How to ASK for Business -- WITHOUT appearing Pushy --

GIVING Vs "SELLING"

Never lose sight of the importance of providing a "reason" to buy BEFORE you attempt to SELL anything to a client/prospect.

In the current business climate you have to GIVE first. The very first question from a buyer is.... what is the BENEFIT to ME? Why should I change from my present supplier?

GIVE in advance of asking a prospective client/customer to buy from you. Don't even bring up your service or product BEFORE you have completed your investigative homework.

YOUR PROSPECT ASKS --

Does my company need your service? Do we need your product? Do you have the QUALITY that we expect (demand)? Can you match your competitors pricing? Discounts? Delivery? Is your customer service better than our current supplier? Why should I change?

Your prospect is saying, "what have you done for me lately?" What is your USP (Unique Selling Proposition)? Are you DIFFERENT from the rest of the pack? Give me your elevator speech. 30 seconds! What do you do? Give it to me straight to the point and quick.

ADVERTISERS ARE SHOUTING

Huge FULL-page ads fill our local newspapers. TV overwhelms us with the latest fashions. The car manufacturers are "shouting" their best deals. "Infomercials" are "selling" us everything from diamonds to bread-makers. Magazines are bulging with STUFF. Copywriters are telling us we can't LIVE without it. Subtle persuasions are invading our psychic to motivate action.

INSTITUTIONAL ADVERTISING

After the pretty girls and cute guys, what's next? From the school of mail order and Internet marketing an "Institutional" AD does not compute for us. In advertising "vernacular" (mine) it is known as "NO action" advertising.

Name recognition is the game. Accountability is the same. Just LOOK at me. Do nothing! NO suggestions are made for me to take action. By some of the more "astute" promoters it is called "awareness/image" marketing.

SALES ASSOCIATES

Too many "on the road" salespersons follow the same logic. You, as a business owner or manager, have a continuing imperative to educate. Train. Teach the basics. ASK for the order! When you have done your "homework" it is OK to ask for a response. A commitment to buy.

Many don't ask for the order because you might be considered high pressure (pushy!). Once you have earned the ear of your audience (buyer) then it is up to you to "bring home the bacon"? get the order! One way or the other, you have to ASK. Lead to a conclusion.

Educate. Inform. Show and tell. Introduce your product through sampling. Try our product and compare it to the competition. Build your creditability with value-added service and NEW offerings in the future.

Remember AIDA? Get their Attention. Create Interest. Cause Desire. ACTION!

MAIL-ORDER AND THE INTERNET

A little background.... I spent 4 years of my early career in the mail-order business. Long before Sharper Image and many others appeared on the scene. A good experience with some unusual turn of events.

Mail order and Internet marketing have much in common. Very similar tracking abilities regarding sales and sources. No guesswork allowed. Spend DOLLARS and we expect SALES. No in-between options for the mail order or Internet guru.

If an AD fails to pay for itself then you regroup and punt. Try another route to reach your goal. You test the headlines. The "body" copy of the letter. Name lists. Op-in lists. The by-word in mail order and Internet marketing is TEST, TEST and TEST some more.

You've heard the 'link' in Real-estate values. Location! Location! Location! If you are in the right place (selling) it can mean increased profit. Buying? You will pay a higher price because of the location.

Build your home in the "right" neighborhood. If not, then you may come up a few hundred grand short on "sale" day. Good advice to remember when you buy/build a new home.

Every industry seems to have a "connector" to success.

You or I will never understand the physic of the marketplace. Trying to find the "trigger" that will make your subscribers (customers) or prospects respond takes constant testing. Asking for the order in many different ways.

Action Tip: Good business owners GIVE first. You don't have to shout when you have the goods. Each customer/prospect is different and needs to be understood. Test everything you can. Educating your customer/prospect is primary to your success. Keep an open mind. Ask questions. Learn and grow.

Don Monteith spent 32 years in the Staffing Business and built a multi-million dollar enterprise. His firm placed thousands of job candidates in their dream job. Today, he shares from his experiences in building a successful business. Learn more at his website: http://www.HowToGetYourDreamJob.com

In The News:


pen paper and inkwell


cat break through


Dont Be Macho Selling Ice to Eskimos

This issue's topic was suggested by a sales rep for... Read More

Sales Brochures - 9 Steps to Success

Even in this day of websites, many customers want to... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We... Read More

Complacency and Fear are Sales Busters

Prospecting is the engine that propels anyone in sales. Without... Read More

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies... Read More

An Ideal Selling Situation

The largest sale that I ever closed was negotiated over... Read More

Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the... Read More

Powerful Words

Hi, I'd like to discuss the most powerful words you... Read More

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

How to Create Material That Will Get You Sales Now!

WHY ARE YOU WRITING THIS BROCHURE OR SALES LETTER? A... Read More

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason... Read More

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

Before You Sell Do The Math

This is an important and potentially profitable piece of advice.... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

10 Incredible Ways To Sell Your Products Now

1. Make your reader visualize they have already bought your... Read More

Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

How Many Ways Do You Have To Justify Your Price?

If you were selling a mansion, and you were selling... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

Just Ask!

Instilling urgency in a prospective customer can make the difference... Read More

Connecting with Customers

I just got off the phone with a friend of... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

Selling Your Business ? Step by Step Process

So it's finally come time to sell the business. After... Read More

8 Part Strategy For Constructing Your Advertising Message

Strategies to help produce your brochure, advertisment or direct mail.... Read More

3 Tips For Getting Through The Voicemail Screen

How many times have you heard that you gotta get... Read More

Losing the Big-One: Salvaging Lost Accounts

After careful consideration, we have chosen our vendor, and it's... Read More