MARKETING 101: Basic Concepts Just a list of general marketing and sales concepts that may help you. If you can use any of these concepts... Go for it! 'Door to Door, Store to Store, Till there ain't No more!!' SW SW SW N = 'Some Will, Some Won't, So What, Next' In Cold Calling: 1 out of 10 presentations is a sale. Do 100 presentations, get 10 sales So... Do 100 presentations / week = 20 / day (5days) that's 3/hour in a 6 hour day.
IF I COULD show you how to make $1000 / week - working only 30 hrs / week,... WOULD you be able to find the Energy?!!? And it gets better than that, even easier!!!
MIP = Memorize, Internalize, Personalize That means to Know your Script / Product, know it so well you dream about it and it just flows out of you, then add your personality too it ( your own flair ).
The person who is Asking the Questions is in Control of the Conversation. The person who asks the Right Questions Wins. The Size/Type/Quality of Your Questions, Determine the Answers. If you don't know, ask. Ask people to help you, they want to, and they will.
When you ask a Closing Question, Shut up! If you are the next person to speak, you give them permission to say NO. Give them multiple choice questions - ONLY when ALL the answers are in your favor ask questions that end with the letters 'n't'. Wouldn't it, Shouldn't it, Doesn't it, Can't it, Won't it, Isn't it, etc... ask a question then say, 'Fair Enough?'. Then Shut up. Wait for them to answer. If you asked the Right Question, they will say YES, then Start filling out the Order Form
'Do you know anyone who would like to make an extra $500-$1,000 each month? Part Time even?'
Facts Tell, Stories Sell. Talk to People in their language - use words to create pictures in their mind that they can relate to.
Talk to business people about business, mechanics about cars, flower shop people about flowers, fast food people about the food industry, bank employees about $Money, etc... and relate your stories to what you do.
Identify What They Need Give them their current options Give them Your Solution Tell them what to do
3 Step Pitch: The Problem. The Solution. The Results: How Much? How Fast?
What do you do for a living? Listen. Make mental notes about what language to speak to them in. They will then ask you - what do you do for a living? Tell them. Shut up. Wait for Response. If they are curious they will ask you. If they are Fired Up about that, Start filling out the Order Form or get their concerns answered. Strike while the Iron is Hot.
If they are curious but not ready to go, Then direct them to website or 24 hr message line. Get their contact information, and schedule a follow up with them.
The Fortune is in the Follow Up. You will lose tons of sales if you don't stay organized and follow up with people quickly.
Ask For the Sale. Ask People to Get In Today. Ask for Referrals. Don't be Afraid to tell them to Act Now.
Don't Tell People What to Do, and then leave them on their own to do it. Do it With Them. Right Then. Right Now.
If People Don't Seem Interested, Don't Try to Sell Them. The Worst thing you can do is try to Convince People to your way of thinking. You wear yourself out, depress yourself, get irritated, and make them not like you. They are either interested or not. Find out right away, before you start a presentation. The Only Time you should spend more than 30 seconds to 2 minutes with a potential client, is if they show interest. Otherwise, Thank them, ask them if they know someone who might be interested, then move on to the next person.
Attitude determines success. And by Attitude I mean: Viewpoint, Philosophy, Way You 'See' Things, and the Way You Respond to Things.
Have a dream. Share it with someone. Set goals. Create a plan. Commit to it. Make a list. Take action. Be enthusiastic. Expect success. Gather a few customers. Help others do the same. Keep it simple. Keep going. Don’t quit. Don’t be discouraged. Never give up. Keep asking. Work daily. Encourage your team. Be consistent. Be sincere. Communicate. Show gratitude. Be honest. Never sacrifice integrity for growth.
If I CAN... Would You...? If I CAN Show you ... Would You...?
5 Reasons People Buy Stuff 1. Need 2. Greed -- it's on Sale, 2 for 1's, Clearance, Wholesale, etc... 3. Fear of Loss -- Today Only, Right Now Price, First Call Discount, etc... 4. Association -- They can Relate to You, You have a Common Ground with them, They like you. 5. Detachment -- They can tell that you don't NEED them to purchase, there is NO Pressure, they feel like you are just 'hooking up a friend with a discount'
Give them Reasons to Get Stuff from You. People HATE to Be Sold, but they LOVE to BUY. Give them Reasons to Buy from You. Use those 5 things in your conversation.
Reasons People Like You: ( What makes a Great Introduction ) 1. Smile - You are Happy. People like Happy 2. Eye Contact - you Trust them and they can Trust you 3. Enthusiasm - Flat Out Excited about what you do, nobody buys from boring. 4. Confidence - You are not guessing, You know your product/service will help them. A person with strong Conviction is very persuasive - people follow a Leader.
Basic Presentation 1. Introduction -- 90% of the Sale 2. Story -- the Why you are there, K.I.S.S. (Keep It Short and Simple) 3. Sample -- Make it theirs. let them experience it, feel it, touch it, take it home...This is where you relate testimonials to them. 4. Close -- Ask for the Sale. 'Fair Enough'. 5. Rehash -- the Art of Multiple Sales. Referrals. Gifts for Others. It is always easier to get a buyer to keep buying then it is to go find another buyer.