What does it take to turn first-time buyers into repeat customers? They’re looking for four factors.
A study by the Forum Corp. identifies them:
Sales Strategy & Methodology
A Sales Strategy is comprehensive and uses a methodological approach to make sure you get your products and services in front of the people who need them. It becomes your operating plan for your sales organization. These posts can aid you.
7 words that strike fear into the hearts of too many salespeople
Too many salespeople move on as soon as a prospect utters these words, accepting the idea that they can’t overcome them. Big mistake.
“I’m very satisfied with my present supplier.”
For some, it’s the end of the story. Other salespeople accept the challenge, realizing there are ways to overcome every sales objection. You can’t just walk in and expect prospects to end a satisfactory relationship with another supplier.
5 tried-and-true marketing channels you should be avoiding
Is your company still using one of these tried-and-true sales models to market its products? If so, it may be time to consider a new strategy:
How 6 companies used social networking to revolutionize sales
Some sales organizations are skeptical of social networking’s ability to increase revenue. But these six no-cost business models prove it’s a resource every salesforce can capitalize on:
- Best Buy’s Twelpforce: In July of 2009, Best Buy introduced Twelpforce – an entire team of customer service reps who respond to questions and requests exclusively via Twitter. It’s a revolutionary concept that’s already having an impact on satisfaction and loyalty, according to Best Buy CMO Barry Judge. It allows customers to avoid being put on hold, or left to wonder whether their requests are being handled. Instead, the problem is resolved ASAP and the customer knows exactly which steps are being taken to solve the problem. Plus, Twelpforce is a free way for Best Buy to announce and promote new offers and last-minute discounts.
Why lost customers mean more than just lost revenue
Salespeople have been warned for years about the economic impact of losing customers. With the advent of the Internet, there are five new hidden costs that should be considered, according to Kyle LaMalfa, a sales consultant:
- Negative word-of-mouth, especially with the advent of blogging and social networking where people can now broadcast their points of view to thousands or million of people.
4 popular – and ineffective – strategies aimed at gaining new customers
There are no magic bullets when it comes to your salespeople getting a foot in the door with hard-to-see prospects. There are “strategies” that are almost guaranteed to turn prospects off forever.
Here are four of them you may want to share with your salespeople.
- “I’m going to be in your area on Thursday. Would morning or afternoon be best for you?” It not only won’t work, but it may make the prospect angry. It’s best not to request an appointment if the prospect doesn’t have some understanding of you and what you’re trying to sell.
‘Why I won’t give you another appointment’
Salespeople who work so hard to get in front of prospects are bewildered when they fail to get a second appointment. The reasons are obvious — especially to the prospect.
Consultant John Graham addresses the problem with the following “open” letter to all salespeople:
Common practices that kill online marketing efforts
There are a ton of less-than-stellar practices out there killing marketing initiatives. And most of them are avoidable.
For example:
5 keys to winning negotiations with cost-conscious buyers
Budgets are tight, and competition is tighter. Right now, most buyers feel like you need their business more than they need you. But here are five ways to turn the tables and create an atmosphere where they’re bargaining based on your terms. Know your walk-away point: With so many companies competing for every prospect’s dollar, it’s…
Why cheaper is often better when it comes to online leads
Why are so many companies shifting marketing resources online? Because very low-cost lead generation tactics, like search engine optimization (SEO), deliver high quality leads at virtually no cost.
