Is Cold Calling Frustrating You?

If you're trying to grow your sales revenue success, I'm sure you may be frustrated with cold calling. I can understand why. So many people SOUND like a SALESPERSON. It almost makes you want to hang up on them! For instance, from the last five salespeople who called me regarding "Event Hosting" and "Sales Force Automation" software, FOUR of the FIVE sales people started their call with this question:

"How are you today?"

Seriously. They were that bad! How did they know how I would respond? I could have been having a really bad day! Asking "How are you today" makes you sound like a salesman from the first sentence. That's not something you want to do, is it?

Cold calling is not easy - especially if you don't have a system. Fortunately, you don't have to fret any more, as I've created a system to help you remove the fear of cold calling and get in the door, called Cold to Gold Mind Spark SessionsTM.

Introducing:

Cold to Gold Mind Spark Sessions TM

Rapid Learning Workshops SM

I call my workshops "Mind Spark Sessions" because I've created a rapid learning workshop system that is the closest thing to a "Vulcan Mind Meld" - truly exchanging the my ideas from my head to your head - over four different sessions (modules) that offer the highest impact transfer of learning, interactive workshop, testing, and proof of concept available in education. Mind Spark Sessions go beyond a workshop - they impact your results immediately. The last company I taught Cold to Gold information signed the largest deal in their history just three months later. Now, success like that is cause for celebration.

Cold to Gold Mind Spark Sessions go beyond sales skill training and enter the domain beyond persuasion by offering each participant or sales representative information that contains the secrets to sales superstar special powers. Yet, almost anyone can learn these secrets to immediately increase sales:

First, I focus on the mental shift that must occur to help you make a successful call. This is also equally critical in sending a cold email, or in showing up at a prospect's door unannounced. It is even critical to your website design, so, Marketing people ought to listen up (or attend), too. What's cool about this mental shift is you start to have fun selling again, too. Shouldn't sales be more fun?

I first taught this mental shift to Tim G. while at DecisionOne fifteen years ago. Tim later went blew away his quota the first year selling, then continued skyrocketing his stellar success with Compaq and then HP!

Second, I teach something that is practically NEVER taught in sales training courses, yet is the SINGLE MOST POWERFUL KEY TO SUCCESS and creates a FLOOD of PROSPECTS in your sales funnel. This key, alone, will open more doors to you, make your website more powerful, help you create better sales emails, letters, phone scripts, and communicate LIKE A SALES GOD with your prospects.

Every time I've taught this concept to a sales team, that sales team starts increasing their success almost overnight. Now, for the first time ever, I'm teaching it in Cold to Gold Mind Spark Sessions.

Third, I show you personal tactics to not just cold call, but actually GET IN THE DOOR. Learn some of my personal NINJA METHODS I've used to successfully dial into the Senior Executive's office - without them ever giving me their phone number. One of my tactics I teach will reveal the senior executive's phone number over 80% of the time! Do you have that kind of system now? If you're selling in an enterprise environment, especially, you'll gain new abilities that give you the confidence to truly RID the DREADED FEAR of COLD CALLING FOREVER! Well, at the very least, you'll be more confident and a lot less afraid to call ANYONE and know you have a high chance to succeed at building a relationship with that person. You may not win them all, but wouldn't it matter if you could win just a few more? I'm sure you know what it means when you WIN MORE.... you MAKE MORE!

I once wrote a letter to Jay Leno. Yes, the head of NBC's Tonight Show returned my call PERSONALLY. Can you write a letter that does that? You will have the ability to write letters that open doors you would think totally closed to you before learning Cold to Gold. Does it always work? Of course not - nothing does - however, you'd be surprised at HOW MUCH MORE SUCCESS  you'll have in both SALES and MANAGEMENT when you learn Cold to GOLD.

In addition, I not only teach push techniques, such as making a phone call, sending an email, or mailing a letter, but also PULL techniques, which create something I'll call "Cat String Theory" - where the cat is the prospect and the string is your system and the CATNIP is in your hand! The whole point of cat string theory is to turn the table where instead of chasing after prospects, the PROSPECT CHASES YOU! It's powerful, it works, and they LOVE you for it. HOW COOL is THAT?! Your prospect becomes a customer as you deliver a solution not as a salesperson, but as YOU BECOME THEIR TRUSTED ADVISOR, expert, or even CONFIDANTE. If you don't know how to do this, then this module in Cold to Gold alone is worth the price of admission, which, by the way, is only $297 US for a Mind Spark Session (online workshop price, plus ticket fee from EventBrite) as of March, 2010. Move quickly - this won't be offered at this price for long.

Last, we put it all together. Each piece of the puzzle is carefully laid out so you can see how to better plan, strategize, target, and then DESIGN A CAMPAIGN that attracts your IDEAL customer to you and repels the prospects who will waste your time. If you're like me, the last thing you want is a prospect who won't buy wasting your time, right? Well, this CHANGES where ONLY PROSPECTS WHO BUY - or at least a lot higher percentage of them - are the people attracted into your money making machine. I'm a huge fan of qualifying prospects so only the best prospects end up in my pipeline or on my forecast. As a result of utilizing Cold to Gold, your pipeline will grow more reliable and the time wasters go "goodbye". Speaking of wasting time, the worst mistake you can make is to learn about a system that can change your life and..... wait.... and wait... or worse yet, do nothing. You're not that person, though, right? I mean, if someone showed you that you had gold in your very own backyard, and how to mine for it, would you be digging a hole right now or would you simply walk by and leave it there? That's what I thought. Go to Cold to Gold and click "Start Now" to begin - right now.

Cold to Gold sessions are started on Tuesdays, and continue each day of the week through Friday. So, not only are Mind Spark Sessions different - but they are simple and easy - you don't even have to leave the "field" or fly anywhere or sit in boring hotel conference rooms to learn this information. You can learn everything from your home office or even the comfort of your home.

Cold to Gold is the system you've been looking for to help your rocket blast off! I'm teaching Mind Spark Sessions personally, and also including a FREE special bonus "Gold Map" to help map out the whole process and in addition I'll include a FREE special KEYNOTE for the first 10 people who sign up right now!

Sound cool? I think it does. There are very few trainers in the industry focusing on this segment - yet improving PROSPECTING SKILLS is the HIGHEST IMPROVEMENT area to IMPROVE YOUR SALES RESULTS. Not only that, but if you learn this system correctly, not only does your FORECAST SIZE INCREASE, but also your forecast becomes MUCH MORE ACCURATE! Putting aside the numbers that sales management wants to see, moving beyond cold calling to Cold to Gold creates a system that simply PUTS MONEY IN YOUR BANK ACCOUNT. It's almost like receiving a LICENSE TO PRINT MONEY.

Now, we both know that with the FTC laws I cannot technically guarantee that you'll have as much sales success as I've had or even as other people who give me testimonials. In fact, I'd like to think you might sell more than me; however, I can't really say what will happen - your success is up to you and what you're able to do with it. One thing I can guarantee is that you'll love Cold to Gold and find it useful. If you don't love it and find it useful, simple send me an email within 30 days of your final workshop and I'll send the money back (less any expenses). It is that simple - you don't have anything to lose with a guarantee like that! You don't even have to send anything back. Just tell me, and that's that.

It's like going to a restaurant, ordering calamari, then filet mignon, lobster, and asparagus, enjoying a fine bottle of wine, then topping it off with tiramisu and a 20 year old glass of port for dessert, then walking out and paying nothing! I mean, really, it's that crazy - at least, that's what one of my competitors told me!

Can you guess why I'd offer a guarantee for Cold to Gold Mind Spark Sessions like that?

You got it - I believe in my program that much - I KNOW THIS WORKS. I know that you will love it and find it highly useful to your success at overcoming the fear of cold calling, getting in the door with prospects you previously did not even know at all, and building long lasting successful business relationships. You will likely even form more friendships and create some fans along the way! It's that powerful.

Cold to Gold isn't perfect nor is it for everybody. I mean, if you're the person who thinks every system of selling ought to dial the phone for you, write the letter for you, or meet your prospect for you, I'm sorry, but Cold to Gold probably isn't for you. Perhaps you're in the wrong profession! Seriously, you will have your part in this. But if you're the person who hears life changing information and puts it into play, then Cold to Gold will be music to your ears. And, it's only getting better, as each Mind Spark Session turns up new information (disguised as feedback) I use to make the content even BETTER.

Suppose your gut is saying to you "you know, Scott might have something here.... this just might help me"...well...LISTEN TO YOUR GUT! It's been right before. It is right now. Let's stop making the foolish mistakes that other salespeople make. Let's stop sounding like a salesperson. Let's stop blowing cold calls and start blowing away quotas! I can help you do it. We can do it together. I'm a big believer in having fun, learning some things that change people's lives for the better, and doing something that makes sales a heck of a lot more fun for everyone. The world needs more salespeople we can trust. Heck - the world needs PEOPLE we can trust, can I get an amen? Hahaha... seriously, with Cold to Gold, you gain the confidence you need to sell from integrity, honesty, and clearly, in a way that empowers you to be your best self, where clients love you, and you make more money. That's why I wrote this program. I truly want to see you succeed to the best of your capability. I love helping people get there.

For those of you reading this who normally come here for management advise, blogging advice, or team-building, well, you form relationships, don't you? Even if you don't buy, you know that I care about you and your success. Thanks for bearing with me as I share Cold to Gold - it's so exciting to me to release this to you. Without my readers I woudn't have my success. Without you, I'm nothing. So, I must say I am so grateful for you. I am so thrilled that you're in my life.

Well, I better get back to work. Talking about Cold Calling, for me, is fun - because it is no longer frustrating to make cold calls.... why? Because I have a process called Cold to Gold that turns a crappy frustration into a fun, exciting, and dynamic system that creates more relationships, friends, fans, and customers. I look forward to seeing you in the next Mind Spark Session. Let's learn this together. Let's have some fun. Let's rock our business success to a new level. Sign up for your own workshop at http://coldtogold.com/ by clicking START NOW.

To your success!

Scott

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Copyright © 1999-2010 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

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Sell What Your Clients Need Most

If your business is struggling to make sales, you're probably asking your self or your sales team "What's wrong? Why aren't we making the sales we need to hit our objectives?"

The answer to this question may be varied, with such challenges as:
1. The economy sucks.
2. Our product is confusing to customers.
3. Our prices are too high.
4. They don't have the money.
and so on...

Are you buying the excuses? In most cases, the reasons why you've stopped selling have little to do with the excuses and everything to do with your PERSPECTIVE and FOCUS.

With the right perspective and focus, your salespeople don't have to be Pedott from the classic The Twilight Zone episode entitled, "What You Need", where Pedott is a salesperson who hands each character in the show exactly what they need to catch a bus, get a job, save their life, and so on.

For example, if you say "the economy sucks" you could stop putting out the same effort you did in an average or good economy, which would cause your business to stop selling even more than the lack of economy. If you run the numbers and the economy is truly affecting your business, then lower your expenses as low as possible to still make it with adjusted economy, and then continue as aggressive as ever because a down economy is an OPPORTUNITY for salespeople who are creative to capture larger market share from those who fail to respond and manage their business appropriately.

If your product is confusing, simplify it. Customers buy when it is SIMPLE and EASY. Again, this is a perspective issue. If you're educating the potential client and offering too many choices, narrow it down and offer them TWO or THREE CHOICES. But keep it SIMPLE.

If your prices are higher, that may be a problem, but more than likely it is a problem of the salesperson than the problem with your product. IBM routinely charges more for their products than their competition. How do they do it? By SELLING what their clients NEED MOST! For example, when a Chief Information Officer (CIO) of a large corporation is considering a new mainframe computer system, when comparing the choice of IBM versus competitor A, who offers the same mainframe (as far as speeds and feeds go) for less price, or competitor B who offers a better mainframe for slightly higher cost, or competitor C who offers a distributed computing approach across multiple computers for significantly less money, how is it that IBM wins?

The answer is that IBM sells what the CIO needs the most: PEACE OF MIND. You've heard the expression "They say nobody ever got fired for buying IBM." The reason for that saying is that the CEO has peace-of-mind that IBM will keep their business running if anything goes wrong. That's what matters most to the CEO, and that also is priority number one for most Chief Information Officers, too.

As CEO of a much smaller company, I can assure you that I'm quite unhappy when my business' server is down. If I cannot send or receive email, it is a nightmare. I can only imagine how the CEO of a larger corporation sees the dollar signs flashing by the thousands in his or her glasses when their system is down!

If you're selling a vacation package, what are you really selling that client's need? Most likely more time with their loved ones, better health, rejuvenation, seeing the world/exploring cultures, living the good life, and things like that, right? So, don't focus on the details of YOUR program, focus on the details of WHAT THEY NEED.

If you're selling banking services, what is it your clients need the most? Most likely, they want easy access, better rates, security that their money is safe, and so forth. I also like to have NO FEES. If I'm late, if I'm overdrawn, if I forgot to transfer that chunk of money from one bank to the other, whatever, I don't want to be penalized for it. I hate bank fees. If I were running a bank, I'd eliminate most of those fees! Maybe you charge more for a monthly account or whatever but find out what your client's need and sell them that solution.

In an interesting study on whether clients "have the money" or "don't have the money to buy" a company I worked with determined that clients "HAD THE MONEY TO BUY" over 80% of the time, but decided NOT to buy because of some other reason (the salesperson was either annoying, failed to listen, or failed to sell what they needed that interested them).

So, sell what your clients need most and see if your sales don't go up, starting right now.

Extra Bonus Video:

For fun, watch The Twilight Zone, 1st Season, Episode 12:

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ARRiiVE Business Solutions offers sales training, acting VP of Business Development services, sales plans, Diamond-Circle and Sales-Diamond Team Structure models, and other marketing and selling related services. Contact info (at) ARRiiVE (dot) come for more details.

Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

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Selling Tips: Don't bring a gun to pick cabbage

If you're in sales, you must think like a hunter.

Why?

Because hunters go get deals and close them. They're not afraid to pick up a phone. They're not scared to make a presentation. And they sure the heck aren't afraid of asking a closing question. It's like the movie Glen Gary Glen Ross, "Always Be Closing." There's some validity to that.

Now, if you want to build relationships and HOPE someone might buy from you SOME DAY (and can afford that amount of time to WAIT) then you're a FARMER. That's what farmers do: they plant vegetables. They seed them. They fertilize them. They watch out for floods, heat waves, and pests. Then they harvest their crop. They then go to market and get the price the market will bear in price for their crop.

Obviously, farming is a system, too, but it is different than strapping on a gun, wearing camouflage, blowing a whistle, raising a gun, and shooting your game, right?

My approach is to always start with each prospect in HUNTER mode. Why? Because it keeps me sharp and aggressive. Otherwise, I can turn weak and don't get my sales objectives as much as I want. But, when I stay in hunter mode, I kick ass. Can you relate?

There is a time to switch to FARMER mode; however. When someone says "Yes, I'm interested, but this isn't a good time," you can't keep pushing. Instead, offer them an opportunity to learn now by sending them something they can passively review and get back to you, and put a note in your software or day timer to follow up on the appropriate date they suggest. That's more of a FARMER mode than HUNTER mode. Now, if they call me back, I can go back into HUNT mode. Or, when I get back with them, I can regain my HUNTER form. But for that moment, you back off and be their friend. It's a form of permission marketing. You only want to be marketing/hunting when they're interested (or in season). It's the best way to grow your pipeline.

You don't bring a gun to pick cabbage because when you're selling you are hunting. Make sure you bring the right MENTALITY and you'll grow your selling success.
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Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

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Is Sales Getting Harder?

I just got off the phone with a former sales associate. He made a statement that, at first, I took at face value. However, this comment is eating at me: "Sales is getting harder all the time."

Is selling getting harder, truly?

Do you agree? Or do you disagree?

After pondering the idea, I've decided that selling is NOT getting harder. Selling in the new millennium is just different. For example, fifty years ago, people used the typewriter to write a sales letter. If they wanted to contact a prospect, they basically used one of several methods: in-person, over the phone, writing a letter, sending a wire, playing golf together, conventions, or over a meal.

Today, we have more tools: online social networks (LinkedIn, ecademy, Plaxo, Facebook, etc.), email, the telephone, voicemail, in-person, writing a letter, sending a FedEx, conventions, golf, or over a meal.

Our tools to contact and track prospects may have improved, but there are more people selling to our prospects every day. So, in my mind, the tools equalize with the quantity of people selling to the prospect: zero-sum-gain there.

In order to sell, we've always had to be intelligent. We've always had to listen to the prospect, ask smart questions about their business, do our homework and research on the prospect's company, and provide solid solutions. Price is always a variable issue that is relative, as well.

So, considering all things, I don't think selling is harder than ever before. It isn't easier, either (exception: people who can automate their entire sales process when they are selling an online product).

The selling profession is still challenging and a dynamic way to earn a living. I believe the opportunity always exists for the salesperson who is innovative, works hard enough, and targets prospects that maximize their time. I've always been great at following-up, and I'm tenacious. But when I add innovative techniques, and when I target prospects that produce big wins, I always win big. Can you relate?

If certain prospects aren't buying, switch to prospects who CAN buy right now. It's like moving your boat when fishing to find a better hole to fish in. Right?

My advice is to avoid the naysayers who say "we can't sell in this economy" and instead put your ears back and go do what you've always done best, only better. The odds are you'll have a banner year.
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Copyright © 1999-2009 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

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Sales Training Services - Innovations In Sales Performance

ARRiiVE Business Solutions provides sales tips and training services. In addition, we offer services and programs designed to help you have a better plan for success as well as ways to execute your plan to high levels of success.

ARRiiVE Business Solutions systems, programs, and services to help you increase your sales team productivity and sales success:
Concepts of SellingSM

Complete Sales Success Program - train your team in a two-day face-to-face interactive training program. We'll customize our training for you regarding (a) prospecting, (b) building relationships, (c) the sales process, (d) better team-building for client success, (e) negotiation and closing. Currently unavailable due to high demand for Cold to Gold.

Cold To GoldSM (Webinar, In-Person Mind Spark Sessions)ARRiiVE's ColdToGold teaches how to stop blowing cold calls and start blowing away your quota! Gain straight-talk insights on how to get appointments with C-Level contacts on a routine basis. http://www.coldtogold.com/

Sales Plan (Sales Plans, Strategy)

Get a professional Sales Plan, can be used as a general plan for a Senior Vice President of Sales for a major corporation or for a CEO of an entrepreneurial start-up. Our plans are highly effective at helping you maximize your sales opportunities and deliver the highest sales results.

(100% Success Sales Plans - Contact us to learn more.)

Golden Nuggets - Better Sales Management Tips (coming soon!)

Golden Nuggets are video training films you may use to (a) improve your sales team performance, (b) feature a sales tactic in a sales training meeting, (c) refresh your particular sales skills, (d) close more business!

Visit ARRiiVE Business Solutions to learn more, or contact us to request a custom quotation of services for your business needs.

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Copyright © 1999-2010 by ARRiiVE Business Solutions. All Rights Reserved.

The Sales Process - Scott Andrews on ARRiiVE: Innovations In Business Talk Radio

Don't miss today's ARRiiVE: Innovations In Business radio show on "The Sales Process", where Scott Andrews, CEO of ARRiiVE Business Solutions is discussing how to sell, in elaborate detail.

July 16 - Wednesday - 2PM PST / 5PM EST

Dial in during the show: call (724)444-7444 enter 37798 # 1 # to call in and ask Scott questions.

To chat questions during the show or listen to the show, visit: http://www.talkshoe.com/tc/37798

NEW! Listen to the recording of the show here in this player:

Selling Tip: Don't Talk Past The Sale

Today I pitched a solution to a potential customer (couple) who, in my gut, felt like they were ready to buy. However, I noticed that as the clock ticked off the seconds, and seconds turned into minutes, and minutes turned into an hour past the close, that the potential buyer went from LOVING my solution to being AFRAID of how they were going to handle the budgeted cost of my solution. It happens that fast!

One thing is for sure, if your client drops out of the "ether" effect of loving you and/or loving your service, your odds of completing the sale drop significantly. Certainly, once the client goes into "fear mode" their "fight or flight" life protection response system will over-rule their desire to purchase your service.

Think I'm wrong? One industry I've consulted and sold for, timeshare resort sales, has performed specific tests to determine the window of opportunity, and found that once you've pitched your solution, you basically have about twenty (20) to thirty (30) minutes of optimum selling time where the agreement is most likely to happen. Once you go beyond that window, your opportunity of success drops, by huge percentages, rather quickly.

Do you know what the opportunity of close success is for your industry?

If you haven't figured it out, figure out how to be more efficient, at the least. Because one thing is for sure: once you go past the window of opportunity, you may never get that opportunity again.

Take advantage of time and use it wisely and you're sure to close more sales.
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Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

10 Ways To Improve Your Online Sales

If you're seeking ways to boost both online and face-to-face sales of products and services, then you might want to know some of the top marketing expert's suggestions.

I've put together a powerful list of 10 simple and easy ways you can improve your online sales, starting right now.

10 WAYS TO IMPROVE YOUR ONLINE SALES RESULTS:

1. Match the product with the message.

A more fancy version of this is if you've been sharing a story about how the cars at your new automobile dealership offer more green options and higher energy efficiency, you might want to link to the top-three selling automobiles you carry that offer greener solutions and demonstrate the impact on the environment or global carbon emissions by choosing the car you offer. A simple graph that shows the difference over the automobiles life, then directing the user towards the car that meets their desired impact, would steer them towards an easier shopping experience.

A less-complicated sales pitch that matches the product with the message would be where, at AspireNow, I wrote an article about how to live your life more successfully. Within that article, I offered a link to a Life Purpose program to help people get more from the interactive workbook and audio CD.

If your customer is searching for tea health benefits, then you ought to offer a way to buy your tea based upon the highest health benefit, depending upon the type of tea you offer. Match what they seek to what you deliver and you'll raise sales by over 30%.

2. Offer a "product bundle" solution.

One of my clients shared with me today that when they included a "bundled" solution of a free mug with any double-order of their products that their average sale price went from $15 to $50 per order. I like 300% return solutions, don't you? So, offer a bundled solution. You'll gain more business in less time.

3. Present a down-sell opportunity when they don't buy the bundle.

If you're seeking a way to capture the people who balk at the "bundle" solution, put a pop-up window when they click out of the store at any point to offer them a chance to give feedback on why they didn't buy OR buy a single product at a discounted price. Studies I've seen show this technique provides valuable feedback into the sales process AND delivers 30% higher sales results of the single item you sell.

4. Offer repeat purchasers of the bundle solution a chance to buy an up-sell.

If people are clicking on the bundle and they've ordered this before, you might then offer an opportunity for the user to buy a bulk huge up-sell. For example, if they buy two + the bonus, they pay $50. But for $500, $5000, or $15,000, they can qualify for extra discounts (or more products) and pay less per order. This is the concept of Costco and other big-box stores in action. People like the option to "super-size" their order - especially when they're buying on a corporate budget. The best time to offer an up-sell is during repeat purchases of a popular product.

Also, if they bought the single product before, make sure they know they can buy the bundle or up-sell bulk, too, if they want to super-size their order, and save time and money.

5. Offer a company purchase plan or corporate purchase program.

If you're selling products or services purchased by corporations, you might consider a company purchase plan. If they sign-up for the corporate purchase agreement (pre-approved orders), they get an opportunity to buy in bulk at a discount. It's basically just another flavor of the up-sell, but targeted towards the corporate purchaser who likes to order off a purchase order or within standard guidelines and where the buyer gets rewarded for saving the company money. Marry the two and you've got a recipe for success! This technique is used by companies like Staples and OfficeMax, but why not for products and services a corporation might buy, like things in the break room, or things they frequently buy or provide for customers. Examples that come to mind include coffee, tea, soda, water, juice, food, shirts, hats, and more.

Are you enjoying this article? Listen to the radio show for extra tips and suggestions, with ideas and stories by the author and CEO of ARRiiVE: Business Solutions, Scott Andrews!

6. Offer a "friends and family" plan.

Network marketers are masters at selling to their friends and family members. Why shouldn't you, too? Give your clients an opportunity to refer their friend(s) and get bonus products or discounts. When you utilize this type of discount or "scratch my back, I'll scratch yours" policy, you're taking advantage of the best form of marketing there is: word of mouth. The timeshare industry is great at capturing referrals at the point of sale. When a visitor purchases a timeshare vacation package, they then offer them a "free vacation" or additional vacation time if they simply refer five to ten family members and friends. When is the best time to capture the referral? When the customer buys! Make sure you don't miss the opportunity and give people a reward if they refer a friend or family member. This is the concept Seth Godin talks about in his marketing book about starting an "Idea Virus" for your company.

7. Offer cross-sell opportunities within the shopping cart when they've already selected another item.

By cross-selling, don't automatically make them choose the cross-sell. Just offer it and say "other customers found these items useful" or "other popular products" or "products that match this product's color" or something similar. When you offer cross-sell opportunities, you can raise your gross margin from 6% to 18% simply by suggesting some products that offer you a higher margin from the loss-leader they first put in their cart. I used this technique once with selling computers. I discounted the primary CPU, Monitor, and Printer to 6%, but left the peripheral products off the price list. Printers have lower margins and offer you little profit. Print cartridges, on the other hand, have considerably higher margins. Service contracts, software protection programs (virus protection) and software renewal licenses offer high margins. Offer these at the point of sale and you'll increase your sales and profit percentage per customer dramatically. The customer bought from me, and I'd always ask them if they wanted to add the peripheral products with margins between 28% to 50%. As a result, I increased my profit per sale from 6% to 18%. Triple the profit is a number that works for me!

The best time to offer a cross-sell is during the order checkout process. This process is utilized by Apple Store quite effectively.

8. Put items on sale at the top of the page and at the bottom of the page.

People like getting a good deal, so show the sale items above the fold and near the top of any page where you list those products. When you walk down a mall, you'll notice that many stores will put their "on sale today" sign in their window. You walk in the store and a clerk says "How can I help you today?" You can say "I'm seeking the item on sale from the window." They then can say "Oh, I love that skirt! Did you see the cute top that matches it perfectly?" and then they're interacting with you. It ought to be the same online.

The back of the store also will include any seasonal deals. Are you including both specials and seasonal deals in your pricing strategies? If so, make sure to sprinkle some of the hot deals above the fold, then additional deals at the bottom of the page so you catch additional orders on their way out. In addition, make sure you include bundles and bulk purchases near the sale product links, too, or in the store ordering page.

9. Offer alternative solutions.

Is the item out of stock? Sometimes, you can still capture a sale by suggesting a similar product that might meet the need. Don't leave your customers empty without a suggestion for an alternative solution!

I cracked up when I saw Frank Kern use the marketing ploy "Buy this e-book today. We're only offering 101 of these before they'll be sold out and I'll never offer that one again!" Now, whether or not Frank stopped sales at 101 or not (I highly doubt it) is beside the point. He simply put urgency into the mix. However, what if he did stop selling the e-book? He could offer you an ALTERNATIVE that perhaps costs less and offers more, and make you feel like you got an ever better deal, right? Don't leave your customer holding an empty bag. Give them something to put in the bag. Perhaps a different color, flavor, size, or type of product will fit the bill. Maybe they don't want black, they want white. Maybe they want the opposite of what they bought. Whatever you do, just give them a choice and you'll have at least a chance to sell something, versus nothing. Give them an alternative and you'll increase your sales, guaranteed.

BONUS TIP:

In addition, one step many companies miss is when a product is returned. If you are returning one product, can we suggest an alternative that might work better for you? By simply adding this sales-oriented step into the customer service return process, you can capture an additional 5 - 25% sales and recoup the lost business. The alternative product at the point of return minimizes your cost of product returns and also offers an extra step in customer service that many customers will appreciate.

10. Make the customer's navigation of your site and store functional so it is easy to buy from you.

How many steps does it take to complete a sale? Is it easy to sign-up for your newsletter? Can they register to buy in one easy process?

Think of this scenario: Two stores selling the same product offer different ways to purchase. Store A requires the visitor to go to the bottom of the third page and then navigate through three store pages in order to purchase the hottest new pair of shoes. Store B has the hottest shoes on the first page, above the fold, and the client is completing their order by their third page, in total. Who do you think sells more shoes per visitor? Right! Store B.

Make sure you offer an purchasing process that makes it easier to do business with you! If you're seeking help with your sales process or online selling presence, contact a professional, such as ARRiiVE Business Solutions (Call 805-459-6939) to help you improve your processes to match industry best-practice solutions.

If you're missing any of these opportunities to increase your sales, you're missing out on revenue, profit, and additional orders. Take the time to shore-up your ordering process and see if you can't capture a higher percentage of success over the next year by following these steps to success!

Listen to the ARRiiVE: Innovations In Business Radio Show on "10 Ways To Improve Your Online Sales" with special bonus tip by Scott Andrews, CEO of ARRiiVE Business Solutions:

Listen to the ARRiiVE Show

Check out the recent show I recorded at ARRiiVE: Innovations In Business Show on "Striking While The Fire Is Hot" and "The Power of a DROP" Two powerful sales techniques reviewed in one show!

To listen to the show, visit: http://www.talkshoe.com/tc/37798

Also, sign up for our blog news using the RSS or Email links in the top-right of this blog, and sign up for the AspireNow Newsletter to be kept informed about future show dates!
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Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

The Power Of A Drop - Sales Tip

Sales Tip: When And How To Use A Drop

If you are directly selling a product or service, or even assisting with others selling, you may know about an expression called a "drop". A "drop" is when you offer a potential price, with full intention to drop to a lower price. The psychological reason for the drop is that a client will feel like they are getting a better deal when they pay less money for a service they really, really want.

So, I recommend utilizing a drop when you're selling most of the time.* The way to make sure you have a drop to offer, is to make sure you start your price bid above where you hope to end up. To do this, you must offer more than the client needs, with the intention to reduce the price by eliminating the extra product or service that isn't necessary at this time. That may sound like playing games, but it isn't. People like to negotiate. You're letting them negotiate with you.

I use two different systems to create a drop. One is where I've offered more of the product or service than they need to buy, say 12,000 units, instead of 10,000 or 7,000 units. When they see the price for 12,000 units, and it is too high, they'll ask for a lower price. I'll ask if it is the down payment or the monthly that is the issue. Now the drop becomes a selling tool, too. Because I now have insight into whether or not they'll buy at 10,000 or 7,000. In addition, I learn how I need to structure the final deal, because if it is a down-payment option, I may need to offer a deal with less money down or build a creative solution to help them get in the door.

Another method to drop is to offer additional services that they'd LIKE but don't NEED to buy. I use this type of drop with ARRiiVE frequently. If someone wants help with capturing Top 10 Google position, I'll offer that solution, along with a Blog consultation, and additional service for monthly consultation after the project. Many clients zero-out the blog consultation and some don't sign up for the monthly consultation until AFTER the completion of the Top 10 is successfully implemented. So, this drop is useful.

You can also combine drops. For example, I could combine the blog consult with adding more phrases, then zeroing out phrases and the blog consult to arrive at a more compact solution that fits the budget they're seeking.

Try using a drop in your selling. You'll capture an additional 30% more deals if you master using this closing technique successfully.

*A drop is not recommended when you are responding to an official RFP. In that case, go in with your best price up front and make sure you differentiate ahead of the RFP release to position your solution as best meeting the client's perceived and created needs.
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Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.

Strike While The Fire Is Hot

Question: When is the best time to put a proposal or work agreement in front of a client?

Answer: The same day you've properly identified their needs. STRIKE WHILE THE FIRE IS HOT!

Why is it critical to strike when the fire is hot?

I met with a potentially decent client about five weeks ago. They were *very* interested in my work, and basically nodded and appeared to approve the deal in person. However, I was busy at the time and unable to get them a proposal for a week and a half. That's too long! We must strike when the fire is hot. I'll tell you what happened after that.

The response after receiving my proposal was not to continue as planned, but rather "I'm busy and can't get to this for a week." Ugh! So, I waited two weeks to give the Vice President time to determine when they could move forward. This week, I emailed him and left a phone message to see how they wanted to move forward. He didn't call me back. Instead, he emailed me "I thought I responded when you sent the proposal, this just isn't in our budget this year. Hopefully we can do something in the future."

Wow. Did I blow it, or what?

Now, the good news is I've got three new prospects in his place, but still - I wanted their business! It bummed me that I'd had a hot fire and let it cool before proposing. By showing him that it wasn't a top priority to get him the proposal, he treated my service as a lower priority, too. Not only that, but by giving him time to think it over, other vendors may have approached him in a more timely manner. This is why we want to eliminate the "I'll think about it" response from the closing cycle. It was my fault, and I've learned from the experience.

In the timeshare business, they're experts at eliminating the "I'll think about it" objection. Saying "I'll think about it" is really just a "nice" way of saying "no" or "not now" isn't it? To get around "I'll think about it" the timeshare business will offer you two choices to buy their program. The first is a standard program, which usually costs a lot more and doesn't offer very generous terms. The second is their premiere program, what they really want you to buy, and offers much more flexibility and discount incentives to purchase the day you're there.

How can that be applied to other businesses?

For one example, I've created a new process whenever I propose my "Top Ten Search" service. Instead of telling people "I'll put together a proposal" I put together a proposal BEFORE I meet with them. Then, while we meet, I clarify that the proposal meets their needs. That way, I can show them a complete work agreement document and spreadsheet for pricing WHILE I AM THERE! I also offer a discount if they approve and do it that day (an extra 10%) and also include an additional service at no additional cost if they agree to it on the spot.

This achieves several things to help me close more business. First, I eliminate the delay between meeting and proposal. Second, I eliminate the "I'll think about it" obstacle, to a certain degree. Third, I shorten the sales cycle.

What other ways can you think of to eliminate the "I'll think about it" objection and strike when the fire is hot? Can you think of additional tips to include here?
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Copyright © 1999-2008 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE.