare it to." In this way you acknowledge their point as well as offer an alternative perspective without getting their defenses up.
Tuesday, November 17, 2009
How to improve your sales professional
Whether your company is brand new or you find that you are in a place where you want to make sure that it can stay on track, you will find that your sales force is something that you need to invest in. No matter what industry you are competing in, competition is tougher than ever, and if you want to make sure that you are going to stay on top, your sales reps are going to be an important part of how you do it. A good sales professional is one that is going to keep on getting you business that you need and if you want to make sure that you are on top of things, you need to think about how you are going to hire and keep the best of the best!
The first thing that you need to do when you are looking at building the right sales force is to make sure that you are putting the right kind of energy into hiring. Be explicit when you send out the position description. What kind of knowledge do they need and what should their core competencies be? What kind of responsibilities do you want them to fill and what kind of expectations are you going to have for them? Knowing this can help you figure out how you are going to proceed in the future.
Remember that you should be picky. Do not assume that you can train a bad behavior out of a sales representative. If they look unprofessional on paper or at the interview, you will find that their application should be dismissed. You can avoid wasting your time by doing some telephone screening beforehand. A sales representative's phone manner should definitely something that you look into. Make sure that when you do meet them face to face that you judge them on how well you think they will suit you and whether they are already great salesmen. Remember that you should share your expectations with them; do not assume that they can read your mind!
Once you have a promising sales staff, you need to think about keeping them. There are companies that get very annoyed when they have gotten sales representatives trained up and then they have lost them to better offers. Do not be surprised that if you cannot offer your sales representatives a good environment and they end up jumping shift. Make sure that your sales representatives feel welcome and like a valuable part of your company. Having room for advancement is important as is a recognition program for excellent performance. If you do lose people, set up exit interviews. You never know when you will learn something new about the way things are going, or when you can change a good representative's mind!
Take some time and consider what your options are going to be when you are thinking about retaining a great sales force; your representatives are the face of your company!
The first thing that you need to do when you are looking at building the right sales force is to make sure that you are putting the right kind of energy into hiring. Be explicit when you send out the position description. What kind of knowledge do they need and what should their core competencies be? What kind of responsibilities do you want them to fill and what kind of expectations are you going to have for them? Knowing this can help you figure out how you are going to proceed in the future.
Remember that you should be picky. Do not assume that you can train a bad behavior out of a sales representative. If they look unprofessional on paper or at the interview, you will find that their application should be dismissed. You can avoid wasting your time by doing some telephone screening beforehand. A sales representative's phone manner should definitely something that you look into. Make sure that when you do meet them face to face that you judge them on how well you think they will suit you and whether they are already great salesmen. Remember that you should share your expectations with them; do not assume that they can read your mind!
Once you have a promising sales staff, you need to think about keeping them. There are companies that get very annoyed when they have gotten sales representatives trained up and then they have lost them to better offers. Do not be surprised that if you cannot offer your sales representatives a good environment and they end up jumping shift. Make sure that your sales representatives feel welcome and like a valuable part of your company. Having room for advancement is important as is a recognition program for excellent performance. If you do lose people, set up exit interviews. You never know when you will learn something new about the way things are going, or when you can change a good representative's mind!
Take some time and consider what your options are going to be when you are thinking about retaining a great sales force; your representatives are the face of your company!
Friday, November 6, 2009
How to increase your sales Transaction figure
Retail businesses are all about selling products and services. Of course, selling quality products and offering top-notch services is your key to long-term growth. There's a lot of competition for the consumer dollar in the marketplace. It's a constant battle to increase sales each year to take your business to new heights.
One method for garnering consistent increases in sales is to increase your average sales transaction. You can calculate your average sales transaction, and then work at increasing that figure via different means. As the name implies your average sales transaction is the amount, on average, that you sell to each customer. This measurement lets you know how well your business as a whole, and your employees individually, are doing promoting the inventory you have on hand.
How do you increase this figure and therefore your overall weekly and monthly sales? The best way is through suggestion selling. When you suggest additional products and services to a customer who is already buying a product or service from you, you garner those extra sales. For example, in a gift shop you may sell a certain brand of candle to a customer. You then proceed to offer them a candle accessory to go along with it, such as a wick trimmer and wick dipper set.
Here are a few things to consider concerning suggestion selling to raise your average sales transaction figure:
Suggestion selling is not high pressure selling. You are "suggesting" an additional product or service to your customer. They decide whether your suggestion is appropriate for them at the time. You present the opportunity and they calculate whether it's beneficial for them to take advantage of the opportunity.
Suggestion selling means fulfilling your customers' wants and needs completely. They may need the additional products or services you're suggesting, but didn't know you carried or offered them. Your suggestions educate them. If you don't make the suggestion, they may go elsewhere searching for these additional products or services.
Suggestion selling is a cost-efficient method for highlighting new products and services you have. You're already spending time selling; why not suggest new lines, as well as new services, at the same time. This is wise use of your selling time.
It's important to get your employees involved in raising your average sales transaction through suggestion selling. After all, you can't do it all alone. Here are a few tips for inspiring your employees onward to productive suggestion selling. The results will be a higher average sales transaction number:
Post the average sales transaction number in your backroom. You can post an overall number for the store. You can also post individual numbers (per employee). Individual numbers are the total sales an individual achieves in a week or month divided by the number of transactions they process. You can gauge an employee's progress as a sales associate with this number. You can help them work on suggestion selling skills if you see their number stay the same or even drop.
Offer rewards to your staff as a whole if the overall store average sales transaction figure increases in a month. Offer individual rewards to those sales associates who increase their personal number.
Remember to make the effort to increase the average sales transaction via suggestion selling a healthy competition. Have your employees concentrate on meeting your customers' needs, not badgering them to buy extra products through high-pressure tactics. Teach them to suggest wisely. This means offering additional products and services that they feel a customer may truly benefit from. Teach them to suggest relevant additional products that match a customer's original purchase and can enhance their use of the original purchase.
Using suggestion selling to build your average sales transaction is a way to measure your employees' selling skills. Look at this is a positive way. Those who work hard selling your quality lines will receive nice rewards for increasing this figure. Those who are not increasing this figure will receive the knowledge and training to improve their skills so they too can earn rewards. In the end, you, your business, and your employees benefit.
One method for garnering consistent increases in sales is to increase your average sales transaction. You can calculate your average sales transaction, and then work at increasing that figure via different means. As the name implies your average sales transaction is the amount, on average, that you sell to each customer. This measurement lets you know how well your business as a whole, and your employees individually, are doing promoting the inventory you have on hand.
How do you increase this figure and therefore your overall weekly and monthly sales? The best way is through suggestion selling. When you suggest additional products and services to a customer who is already buying a product or service from you, you garner those extra sales. For example, in a gift shop you may sell a certain brand of candle to a customer. You then proceed to offer them a candle accessory to go along with it, such as a wick trimmer and wick dipper set.
Here are a few things to consider concerning suggestion selling to raise your average sales transaction figure:
Suggestion selling is not high pressure selling. You are "suggesting" an additional product or service to your customer. They decide whether your suggestion is appropriate for them at the time. You present the opportunity and they calculate whether it's beneficial for them to take advantage of the opportunity.
Suggestion selling means fulfilling your customers' wants and needs completely. They may need the additional products or services you're suggesting, but didn't know you carried or offered them. Your suggestions educate them. If you don't make the suggestion, they may go elsewhere searching for these additional products or services.
Suggestion selling is a cost-efficient method for highlighting new products and services you have. You're already spending time selling; why not suggest new lines, as well as new services, at the same time. This is wise use of your selling time.
It's important to get your employees involved in raising your average sales transaction through suggestion selling. After all, you can't do it all alone. Here are a few tips for inspiring your employees onward to productive suggestion selling. The results will be a higher average sales transaction number:
Post the average sales transaction number in your backroom. You can post an overall number for the store. You can also post individual numbers (per employee). Individual numbers are the total sales an individual achieves in a week or month divided by the number of transactions they process. You can gauge an employee's progress as a sales associate with this number. You can help them work on suggestion selling skills if you see their number stay the same or even drop.
Offer rewards to your staff as a whole if the overall store average sales transaction figure increases in a month. Offer individual rewards to those sales associates who increase their personal number.
Remember to make the effort to increase the average sales transaction via suggestion selling a healthy competition. Have your employees concentrate on meeting your customers' needs, not badgering them to buy extra products through high-pressure tactics. Teach them to suggest wisely. This means offering additional products and services that they feel a customer may truly benefit from. Teach them to suggest relevant additional products that match a customer's original purchase and can enhance their use of the original purchase.
Using suggestion selling to build your average sales transaction is a way to measure your employees' selling skills. Look at this is a positive way. Those who work hard selling your quality lines will receive nice rewards for increasing this figure. Those who are not increasing this figure will receive the knowledge and training to improve their skills so they too can earn rewards. In the end, you, your business, and your employees benefit.
Thursday, October 29, 2009
Lead Generation Company
If you were to scan job boards for a career in lead generation, appointment setting, or teleprospecting, you'd find a wide range of salaries. Some positions pay as little as $8.00. Others can pay as high as six figures when you include salary, commission, and bonuses. So just how do you put a value on lead generation?
Business-to-business generation of leads is catching on in companies all across the country. Many companies hire a third-party firm to perform the duties. Others hire people with a sales background or simply train current employees. The goal is always to call on leads, qualify them to the fullest, and provide a logical next step for the outside sales team. A next step could be a face-to-face meeting, a conference call, or a webinar.
Why is there such a disparity with lead generators' salaries? I believe there are a few reasons. First of all, it is a company's job to make as much profit as possible. That often means paying employees as little as they can get away with. Secondly, there is no guarantee that any qualified lead will become a closed deal, so determining the value of providing them can be complicated. Finally, each company has its own unique product and service offering, and the value of those offerings can be dramatically different from company to company. For example, a company selling $500.00 coffee makers may pay significantly less than a software company selling an ERP solution valued at $500,000 per item.
To make the most of a lead generation career, lead gen. experts must become experts in their field. For example, if the majority of lead gen. jobs are with software companies, lead generation experts must study the ins and outs of software and keep up with trends. Lead generating reps must also practice becoming excellent cold callers, which involves choosing the right words to spark an interest and learning to overcome objections. You'll find that many of the top-paying lead generation reps have a sales background but they also have some expertise in the field in which they are calling.
When you become an expert in the field, you determine the value of lead generation. It doesn't matter if you work for a company, a lead generation firm, or start your own company. The value of what you do and what you accept as payment for it is entirely up to you.
Business-to-business generation of leads is catching on in companies all across the country. Many companies hire a third-party firm to perform the duties. Others hire people with a sales background or simply train current employees. The goal is always to call on leads, qualify them to the fullest, and provide a logical next step for the outside sales team. A next step could be a face-to-face meeting, a conference call, or a webinar.
Why is there such a disparity with lead generators' salaries? I believe there are a few reasons. First of all, it is a company's job to make as much profit as possible. That often means paying employees as little as they can get away with. Secondly, there is no guarantee that any qualified lead will become a closed deal, so determining the value of providing them can be complicated. Finally, each company has its own unique product and service offering, and the value of those offerings can be dramatically different from company to company. For example, a company selling $500.00 coffee makers may pay significantly less than a software company selling an ERP solution valued at $500,000 per item.
To make the most of a lead generation career, lead gen. experts must become experts in their field. For example, if the majority of lead gen. jobs are with software companies, lead generation experts must study the ins and outs of software and keep up with trends. Lead generating reps must also practice becoming excellent cold callers, which involves choosing the right words to spark an interest and learning to overcome objections. You'll find that many of the top-paying lead generation reps have a sales background but they also have some expertise in the field in which they are calling.
When you become an expert in the field, you determine the value of lead generation. It doesn't matter if you work for a company, a lead generation firm, or start your own company. The value of what you do and what you accept as payment for it is entirely up to you.
Friday, October 23, 2009
How to increase your sales rate
Are you struggling to get clients for your business? Or have you ever wonder why your clients prefer your competitors even though you have a quality product? Salesmanship is an essential skill that every business should have. The better their sales skills, the more profits they will likely to have.
Always be honest and ethical. You should never ever lie to your customers. If one of your customers finds out that you are dishonest, they can tell many other people about you. However, if the find that you are honest with them, they can tell other people how good of a person to do business with.
Never lose contact with your customer. If you get a lot of customer that loves your doing business with you, always keep in contact with them. You can do this by sending a birthday or Christmas card to them every year. Let them know that your business still exists. Customers are real people and they sometimes forget. Just give them a quick reminder to know that you care for them and you still in business.
Always give value to your customer. Don't try to extract as much money from them. Instead, your products or services should give tremendous value to your customer. If you give more value, the customer can't help themselves and keep buying your products. Customers can tell that they are being used straightaway.
If you are in this situation then a good first step is to check the market to see what your competitors are offering. You may find that if your client could go someone else but they would be unlikely to get the same level of service. Alternatively, you may find that you are about the same but that does not mean that you cannot still increase rates provided you have something additional to offer. Ideally something that does not cost you a lot of money but is valuable to your client and worth paying extra for.
The technique I use with clients makes it much easier to negotiate changes is rates. I call the technique 'Terracing' and it involves creating multiple service levels.
For example, I was working with an adviser who was attracting lots of clients based on low rates but frustrated that he was not making enough money from it. His service level was much higher than it needed to be, yet he was uncomfortable with charging more or taking away some of the services.
One service that he was providing was traveling to see clients rather than them having to come to see him. During the traveling time he was stuck in the car and not earning. He did not charge for traveling time. We worked out some service packages and gave them each a name, list of contents and price. There was a service package that had the current pricing but excluded some things like traveling which went into a higher level package with a higher price.
Always be honest and ethical. You should never ever lie to your customers. If one of your customers finds out that you are dishonest, they can tell many other people about you. However, if the find that you are honest with them, they can tell other people how good of a person to do business with.
Never lose contact with your customer. If you get a lot of customer that loves your doing business with you, always keep in contact with them. You can do this by sending a birthday or Christmas card to them every year. Let them know that your business still exists. Customers are real people and they sometimes forget. Just give them a quick reminder to know that you care for them and you still in business.
Always give value to your customer. Don't try to extract as much money from them. Instead, your products or services should give tremendous value to your customer. If you give more value, the customer can't help themselves and keep buying your products. Customers can tell that they are being used straightaway.
If you are in this situation then a good first step is to check the market to see what your competitors are offering. You may find that if your client could go someone else but they would be unlikely to get the same level of service. Alternatively, you may find that you are about the same but that does not mean that you cannot still increase rates provided you have something additional to offer. Ideally something that does not cost you a lot of money but is valuable to your client and worth paying extra for.
The technique I use with clients makes it much easier to negotiate changes is rates. I call the technique 'Terracing' and it involves creating multiple service levels.
For example, I was working with an adviser who was attracting lots of clients based on low rates but frustrated that he was not making enough money from it. His service level was much higher than it needed to be, yet he was uncomfortable with charging more or taking away some of the services.
One service that he was providing was traveling to see clients rather than them having to come to see him. During the traveling time he was stuck in the car and not earning. He did not charge for traveling time. We worked out some service packages and gave them each a name, list of contents and price. There was a service package that had the current pricing but excluded some things like traveling which went into a higher level package with a higher price.
Wednesday, October 14, 2009
How to Hire Services for Sales Lead
Hiring a service provider to prospect for you or sell your product or service can be a very effective solution. However, you can also waste valuable time, money, and have the reputation of your company tarnished very quickly. There are a few good, professional, and legitimate service providers with solid business models and there are those that do not. Be very careful. The purpose of this article is to educate you and help you develop an understanding of what to expect in the outsourced Sales and Telemarketing industry in order to make a wise decision.
Realistic Expectations. Many sub par providers of this service will tell you just about anything you need to hear to make the sale. They make a living turning over clients with cheap rates and small tests. Why? Because they gain more sales. Your provider should want to know your business in detail and listen to your objectives. An honest provider will tell you what is realistic within a certain amount of hours. There are many variables, so its not feasible for any provider to tell you exactly what to expect. However, they should give you a realistic depiction of ramp times and potential production. They should come up with a customized strategy recommendation for success. A good provider should be focused on how to maintain a long term partnership.
Training prior to starting the program. - Good providers will want you to be directly involved with the training. After all it is your business and you know it best. Preparation is key to success. A good provider should be able to take your marketing collateral and create an initial calling script for training and ramping. Talented callers will not read a script word for word. The script should be nothing more than a training tool and reference until they have it down.
Caller Talent. - How do you want your company represented? Avoid hiring providers that use high school, college, inexperienced or off offshore callers. While young people may be good for business to consumer programs, A good B2B company will have mature, experienced professionals representing your company.
A good provider has a distinct ability to control quality. The last thing you want is for your existing customers - your revenue generating customers - to have a bad impression of your company because of relaxed quality standards. Good providers have a professional management staff with a solid infrastructure. Consistent feedback and communication between management, callers, and client is crucial for mutual success. What types of reporting and database access does the provider offer? Is it online and fully accessible to you?
Look for professional communication and management. A business development company should be giving you regular updates, and have data available to you on demand - not having this could be a warning sign that the data isn't there at all. Consistent feedback and communication between management, callers, and client is crucial for mutual success. Does the provider offer you the ability to be involved in the program and speak directly with the callers?
Beware of companies offering short tests (less than 50 hours). The profitability & success of a campaign cannot be judged in such a short period of time. If you choose a provider based on the results of such a short test, you may end up getting "short changed" in the long run. This is equivalent to you hiring an internal person for just over one weeks worth of work. Pipelines take time develop. Anything less than 50 hours and you are probably just wasting your money.
Find out the exact location of the agents working for your service provider. Offshore agents aren't usually held to the highest quality standards, and the communication barriers they create can reduce the effectiveness of your campaign - actually costing you money in the long run. While costs may be appealing, quality will most likely lack severely and cost you more money and the reputation of your company.
Realistic Expectations. Many sub par providers of this service will tell you just about anything you need to hear to make the sale. They make a living turning over clients with cheap rates and small tests. Why? Because they gain more sales. Your provider should want to know your business in detail and listen to your objectives. An honest provider will tell you what is realistic within a certain amount of hours. There are many variables, so its not feasible for any provider to tell you exactly what to expect. However, they should give you a realistic depiction of ramp times and potential production. They should come up with a customized strategy recommendation for success. A good provider should be focused on how to maintain a long term partnership.
Training prior to starting the program. - Good providers will want you to be directly involved with the training. After all it is your business and you know it best. Preparation is key to success. A good provider should be able to take your marketing collateral and create an initial calling script for training and ramping. Talented callers will not read a script word for word. The script should be nothing more than a training tool and reference until they have it down.
Caller Talent. - How do you want your company represented? Avoid hiring providers that use high school, college, inexperienced or off offshore callers. While young people may be good for business to consumer programs, A good B2B company will have mature, experienced professionals representing your company.
A good provider has a distinct ability to control quality. The last thing you want is for your existing customers - your revenue generating customers - to have a bad impression of your company because of relaxed quality standards. Good providers have a professional management staff with a solid infrastructure. Consistent feedback and communication between management, callers, and client is crucial for mutual success. What types of reporting and database access does the provider offer? Is it online and fully accessible to you?
Look for professional communication and management. A business development company should be giving you regular updates, and have data available to you on demand - not having this could be a warning sign that the data isn't there at all. Consistent feedback and communication between management, callers, and client is crucial for mutual success. Does the provider offer you the ability to be involved in the program and speak directly with the callers?
Beware of companies offering short tests (less than 50 hours). The profitability & success of a campaign cannot be judged in such a short period of time. If you choose a provider based on the results of such a short test, you may end up getting "short changed" in the long run. This is equivalent to you hiring an internal person for just over one weeks worth of work. Pipelines take time develop. Anything less than 50 hours and you are probably just wasting your money.
Find out the exact location of the agents working for your service provider. Offshore agents aren't usually held to the highest quality standards, and the communication barriers they create can reduce the effectiveness of your campaign - actually costing you money in the long run. While costs may be appealing, quality will most likely lack severely and cost you more money and the reputation of your company.
Tuesday, October 13, 2009
How to Get Maximum Sales Lead
Sales lead generation is among the most important and invaluable services that a telemarketing agency can provide. Other telemarketing services include appointment setting, e-mail support, telesales, and customer service.
The most qualified sales lead generation can only be given by experienced telemarketing specialists. Intensive sifting of the target market of each company and looking outside the market norms of each particular industry is what makes sales lead generation qualified and ensures that most leads will be closed out. But sales lead generation is not just about providing a company with an abundance of leads. It should also be about filtering these leads to the extent of each company's specific needs.
A sales lead generation helps the salesmen inside a company very much, in that all the prospective clients they approach will already be prequalified, which means the chances of the sales appointment converting into a real sale are greater. A decent sales lead generation will add substantially to the bottom line of your company, but it takes good telemarketing services to ensure that.
With the benefits of telemarketing services in general and sales lead generation in particular being covered, there is yet another aspect to cover, namely that of making an informed choice of a telemarketing agency. Accepting the fact that only a few leads can turn into real sales does not have to be a given. There are telemarketing agencies whose agents have the ability to learn everything there is to know about the products or services of each company. Furthermore, the clients' needs are the main focus of their continual training. This is the type of telemarketing agency that each company should be looking for, the type that strives to make sure that each sales lead is as good as a confirmed sale.
Is your business looking at sales lead generation? Like many businesses getting the right type of sales lead into your business is the key to it's success. I this article we will look at sales lead generation and the types of methods you can use to generate your own sales leads
Lead Generation does not automatically result from attendance at a business networking event. Leads are the first step in the business relationship. Lead generation has become popular with businesses because it enables a business to: Develop a more accurate ROI on a per lead basis Choose the product/service and the time they wish to offer to prospects Control the geographical area that the business focused to reach Control the budget on leads a business wishes to receive per day Pay only for the leads that are received View detailed analytics on the leads in order to realign it's business to the market.
Companies will become more select on who can market their clients to ensure that converting leads are gathered and sent on. Companies that can perform and provide quality leads to their clients will be sought out by previous clients of companies that couldn't perform. Companies-usually relocation departments-receive lead information, which is then passed on to associates.
The most qualified sales lead generation can only be given by experienced telemarketing specialists. Intensive sifting of the target market of each company and looking outside the market norms of each particular industry is what makes sales lead generation qualified and ensures that most leads will be closed out. But sales lead generation is not just about providing a company with an abundance of leads. It should also be about filtering these leads to the extent of each company's specific needs.
A sales lead generation helps the salesmen inside a company very much, in that all the prospective clients they approach will already be prequalified, which means the chances of the sales appointment converting into a real sale are greater. A decent sales lead generation will add substantially to the bottom line of your company, but it takes good telemarketing services to ensure that.
With the benefits of telemarketing services in general and sales lead generation in particular being covered, there is yet another aspect to cover, namely that of making an informed choice of a telemarketing agency. Accepting the fact that only a few leads can turn into real sales does not have to be a given. There are telemarketing agencies whose agents have the ability to learn everything there is to know about the products or services of each company. Furthermore, the clients' needs are the main focus of their continual training. This is the type of telemarketing agency that each company should be looking for, the type that strives to make sure that each sales lead is as good as a confirmed sale.
Is your business looking at sales lead generation? Like many businesses getting the right type of sales lead into your business is the key to it's success. I this article we will look at sales lead generation and the types of methods you can use to generate your own sales leads
Lead Generation does not automatically result from attendance at a business networking event. Leads are the first step in the business relationship. Lead generation has become popular with businesses because it enables a business to: Develop a more accurate ROI on a per lead basis Choose the product/service and the time they wish to offer to prospects Control the geographical area that the business focused to reach Control the budget on leads a business wishes to receive per day Pay only for the leads that are received View detailed analytics on the leads in order to realign it's business to the market.
Companies will become more select on who can market their clients to ensure that converting leads are gathered and sent on. Companies that can perform and provide quality leads to their clients will be sought out by previous clients of companies that couldn't perform. Companies-usually relocation departments-receive lead information, which is then passed on to associates.
Monday, October 12, 2009
How to Improve your Sales Result
If you could identify one word to improve your sales results, what would that one word be? Before you immediately begin to think and even say out loud that word, let me ask you several questions:
Are you currently satisfied with your sales results?
Do you wish to improve any aspect of selling skills?
Do you know what is keeping you from reaching your goal to increase sales?
If you're a professional service provider one of the things you've been told you should do to get clients is offer a free consultation, review, or session of some sort. Once upon a time when this was a new idea it was very effective. It no longer works. I'm going to help you understand why that's true as well as what you can do to make it work in your business.
The free consultation concept is common place at this point. It's so common that your prospects recognize it for what it really is... a sales appointment. Just like people don't volunteer for a free insurance review they don't eagerly volunteer for a free consultation.
Here's why. To start with no one wants to volunteer for a sales appointment. Plus when you offer a free consultation early in your sales prospecting process you are making your offer at the point your prospects are most skeptical. Early on you are complete strangers. It's only natural to treat strangers with a high degree of skepticism.
When you offer the free consultation up front rather than creating good will and strengthening your tentative relationship you trigger the defenses of your potential buyer. Once you trigger a prospect's defenses it's very hard to overcome those defenses and earn their trust.
Plus unless you know how to get the greatest return from your investment when you get together for the free consultation you don't get what you want. You give away an hour of work and get nothing in return. Bottom line you invest a great deal of time and effort to get a tiny number of clients from those free sessions.
I'm not saying you shouldn't offer your potential buyers an opportunity to have an experience with you at no cost. What I am saying is you need to rethink when you make that offer and how you make it.
There's a natural process involved in developing relationships. You will dramatically improve your results if you respect that process.
Rather than offering the free session right away only offer it to people who already perceive your value. Then think about the best way to present that offer.
If a sales person is doing many other things other than selling, you can say that the sales person is not doing his job. However, if many sales people are doing so, then perhaps you need more investigation.
While it is true that sales people should commit their time and effort generating sales revenue, that may not be how customers perceive things. Customers want sales people to be "accountable for results".
Are you currently satisfied with your sales results?
Do you wish to improve any aspect of selling skills?
Do you know what is keeping you from reaching your goal to increase sales?
If you're a professional service provider one of the things you've been told you should do to get clients is offer a free consultation, review, or session of some sort. Once upon a time when this was a new idea it was very effective. It no longer works. I'm going to help you understand why that's true as well as what you can do to make it work in your business.
The free consultation concept is common place at this point. It's so common that your prospects recognize it for what it really is... a sales appointment. Just like people don't volunteer for a free insurance review they don't eagerly volunteer for a free consultation.
Here's why. To start with no one wants to volunteer for a sales appointment. Plus when you offer a free consultation early in your sales prospecting process you are making your offer at the point your prospects are most skeptical. Early on you are complete strangers. It's only natural to treat strangers with a high degree of skepticism.
When you offer the free consultation up front rather than creating good will and strengthening your tentative relationship you trigger the defenses of your potential buyer. Once you trigger a prospect's defenses it's very hard to overcome those defenses and earn their trust.
Plus unless you know how to get the greatest return from your investment when you get together for the free consultation you don't get what you want. You give away an hour of work and get nothing in return. Bottom line you invest a great deal of time and effort to get a tiny number of clients from those free sessions.
I'm not saying you shouldn't offer your potential buyers an opportunity to have an experience with you at no cost. What I am saying is you need to rethink when you make that offer and how you make it.
There's a natural process involved in developing relationships. You will dramatically improve your results if you respect that process.
Rather than offering the free session right away only offer it to people who already perceive your value. Then think about the best way to present that offer.
If a sales person is doing many other things other than selling, you can say that the sales person is not doing his job. However, if many sales people are doing so, then perhaps you need more investigation.
While it is true that sales people should commit their time and effort generating sales revenue, that may not be how customers perceive things. Customers want sales people to be "accountable for results".
Friday, October 2, 2009
Maximum Sales Lead Maximum Growth
In order for a business to success and remain in business, they must determine the best method for sale lead generation. Each business has it's own unique features, which must be taken into consideration before deciding on a method to create new potential customers. Because this can be difficult to figure out, sometimes the process of trial and error must be used.
One of the first steps a business needs to take is to determine their target market. A business could target their efforts of attracting potential clients who are in a particular type of business. For some types of businesses the target market might still be too broad. They will need to determine even more factors about the businesses in need of their products or services..
Once a business has determined their target market, they will need to look for creative methods of creating new potential clients. It is up to the business to work at developing a relationship with the decision maker as a way to get their business. A business without a method of sale lead generation will not remain in business for very long.
There has never been a better time to develop more advanced telephone sales tutoring than now. The right phone training can aid your salespeople in being more competent with cold calling consumers which can enhance their commissions. The right training increases your team's ability level which leads to larger and more frequent purchases by customers. It will also transform them from average salepeople to sales powerhouses.
What follows are the six keys for telephone sales training which will include: teaching them the foundation of prosperous cold calling, the best way to use scripts, how to properly overcome objections, how to overcome call reluctance, and how to properly qualify their leads.
The first key for adequately training your personnel to make sales calls is educating them the basics of successful cold calling. Without a few basic skills, salespeople tend to get discouraged and give up too quickly.
The second key to increase sales with training is teaching the best way to use scripts. It is important that they don't sound like they are reading and yet know how to keep the call moving in the right direction.
The third key for powerful sales training for your employees to make sales calls is showing them how to properly overcome objections. Every salesperson is going to encounter objections when they make sales calls and learning to overcome them is the solution for success.
The fourth key to multiply sales with training is teaching your team how to overcome call reluctance. Once they have mastered this skill their productivity levels will increase dramatically.
Tip number five for effective sales training is teaching your team to properly qualify leads. This is a skill that can help employees maximize their time and increase their commissions.
The sixth and concluding rule for effective sales training is helping them understand the value of hearing the word "no". Once they understand how valuable this one thing is, they will look forward to making their sales calls and tracking how many "no's" they hear each day.
f you are using generated leads and your sales have not increased by a significant amount, you might want to check into telephone lead generation. By using the telephone to generate leads, the telemarketer can ask questions, which will narrow down the market to those who are most likely to be interested in utilizing your product or service.
You will be able to determine whether or not the business is a good prospect by the way they respond to the questions asked. This is considered a targeted lead because it has sifted through a large number of businesses, the majority being those with little or no interest in your product or service. This will avoid wasting the time of your sales personnel.
One of the first steps a business needs to take is to determine their target market. A business could target their efforts of attracting potential clients who are in a particular type of business. For some types of businesses the target market might still be too broad. They will need to determine even more factors about the businesses in need of their products or services..
Once a business has determined their target market, they will need to look for creative methods of creating new potential clients. It is up to the business to work at developing a relationship with the decision maker as a way to get their business. A business without a method of sale lead generation will not remain in business for very long.
There has never been a better time to develop more advanced telephone sales tutoring than now. The right phone training can aid your salespeople in being more competent with cold calling consumers which can enhance their commissions. The right training increases your team's ability level which leads to larger and more frequent purchases by customers. It will also transform them from average salepeople to sales powerhouses.
What follows are the six keys for telephone sales training which will include: teaching them the foundation of prosperous cold calling, the best way to use scripts, how to properly overcome objections, how to overcome call reluctance, and how to properly qualify their leads.
The first key for adequately training your personnel to make sales calls is educating them the basics of successful cold calling. Without a few basic skills, salespeople tend to get discouraged and give up too quickly.
The second key to increase sales with training is teaching the best way to use scripts. It is important that they don't sound like they are reading and yet know how to keep the call moving in the right direction.
The third key for powerful sales training for your employees to make sales calls is showing them how to properly overcome objections. Every salesperson is going to encounter objections when they make sales calls and learning to overcome them is the solution for success.
The fourth key to multiply sales with training is teaching your team how to overcome call reluctance. Once they have mastered this skill their productivity levels will increase dramatically.
Tip number five for effective sales training is teaching your team to properly qualify leads. This is a skill that can help employees maximize their time and increase their commissions.
The sixth and concluding rule for effective sales training is helping them understand the value of hearing the word "no". Once they understand how valuable this one thing is, they will look forward to making their sales calls and tracking how many "no's" they hear each day.
f you are using generated leads and your sales have not increased by a significant amount, you might want to check into telephone lead generation. By using the telephone to generate leads, the telemarketer can ask questions, which will narrow down the market to those who are most likely to be interested in utilizing your product or service.
You will be able to determine whether or not the business is a good prospect by the way they respond to the questions asked. This is considered a targeted lead because it has sifted through a large number of businesses, the majority being those with little or no interest in your product or service. This will avoid wasting the time of your sales personnel.
Thursday, September 24, 2009
How to get Online B2B Leads
Now that the Internet is a fixture as a marketing channel, you probably have been handling questions about what role online marketing or the Internet should play for your company. How much of your marketing budget should be used to fund it? What are the best ways to use online marketing for sales lead generation?
As a B2B marketing consultant I work with dozens of companies selling products or services to businesses. So I see what's working in regard to business-to-business marketing online, and what companies are spending. I'll share some of what I've learned with you.
If you've got an established website, I'll bet you're in your third or fourth round of redesigning it by now. When it first appeared, it was probably a messy collection of technical support information and difficult to navigate. Then someone in marketing turned it into an online brochure. Then you added a few bells and whistles to make it hip and easier to use. Now is the time to rethink the site's value to the bottom line.
Use marketing tactics to drive prospects to your website, then give them the information they need online and encourage them to move forward in the buying process by identifying themselves. Think about individual users and what answers or solutions they are looking for on your website. Structure your messaging and linking to mimic their searching and buying processes.
If your website visitors know the product name or number, let them access information about the product that way. For example, let them get a list of products with clear technical specs and recommendations about which are best for common situations. Or if someone isn't sure what they need, show them a path where they can find all the products or services that are appropriate for their type of company.
Invite people to visit for as long as they want, and delve as deep as they care to. Do you have shallow, top-line information available on your site? If they need more in-depth information, do you make it easy to find?
Plan to make offers that will entice prospects to identify and qualify themselves. Can you create a free guide for choosing among your products or services? Can you offer a whitepaper to show how their kind of organization is using your product or service to solve problems? You can use it as bait for having your visitors share their names, titles, company names and contact information. Capture this information in your lead management and lead nurturing system so sales people can take advantage of it.
Just don't make visitors sit through a Flash(r) animated commercial every time they visit your site. You may think it's cool, but it just wastes their time.
Sending email to people who have expressed an interest in your products or services is a very cost effective way to market them. Many of my clients are shifting a large portion of their direct mail dollars into email.
Give some serious thought to what you plan to send and how frequently. Sometimes I feel more like a punching bag than a prospect or customer as I get slugged with too many inappropriate offers too often by companies who think they are doing "customer relationship management."
My clients report great success with online newsletters-- both their own as well as when they advertise in an industry newsletter. Why? Because the folks receiving the newsletter have opted-in or requested the free subscription and are more likely to read it and notice your ad, article or sponsorship.
Some people would prefer to receive a printed version of your newsletter instead. So if you want to be able to communicate with these people you need to print and mail some copies in addition to those you email. Don't forget print's advantages: it stays on someone's desk, it is there in his or her briefcase during the train ride home, and it can be handed to a colleague, where email is deleted with a few clicks. Make sure the sales phone number is prominent so the sales department sees the benefit directly.
Most print directory publishers are online as well, frequently offering you exposure in both mediums for the same price. Keep in mind that directories are often where buyers look when they are seeking new suppliers and have immediate needs. Some directories rank high as authority sites in search results and lead to more visitors.
Industry websites need online content to attract and keep visitors. Many refresh their content daily or weekly. This gives you plenty of opportunities for editorial contributions. Use the article publishing websites for growing links, but don't miss the opportunity to create custom-written articles for the top websites in your industry.
As a B2B marketing consultant I work with dozens of companies selling products or services to businesses. So I see what's working in regard to business-to-business marketing online, and what companies are spending. I'll share some of what I've learned with you.
If you've got an established website, I'll bet you're in your third or fourth round of redesigning it by now. When it first appeared, it was probably a messy collection of technical support information and difficult to navigate. Then someone in marketing turned it into an online brochure. Then you added a few bells and whistles to make it hip and easier to use. Now is the time to rethink the site's value to the bottom line.
Use marketing tactics to drive prospects to your website, then give them the information they need online and encourage them to move forward in the buying process by identifying themselves. Think about individual users and what answers or solutions they are looking for on your website. Structure your messaging and linking to mimic their searching and buying processes.
If your website visitors know the product name or number, let them access information about the product that way. For example, let them get a list of products with clear technical specs and recommendations about which are best for common situations. Or if someone isn't sure what they need, show them a path where they can find all the products or services that are appropriate for their type of company.
Invite people to visit for as long as they want, and delve as deep as they care to. Do you have shallow, top-line information available on your site? If they need more in-depth information, do you make it easy to find?
Plan to make offers that will entice prospects to identify and qualify themselves. Can you create a free guide for choosing among your products or services? Can you offer a whitepaper to show how their kind of organization is using your product or service to solve problems? You can use it as bait for having your visitors share their names, titles, company names and contact information. Capture this information in your lead management and lead nurturing system so sales people can take advantage of it.
Just don't make visitors sit through a Flash(r) animated commercial every time they visit your site. You may think it's cool, but it just wastes their time.
Sending email to people who have expressed an interest in your products or services is a very cost effective way to market them. Many of my clients are shifting a large portion of their direct mail dollars into email.
Give some serious thought to what you plan to send and how frequently. Sometimes I feel more like a punching bag than a prospect or customer as I get slugged with too many inappropriate offers too often by companies who think they are doing "customer relationship management."
My clients report great success with online newsletters-- both their own as well as when they advertise in an industry newsletter. Why? Because the folks receiving the newsletter have opted-in or requested the free subscription and are more likely to read it and notice your ad, article or sponsorship.
Some people would prefer to receive a printed version of your newsletter instead. So if you want to be able to communicate with these people you need to print and mail some copies in addition to those you email. Don't forget print's advantages: it stays on someone's desk, it is there in his or her briefcase during the train ride home, and it can be handed to a colleague, where email is deleted with a few clicks. Make sure the sales phone number is prominent so the sales department sees the benefit directly.
Most print directory publishers are online as well, frequently offering you exposure in both mediums for the same price. Keep in mind that directories are often where buyers look when they are seeking new suppliers and have immediate needs. Some directories rank high as authority sites in search results and lead to more visitors.
Industry websites need online content to attract and keep visitors. Many refresh their content daily or weekly. This gives you plenty of opportunities for editorial contributions. Use the article publishing websites for growing links, but don't miss the opportunity to create custom-written articles for the top websites in your industry.
Wednesday, September 23, 2009
Lead Generation survey very Beneficial for your Business
Business cannot expand automatically. It needs a constant push-factor to expand. It is human tendency to forget things when they are not seen or heard by them on constant basis.
Same is the case with business as well. If a product is not seen or heard for some time, then it loses its interest and its value declines. It is best to be active amongst the new customers and create new customers through lead generation surveys.
Success of business is highly dependent on number of leads a particular business is able to create. There are specific specialized BPO Centers that generate leads for their clients.
Lead generation surveys require proper database of customers eligible for that particular product or service. For example introduction of travel related services are introduced amongst those customers who have proper income back-up and payment capacity for that product. Travel related services are introduced amongst the niche market customers. Customers are available as database with BPO center.
Executives apt in communication skills and language of target customers are trained to call-up these customers. Desired product or service is introduced amongst these customers. Lead generation surveys are targeted in such a professional manner, that the end result is positive for their client. Most Companies lack proper back-up and trained professionals for expanding their business. Moreover, lead generation surveys are left out by the Companies due to huge investments in terms of time, effort and money.
The best option is to outsource services of a BPO Center for proper lead generation surveys. There are different types of lead generation surveys network marketing, direct sales, benefits in kind or cash, information marketing, promotional surveys, etc.
A Lead Generation Survey is not about generating traffic, it is about generating specific leads for business. Leads are very essential for business to survive and expand. Leads are potential customers and customers are not easy to convince. If they are not offered anything then that creates a bad impression on their mind. On the contrary, if the offerings are more than desired, then that also creates wrong impression in customer's mind. BPO Center convey their messages to customers in such a way that it leaves maximum impact on target customers' minds.
Same is the case with business as well. If a product is not seen or heard for some time, then it loses its interest and its value declines. It is best to be active amongst the new customers and create new customers through lead generation surveys.
Success of business is highly dependent on number of leads a particular business is able to create. There are specific specialized BPO Centers that generate leads for their clients.
Lead generation surveys require proper database of customers eligible for that particular product or service. For example introduction of travel related services are introduced amongst those customers who have proper income back-up and payment capacity for that product. Travel related services are introduced amongst the niche market customers. Customers are available as database with BPO center.
Executives apt in communication skills and language of target customers are trained to call-up these customers. Desired product or service is introduced amongst these customers. Lead generation surveys are targeted in such a professional manner, that the end result is positive for their client. Most Companies lack proper back-up and trained professionals for expanding their business. Moreover, lead generation surveys are left out by the Companies due to huge investments in terms of time, effort and money.
The best option is to outsource services of a BPO Center for proper lead generation surveys. There are different types of lead generation surveys network marketing, direct sales, benefits in kind or cash, information marketing, promotional surveys, etc.
A Lead Generation Survey is not about generating traffic, it is about generating specific leads for business. Leads are very essential for business to survive and expand. Leads are potential customers and customers are not easy to convince. If they are not offered anything then that creates a bad impression on their mind. On the contrary, if the offerings are more than desired, then that also creates wrong impression in customer's mind. BPO Center convey their messages to customers in such a way that it leaves maximum impact on target customers' minds.
Thursday, September 17, 2009
How to get Fresh Leads
A common way of generating leads is to purchase them from a lead generating company. To make sure you are getting fresh leads, make sure you are working with a reliable company. A reliable company will provide you with great fresh leads for minimal work. It is a quick and easy way to get fresh leads, but make sure you are getting reliable leads.
The best way to general fresh leads is to get creative. One area to use to display your creativity is the Internet. There are countless ways to use online options to help you in generating leads. Programs such as affiliate marketing, search engines, and pop up ads can all help you generate fresh leads.
Join online groups and organizations to get your name out there. Bulletin boards that focus on your industry or area of practice can help you not only get information, you can also use them to get your name out there, invite people to visit your site and generate fresh leads.
Beyond the Internet, creativity can help you market directly. Think of interesting places that you can put your logo, contact information, or link to your website. Try collaborating with other businesses to get your information out there. Partnering with other businesses can help you get your name out to every one of their current customers, giving you a whole new base to generate fresh leads from.
Make sure you are up on any events that are going on in your location that focus on industries, services, and products that fit into your market. Workshops, expos, and other similar events can help you target the people who fit into your customer base, and others that may need your services. A final tip - make sure you always have business cards on hand, no matter where you go. You never know where you can start generating leads.
Generating leads is an important part of keeping you business up and going. There are several easy ways to keep generating fresh leads. Follow the tips listed above and you will be on your way to continuously growing your business.
Generating leads is the lifeline of every marketer. Did you know that according to a survey by Forrester Research sixty percent of marketers say online advertising is more effective than traditional advertising when it comes to generating targeted leads. Online lead generation is even more appealing since once the process is in place generating leads on autopilot is how the activity takes place.
The process of generating leads on autopilot begins by creating something for the prospect. A special report, a gift, a CD, or an e-book are all good items to use to collect quality leads. Once you have the items in place, the next step is to design the materials to attract the buyers.
You can use a one-page website, commonly called a landing page. On this page, all you are doing is explaining your offer and its benefits. In order to receive the offer the reader must complete an online form. The sole purpose of this page is to get the prospect's name, address, and e-mail information.
The best way to general fresh leads is to get creative. One area to use to display your creativity is the Internet. There are countless ways to use online options to help you in generating leads. Programs such as affiliate marketing, search engines, and pop up ads can all help you generate fresh leads.
Join online groups and organizations to get your name out there. Bulletin boards that focus on your industry or area of practice can help you not only get information, you can also use them to get your name out there, invite people to visit your site and generate fresh leads.
Beyond the Internet, creativity can help you market directly. Think of interesting places that you can put your logo, contact information, or link to your website. Try collaborating with other businesses to get your information out there. Partnering with other businesses can help you get your name out to every one of their current customers, giving you a whole new base to generate fresh leads from.
Make sure you are up on any events that are going on in your location that focus on industries, services, and products that fit into your market. Workshops, expos, and other similar events can help you target the people who fit into your customer base, and others that may need your services. A final tip - make sure you always have business cards on hand, no matter where you go. You never know where you can start generating leads.
Generating leads is an important part of keeping you business up and going. There are several easy ways to keep generating fresh leads. Follow the tips listed above and you will be on your way to continuously growing your business.
Generating leads is the lifeline of every marketer. Did you know that according to a survey by Forrester Research sixty percent of marketers say online advertising is more effective than traditional advertising when it comes to generating targeted leads. Online lead generation is even more appealing since once the process is in place generating leads on autopilot is how the activity takes place.
The process of generating leads on autopilot begins by creating something for the prospect. A special report, a gift, a CD, or an e-book are all good items to use to collect quality leads. Once you have the items in place, the next step is to design the materials to attract the buyers.
You can use a one-page website, commonly called a landing page. On this page, all you are doing is explaining your offer and its benefits. In order to receive the offer the reader must complete an online form. The sole purpose of this page is to get the prospect's name, address, and e-mail information.
Wednesday, September 16, 2009
How to get B2B Leads Easily
It is significant that organizations discover new companies to make job with. Business-to-business sales, abbreviated as B2B sales, are essential to many companies’ profit margins and to their standing within their industry.
There are many examples of the importance of better business-to-business lead generation. Many manufacturing businesses need companies to provide them with a kind of parts. It is significant that the makers of the parts build themselves with compatible manufacturers in decree to gain both companies. Another instance would be a fiscal firm that needs computers.
Business-to-business lead generation will assist them select the better computer seller to fit their needs. Business-to-business lead generation is the procedure of helping compatible companies discover each new. The business-to-business lead generation marketplace is larger now than always before.
Lead Generation is not a new form of gaining new business, but it now has a new approach. Rather than sitting at a trade show table for hours on end, or setting up a display in hopes that targeted consumers will complete a form, you can have leads generated and sent to you using the technology of the Internet. It is paramount to sales success. It is one of the marketing models online that will always work.
Sales lead generation has never been this simple. It does take some time and planning to execute, but if done correctly can reap the rewards and generation hundreds of new sale leads for you business every month for many years to come.
Sales people often lack the support of a dedicated marketing team that is able to execute lead generation programs on their behalf. This is particularity true in small companies.
Sales leads are the life blood of every IT organizations whether it is a corporate software giant or a one man band - If a company ceases to produce new leads, then it faces stormy weather ahead. However, setting up an efficient and effective lead generation system is by no means the end of the story.
Lead Generation is the national prime on programs from a marketing standpoint. Responsible for the design, implementation and execution of the end-to-end, cross-functional lead generation framework, from lead sourcing to lead processing. It is a key element of your overall lead management process.
Lead generation is largely a rendezvous problem where there is a set of well-matched candidates for product purchase within a larger set of poorly matched candidates. It is usually in the form of having a web site visitor sign up for a newsletter, more information about a product or service or to win a prize. Many advertisers build profitable marketing lists with information that is gathered from generating leads.
Lead generation is the specific strategy a company implements in order to encourage browsing of a product, with the anticipation of converting some browsers into buyers. Lead generation is a vital component to sustaining revenue growth; therefore, marketing departments must ensure quality leads enter the sales pipeline. The proliferation of sales and marketing channels and finite marketing resources makes automating the lead generation process essential to fully exploiting every marketing channel.
There are many examples of the importance of better business-to-business lead generation. Many manufacturing businesses need companies to provide them with a kind of parts. It is significant that the makers of the parts build themselves with compatible manufacturers in decree to gain both companies. Another instance would be a fiscal firm that needs computers.
Business-to-business lead generation will assist them select the better computer seller to fit their needs. Business-to-business lead generation is the procedure of helping compatible companies discover each new. The business-to-business lead generation marketplace is larger now than always before.
Lead Generation is not a new form of gaining new business, but it now has a new approach. Rather than sitting at a trade show table for hours on end, or setting up a display in hopes that targeted consumers will complete a form, you can have leads generated and sent to you using the technology of the Internet. It is paramount to sales success. It is one of the marketing models online that will always work.
Sales lead generation has never been this simple. It does take some time and planning to execute, but if done correctly can reap the rewards and generation hundreds of new sale leads for you business every month for many years to come.
Sales people often lack the support of a dedicated marketing team that is able to execute lead generation programs on their behalf. This is particularity true in small companies.
Sales leads are the life blood of every IT organizations whether it is a corporate software giant or a one man band - If a company ceases to produce new leads, then it faces stormy weather ahead. However, setting up an efficient and effective lead generation system is by no means the end of the story.
Lead Generation is the national prime on programs from a marketing standpoint. Responsible for the design, implementation and execution of the end-to-end, cross-functional lead generation framework, from lead sourcing to lead processing. It is a key element of your overall lead management process.
Lead generation is largely a rendezvous problem where there is a set of well-matched candidates for product purchase within a larger set of poorly matched candidates. It is usually in the form of having a web site visitor sign up for a newsletter, more information about a product or service or to win a prize. Many advertisers build profitable marketing lists with information that is gathered from generating leads.
Lead generation is the specific strategy a company implements in order to encourage browsing of a product, with the anticipation of converting some browsers into buyers. Lead generation is a vital component to sustaining revenue growth; therefore, marketing departments must ensure quality leads enter the sales pipeline. The proliferation of sales and marketing channels and finite marketing resources makes automating the lead generation process essential to fully exploiting every marketing channel.
Monday, September 14, 2009
B2B Sales Lead
Billions of dollars from business-to-business marketing budgets are spent each year on sales lead generation. Billions more dollars are spent to fulfill and follow up on marketing responses, and to determine which sales leads are qualified and ready for sales attention. Unfortunately, much of this investment in B2B sales lead generation is wasted. Why? Because many sales lead generation programs and lead qualification efforts are not in harmony with the needs of sales.
With this in mind, have you optimized your company's sales lead generation programs to be in harmony with the needs of your salespeople, reps, resellers or distributors? Here are some questions to ask yourself:
Have you built consensus with sales management on the definition of a qualified sales lead? Has this definition been clearly communicated to all parties?
Typical definitions include criteria such as:
- Does the prospect have a need or an application for your product or service?
- What is the prospect's role in the decision-making process?
- What is the prospect's timing for purchase or implementation?
- What is the status of the prospect's budget?
- What is the size of the opportunity?
Have you calculated how many qualified sales leads are needed in the sales pipeline in order to meet or exceed the company's sales revenue goals? Have you broken that number down into how many qualified sales leads are needed each month and each quarter? Have you built your company's sales lead generation programs with those target numbers in mind?
Have you put in place programs specifically designed to weed out the non-prospects and nurture the longer-term, not-yet-qualified opportunities-only forwarding the truly qualified sales leads to salespeople, reps, resellers or distributors for follow-up? Have you budgeted appropriately for this important sales lead development function?
key element to any sales operation is to obtain as many sales leads as possible. However, once you have the sales leads they must be constantly monitored and worked to close the sales. This can be difficult with even a small sales force if there is not a set procedure to monitor and track sales leads. Many companies are turning to sophisticated software programs to assist them in tracking sales leads. There are many types of software on the market that can assist in keeping up with sales leads, but some of it can be very expensive and provide a lot of tools that most companies never use.
necessary to monitor sales leads without the expense and installation problems. Since this sales leads tracking system is designed to be used with existing Outlook programs it is easy to set up and very simple to use. No special training is required for a sales team to use the Prophet system to monitor sales leads.
Instant information is available with the Prophet contact management program.
With the contact management tools provided in the Prophet system a busy dales manager can instantly access information about the sales leads being developed by members of the sales force. This information includes not just the names of the indivi9duals or companies, but back-up information such as copies of correspondences and contracts related to the sales leads. All appointments involving these dales leads can be tracked so none will be missed and new ones can be easily made. The system also allows automated e-mails to be sent to sales leads so that constant contact is maintained. Every member of the sales team is kept up to date with all of the necessary information about sales leads
With this in mind, have you optimized your company's sales lead generation programs to be in harmony with the needs of your salespeople, reps, resellers or distributors? Here are some questions to ask yourself:
Have you built consensus with sales management on the definition of a qualified sales lead? Has this definition been clearly communicated to all parties?
Typical definitions include criteria such as:
- Does the prospect have a need or an application for your product or service?
- What is the prospect's role in the decision-making process?
- What is the prospect's timing for purchase or implementation?
- What is the status of the prospect's budget?
- What is the size of the opportunity?
Have you calculated how many qualified sales leads are needed in the sales pipeline in order to meet or exceed the company's sales revenue goals? Have you broken that number down into how many qualified sales leads are needed each month and each quarter? Have you built your company's sales lead generation programs with those target numbers in mind?
Have you put in place programs specifically designed to weed out the non-prospects and nurture the longer-term, not-yet-qualified opportunities-only forwarding the truly qualified sales leads to salespeople, reps, resellers or distributors for follow-up? Have you budgeted appropriately for this important sales lead development function?
key element to any sales operation is to obtain as many sales leads as possible. However, once you have the sales leads they must be constantly monitored and worked to close the sales. This can be difficult with even a small sales force if there is not a set procedure to monitor and track sales leads. Many companies are turning to sophisticated software programs to assist them in tracking sales leads. There are many types of software on the market that can assist in keeping up with sales leads, but some of it can be very expensive and provide a lot of tools that most companies never use.
necessary to monitor sales leads without the expense and installation problems. Since this sales leads tracking system is designed to be used with existing Outlook programs it is easy to set up and very simple to use. No special training is required for a sales team to use the Prophet system to monitor sales leads.
Instant information is available with the Prophet contact management program.
With the contact management tools provided in the Prophet system a busy dales manager can instantly access information about the sales leads being developed by members of the sales force. This information includes not just the names of the indivi9duals or companies, but back-up information such as copies of correspondences and contracts related to the sales leads. All appointments involving these dales leads can be tracked so none will be missed and new ones can be easily made. The system also allows automated e-mails to be sent to sales leads so that constant contact is maintained. Every member of the sales team is kept up to date with all of the necessary information about sales leads
Friday, August 28, 2009
How to attract new Sales
Whether you are starting a new business or looking to attract new sales there are a few things you can't afford. Losing potential clients to your competitor and wasting money on ineffective advertising.
Unfortunately, these things happen more often than not. So, why do some businesses do so well while others fail? It's not due to more marketing dollars spent. Instead a strategic plan was evoked to produce an effective advertisement.
There are many important elements that go into producing an effective add First, let me start by saying that coming up with a great ad it isn't rocket-science. There are no complicated formulas to follow in order to create an ad that grabs the readers' attention.
Second, using just creativity can kill your ad. Let me explain. Creative ideas are just that, creative. Before you slap down an idea and call it "brilliant" take the few minutes and ask yourself the following questions:
Who is my targeted audience?
Does the ad clearly communicate my message?
What is "unique" about my message?
* How does my ad compare to my competitors?
* What will motivate my targeted audience to respond?
Your ad has to be more than just creative. It must exude value in its message. Think of the reasons why you buy a product or service. Almost every reason for a purchase has some sort of value tied to it. Whether it saves money, tastes good or satisfies an emotional need, it serves a valued purpose.
The headline is by far one of the most important elements in creating an effective ad. There are thousands of pages both in print and online that cover the subject of headlines. Why? Well, quite frankly, it makes or breaks an ad. The headline is in essence the voice of your ad. It shouts out: "Hey This Product Will Make You Rich, Here's How!"
Rather than using: "Jane's Homemade Cookies" use "Instant Smiles with Easy to Bake Homemade Cookies".
Always use appealing keywords in your headline that attract attention or stir up curiosity. The goal is to get your targeted audience to read the rest of your copy. Consider using the following keywords when writing your headline:
New, How, Why, Free, Save, Fast, Now, Announcing, Introducing, Wanted, Make, Grow, Sale, Limited, Guaranteed.
Next time you notice a headline that grabs your attention; use it and test it on your product or service. But always keep away from exaggerating your offer. You will quickly lose credibility if you are not honest with your targeted audience.
Unfortunately, these things happen more often than not. So, why do some businesses do so well while others fail? It's not due to more marketing dollars spent. Instead a strategic plan was evoked to produce an effective advertisement.
There are many important elements that go into producing an effective add First, let me start by saying that coming up with a great ad it isn't rocket-science. There are no complicated formulas to follow in order to create an ad that grabs the readers' attention.
Second, using just creativity can kill your ad. Let me explain. Creative ideas are just that, creative. Before you slap down an idea and call it "brilliant" take the few minutes and ask yourself the following questions:
Who is my targeted audience?
Does the ad clearly communicate my message?
What is "unique" about my message?
* How does my ad compare to my competitors?
* What will motivate my targeted audience to respond?
Your ad has to be more than just creative. It must exude value in its message. Think of the reasons why you buy a product or service. Almost every reason for a purchase has some sort of value tied to it. Whether it saves money, tastes good or satisfies an emotional need, it serves a valued purpose.
The headline is by far one of the most important elements in creating an effective ad. There are thousands of pages both in print and online that cover the subject of headlines. Why? Well, quite frankly, it makes or breaks an ad. The headline is in essence the voice of your ad. It shouts out: "Hey This Product Will Make You Rich, Here's How!"
Rather than using: "Jane's Homemade Cookies" use "Instant Smiles with Easy to Bake Homemade Cookies".
Always use appealing keywords in your headline that attract attention or stir up curiosity. The goal is to get your targeted audience to read the rest of your copy. Consider using the following keywords when writing your headline:
New, How, Why, Free, Save, Fast, Now, Announcing, Introducing, Wanted, Make, Grow, Sale, Limited, Guaranteed.
Next time you notice a headline that grabs your attention; use it and test it on your product or service. But always keep away from exaggerating your offer. You will quickly lose credibility if you are not honest with your targeted audience.
Thursday, August 6, 2009
How to make a good Relationship with Customers
With the advancement of technology, customers today are more knowledgeable and more informed. Sales professional must practice consultative selling rather than hard selling which has lost it's place in the market. Customers today armed with the aid of Internet, online news and information, tare often fully prepared when dealing with sales professional to decide on a major procurement. Sales professionals who are poorly equipped and prepared on their knowledge, skill, attitude and habit will be quickly noticeable by their prospective customer and once the trust is lost, they will be no second chance.
Any good salesman would know that in addition to their in-depth knowledge on the product or service that they are promoting to their customers; they must passionately believe that their product or service is the key to solve their customers' problems. They must be able to differentiate between product features and benefits and relate the benefits to meet their customers need. Great salesperson is able to speak to their customers with sparking eyes when mentioning about the products and services they provided and this enthusiasm will transmit to their customers.
One of the mistakes that many rookie salesmen always make can be contributed to their lack of communication skill. While many of these rookies are very conversant with their product knowledge and company procedures, they just could not cut the marks to build a good rapport with their prospective customers, let alone selling anything to them. Until and unless they learn the simple and hard fact that customers is always right! Well not exactly, literally speaking.
What most if not all rookie salesmen, equip with all the sales training, product knowledge and being an "expert" in their field always make a near fatal, if not fatal mistake, they always like to tell their prospects or customers what their product or service can do to them or help them They often take great pleasure to show off their knowledge intended to impress the prospects; in do so, they seldom take any cue from the prospects for any sign of discomfort or disagreement. When challenge, these rookies would find all available fact and figure to support their presentation. They might win their case, but they always loose their sales, almost without fail.
The secret of effective communication is Listening, and in order for us to get the most out of the customers, as advise by the world greatest salesman; Joe advise 'Let the customer reveal himself, while you watch and listen and he'll lay himself open for the close' To induce the customer to say more, what better way then to ask "question"? Questions that open the floor for more information and to add what Joe advice, Allen Pease, the great Body Language master had advocated that Questions Are the Answers, is the most effective ways to get the "yeses" from your customers.
Improved legislation from the WTO and other international trading organizations have facilitated smoother trading relationships between economies. With the crumbling of protectionist barriers today's business world has become truly global. It makes sense to hire the best possible talent to succeed in a competitive business environment that transcends national boundaries.
Friday, June 19, 2009
Some Successful Sales Ideas
You've gone through your inventories of skills and interests. From that you've developed a short list of potentially successful business ideas. You've got passion for your idea and you can see a great vision of the future. Only one thing stands in the way of you building a truly successful business.
No matter what kind of product or service you have you're always selling. Your ability to sell yourself, your vision, your services and your product is absolutely essential when it comes to business success. The best business ideas wither on the vine when they're not coupled with successful sales.
If you don't like sales you have one option. Get over it. This is one thing you can't outsource. Over time you may build an entire sales force, but it's still your company. You need to sell other people on the vision. You need to sell other people on the mission. You may need to sell yourself and your entire team to investors. You may find yourself facing a huge buyer-opportunity and the client wants to meet you. If you can't manage sales, you're going to be in trouble.
Even if you're planning on starting a nonprofit charity, you still need to sell people on the benefit of your mission. That's the only way you can raise money to make it possible to help other people.
Keep in mind those sales as not about manipulation. There's an adage that the best sales people are the ones that you never notice. Unfortunately this leaves the stereotypical salespeople very visible to the public and that creates the negative impression that many people have. Sales are about listening to people and understanding their problems and challenges and matching a solution to their problems.
In sales training terminology this is known as prospecting. If a person doesn't have a problem that matches with your solution then you don't sell them anything. However skilled salespeople will ask for referrals and well they should. After all, if you have a solution to somebody's problem isn't that a good thing?
As you develop your new business, take into consideration the all important issue of sales. Try to imagine a real person that will benefit from what you have. The more real that vision is to you, the easier you will find it to talk to people, to solve problems, and to be the number one salesperson cheering on every one of your successful business ideas.
If you need money now, like I mean in the next hour, try what I did. I am making more money now than in my old business and you can too, read the amazing, true story, in the link below. When I joined I was skeptical for just ten seconds before I realized what this was. I was smiling from ear to ear and you will too.
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