Effective marketing can be simplified into five moves. Your Challenge: Try one or more of these now.
It's tough. :
Markety
Article body:
Marketing has traditionally been destroyed as a "5P" – a formula known as the five factors that make up an organization's marketing strategy. If these are consistently, well, and long enough, these five factors will also be part of the brand.
So far so good. However, because the problem does not seem to seem exactly who agrees on which 5P is important, the list is usually people, products, places, processes, prices,
Wow! Complex sound, huh? I will try and simplify effective marketing for the five moves. Your Challenge: Try one or more of these now.
Move 1: Move
Do you want to try something different? Next, double your normal price and see what happens when you are talking with prospects when price questions come up.
Am I crazy?
Maybe not the other side of the coin, maybe that you're crazy for not charging for value, instead competing for the price. The business competing for the price loses. period.
The easiest thing is that you have to compete in undercut prices. In fact, the first thing they copy is your price. It does not take imagination, creativity, innovation, market leadership and vision to lower the cost of anything. The pain is on all parties. Low prices always mean low profits. Research has shown that a 1% drop in price leads to an 8% drop in profits.
What happens when you double your normal price?
Some things. The outlook is:
* Increase the value of your product / service
* High Level Prestige Ownership / Products / Services
* Improved the level of trust in you and all your other products (Hello effect))
* Increased levels of confidence that your product / service actually works
A respected marketing-consultant that I once gave me a very valuable piece of advice. She said, "expensive or .. .. Be free" is remarkable to be one of the most expensive providers of service-people are their $ 200,000 Italian sports car and $ 21,000 platinum plated cell phone About No one is talking about their $ 19,000 GM sedan.
I helped the company double their price, with great success, double assisted independent consultants [and triples] helped their fee. In each case, they got more clients. Details on how to do this with Move3. And maybe this means losing a few unprofitable customers along the way. If you do not lose some unprofitable clients, you need a room to offer something more profitable when they come together You can afford to pay for your old (low) price "Continuing to serve the market sector is a professional suicide. The price does not find the customer. I look at the value. And those customers who value your work should pay according to their value & will.
Free is also a powerful price point. And, of course, free is remarkable. When you first give value, you move on. For freedom. Can you get a good idea for the outlook? Great! Send it to them. And lead the business. You're passing! Did you accidentally find a part of an article, profile, or study that directly affects your business? Please cut it out and mail it to the top person with a brief note. The prospect's door is open now.
Move2: Move In
Means of transportation will move closer to the customer. Thinking about coming to the living world, thinking about the problem, its customers and prospects. What is the first step? It's research Preparation Homework Industry, region, business, and company news are at the fingertips of every salesperson on the Internet. If you are not researching your prospects problems, challenges, and pressures intelligently, how can you possibly come with a reliable solution
Don't you like sitting at a computer all day? A better idea is to hit the street. Visit the business, talk to your contacts in the fields you serve, get direct information about what is happening in the world –
Is this a lot of work? You bet. Do the majority of sales people put in this kind of effort? It is absolutely impossible. That is exactly why you should do it. It moves us 3
Move 3: Move forward
We are open even if it is not considered to be a move destination. That means making the difference between being a peddler and being a partner – yes, real, hard work – getting into work.
Do you want to move ahead? Avoid the start and hate the prospects to try.
Here, the top 10 salespeople do things that the buyer dislikes according to the purchasing magazine survey. You (or you:
10. Do not keep your promise
9. Lack of creativity
8. Failure to make and keep appointments
7. Lack of customer operation awareness ("What are you doing here?")
6. Acquisition for being granted a customer
5. Lack of follow-through
4. Lack of product knowledge
3. Overaggressiveness and listening failure
2. Lack of interest or purpose ("just checked in")
... And the number one hate: not ready.
Go ahead, better move 1? ) And to show the value of your product service with hard numbers.
For his insightful books, I will write author Jeffrey-Fox Phones this process for dollizing. Dolarizing is one of the most powerful selling techniques, so if you are shown (your prospects will provide you with real) return on investment – how-you are basically what you are selling Shift the conversation from selling to selling money.
In my seminar, I do an exercise called "money machine" which helps to spell this very hard on a hard dollar.
Money machines can go a step further, so use it for monetization:
* Competitive products / services
* Outlook to do nothing
* Prospect to do it itself
* Other things the prospect is already comfortable spending money
Free copy of my money machine worksheet, email: david@unconsulting.com.
Suddenly, your product / service becomes a real "investment": meaning, to people this "can show this much math behind this much" is much easier than selling money at a discount There is nothing to do!
Here is another way to move forward: "Stop the ridiculous game of closing the sale." The closing is not a technology; the closing is not a trick; the closing is not about the game of magic phrases and looks and power . The closing must be a natural extension of your conversation, and the two best you should ask your prospects near the end of the discussion based on your value:
1. Is the meaning of what you have said so far?
2. What do you want to do next?
Answer to Question 1: Once you have prepared for the meeting, discuss important issues of prospects and monetize the value of your solution, of course that makes sense!
Answer Question 2: "Let's go" or "Let's do paperwork." Or "Outgoing" or "Dead Drop" with your outlook answer, sales are not ready to close Having a pretty good idea. Seriously, listening carefully to the answers to this question is recommended by the prospects so many sales trainers have hidden concerns, hesitations, or problems and rights there before you run into a sudden "no surprise" otherwise Ask for any other traditional "sale" vantage. I do not remember is selling, but buy prospects. If you need to tattoo on your forehead, it is my guest.
Move 4: Move aside.
Here is another thing that most sales and marketing people have a hard time with: not all things can be to all people. Go aside, find your niche and claim your expertise in a narrow area of expertise. In plain English, this is your specific product or service-"A man on the line" for the exact opposite of all trade and master of Jack.
The people you speak have a very different response to these two mental images of your product / service:
* "I think we can adapt this."
* "This is exactly what we were looking for."
Give an example "Delivery of carpet, house cleaning, strange work, catering in the service." Now, I do not know about you, but when I want to cater, I cater 24/7 I am looking for a person to do I do not have to worry "Does they wash their hands after serving carpet removal before serving to my guests?" In fact, if I look for a service representative for a wedding, I "Sam's Catering" or "Good to Eat Catering" Better to "Wearing" Wedding Bells "
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