You don’t just jump up one day and say I am going to run a marathon. Think about the great professional athletes, when they aren’t playing they are training and repetitions is how they get better. It is proper preparation and repetition that gets you there. They are the keys to success in any profession including sales. If you look at the successful salespeople, the best practice their craft everywhere they go.
Do you want to be successful in sales? You have to know what you are going to say and prepare before you first contact someone. Successful salespeople know how they will respond when they get a price objection and it won’t be by discounting the price. Their preparation has taught them to show the value and solve a problem.
When you’re meeting with someone face to face, or you have them on the phone, you don’t have time to waste. They are talking with you because they want something and they are ready to spend money with you or they wouldn’t be there. Learning what is important to them lets you show them why they need what you’re offering. You have to show the value of your offer and why it is important for them to act on it and why they need to act now. Next you have to get them motivated to buy so you can proceed. It is important to show why you are the best choice among all other choices or you will get pressured to lower your price with the threat of going someplace else.
Finally you have to get the person to trust you and believe you are able to get them the results they are looking for. Buyers need to see proof so they can trust you and know you will follow up on your promises. Successful salespeople understand that without preparing they can’t build value and people won’t want to work with you.
Successful salespeople learn what people need through their conversations and this builds value in the customers mind. Satisfying these points in your customer’s mind gives them all the reasons they need to buy from you and you will make your sales at the best price.
Listening is a communication skill that takes practice and is necessary for effective conversation. You can tell when someone is only half listening because they misunderstand things and you end up repeating yourself two or three times. Successful salespeople ask questions then listen and don’t waste time. They know how to use what they learn by getting the information and use it when they do talk.
Having prepared for the conversation successful salespeople ask questions and listen. They steer the conversations with their questions and listen for a way to build value. Listening takes focus and work so you can understand someones problem and fill their need. Listening is how they manage expectations and show the value they offer.
When you master the art of effective listening you will improve the quality of your relationships and build trust, but without it, you miss out on opportunities. Poor communication is the biggest problem most businesses have and it results in mistakes and misunderstandings. With your preparation and listening skills you should have the confidence to go forward. Confidence is a powerful tool to a salesperson and it comes from a belief that you have in your product or service. You won’t make many sales if you can’t talk about what you are selling with confidence because if you sound doubtful you aren’t believable.
Many times, it takes several contacts to get a meeting with your customer so you have to be persistent but not pushy. Something comes up that stands in the way and you have to overcome it so you can move forward. If you aren’t persistent and you give up on the first try you will never succeed. Successful salespeople look for solutions so they can build value and overcome those obstacles then make the sale. Since it takes several contacts you have to show your genuine concern for your customer and remind them that you are there when they need to solve their problem. Letting them connect with you at their convenience.
It isn’t just persistence in following up that make successful salespeople stand out but they are also committed. Committed to learning and improving everything about their careers. Sales is a high energy profession and your thoughts and mindset are picked up on by your prospects. It is why a commitment to learning and improving yourself daily that will help you stay focused and positive.
With all the things you have to do be successful you have to learn to manage your time well. We don’t trade time for money like other professions where you clock in and get paid for an 8 hour day. Learning to use your time to the best ability will determine how successful you are. Create a list for the week and revisit it every day. Anything that comes up that you need to add to your list add it and order it accordingly. The more knowledge you get that you can use the more sales you will make and the more money you will get.
You want to earn people’s trust and to get that you have to be believable. Your credibility is something that is hard to get back once you have gotten a bad name
with your prospect and you may not get another chance. Trust and credibility are the most important thing that you can have if you want to be successful. Mix in your persistence and hard work and you are on the path to becoming successful. Successful salespeople have learned that doing these things takes work and they work longer and harder at perfecting their craft and take the extra steps to give value.
Success in any profession takes preparation and repetition. If you are thinking about getting into sales, it is a great profession to be in and you get to work for yourself. Don’t think working for yourself means you have time to do anything you want. If you like what you read, then be the first to know when we post new articles and tips each month. You will also receive exclusive information that we only share with our email subscribers.
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By: Moraima Buonafede
Are you busy right now? Have you ever said I don’t have the time? We all have 24 hours in a day. It’s what you do with it that shapes other’s opinions. If you want to get better network marketing recruiting results you should plan to be busy.
I tell team members they spend too much time with prospects because they talk too much. I was guilty of this too, then I learned better, now I am too busy to spend my time with them. It hurts my network marketing recruiting results. The funny part of it all is the same people that spend too much time with prospects are the first to tell me I don’t have enough time.
Why don’t you have time?
“Don’t say you don’t have enough time. You have exactly the same number of hours per day that were given to Helen Keller, Pasteur, Michaelangelo, Mother Teresa, Leonardo da Vinci, Thomas Jefferson, and Albert Einstein.” H. Jackson Brown Jr.
You stayed too long because you wanted to make a good impression. You don’t have a schedule. It could be that you have a schedule but you have your priorities set wrong. You didn’t plan your time right and were just doing things on your list.
We find busy people fascinating because they are always up to something. We hang on every word as they tell us about a trip they just came back from. Daydreaming about doing some of the same things when we have the time, we ask them what’s next. On the other hand, someone who is not busy has plenty of time because they don’t focus on the task at hand. If you aren’t busy you aren’t being productive.
If you have time for a three-hour meeting then you are not being productive. It sends the opposite message than the one you are pitching and it would be better if you said just enough to make them curious then schedule a follow-up. Productive busy people don’t have time for anything but the task at hand. Throughout the day I talk to a lot of people who are busy, they come in grab a quick tea or shake then they are off to work on their next task. Some of the busy people I talk to are in network marketing and they know how to get things done.
Most people just getting starting in the sales and marketing profession have a tendency to pitch those who have no money and no job. Inspiring lazy people with no self-discipline and motivation is hard. Network marketing is a great profession for busy people. Your network marketing recruiting efforts should target busy professionals and not people with lots of time on their hands. You want people who know how to get things done and don’t waste their time. Here are some tips for your network marketing recruiting of busy people.
Don’t ask a productive professional if they are interested in making more money. Busy people will tell you time is money but you should never trade your time for money. You don’t get your day back so if you trade time for money that is not duplicatable. The beautiful thing about multi-level marketing is earning residual income from royalties and bonuses. You put together your structure once and keep getting residual earnings from your team’s work. Your team is your work. Busy professionals know the reality they face of losing their jobs to cheaper workers and they don’t get paid unless they show up to work.
One thing you learn when talking to professionals is that they have disposable income because they are well paid. Most of them are self-starters and have lots of people in their contact list and are always open to listening to an opportunity. Since they are self-starters they aren’t scared to roll up their sleeves and do what is needed to get their tasks finished. Most are competitive people and this competitiveness is why quitting isn’t an option once they commit to something.
Busy people are paid well and have little time for anything but work so they can give their family the lifestyle they want for them. What if you could show them how your opportunity would give them the extra time to spend with their families. You will increase your network marketing recruiting results if you show them why your business gives them options they don’t have with their jobs.
How long is your presentation? Do you ever feel that it takes too much time away from other tasks? If you have ever thought this then your presentations aren’t as effective as they could be and you need to create more efficient and effective presentations. Okay so you want to know a couple of things to help you do this, I understand.
Never give a presentation on your first meeting. There may be times when you have to break this rule, but if you aren’t skilled in giving elevator pitches then don’t try. Always take control and set the tone of the meeting. Your first meeting should be a short meet and greet and you should be asking questions. Your questions should be open-ended questions so you can get more information. Getting the information will let you find out if they will be a fit for your network marketing recruiting results. Practice what you need to say so you only spend between 5-10 minutes then have another meeting to go to (your excuse to leave).
You tell the people, that don’t make it past the first meeting, that you appreciate them taking the time to talk with you but you don’t think they would be a good fit right now. Remember they are people that have all the skills you need but they just don’t fit. Maybe they don’t have the right attitude or believe in your products. Don’t waste time on them.
Schedule follow-up sessions with only the most qualified people you identified. In this follow-up meeting, you want to give them a brief description of your company, what is expected and explain the benefits they will get. This should be a watered down version of your complete presentation. Leave time so they can ask questions and you listen then tell them you will answer all their questions the next time you meet. Write their questions down and repeat their questions to make sure you wrote it correctly.
Give them your presentation and place strategically question asking for agreements. For instance “This company helps women get started as business owners, teaching them valuable skills they need to succeed. Does that sound like something you’d be open to? Do you like helping others? At the end of your presentation, you should assume the sale and ask them to join your team. Anyone you invite to join your team should at a minimum be motivated by growth and opportunity. You should have a vision of the value they will bring to your business. You should make sure they will do the research to learn about your products or services.
If you want to take your network marketing recruiting to the next level talking to busy people is a great place to start. Using these tips you will be able to shorten your recruitment efforts and screen your prospects. You’ll save time by taking these steps and only presenting to the very best prospects. It is a great profession for busy people because they get things done. Always dress and act like a professional. If you want to know more fill out the form and we will get back to you.
By: Moraima Buonafede
McKinney, Paula, (), How to Attract Bus.y Professionals into your Network Marketing Business, Paula McKinney, http://paula-mckinney.com/attract-busy-professionals-network-marketing-business/
You’ve probably heard the saying leaders are born and not made. Maybe you believe they come from their circumstances. Dwight D. Eisenhower said “Leadership is the art of getting someone else to do something you want done because he wants to do it.”
There are those leaders with the best physical and mental capabilities. Some come from their own need to have power and control others. These keep their people in line by force or fear. Just look back at the recent presidential campaign and you see both nominees trying to cause fear to win your vote.
They can arise from a group need and be seen as protectors. These types of leaders may be appointed because of their higher spiritual values or wisdom. In organizations they are specialists in getting things done, those with the best management skills. Their charisma makes them stand out as great communicators, or motivators but not all of these are leaders. Many motivational speakers have nothing else to say and they all say the same thing, it is just rah-rah-rah with no substance. Leaders understand that things are connected and to solve a problem you have to look at the bigger picture.
Getting people to work together to complete a task sounds simple enough but it is more of a process. Leaders must inspire their team to accept their vision and direction. This means you have to put the right people in the best place for them to succeed. How do you do that? Simply by giving people tasks that they excel in and not giving them tasks they have no skills in.
Your vision is the big picture; it needs to be real and convincing so you can attract others. It is a glimpse into the future so you can see where you want to be. Think of it as the foundation to your planning so you can set a direction assign priorities and measure results. A leader focuses on the strengths of the team and applies it to the situation; it is how they assign tasks.
Seeing the big picture is just one part of having a vision, your vision needs to compel others to follow you. It needs to make them see, feel, and understand so they can embrace it. You have to paint them a picture by telling stories so they can see what the future looks like. This will help them share your values so you can lead them.
Once you have your vision and painted the picture, you need to motivate and inspire your team. It’s easy to do from the start, but when the initial excitement wears off then what do you do? This is why it is a process, you have to keep your people connected to your vision. It has to fit into their needs, wants, and desires.
You need to make them understand that work leads to results, which leads to success and rewards they can enjoy. This is accomplished by showing the benefits of your vision to your team and customers. Make it fun and engaging. It is easier to do when you are an expert in your niche. Being an expert you have instant credibility because you earned it.
People trust in expert leaders and will listen to them and they will follow these leaders when asked. As an expert, it makes inspiring your team easier. Think about when you go to the doctor and he says you need this. Most people don’t question the expert they just go out and get what they are told because she is an expert. Don’t try to rely on your charisma or power as a motivational tool too often because this type of motivation adds nothing of value to your team.
Planning your vision gives you the steps it takes to achieve it. You need to keep your team in the right direction. Yes you can do this yourself, but your time should be spent on the important tasks so you should assign managers to help you.
Having managers doesn’t mean that they are all team leaders. A successful leader will always look for potential leadership in others so they can develop the skill needed for success within their teams. When having managers working with team members you want to make sure the tasks are given and understood.
You should give your team performance goals that help you achieve the vision and know that you may need to make some changes along the way. When the need to make changes come up you need to make sure your managers know how to handle it. The best way is to call your team leaders in and explain the need to alter the planning. Once they understand they can make the changes with their teams for a smooth transition. This will help you keep support from your team.
As a leader, you want to make sure that you match up members with their abilities so they can do their job. You want to give members the best chance to grow and succeed so they can become leaders too. Helping team members develop helps them achieve their goals and improves performance. Having a good feedback and following up with team members will help you serve your team members best.
By: Moraima Buonafede
What Is Leadership?, Mindtools, https://www.mindtools.com/pages/article/newLDR_41.htm
13 Leadership Skills You Didn’t Need A Decade Ago That Are Now Essential, http://www.forbes.com/sites/sprintbusiness/2016/10/21/5-tech-purchases-no-start-up-should-put-off/#25a0880b3723
Everyone tells you that an important part of team building is showing up at events, presentation, and prospecting. This is what they teach you because the odds of success are against you if you don’t do them. It lets you duplicate your efforts. Direct sales is a tools and system business and you must commit for the long haul because there isn’t a magic button to success.
Many teams are just groups of people coming together, hoping to find a way to work with each other. These teams usually fail because they don’t know anything about team building. Effective teams are made by planning and you have to be a leader if you want people to follow you. Leading by example is the best motivation you can give your team.
I’ve noticed many new people hit a wall after experiencing some sign-ups then they are told to get in front of more people. Some do and some don’t but many end up quitting and moving on to the next big opportunity. I was even told this at one point; frustrated I did something most won’t do. I went and educated myself. So let’s look at what you can do to build a better team so you aren’t one of those who say talk to more people.
Team building is both fun and challenging and you need to make sure you get the best performance for them. If you want to get the best team performance you need to define team goals, and establish effective communication. You need a system in place so you can get others to buy into you. It needs to be duplicatable and simple.
People don’t need motivational speeches and reasons, what they need is a leader to show them what to do to be successful. As a leader, you need to define team goals so you can put people in the best place to succeed, and a system to hold them accountable. Accountability is important to team building and the lack of it can cause your team to fail.
When writing goals, for your team building activity, you should ask for input from others, and discuss them with members. Once you are finished writing everything then give your team a copy. Starting your team on the right path by giving them input and written expectations helps them to buy into your system and gives you a basis for accountability.
People thrust into leadership roles think all group members know what they know. Communication is one of the most important aspects of successful team building. You need your team to have good listening skills so they get an understanding of goals. We gain understanding from listening so it is important to ask questions and repeat what you just heard.
As a leader it all starts with you and you need to keep focused at meetings. You need to control the conversation and steer it back to the topics that need to be discussed. Talk about problems affecting your team and keep them focused on finding solutions. Things that add little to no value to the team should not be discussed at team meetings. Save these talks for one on one with the individual so they can vent.
If you want to be a leader others follow you have to believe in yourself, your products, and your system. You see if you don’t believe in yourself then how do you expect others to. Educate yourself and your team using effective communication. The reason so many quit is because they don’t have someone educating them and leading them to success.
When you are trying to get someone to join your team, your invitation is key to your success. Most people will have to touch your business a few times and that is why your follow-up is important. Think of your follow up system as a sales funnel. Every time you follow up you should be one step closer to them joining your team. Each step helps them understand what you do and helps build a strong relationship.
Building a team starts with targeting your perfect prospect. Look for people who share the dream of being a business owner. You have to get this one right or you will likely fail because you don’t have the right people buying into your team. You can have a great step by step plan but if they don’t share your dreams they won’t work to learn and they won’t work it.
Team building is about systems and you need a system to start people off right. You should set up your system and make sure it frees you up from spending time going over the same things with each new team member. Sit down and think of all the questions you are asked then make a video answering them so you can refer people to the training. This will free up your time so you can work on the important things.
Keeping your marketing plan simple is the best way to get people to buy into you. The more complicated the system the less likely they are to understand what you are doing. Teach them and help them grow and watch your business expand.
You’ve heard it all before, you need to have duplication so your team can succeed. They watch you and want to know that they can build a team so they can succeed. So how do you train them? You need a system using sales and marketing tactics. Sales are what you do to make money today, and marketing is everything you do to make money tomorrow.
So if part of your system is to start them off with a website so they can market online. You know that this takes time and therefore would be a marketing tactic. You shouldn’t stop doing what puts money in your pocket today, but you should use a mix of sales and marketing tactics. I recently went to Ray Higdon’s Prospecting and Recruiting Summit 2016 and there was a part where he was talking about adding another MMA into your mix. He said that doesn’t mean you stop doing what your are doing now to get people into your team.
Having a duplicatable system will help your team building be successful if you put the right system in place. Your team will be on the same page because they all follow the steps you lay out for them. Think plug and play using videos as your teaching system.
You’ve set team goals, made sure everyone shares information, now start their education about direct selling. Your system will help get people to buy into you and make it easier for others to do the same. They will use your system and bring others into your team so you can grow.
By: Moraima Buonafede
[contact-form][contact-field label=’Name’ type=’name’ required=’1’/][contact-field label=’Email’ type=’email’ required=’1’/][contact-field label=’Comment’ type=’textarea’ required=’1’/][/contact-form]
Gluck, Samantha, (),Effective Communication & Team Work, http://smallbusiness.chron.com/effective-communication-team-work-3167.html
De-Luca, Smith, (2016), 10 Quick and Easy Team Building Activities [Part 1], huddle.com, https://www.huddle.com/blog/team-building-activities/
Phillips, Will, (2015), Secret Strategies Reveal – How to Build a Downline in Network Marketing Fast!, easy earning income, http://easyearningincome.com/how-to-build-a-downline-in-network-marketing/
Do you use email marketing to sell online? If you said no? Then you are a minority since 89 percent of marketers use email. They use it as their primary source for lead generation. I was told by one of my friends that as marketers we keep what works and change what doesn’t, and email marketing has proven to work.
As a consumer, I prefer receiving offers through email because I can choose what I see and when I see it, and I can unsubscribe from their list if I want. It is this kind of control that lets your customers get offers they really want. It is better than social media where you constantly see paid ads that you never asked to see.
If you are new to marketing online and are looking for tools so you can get started then you should choose email. Email marketing is easy to start, easy to measure, and is a key piece of every marketer’s toolkit. It lets you grow your list and is highly effective. It isn’t the latest fad and the majority of your customers will prefer getting an email to get offers and promotions from your business.
With email marketing, you can set up campaigns to acquire new leads. You can create other campaigns so you can keep them in your sales funnel after they join. Your list is a valuable resource for making online sales and is easily scalable. You can both create sales and build relationships. Each person on your list has a dollar value so you can sell more by sending multiple offers to different lists.
So many people are creating content on social media these days and social media is another list building tool. The one thing about
creating content like this is you are not in control. It puts you at the mercy of whatever social media you are using because you don’t own Instagram, FaceBook, etc. You have to play by their rules or risk getting your account shut down so you really should think about adding a blog to your mix.
Having a blog gives you another platform which you own. You can send people to your site by sending your latest blog post to your list. This lets you get more repeat traffic. Let’s look st some of the things we can do to create and grow your list online with your blog. You can have a signup form on your site so you can get their information by giving something away for free.
Things you can offer for free are trainings, videos, ebooks, audios, site registrations, and memberships so you can add value to your readers. The value of an email list isn’t a secret to marketers because they know the audience is the asset and they depend on email marketing more than any other method including social media.
Trying to convert traffic into leads and sales can be challenging for online sellers. There are too many distractions and consumers need to marketed to over time. Using email to communicate with your customer, you talk to them 1 to 1 without any distractions. There is not another online marketing channel that lets you do that. With social media, it is hit or miss if they see your message and is more indirect marketing.
Marketing on social media is like standing in a market square of people selling and you are competing to be heard. In your online market you are competing for attention against news, blog articles, personal messages, and the list keeps going. This is why organic reach has been declining but with email, there is less competition.
If that isn’t enough to convince you of emails effectiveness then consider this. Email converts four times better than social media and is the highest converting marketing channel. It has the highest ROI and click through making it the best way to market to your prospects.
Isn’t it about time for you to start building your list so you can maximize your sales? Simply start engaging people and asking them to subscribe to your list so you can start marketing to people who are interested in what you have to say.
If you want to get more sales and please your customers you need to get them as part of your audience. Once you have them on your email list you can find out what they want.
This is how you convert readers to customers.
Once you start building your list you have to work it every day. You should always have something where you can capture emails because people unsubscribe. Taking the time to start working email will give you your most reliable marketing method for your business.
Owning a fitness club I started thinking of offline tactics to start growing my list. Some of the things I considered that have proven to be effective are requiring emails when doing evaluations and during the registration process. Although it doesn’t apply to me I’ve gone to several stores that ask for an email address when you are checking out at the register. I am working on creating a loyalty members program.
With the increasing rise in mobile content more and more emails are opened on a phone. You want to use a mobile responsive design. Many marketers are using email opt-ins when users view mobile content by requiring them to sign up for a mobile app. Email is a marketer’s best tool.
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By: Moraima Buonafede
Email is Alive and Well, marketingcloud, https://www.marketingcloud.com/products/email-marketing/email-marketing-best-practices/email-alive-and-well/
Hangen, Nathan, (), A Beginner’s Guide to Successful Email Marketing, Kissmetrics.com, https://blog.kissmetrics.com/beginners-guide-email-marketing/
Thomas, Grant, (2016) Why Does Email Capture Matter? The Importance of List Building,Sweet Tooth https://www.sweettoothrewards.com/blog/why-does-email-capture-matter-the-importance-of-list-building/
As social media became the online media of choice businesses thought that it would help their branding. They believed it would let them easily form relationships directly with consumers. People thought social media would give their business a communications center and all they had to do was tell stories to get people to connect with them. Many believed it would pass traditional media, making it a thing of the past. For most this has not worked as envisioned and few inspire serious interest.
I’ll tell you what it isn’t. Branding isn’t simply about a name, website, or logo; although, they are where you should start. It isn’t just about your communications either. It’s all this and more and includes distribution, visual and verbal communications, and where you advertise. It is both a long-term plan to accomplish your goals, and the process of adding value to your customers. Branding is a key part of all businesses. Let’s look at steps involved in brand building.
The first thing you want to do when starting out is to define your brand. Defining your brand is something you want to take your time to consider because it is what your brand stands for. It can be a little time consuming since you have to do some research and you want to show your customers what you are contributing.
When researching you want to find what your customers want, need, and desire so you can attract people. Write down what makes you different from all the others, and a good place to start is your skills and strengths. Some things you want to think about when defining your brand include:
Personal vs Company
When defining your brand you need to think about what type are you building. Are you branding your business or yourself? You really can’t do both, company branding is more of a long-term strategy and personal branding is a short term strategy.
Building a personal brand the focus is you and you are your business, but your name doesn’t really tell people what you do or what you are offering. Another thing to consider is a personal branded business is harder to sell compared to a branded business.
Building a business brand focuses on the identity you create for your business, and it has a unique name you create. As you work to build a business brand you will create a plan so you can grow your business.
Knowing how to connect emotionally with your customers will help you differentiate yourself from your competition. These relationships are less likely to go to another company than price or convenience type relationships. It requires a personalized marketing strategy and is the only way to really use social media to your advantage, but you have to put the needs of your customers first.
When it comes to choosing a name for your business it can be a make or break phenomenon. You want to show your customers have a positive experience so you want to get your name right. One way is to think of what your business does and describe it. Write down different variations until you come up with something that is good.
Color psychology is crucial when it comes to picking and choosing the right colors in your logo because certain colors can mean certain things. Understanding the meaning of colors and the cross-cultural meanings will help you choose the best color scheme for your business.
Your logo helps attract potential customers because it is one of their first impression of your business. It can help create your identity, build loyalty, and act as a symbol of professionalism. Make a great logo and put it everywhere. Having chosen your name, color scheme, and logo you should consistently use the same look in all your marketing materials. Remember your brand will either grow or stay in place depending on the strategies you choose.
When your information, photos, videos or any piece of content is place on the internet it will for eve stay there even if you personally remove it from your social media or personal websites. It is Crucial you are strategic in what you share and when you share it, if it doesn’t benefit your branding or image this will lay against you and you will loose the respect of your current and future buyers.
Okay now that you defined your brand you want to spread the word and it takes both time and consistency. You need to develop what people say and think about your brand so you can build engagement.
Now think about your message and how you will communicate it. You have to keep reinforcing your message so you can get exposure but there are many online promotional tools you can use. Blogs and social media may help you create a voice that reflects who you are. For your brand building to be successful you have to personalize it and give it an identity and get customers to relate with it.
As your brand grows, expectations do too and for you to continue building your brand. Always review your progress so you can improve your levels of engagement.
Get the attention of loyal customers with these powerful branding strategies filled with tactical tips so you can build an awesome brand.
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By: Moraima Buonafede
Stec, Carly, (8/11/ 2015), Introduction to Brand Strategy: 7 Essentials for a Strong Company Brand, Hubspot, http://blog.hubspot.com/blog/tabid/6307/bid/31739/7-Components-That-Comprise-a-Comprehensive-Brand-Strategy.aspx#sm.001pixjg418mffe5v3w1azwbphms3
Williams, John, The Basics of Branding, Entrepreneur, https://www.entrepreneur.com/article/77408
Powell, Annetta, 5 Effective Brand Building Strategies to Attract Customers, CoxBlue, http://www.coxblue.com/5-effective-brand-building-strategies-to-attract-customers-2/
Wilson, Pamels, Should You Build A Personal Brand or Business Brand, Big Brand System, http://www.bigbrandsystem.com/personal-brand-or-business-brand/
When I first set out to come up with a system for training new salespeople, I was talking to a friend about sales funnels. It came up that you have to have an effective funnel so you can attract and convert new customers. You also want them to come back because it is more profitable to keep a customer than get a new one. I told him most of the new people wouldn’t know what a sales funnel is and that I needed to start with the basic steps to selling. Finishing that part of the training, it is time to introduce them to what a sales funnel is and how they can make one.
A sales funnel represents the path people go through to become a customer. It is a way of measuring your efforts, seeing opportunities, and fixing problems that make people leave. You can see where your future money comes from and when you should get it. Just like a funnel is wide at the top, so is your sales funnel. This is the entry point where customers begin their journey and you catch their attention. The people you attract are your leads.
Once you attract their attention your sales process begins, it is where you learn who has the best chance of buying. These are the people you want your sales team to work on. As your sales funnel develops and filters customers through the funnel, they become fewer and more targeted. You can start offering them products and services and keep moving them down the funnel.
Some of your leads convert into prospects and may become buyers. Now you know what they need and can offer them solutions to their problems. Going through your funnel lets you find those who are not interested in your offer so you don’t waste time on them. Finally, as they are leaving your funnel your prospects have become your customers. You are left with the fewest committed customers. They are now buyers and will purchase most everything you offer and get the most value from your knowledge.
To increase conversions you need to establish your lead gen tactics like your landing pages, and follow-up emails, but you want to know how to make a sales funnel.
Before you get started you need to have a tool in place so you can create your online sales funnel. You are going to need a website, a landing page, front end offer, a upsell, a down sell, and email automation.
All online marketers use sales funnels in their businesses, so should you. Your chance for success without creating and setting up proper sales funnels is slim to none. When setting your funnel up remember that the top of the funnel is the entry point where the greatest amount of people enter and the bottom of your funnel or buyers is the smallest number. Now that you know what you need to do let’s see how an online sales funnel looks like.
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By: Moraima Buonafede
Sales Funnel Management, pipedrive, https://www.pipedrive.com/en/features/sales-funnel-management
Is it better to get new customers so you can make more sales? Or is it better to keep your customers coming back? Relationship and attraction marketing are two sides to a coin. Both are inbound marketing techniques, but many people don’t know their purpose. The goal is to get people to come to you and satisfy them. It lets you take them through your sales funnel instead of going out and getting their attention.
Relationship and attraction marketing create and share value so they can build bonds. It is done by giving away valuable content so you can build authority and trust. Promoting content on blogs, video, eBooks, SEO, and social media is how it is done online. Many companies are learning over half of their lead generation and website traffic comes from content.
It isn’t enough to get leads, you need to satisfy your current customers. Keeping the customers you have is important so you can maximize your profits. Letting the customer leave feedback is an important part of the system too, so you know what the customer wants. It is done with a phone number, a form, live chat, email, and more. This helps you to strengthen your relationships, get consultations and make sales.
This technique comes from direct response marketing. It focuses on keeping existing customers happy, instead of sales. People want quality products, and they want to do business with companies that care about them. They want you to know what they want, and then give it to them.
You do this using a CRM (customer relationship management) tool so you can keep track of your customer interests and buying trends. You can find tools that allow you to get customer information so you can send them special offers. Social media sites let you keep your customers engaged and brand yourself for forming long term relationships.
You ask yourself why should I market to customers?
Relationship and attraction marketing are great for markets where supply exceeds demand. This is why network marketers are always talking attraction.
Getting new customers takes time, hard work and money, and it has been shown to cost five times more than keeping a customer.
This technique targets specific people that are interested in what you have to sell. Everyone wants to know WIIFM (what’s in it for me), and selling features doesn’t answer this question for the customer. Selling benefits does. If it satisfies a want, need, desire, or makes something easier for them, then they will buy now.
You get people to come to you so you can convert, close, and delight by creating content with your customer’s interests in mind. It is important to connect with them emotionally since most sales come from emotional buyers. You target traffic and send it to a squeeze page. With time people begin sharing and using your posts so you get new leads. Automating your process gives you a system that can be duplicated, and increases your chances of making a sale.
Inbound marketing is the most effective way of doing business online because it focuses on creating quality content that pulls people toward your company and product, where they naturally want to be.
As co-owner of Elite Fitness by Nutrition we use an inbound marketing with a mix of relationship and attraction marketing. My partner Melissa is the relationship person who keeps customers happy and coming back. I’m the attraction marketer working hard to build new relationships to get new customers.
Getting and keeping customers is great, but you want to make sure it is worth it. An unprofitable relationship is not realistic for business. You need to find how much each of your customers are worth and their LTV (lifetime value). These numbers let you know your spending limit to get new customers.
The cost of getting customers online is based on cost per action (CPA), cost per lead (CPL), or pay per click (PPC). It represents the cost for each lead you get from a click on your ad. These numbers are used by affiliates and search engine ads. They are found using the click through rate (CTC).
By: Moraima Buonafede
Hubspot, (),The Inbound Methodology, Hubspot,http://www.hubspot.com/inbound-marketing
Relationship Marketing, wikipedia, https://en.wikipedia.org/wiki/Relationship_marketing
Inbound Marketing, wikipedia, https://en.wikipedia.org/wiki/Inbound_marketing
Selling is a fun job, but many people have problems getting started. Some have trouble talking about products and don’t know who their prospects are. Others may have problems approaching people to talk to them, and don’t know what their prospects want, need, or desire. Still others have trouble presenting an offer, or don’t know how to close and overcome objections.
Features are what the product contains. Benefits sell products by solving a problem. Knowing the features and benefits of your product lets you come up with sales copy designed to influence your prospects to buy from you.
For example if I am selling a skin care product and I wanted to talk about it containing vitamin e I would say something like. Customer this product has vitamin e which helps keep your skin smooth so you can avoid those fine lines and wrinkles that you get as you age.
I went to the mall with these two girls, and while we were there I stopped by the skin care kiosks. I know some of the people selling around the country, and wanted the girls to hear them. One of the girls said they were like clones of each other because they all say the same thing. This is the advantage of creating sales scripts.
The goal of prospecting is to create interest so you can get into a conversation. There is a difference between a lead and a prospect. A lead is a potential buyer and a prospect is a lead that is ready, willing, and able to buy.
There are three types of prospects cold, warm, and hot. Think of prospecting as finding customers who are in the process of or have already identified a need. Have you ever been told you have to talk to people to succeed in sales, but you don’t know what you are supposed to say or how it works?
AIDA is an age old marketing model for communication. Attention, Interest, Desire, and Action. Newer models add extra steps but we won’t get into that right now. Your prospecting should be creating attention and interest so you can have a conversation leading to the offer. These are the phases a buyer goes through before making a purchase.
Sometimes you will find people who ready to make a buying decision, and are in the Desire or Action Phase, but most of these people know who they are going to buy from. You want to find someone with a problem, that hasn’t started looking for a solution so you can be in a position to persuade them to take Action.
A good approach is crucial to success in sales. You will either be an annoying salesperson, or a helpful salesperson. Which one will you be? You should never make a pitch right away, but work to start a conversation first.
The approach consists of introduction, some small talk, asking a few warm-up questions, and explaining who you are and whom you represent. It sets up the other steps of the sale, and has 3 purposes. It lets you get into a conversation, establish a relationship, and focus on the product. This is about 15% of the sale.
I practice my skills all the time even though I am not selling something. The other day I went to have lunch and saw two women with small children walk outside. I went out to get something from my car and commented that they had their hands full. I found out they were friends since high school, had their children the same day, at the same hospital, they lived nearby, and loved to dance.
Prequalifying buyers helps you decide if a sales opportunity is worth pursuing. When qualifying buyers ask open ended questions starting with what, why where when and how so you can get valuable information. You want to learn what is their motivation, is there an urgency, what is their budget, who is the decision maker. Do not interrogate them, listen! This is about 75% of the sale
You should ask yourself if your solution adds value? Don’t sell something to a buyer that doesn’t truly add value or solve a problem.
The purpose of a sales presentation is to persuade people to make a buying decision. It is where the work you did finding out their needs pays off. This is where you offer a solution the customer could use. You make your points through the natural flow of conversation, unless you are presenting it to groups of potential buyers. In your presentation, answer the three questions that are uppermost in the customer’s mind:
Why should we work with you? With your company? Why should we buy now rather than later?
The presentation contains an introduction, a body, a conclusion, and a close, and the stronger the presentation, the fewer objections you will have.
This is the point where they agree to buy your product or sign up for a membership. If you ask enough people to buy or sell some will make a decision, but most people are afraid to close because they fear rejection. Effective salespeople focus on closing a sale as soon as a conversation with a prospect begins. Through a series of questions, they find a need, develop desire, and eliminate every objection to purchase.
You can create a sense of urgency when you are closing by using now or never close. If you buy from me today you will get a 25% discount, or these have been going fast and I only have two or three left.
Using a summary close is done by repeating the products and benefits so they can see the total package. Question closes ask for closure or more information as to why the customer isn’t quite convinced. It’s win-win for everyone. In your opinion, does what I am offering solve your problem? Is there any reason why we can’t proceed with the order?
Sometimes a salesperson has to make several trial closes during a the selling process, addressing further objections before the customer is ready to buy. You should ask for referrals because it helps your chances of closing the next sale.
Most sales calls are met with at least one objection, and they are a need for more information and the most common sales objections deal with budget, authority, need, time, and value. If you know the answers for the most common objections, you can close the sale 60% to 70% of the time. Price is one of the most common objections to a sale. Many people will immediately offer a lower price, but this only lets them question the value of your product.
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By: Moraima Buonafede
Multi-level marketing is a long-term career, not a get rich scheme. Some people call it network marketing, relationship marketing, and direct selling. It is selling person to person, and it takes hard work and a plan of action.
People you recruit into the business become your down line. Members earn commissions for their own sales and from down line sales.
When you are trying to get someone to join, you should never say that they don’t have to sell or that they will be rewarded for recruiting. You sponsor and motivate people to purchase the products not to recruit new members.
There is a difference between pyramid schemes and a multi-level marketing businesses.
Critics of multi-level marketing focus on their similarity to illegal pyramid schemes. Seeing high start-up costs, focusing on recruitment over sales, and complex payment schemes.
Salespeople are expected to sell products and encourage others to join the company. To get started with a membership you buy a startup kit. Your membership gives you the right to sell the products and to recruit others. They receive a commission on each sale but are not actually employed by the company.
You may be asking why would anyone want to join a multi-level marketing company. What are the benefits of working with one?
These companies offer low barriers to entry.
They offer training.
They offer support and encouragement.
Many people are looking for ways to earn money working from home. They are looking for way to connect with others while making a lifestyle change. Some may be disappointed with their jobs and are looking to get out of the corporate world.
Multi-level marketing companies are very appealing to these people because they offer products and services in direct selling.
Looking at the products is the best place to start so you can know if it will be a good fit for you. Many multi-level marketing companies sell competitively priced good quality products . Some sell overpriced products that are low quality. These products are not found in stores, and you should do some research before investing your time and money into any company.
Beware of products with guaranteed results or marketed with unproven claims.
Look for reviews on the company to see if you find any complaints. Search for online articles, newspapers and magazines so you can find out:
Understanding how the plan works is important. If there is anything you don’t understand ask questions. Take your time before you sign a contract. Running a business requires an investment of time and money so do your research first. Find out:
Do you enjoy selling? Selling anything requires you to know your products features and benefits. You need to know how to overcome objections so you can make the sale. Once you remove all a person’s objections the only action left for them to take is to buy your product.
Do you have time to work a part-time business? There is paperwork so you can keep track of inventory and make sure products get shipped.
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By David Baker
Multi-level marketing, Wikipedia, https://en.wikipedia.org/wiki/Multi-level_marketing
Multi-level marketing, FTC, https://www.ftc.gov/tips-advice/business-center/guidance/multilevel-marketing
Have you been trying to grow your business with social media marketing, but have not been getting results?
Starting out on social media I was excited about being able to gain new customers to my business, but I had no idea how it should be done. I was told by this couple that you attract people with pictures of your life, follow and unfollow, and reach out with a message seeing if they were open to working with you. Sounds simple right?
This was my social media marketing strategy. It worked for them so there was no reason it shouldn’t work for me, right? This somewhat worked, but after a while things leveled off and I soon was back wondering what a good social media marketing strategy should look like.
Social media marketing is a powerful tool you should add to your business so you can get more leads, loyal customers, and sales. Starting out, you may feel excited, and overwhelmed. Seeing other people who have had success, you may have an idea what you want to do.
You need to have a plan.
Start by following social media best practices. Here is how you create your social media marketing plan so you can get going in the right direction.
Instead, mix in information about the other things in your life that you care about, provided you adhere to FTC Advertising Guidelines.
Optimizing your social media profile pages so people can see the value you provide. People going to your social media pages will automatically form an opinion of you and your company. Revealing to your audience, your value, and services in a few words so you can tell them what to do next. Remember to have clear information that include links to your website or a link to a landing page for your premium content.
Social media marketing is all about being social. Engaging with others so you can generate leads. Liking, following, retweeting without comments is not being social. Being social and engaging is how you begin to develop relationships with your audience.
Providing answers to questions, helping people find solutions to their problems is the first step in building trust. Commenting, and sharing your prospects posts so you can build relationships. Being active and connecting with people will help you develop more prospects and get your content in front of more people.
Getting leads on social media doesn’t mean you write a post or put up a picture so you can wait for people to contact you. Researching is needed so you can find your perfect prospect. You need to know their likes, dislikes, needs, and wants. Knowing your customer lets you understand where they are likely to be hanging out on social media.
Go find where they are active and look for their profiles and start talking to them. Developing relationships by sharing articles and other information so you can build trust. My mentor always said people buy from those they know, like, and trust. There are many opportunities to earn your prospects trust on social media.
One of the best ways to generate leads is to publish premium content. It should include a mix of eBooks, webinars, and videos so you have something for different learning types. Promoting with posts and photos so you can generate your leads. Having it behind landing pages lets you get visitors contact information before they get the content.
Make sure you’re giving important information to your audience. If someone provides their contact information and is disappointed by the content they receive, more than likely they will not become a customer. This content shouldn’t be a sales pitch. To further develop that trust, it should focus on providing insightful solutions to specific problems.
Focusing on getting more sales and leads with your social media marketing isn’t about the number of followers you have. Getting leads is about growing relationships with your followers. Following up with people is part of developing relationships so you can get more leads.
Share articles your prospects may find useful, and remember to thank them when they comment or like your material. Send a message or email when someone connects with you so they know you value them. Offer to email them to set up a time to chat to see how you can benefit from each other.
Your competitors are online leveraging social media to generate leads and sales, and so should you. Start forming relationships with your follower so you can provide them with solutions to their problems. Building trust means it’s more likely that prospects will contact you or refer your company.
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Starting a home business has pros and cons. It can be a little bit scary and you may wonder what you are getting into. You may find that is very rewarding too.
Here are the pros and cons of starting a home business so you can make your decision.
Starting a home business is lonely so you need to stay disciplined. Focusing on your schedule so you can stay on track keeps you from socializing with others.
Keeping motivated is difficult when you have all the comforts of home. Learning time management skills will help you overcome the temptations that steal your motivations.
Work Never Ends:
Working from home can sometimes make you feel that the work never ends. Working early and finishing late will seem like work never ends. There is always more to do. Having a dedicated room where you run your home business online will help you feel like you finished for the day.
Many people don’t know how much time starting an online business takes. Your family and friends may stop by interrupting your flow so get used to this. Using good time management practices to schedule your day lets you account for these interruptions.
Temptations are one of the biggest time stealers you will probably encounter. There are so many things that can divert your attention. Soon you aren’t working your online business, and you are running errands. Schedule times for your daily tasks.
Low Start up Costs:
Initial start-up costs of an online home business are low. You don’t have to pay for rental fees on a physical location for your office. You have all the equipment you need as long as you have your computer.
Working your online home business allows you to connect with people around the globe. This gives you more opportunities than would normally be available to you in your local area.
You no longer have to worry about rushing to get dressed, get in your car, and leave for work at the same time every day. Driving in rush hour traffic to and from work is now a thing of the past so you save time and money. If you live in a colder climate you get an additional bonus to running your online home business; you no longer have to step outside in the cold to and from going to work.
Work at Your own Hours:
Deciding what hours you want to work is one of the most rewarding things about starting a home business. Getting to choose your schedule lets you work around taking the kids to school. Taking a day off so you can finish those tasks that can only be done during the day is no longer a problem.
Knowing a few of the pros and cons of starting your own online home business will help you decide whether this is the right choice for you.
Well, now you know a lot more about how to get started with your home business. If you want more FREE awesome tips about running a home business, make sure to fill out the email box below.
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By: Moraima Buonafede
Stoops, TJ, The Pros & Cons of Starting An Online Home Business , ArticleSnatch, http://www.articlesnatch.com/blog/The-Pros-And-Cons-Of-Starting-An-Online-Home-Business/3414457#gsc.tab=0
The risk in starting an online home business prevents many from starting. They think of all the things that could go wrong. Worry about losing their money. Many are terrified of failing. Have you had these doubts? You can reduce the risks that come with starting an online business.
An online business is a business. Many people treat their online business like a hobby. Never fully committing to working it. Without 100% effort their business fails.
A business takes time to grow. There are some who may have rapid success, but these results are not typical.
Keep Your Job:
Don’t quit your job unless you have six months or more worth of cash. That way you have money to live on. You will not be pressured to pay your personal expenses from your business account.
Don’t launch an online home business that doesn’t interest or inspire you. The money making potential of an online home business will not be enough to motivate you in slow times. When doing something you love it’s much easier to stay motivated.
You should keep your start up expenses to a minimum. If you spend money, you should think about your return on investment (ROI). Don’t make purchases that don’t help you to make or sell your product or service.
When starting an online home business it is a good idea to eliminate as much debt as you possibly can. This is paving the way for you to quit your job. When the day comes and you decide to quit you have fewer expenses to worry about.
It is easy to let doubts and fears stop you from taking your first step in setting up your online home business. You may tell yourself, I don’t have any business experience, or I don’t have the potential that the experts have.
If you are thinking of starting an online home business, then it may be the right thing for you. It isn’t for everybody. You should remember that everyone who started an online home business started in the same place. We gain knowledge and experience as we progress.
Are you tired of working for a boss who doesn’t appreciate you. Are you self motivated? Do you have a passion for your chosen business? Starting an online home business may just be the best thing you will do. You will never know unless you take that first step. What have you got to lose?
By: Moraima Buonafede
Diana Samalot, (2013)Is Starting an Online Business Worth the Risk?, https://youtu.be/SiTWSBHAD_0
Mendoza, Rosalina, (2011), Is Starting an Online Business Worth the Risk?, SelfGrowth.com, http://www.selfgrowth.com/articles/is-starting-up-an-online-business-worth-the-risk
Have you heard of a health coach?
If you are into fitness and nutrition you probably have heard of a health coach. A health coach can help you find the best diet for your lifestyle. Going through nutritional training, studying different diets, and lifestyle coaching methods allows the coach to help you find what is keeping you from success so you can maximize your results.
Some personal wellness and health coaches offer free or inexpensive services throughout their communities. These services are designed to help people make positive changes in their lives.
Wellness coaches and health coaches are showing up all over the country, but many people have never heard of them. They are mentors who offer support, and motivation to their clients. Helping their clients educate themselves to make positive choices in achieving health goals.
You always hear about different diets, or the next big thing in weight loss. With so much conflicting nutritional advice, and false expectations, going to a health coach makes sense.
Health and wellness coaches help you put a plan in place that works best for where you are at in your lifestyle. Some people seek health coaches for help in losing weight. Others to increase their energy, or to get healthy. Coaches listen and ask questions that help you discover where you are having problems and find what works best for you as an individual.
There is no one size fits all diet that works for everyone. Wellness coaches do not promote a specific diet. They give you the information and help you test what works for you. Helping you change your diet and lifestyle and supporting you as you meet your goals.
Wellness coaches help people with a variety of problems. People who are obese and diabetics need to change eating habits to improve their health. Often they work with small groups of people who want the same things. Some of them have scheduled dance fitness classes or you may choose to be coached from your home over the telephone or through a chat messenger.
You must remember your health coach is not a doctor, and cannot make a medical diagnosis or prescribe medicines. They may be personal trainers, and you should talk to them to understand any certifications they may hold. Support and accountability lead to success, and that is how these coaches help you achieve your goals.
The number of health related disease deaths are increasing every year. Health and wellness coaches give the information and guidance to empower people to change their lives.
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By: Moraima Buonafede
Haskins, Sarah, (2-4-15), What is a Health Coach, U.S. News, http://health.usnews.com/health-news/blogs/eat-run/2015/02/04/whats-a-health-coach