Archive for November, 2007

Sales Hit of the Day: TELL THEM TWICE

November 30, 2007

We all have great relationships with our clients, but don’t assume they have your phone number memorized.

When you leave a voicemail message asking for a return call, be sure to also leave your phone number….twice.

This makes it easy for them to call you back without having to dig through their rolodex or listen to your message more than once.

Advertisements

TELL THEM TWICE

November 30, 2007

We all have great relationships with our clients, but don’t assume they have your phone number memorized.

When you leave a voicemail message asking for a return call, be sure to also leave your phone number….twice.

This makes it easy for them to call you back without having to dig through their rolodex or listen to your message more than once.

Sales Hit of the Day: TREAT CUSTOMERS LIKE DOGS

November 29, 2007

I first heard this idea from Joe Vitale and, despite how it sounds, he might just be on to something.

How happy is your dog to see you when you come walking through the door? Wouldn’t you love it if your customers were the same way?

Think about how you treat your dogs: you give them unconditional love, provide for all of their needs, take the time to have some fun with them, and occasionally throw them a bone.

One other thing you do is make sure they never stray out of your yard…keep them happy at home and they’ll not go looking elsewhere for the love they need.

Start treating your customers like dogs and they’ll return the love with loyal, even fanatical devotion to you.

TREAT CUSTOMERS LIKE DOGS

November 29, 2007

I first heard this idea from Joe Vitale and, despite how it sounds, he might just be on to something.

How happy is your dog to see you when you come walking through the door? Wouldn’t you love it if your customers were the same way?

Think about how you treat your dogs: you give them unconditional love, provide for all of their needs, take the time to have some fun with them, and occasionally throw them a bone.

One other thing you do is make sure they never stray out of your yard…keep them happy at home and they’ll not go looking elsewhere for the love they need.

Start treating your customers like dogs and they’ll return the love with loyal, even fanatical devotion to you.

Sales Hit of the Day: SIGNS

November 28, 2007

Sign are useful enough tools. They can direct to customer to your location, reinforce an image, or even warn someone who is contemplating activities that are unwise, or even dangerous.

Unfortunately, I noticed a disturbing use of signs in marketing. And while I am sure you would never use signs this way, I feel compelled to share what I discovered.

I was doing a little holiday shopping at one of the major retailers yesterday and noticed a sign placed prominently in front of the shelf display holding a game that’s on my list. Take a look.

Shelftag1

At first glance, it might appear this item is “on sale” for a limited time.

But take a look at what I found when I removed the “As Advertised” banner from the shelf.


Shelftag2

This price being promoted by the “As Advertised” sign (complete with ‘price good through’ dates) is the regular price. The sign was merely attracting my attention. I almost unwittingly accepted the sign as an indication of a discount.

I think most people are like me and would make the same assumption.

Which means you could use this simple technique to make something regular appear extraordinary.

Except that when the truth is revealed, a wave of resentment and distrust will wash over customers because they were duped (or almost duped) into buying what they thought was a bargain.

So, what is my point?

Use appropriate signs to grab the eyes of prospects, but make sure you don’t create a situation that could lead them to feel they were taken advantage of.

And pay attention when you are doing your holiday shopping!

SIGNS

November 28, 2007

Sign are useful enough tools. They can direct to customer to your location, reinforce an image, or even warn someone who is contemplating activities that are unwise, or even dangerous.

Unfortunately, I noticed a disturbing use of signs in marketing. And while I am sure you would never use signs this way, I feel compelled to share what I discovered.

I was doing a little holiday shopping at one of the major retailers yesterday and noticed a sign placed prominently in front of the shelf display holding a game that’s on my list. Take a look.

Shelftag1

At first glance, it might appear this item is “on sale” for a limited time.

But take a look at what I found when I removed the “As Advertised” banner from the shelf.


Shelftag2

This price being promoted by the “As Advertised” sign (complete with ‘price good through’ dates) is the regular price. The sign was merely attracting my attention. I almost unwittingly accepted the sign as an indication of a discount.

I think most people are like me and would make the same assumption.

Which means you could use this simple technique to make something regular appear extraordinary.

Except that when the truth is revealed, a wave of resentment and distrust will wash over customers because they were duped (or almost duped) into buying what they thought was a bargain.

So, what is my point?

Use appropriate signs to grab the eyes of prospects, but make sure you don’t create a situation that could lead them to feel they were taken advantage of.

And pay attention when you are doing your holiday shopping!

Sales Hit of the Day: GET UP, STAND UP

November 27, 2007

Let me tell you from experience: it is difficult, if not impossible, to project maximum energy and enthusiasm if your butt is nestled into a comfortable chair.

For over 6 years, I was the top rated morning radio show host in my market and one of the contributing factors to my popularity was the energy and enthusiasm I projected over the airwaves by broadcasting in a standing position.

Think about it. Ever been to a seminar where the keynote speaker was sitting? Have you ever seen a motivational speaker deliver a message from a chair? Even your chosen religious leader delivers sermons while standing.

To get ‘up’, stand up when you make calls and watch your sales go up!

GET UP, STAND UP

November 27, 2007

Let me tell you from experience: it is difficult, if not impossible, to project maximum energy and enthusiasm if your butt is nestled into a comfortable chair.

For over 6 years, I was the top rated morning radio show host in my market and one of the contributing factors to my popularity was the energy and enthusiasm I projected over the airwaves by broadcasting in a standing position.

Think about it. Ever been to a seminar where the keynote speaker was sitting? Have you ever seen a motivational speaker deliver a message from a chair? Even your chosen religious leader delivers sermons while standing.

To get ‘up’, stand up when you make calls and watch your sales go up!

Sales Hit of the Day: GIVE A LITTLE BIT

November 26, 2007

Holiday shopping is in full swing and most stores have aisles packed with customers, long lines at the checkout, and cashiers showing the effects of stress.

While waiting patiently at one store, I heard a cashier greet each person in the line I was standing in with an enthusiastic, “Hi! Welcome to the front of the line! Let’s get you checked out and on your way!”

Did it make the line move faster? No.

Was the experience a little more positive than most? Absolutely!

It really doesn’t take a lot to stand out today in the world of selling, because average salespeople won’t bother with the extras. The key is to give a little bit more service, enthusiasm, and friendliness with every customer interaction.

Give a little bit more each day, and you will be much closer to your next raise, bonus, or big commission check.

GIVE A LITTLE BIT

November 26, 2007

Holiday shopping is in full swing and most stores have aisles packed with customers, long lines at the checkout, and cashiers showing the effects of stress.

While waiting patiently at one store, I heard a cashier greet each person in the line I was standing in with an enthusiastic, “Hi! Welcome to the front of the line! Let’s get you checked out and on your way!”

Did it make the line move faster? No.

Was the experience a little more positive than most? Absolutely!

It really doesn’t take a lot to stand out today in the world of selling, because average salespeople won’t bother with the extras. The key is to give a little bit more service, enthusiasm, and friendliness with every customer interaction.

Give a little bit more each day, and you will be much closer to your next raise, bonus, or big commission check.