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Actual for You - How to Turn Strangers Into Lovers
The art and science behind making commitments and managing expectations has always been a critical skill set for senior executives and entrepreneurs to master. In fact, understanding how to come out on the right-side of the expectation curve can often be the difference between average performers and superstars. This is evidenced by the fact that the consulting industry has zeroed in on the importance of this issue such that it has evolved into an emerging discipline known as ”Promise Management”. In this blog post I’ll discuss the value of promise management as a discipline.Nothing engenders confidence and creates a trust bond like delivering on promises made and likewise fe
A second problem is we confuse the buyer with inconsistent, mixed signals. You launch a website, send sales letters, mail post cards, network, make calls, place ads, present
Printing is an industrial method used for reproducing copies of texts and images, usually with ink on paper using a printing press. It is a very important part of publishing. Printing with a printing press dates back to the 15th century in Europe, although the method was developed and used earlier in China.Today an ordinary laser printer or computer printer can print a document easily. In recent years, computer printing and industrial printing processes have come together, leading to the progress of digital printing.Contemporary printing technology in the printing industry has bought about a large number of printing companies offering various products. The innovat
Whether a new flame or new buyer, there are five predictable phases of involvement: Stranger, Acquaintance, Friend, Lover, and Loyal Partner. As in dating, the laws of attraction, permission, trust, and commitment rule when it comes to successfully finding and keeping clients. Just as a cheesy pick-up line won’t work on the dating scene, driving revenue takes thoughtfulness, strategy and mutual consent.
These rules apply in any buyer-seller relationship – whether you’re selling in the marketplace, or inside your organization for buy-in on a major initiative. Large company, small or medium business, public agency or association, these dynamics ring true.
The Problem With Marketing and Sales
In our enthusiasm to make the score, we lose sight of the buyer. Your buyer wants to be warmed up, invited, respected - not stalked! This doesn’t happen in a conversation or two, or even after one purchase. Too soon, too fast means it’s not real, but more like a fleeting moment or worse, a one-night stand.
A second problem is we confuse the buyer with inconsistent, mixed signals. You launch a website, send sales letters, mail post cards, network, make calls, place ads, present,
Are you tired of blending in with the competition? Now it’s time you experience the key to outshining the opposition using a simple, but powerful, method.Professionally written and designed materials are crucial to your business success, the fact is, you need outstanding advertising materials that will get your business noticed! So many businesses make the common mistake of using the same bland promotional items as everyone else.Flyers, newsletters, advertisements, and web content are constantly being pushed onto customers who have become resistant to the whole concept, so how do you get them to take notice of your product or service among thousands?Here’s how
These rules apply in any buyer-seller relationship – whether you’re selling in the marketplace, or inside your organization for buy-in on a major initiative. Large company, small or medium business, public agency or association, these dynamics ring true.
The Problem With Marketing and Sales
In our enthusiasm to make the score, we lose sight of the buyer. Your buyer wants to be warmed up, invited, respected - not stalked! This doesn’t happen in a conversation or two, or even after one purchase. Too soon, too fast means it’s not real, but more like a fleeting moment or worse, a one-night stand.
A second problem is we confuse the buyer with inconsistent, mixed signals. You launch a website, send sales letters, mail post cards, network, make calls, place ads, present
One professional? How could one professional handle all my printing and marketing needs? Today print buyers or marketing departments have many different things to buy. They need to procure branding collateral material, like business cards, letterheads and envelopes, but also buy things like packaging, labels, invoices, banners, boxes, shopping bags, catalogues, direct mail pieces, gift cards, loyalty cards, and a host of other material.Traditionally because of expertise and cost of production, printing companies focused on one brand of printing. An envelope manufacturer handled your envelopes, a four color process plant handled your catalogues, a banner plant handled your ba
These rules apply in any buyer-seller relationship – whether you’re selling in the marketplace, or inside your organization for buy-in on a major initiative. Large company, small or medium business, public agency or association, these dynamics ring true.
The Problem With Marketing and Sales
In our enthusiasm to make the score, we lose sight of the buyer. Your buyer wants to be warmed up, invited, respected - not stalked! This doesn’t happen in a conversation or two, or even after one purchase. Too soon, too fast means it’s not real, but more like a fleeting moment or worse, a one-night stand.
A second problem is we confuse the buyer with inconsistent, mixed signals. You launch a website, send sales letters, mail post cards, network, make calls, place ads, present
I’m sure you’ve learned about taking away your customers risk by offering a money back guarantee. But, putting yourself on the line with a money back guarantee can be a little scary. I’m sure you’re thinking that people might take advantage of you. They might use the product and then return it.Yes, it’s possible, but if you are offering a quality product you will come out ahead. Like stated before, most businesses will experience about a 5% return rate. A 0% return rate is probably not possible and may not be worth the additional effort.Seriously.Even if your product is fantastic, people will still misinterpret what you are selling, or just change their mi
The Problem With Marketing and Sales
In our enthusiasm to make the score, we lose sight of the buyer. Your buyer wants to be warmed up, invited, respected - not stalked! This doesn’t happen in a conversation or two, or even after one purchase. Too soon, too fast means it’s not real, but more like a fleeting moment or worse, a one-night stand.
A second problem is we confuse the buyer with inconsistent, mixed signals. You launch a website, send sales letters, mail post cards, network, make calls, place ads, present
There are so many things that demand your immediate attention. Often, marketing falls by the way-side for many self-employed professionals. You have clients to satisfy, a business to manage and all the other pressures already on your plate. How can you find the time to market?Marketing is important to any business. I don't care how you do it, but you have to find the time to market. The key is in multi-tasking -- how can you integrate your marketing with the tasks you are already doing? Remember, marketing can happen in almost every situation.For example, when you attend a workshop, business event or cultural event, you should consider inviting a business contact to j
A second problem is we confuse the buyer with inconsistent, mixed signals. You launch a website, send sales letters, mail post cards, network, make calls, place ads, present, do proposals…but often without rhyme or reason to the sequence, timing and linkage between moving parts. This costs lots of money and creates volatile ups and downs in your sales cycle. You wonder what you’re getting for your investment and end up disappointed and frustrated.
The third problem is when message and actions are not in your buyer’s best interests. Smart buyers see right through the "lines" of a Player - someone who's only out for the score. I doubt that's how you want to be positioned in the marketplace, and it's certainly no way to build a business.
Your Relationship Funnel
In sales, a classic model is the “funnel,” where you move a large number of prospects into the top, then qualify, present, and close on a smaller number as they “drip” out the bottom. In reality, it’s not that simple or linear.
Now consider your Relationship Funnel. If you can turn heads and catch their eye, buyers start out as Strangers at the top of this funnel. Hold their attention, engage them in conversation, and they become an Acquaintance but nothing more. Acquaintances might window shop for months before becoming Friends.
As Friends, your buyer might mak
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