TRUE or FALSE (For Your Business): “Our marketing material inspires me.”

What happens when our Marketing Materials - the website, the flyers, the brochures, the leave-behinds - do not inspire us?

Well, think of it this way, if our own marketing material does not inspire us - moves us emotionally - what are the chances that they will inspire our prospective clients?

The faculty us humans have been given to make decisions is not intellect; it's emotion. We make buying decisions emotionally and justify them intellectually.

If our marketing materials don't inspire us, the probability that our prospects  will do business with us goes down - dramatically.

Click to read more ...

"We have an effective set of actions steps - a Marketing and Prospecting System - that we follow consistently to bring in fresh prospects.": True or False (for your business)?

A marketing and selling system is a set of activities and behaviors that you are committed to doing consistently over time.

With such a system:

• You can accurately forecast and predict your revenues, profits and cash-flow months in advance.
• You have control over the amount of revenues and sales you generate.
• Your month-to-month sales and revenues remain consistent so that you can avoid fluctuations in your sales volume.
• You save time and minimize wasted efforts.
• You can stay on track to the goals you have set for your business.
• You can focus your efforts and energies to the end result you expect.
• You can duplicate what works and eliminate what does not.
• You can teach the system to new employees, executives, partners and buyers of your business and continue to have the sales results you expect.

Click to read more ...

"Our "closing ratio" is well above the average in our industry": True or False (for your business)?

There are FIVE reasons why the "closing ratio" - percentage of meetings that turn into business - is poor for a business and FIVE corresponding ways, PATHS, to fix those problems - once and for all.

FIRST PATH You are accepting Think-It-Over as a valid answer for the fear of getting a NO. In traditional selling, a NO is avoided like plague. Yet, studies show that 94% of the time your prospects tell you that he is going to "Think It Over" at the end of a sales meeting, he is really trying to tell you that he is not going to do business with you. By giving your prospects the permission to tell you NO, in advance, you establish yourself as a trusted advisor, as opposed to a pushy sales person. In the process, you stop wasting time with prospects who are not real prospects and spend more time with better prospects, with better chances of closing the sale.

Click to read more ...

"Our prospects pay our HIGH prices without complaints": True or False (for your business)?

There are two stages in the buying process where your prospective customers will think of the price as an issue. First is BEFORE they meet you face to face, while being exposed to your business and its message in some form. At this stage, pricing will become an issue if you are easily comparable to your competition?s products are services. If you want to make the pricing issue irrelevant, you must be Dramatically Different from your competitor?s offerings.

Answer this simple question: what's ONE thing that your business does that no one in the world can as well as you do.

The answers may not come quickly, but the question will get you thinking. The answers to this question is key to finding out your Dramatic Difference. Once you know your dramatic difference, all you have to do is build it into your marketing literature and in your conversations with prospects.

Click to read more ...

"Our "sales cycles" are short and efficient; our prospects make quick decisions.": True or False (for your business

There are FOUR reasons why it takes too long for us to close a piece of business. And there are FOUR corresponding ways - PATHS - to fix this problem, once and for all.

Your company's MESSAGE is not attracting your IDEAL prospects. If you are attracting the wrong prospects in the first place, you are wasting your time, energy and money. How do you define an ideal prospect? Ask yourself the following questions: Whose problems am I solving? What kinds of businesses? What kinds of people? Business owners? Presidents? CFOs? CIO? VP's of Sales? How important is it for these people to solve the particular problems my business addresses? Would they have the authority to spend the money on my products or services? Are they the final decision makers? Who else would get involved in making the final decision? For more on creating a MESSAGE follow the link "Want to Jump Start Your Sales? STOP Marketing!"

Click to read more ...