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Marketing Tips: 5 Tips For Using Marketing in Your Selling

5 Tips For Using Marketing in Your Selling, Instead Of The Hard Sell

In order to thrive in today's business environment, you need to focus more on marketing then on the hard sell. Prospects are turned of by hard selling. Take a look at Facebook, there are user who post on their wall and keep saying "Buy from me". The people that I know who does that gets little to no response, and then they say marketing online does not work. Well, let me tell you, if you did that off-line, that is not going to work much of the time either.

The thing is, when the prospect is ready to buy, they will come to you - if you start off by building a relationship. It is one of sharing your expertise, product and service with your target market. Marketing allows you to connect much more deeply with your customers and prospects.

5 Tips For Using Marketing in Your Selling

5 Tips For Using Marketing in Your Selling For The Sales Team

5 Tips For The Sales Team:
1) Listening is the new prospecting
Prospects and customers will voluntarily and publicly give you sales clues if you listen actively.

2) Educating is the new presenting
Today's salesperson must be ready to teach, publish and demonstrate expertise.

3) Insight is the new information sharing
Our prospects have access to the best information in the world. They have access to all the information we put out, all the information our competitors put out and all the information shared by customers. Today's salesperson must help the prospect understand the questions they need to consider before providing the answers.

4) Storybuilding is the new nurturing
Stories are the greatest relationship builders. It's hard not to like someone once you know their story. Today's salesperson must actively understand, measure and communicate the real results that clients achieve in every engagement. And they must bring those real-life stories to new customers and prospects.

5) Relationship building is the new closing
Relationship building coupled with education makes traditional closing tactics a thing of the past. Today's salesperson must build a relationship platform that allows them to provide introductions to anything that a customer needs to meet their objectives, regardless of how unrelated it may be to the products and services their organization offers.

Article source: http://www.smallbusinessnewz.com/topnews/2012/02/23/marketing-is-the-new-selling

How to Get Your Customers To Desire Your Service

No Comments »Written on April 6th, 2012 by adrian
Categories: Business
Tags: customer retention, upsell

The Importance Of Getting Your Customers To Desire What You Provide

This presentation by InfusionSoft illustrates the importance of getting your prospects to opt-in and building the backend or the upsell.

First, let us take at look at customer loyalty. Keeping your customers with you and buying from you increases the bottom-line, period. The reason being, after the initial acquisition cost of the customer in the first year, you save on acquisition cost the following year while billing them the same amount. This translates into more profits.

Second, loyal customers incurs less marketing cost. Yes, you still need to market your services to keep them with you, but as long as they are satisfied with your services, it costs less. Be it in offers and promotions, manpower or time to satisfy your existing customers.

Third, use automation to follow up. This applies to online and offline businesses. Using automation, such as emails to follow up increases the lifetime value of the customer. You increase the chances of more sales and by using automation, you reduce workload. Think of it as working smart.

Up the Ante: How to Get Your Customers Desiring More

View more presentations from Infusionsoft

3 Keys To Upsell Success

Create Desire - Make the upsell only available at the point of sales
The Backend - Sell complimentary stuff that benefits your customers
Focus On Wowing Your Customers - Build trust and relationships

No matter what industry you are in, you should be aware of the following matrix:
Cost of Customer Acquisition

Lifetime Customer Value

Cost of Customer Retention

As always, have a Call To Action. Nothing is made until the first sales is closed.

Cherry Picker, Access Platform and Boom Lift

2 commentsWritten on March 8th, 2012 by adrian
Categories: Business
Tags: boom lift, cherry picker, machinery, Mifty Lift, UK

Cherry Picker, Access Platform and Boom Lift Manufacturer From UK

Working in the retail industry, there are times when the only machinery that will get the job done is a Cherry Picker. They do a great job when you need access to high areas for maintenance and when you need to get your advertising up. While most companies will out-source these functions to advertising companies, large retailers in the state have their own in-house advertising departments.

Cherry Pickers and Boom Lifts are commonly used by advertising companies, construction and electrical companies. You can pretty much tell how well they are doing by looking at the type of machinery they have. Prices tend to be better too, since they will not have to hire a Cherry Picker or Boom Lift when the job calls for it.

Chery Pickers and Boom Lift from Nifty Lift UK

Chery Pickers and Boom Lift from Nifty Lift UK

Cherry Picker From Nifty Lift UK

Nifty Lift manufactures Cherry Picker, Access Platform and Boom Lift in Europe and sells to many parts of the world. You can find their compact, low weight articulating booms throughout Europe, USA, Middle East, Far East, Australia and South Africa.

Nifty Lift's Cherry Picker product ranges from heights of 9m to 21m, with a number of different types to choose from. Their in-house 3D design team ensures that every Niftylift work platform delivers outstanding performance without compromising on functionality or reliability.

Boom Lift From Nifty Lift UK

Boom Lifts from Nifty Lift extends from heights of 9m to 21m, there is a niftylift boom lift for every eventuality. Compact, low weight chasis combined with impressive reach performance makes Nifty Lift one of the leading cherry picker and boom lift manufacturers in Europe.

The Cherry Picker and Boom Lift comes in different types:

Trailer Mounted
Self Propelled
Self Drive
Track Drive
Vehicle Mounted
Static Base

Versatile power options includes:

Electrical Mains
Battery Power
Petrol
Diesel
LPG
Hybrid

What People Say About Nifty Lift's Cherry Picker and Boom Lift

We chose to run Niftylift HR12N's and HR15N's because of their compact dimensions, excellent reach performance and versatile power options. They are perfect for working in confined spaces such as warehouse aisles and the Bi-Energy power option allows them to work inside or out, quietly and with zero-emissions if needed. Low overall weight helps to keep transportation costs down and also reduces fuel consumption on-site, benefiting both us and our customers. - Bella Access, Gary Smith, Stone, England

Just a note to say how delighted Croft Church PCC are to find a machine to provide access for repairs and painting to such a great height....The even better advantage was the fact that the stabilising supports could be moved out horizontally rather than hydraulically, meaning the machine fitted ideally into the restricted width of the church aisle. -Croft Church PCC, Roy Sanderson OBE, England.

No matter what your requirements are, there is likely a Nifty Cherry Picker and Boom Lift for you.
Contact Nifty Lift UK
email: sales@niftylift.com
email: marketing@niftylift.com
Tel: +44 (0)1908 223456
Fax: +44 (0)1908 312733

The Fundamentals of Strategic Success In 5 Steps

No Comments »Written on March 3rd, 2012 by adrian
Categories: Business
Tags: entrepreneur, Rich Schefren

The Fundamentals of Strategic Success You Should Be Thinking About

The very first thing you need to think about is to understand the game you're playing. You need to understand the role of the entrepreneur, how it changes, how that relates to your business growth. And you need to know your role in that bigger picture.

The next thing you must think through is gathering insight into your prospects unmet needs. Why is knowing these unmet needs so important? Because what you'll find is that to grow your business the fastest and have the healthiest profit margins, what you really need is to provide something that your prospects don't believe they can substitute their way around. That's not always easy, but that is the ideal.

The next thing you must think through is what's called understanding "your context."
Understanding your context means understanding the marketplace; understanding your competitors; understanding what's going on in the world of your business such as where your prospects are gathering, etc. The more you understand here, the easier it is to position yourself so you have no substitutes. It's essential to know what's currently happening in all those places.

Your next step is to think about the source of your competitive advantage. What are you going to provide that will provide superior value making you a better choice?

Now you understand the game you're playing. You have insight into your prospect's unmet needs. You understand the context of the marketplace and your competitors. You have thought about your competitive advantage - how you'll offer superior value. There is one last, very important thing you need to think about.

Last but not least, you have to think about how you allocate your resources. Because at the end of the day, the strategic decisions you make about where and how you allocate your resources will determine how big your business will grow.

Resources To Grow Your Online Business

This post is an excerpt of the article: Five Things To Think About For Becoming A Successful Entrepreneur By Rich Schefren.

Management Competes, Not Products

No Comments »Written on February 18th, 2012 by adrian
Categories: Business
Tags: management

It Is Management That Competes, Not Your Products

From time to time, you come across an article that stays with you. This is an article that I have kept with me over the years. My notes indicates that it was published in our local newspaper, Daily Express in February 2002. Written by Gunther Conradi.

At that time, I was in the midst of my marketing module for an MBA program. It just made sense to me because for a retailer to outlast his competition, it is management that is the winning factor. Not products, prices or advertisement. Unfortunately, many of my colleagues focused solely on the 4 Ps - Product, Price, Promotion, Place. Well, yes but if you don't manage the 4 Ps, nothing you do will make you stand out from the crowd.

Other than the 30 years he mentioned, this is one of my favorite articles. I have been through the crash of 1997 when Asians economies took a major hit, and forex currency rates doubled. Yet in the years from 1997 to 2002, my retail unit experience sales growth of over 20%. We captured market share and outlasted many competitors. The lesson I learned was that there is no substitute for effective management.

Profitability Requires Good Management

It takes good management to secure that business behavior is in accordance with the changing patterns in the marketplace, including the overall environment.

Managers make or break an enterprise. Just look at the list of bankruptcies, de-listed companies and the hundreds suspended from trading ..... then we see what disastrous consequences bad management has to account for.

In business, a corporation's life expectancy can be directly traced to the general level of its managerial competence. Managerial incompetence is a frequently over-looked factor when business go down and prices go up.

Management has its problems, challenges, commitment and place, playing the pivotal role ..... more managers are required but many of them have a poor perception on what they are supposed to be. The better management will respond positively when a downturn occurs. They do not accept a downturn as the cause of business failure. If there is a crisis, then there ought to be a crisis management, a contingency plan. The better management will always have and hold the competitive edge.

There must be practical ability and motivation to meet the challenges of the next 30 years. The task for today's managers is to create conditions for tomorrow, to prepare their organizations to move into the future.

It is management that competes in the marketplace and not the products.

Best Blog Posts To Start 2012

1 Comment »Written on January 17th, 2012 by adrian
Categories: Business
Tags: blogging, business blogging, Entrepreneurship

Reading These Blog Posts Is A Good Way To Start 2012

I came across these 2 blog posts in LinkedIn, and it illustrates why blogs are such an important communication channel. Blogs deliver information on time and in easily digestible chunks. Any executive can spend 5 minutes to read a blog post to jump start his day.

Sadly, reading paperback books these days are fast becoming a luxury. It is still important to read but I find that day to day reading are better surf online. Information is coming out fast and furious, and with the internet we can get exactly what we are looking for.

This is precisely why most business organizations should publish their own blog. It is the fastest and most cost effective way to get their information out to their market. Blogging is not just for individuals and it is time business owners realize that. It is an effective communication channel.

What's an Entrepreneur? The Best Answer Ever On A Blog Post

I read this on Inc.com and entrepreneurship has it's place in any organization. That was how we grew a $10 million dollar business into a $175 million dollar business. Resources are never enough, no matter how large your company is and if the key people in your organization are just there to collect a pay-check, it will not be long before everyone loses their pay-check.

Entrepreneurship is the pursuit of opportunity without regard to resources currently controlled. - Professor Howard Stevenson, Harvard Business School

The full post can be found here, What's an Entrepreneur? The Best Answer Ever. It only takes 5 minutes to read and it is 5 minutes well spent.

Every time you want to make any important decision, there are two possible courses of action. You can look at the array of choices that present themselves, pick the best available option and try to make it fit. Or, you can do what the true entrepreneur does: Figure out the best conceivable option and then make it available. - Jon Burgstone, Breakthrough Entrepreneurship

Mark Cuban's 12 Rules for Startups - Blog Post

I have never heard of Mark Cuban before, all I know at the moment is that he is a billionaire tech entrepreneur. He lists 12 rules for start-ups for those founding the companies and also for those who are considering going to work for them.

Whether you agree with his views or not, it makes for an interesting read. Read the blog post here, Mark Cuban's 12 Rules for Startups.