Sales Tips and Marketing Strategies

Many businesses are missing a trick by failing to using contact centre data to improve customer service.

Research by the Customer Contact Association revealed that only a small fraction of businesses were currently using customer data to develop their existing range of products and services.

The majority of businesses surveyed realised that gathering information could help them analyse what their customers experience when interacting with their organisation but most were failing to do this.

Too many businesses are concerned with evaluating customer experience through analysing and measuring metrics which only look at negative instances of consumer interaction.

Organisations are focusing too much on reducing negative factors such as levels of call abandonments and waiting times as well as the overall volume of complaints instead of looking at where consumers gain the most value.

While it is definitely worthwhile to reduce call waiting times, many organisations see this as the be-all and end-all of their service provision and forget about actually dealing with the consumer complaint or query in the first place.

Businesses should look at what their customers are complaining about the most to examine whether there is a fault with one of their processes as this will help them improve performance.

Performance improvement consulting professionals can apply systems thinking business theory to an organisation to help an organisation view their processes from a customer’s perspective.

Applying systems thinking will enable an organisation to learn what customers value the most when interacting with their business and this will demonstrate what processes to improve or redesign.

Companies should also be aware of that more customers are opting to use the internet as a means of contacting a business and this must be integrated into their customer services department.

An increasing number of people are taking to social networking sites such as Twitter to ask questions and air their grievances and this platform can be utilised by organisations as another way to respond to consumers.

Interacting with consumers on social media websites like Facebook is growing in popularity because negative comments left on such sites can be incredibly damaging for an organisation’s online reputation.

Customers that have their question or problem resolved through social media are more likely to express their gratitude on the same sites that they used and this will improve the status of a company.

If you want to improve customer service, then get in touch with management consultants who have experience working within your industry.

When you have a website or a business online it’s important that you know and learn all of the benefits that comes with social media marketing online. Some people use social media marketing to stay connected with their family and friends but it goes beyond that and these days, it literally many dreams come true. You can build many strategies that involve social media marketing and watch your business fly away in ways that you could not have imagined before. Who does not want their business to grow?

Once you decide to get involved in Social Media Marketing for your business you’ll need to grow some relationships and partnerships. It’s all about exposure and getting the word out. When you have the right kind of partner to help you then you won’t have to worry about doing it all yourself. It’s a big task when you’re just getting involved and starting off with it. Finding a partner that is experienced with social media marketing is one way to help you and to not make it as stressful.

There are many websites that involve social media marketing. Some of those include Facebook, LinkedIn, and Twitter. All of these social websites offer something unique and different that can help your business. When you are on Facebook people can like your Facebook Page. The more likes you have on your page, the more you know that people really like the business that you have. When you are on Twitter people can re-tweet the tweets that you make. This way the friends that they have see the tweet that you made and then if they have friends they might re-tweet their tweet of your tweet and it can go on and on. When this occurs you’ll be amazed at how much traffic and business starts to happen. On LinkedIn you can promote your company and advertise it, people looking for it or entering in keywords can find it.

On the social media marketing sites it’s important to stay active. You can stay active by playing games at Facebook and leaving comments on people’s walls at facebook. On Twitter you can reply to other tweets and get to know the members on Twitter. The reason why it’s important to stay active is because you can expose your business more and when that happens you have a higher chance of people clicking and browsing your business website, which is exactly what you want.

The one thing to remember is that you don’t become popular on social media networks overnight. It takes time to develop a relationship with people and partners. Sometimes it might just take few days depending on how active you are and other times it might take a few weeks before you’re able to start seeing any profits and benefits from being on the social networking sites. Just don’t give up when you’re first starting out. Hang in there and know that in time you’ll start seeing the difference with being active on social media networks and sites.

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It’s a common problem – based on the promises, you expect your business management CRM to help you grow your service business. But it simply doesn’t. Take for instance the most commonly used CRM system, Salesforce.com. You try to manage and plan all your growing prospective and booked business so you can intelligently manage your staff resources; but Salesforce.com isn’t up to the task. You’re going to have to start looking for other options.

The main flaw with a traditional CRM is that it is impossible to get a comprehensive picture of your business needs. We’ll again go back to Salesforce.com. The functions laid out here are solely there to help you track leads and opportunities – but it does not have a way to help you organize and fulfill obligations once the projects are in the system.?? Users are realizing the flaws of traditional CRMs and are moving toward a more appealing, single-source, fully integrated software. It’s simply the way the space is moving. We’re moving away from carrying three pieces of luggage in favor of carrying one. Remember when you had to carry a cell phone, an address book, and a camera? And then along came the iPhone, and you got all three in one? The solution is built-in integration.

Two Big Integration Failures of Traditional CRMs

The Number One integration failure of traditional CRMs is that they fail to track important behavior after a sale. Once a customer makes a commitment to buy from you, you no longer use the CRM system. So you disconnect from the action you organized with the customer in one system and move to another system to produce the fulfillment. In traditional CRM, you are unknowingly treating your customers as if the only thing that matters to you is producing a sale.

But what about delivering the sale? What happens when you can’t fulfill on the promises you made to customers once they commit? Isn’t the way to produce satisfied customers getting them what they want? Well, traditional CRM is not concerned with delivery – and in order to deliver, you are going to need another system – or another piece of luggage – to get the job done.

The second integration failure of traditional business management CRMs is that they do not integrate the product information that drives purchases, sales and payments. Using a traditional CRM, you have to use another software application to take care of your products and services, and the transactions surrounding them such as inventory and accounting. Typically, the CRM system usually does not know about the product and services you sell; and if it does, it’s generally a copy of the ones that are in the ERP system. What happens when those lists get out of sync? Which list do you trust? None of them fully, because you are always worried that something is off. And guess what? Now your reports don’t work, because the information that drives and summarizes them is out of sync, which will invariably cause reports to not tie together.

NetSuite solves these problems because it is one fully-integrated system. It reads data as one record; one lead/prospect/customer. It continues to track related sales and profits. And it even keeps track of information such as consumer calls such as returns and refunds. This is all happening in one space. NetSuite is the fully-integrated option that allows you to track your important data while leaving time to solve important problems like attracting new customers or analyzing performance. ??Companies and individuals that recognize the need for full integration need to make the migration to NetSuite. So what makes NetSuite different from the business CRM you’re using? It’s one piece of luggage – and it lightens your load.

Copyright © Marty Zigman 2011

In order for viral marketing to be effective you need your own high quality product(s). If your products are of value and high quality they will in time become viral on their own.

You can create a simple ebook that solves someone’s problem and use it to get viral traffic back to your site. One way of doing this is to set up an affiliate program offering 100% commission on your products, however when someone orders the product they do it from your site and you get them added to your opt in list.

Viral marketing strategies can come in many different forms, here are a few to get you started.

1) High quality ebooks which you give out freely but contain your links. You will get the residual traffic from people clicking on your links to get more information as well as a higher search engine ranking from the backlinks.

2) You can offer free services on your website such as a free classified ad directory or article directory.

3) As we’ve already said, set up an attractive affiliate program giving high commissions.

4) Set up a referral system where webmasters refer you to their associates or list members.

5) Do ad swaps with other marketers where they send your free offer out to their list(s) and you do the same for them.

These are simple examples of viral marketing. If you are an internet marketer or regardless of your chosen niche you can’t afford not to benefit from the power of viral marketing. Viral marketing is not the only form of traffic generation, there are several good paid sources. However, viral strategies combined with proper seo and other marketing concepts will help you to generate a stream of highly targeted free traffic coming to your site or blog.

So you now own an iPad or other type of tablet and you’re wondering if you should use it on a sales call.

Here are 6 quick rules to consider:

1. Don’t use it just because you have one.

Who really cares? Just because you own the newest electronic gadget doesn’t mean the customer you’re seeing doesn’t own one too – or worse yet, despises people who do own them. It only makes sense to use one on a sales call if you have a purpose for using it.

2. Do use it if it simplifies your sales call.

Using an iPad can be a great way to easily access rate information and other critical pieces of information quickly if the need arises. Certainly having an iPad also allows you to walk into a sales call carrying a lot less “stuff.”

3. Don’t use it to “wow” the customer.

Again, who cares? “Wowing” the customer is not why you are there. You’re there to help the customer. Plus, more often than not, the person who is out to “wow” the customer with a new toy is many times the same person who doesn’t have clue as to how the toy works.

4. Do use it if you want to show your customer information without leaving them a hard copy.

Having your rate/pricing information on the iPad is a great way to be able to show the client information without having to leave them a hard copy. In my opinion, this is the best reason to use an iPad. We’ve all had experiences where hard copy information left with a potential client winds up being used as leverage with another sales representative to get a better quote.

5. Don’t use it if the tablet is loaded with a lot of your personal stuff.

There is nothing worse than having your client take control of your iPad and suddenly gaining access to various personal files (including potentially embarrassing information). If you’re going to use an iPad on sales calls, then use it just for that. Don’t try to use it for both clients and personal work. Invest the money and buy two. All it takes is one quick swipe of a finger on an iPad and your client can suddenly be looking at your personal tax statements or your latest fantasy league picks.

6. Do remember to have it charged before visiting a client.

Yes, the battery life on an iPad is very good – so good, in fact, that you can easily forget to check the battery level. We can become so used to not looking at the battery life on the unit that we forget to notice how low it is until we walk into the most important sales meeting of the quarter. By then it’s a little too late to charge it, and you certainly don’t want to be scoping the room for an outlet. Awkward.

With the above 6 tips in mind, you are equipped to make a wise decision regarding the use of an iPad in your next meeting. Just remember that you aren’t going to impress anyone with any gadget – unless you have a valid reason for having it there in the first place.

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When used properly, sales professionals can implement certain persuasion and, eventually negotiation techniques to greatly increase his or her chances of closing any particular sales deal. Once these techniques are learned in a sound manner and true expertise is gained, sales can come almost too easily. Though, getting to this level involves implementing and consistently practicing the proper persuasion and negotiation tactics to make the sale.

Better yet, these tactics can be used regardless of the level of person whom the sales person is speaking with, regardless of the length of the sales cycle or the size of a particular deal. Below, you will find some of the persuasion techniques that one can utilize and learn to better himself or herself as a sales representative and, thus commence generating a higher closing rate and a more predictable, higher worth revenue stream.

Be Friendly and Professional
People are more apt to buy products or services from those they like. There are certain similarities that will trigger this feeling and some of the stronger persuasion techniques that draw people to like one another prove to be the way dress – similarities in dress styles.

However, dress (a big persuasion factor that draws people to like and buy from one another during an in-person meeting, is obviously not discussed over the phone), the biggest reason why people buy from others is the fact that they like them and the fact that they have a positive outlook both in life and work. An upbeat attitude with a professional demeanor is the best first impression a business development representative can make.

Establish Authority With The Client
Clients want to speak with sales representatives and can be more easily persuaded by business development professionals who know what they are talking about. Therefore, it is imperative that a sales representative establish credibility with the person whom they are speaking with.

There are dozens upon dozens of ways to do this, thus the sales representative has to find something that works for them and, more importantly something that clicks with the client. A pertinent example can be their title with the organization.

Determine What Drives The Particular Person With Whom You Are Speaking
There are various drivers that entice people to make a decision. For instance, if the sales representative is selling into a big firm, the buying target’s driver is usually not to be wrong. This is due to an ever changing, cut-throat corporate culture where nobody wants to be caught with a smoking gun if the sales representative does not produce what they claim they can.

Conversely, if the firm that the individual is selling into is smaller and they are speaking with the CEO and founder of the organization, revenue and competition may be their driver to take a particular action.

Get Commitment From the Buyer
One of the most effective persuasion techniques a seller can use upon being approached by the buyer for a first time is to have the potential prospect make a firm commitment regarding going to the next step of the process. This can be something simple as a second phone call or something more complex as signing a contract. The seller has to feel the situation out and act accordingly. Conversely, obtaining commitment is the key to sales success and is the best persuasion technique in the book.

Now more than any other time in history it is possible to realize the goal of owning your own direct sales business while being a mom. The internet opens many avenues that did not exist in our parents’ generation! Owning a direct sales business is a growing area that women seem to excel at performing. The product possibilities are as abundant as the types of women who wish to start their own business. The best part, little or no start up income is needed, and you can plan your business around the family’s schedule.

So how can direct sales business distributors take advantage of a virtually free technology that is present in almost every home in America? There are a few different options. The first is to utilize social network sites such as MySpace, Twitter or Facebook. Facebook is a favorite of many is so easy to use, anyone can do it. Registering for an account is free and when you register it allows you to connect with friends, coworkers, old school friends and many other people. Facebook also respects your privacy and will not allow anyone you do not approve to view your information. Once you set up your account, you are ready to start networking.

Direct Sales Fan Page

It is important to remember that on Facebook your profile is for real friends and your Fan page is for business. So take the time to set up a fan page for marketing your direct sales business products, opportunity and services. You will have to visit other fan pages and groups so that you can comment and develop curiosity for others to visit your fan page. It also helps to send an invitation to your profile friends and invite them to your Fan page. This way you are marketing to those who have an interest and not to those who are just personal friends. Post information about your product on your Fan page wall. Keep your fans updated by posting specials and open dates for consultations. It is even possible to post pictures and upload videos to your wall. Trust me, the process is very simple and in no time at all you will be a pro.

Another internet avenue you can use to generate sales leads and increase your revenue is by email marketing. Email accounts are free and again, easy to set up. When you are at a consultation make sure to gather the email addresses of the attendants, then you can create a database of potential customers.

Direct Sales Newsletters

Many direct sales consultants make the mistake of creating their data base in their own computer. It is important to work online in a newsletter service so you do not get blocked as a spammer. Our everyday computers are not meant to send out 30-100 emails at a time let alone thousands. If you start your data base in your computer you will have to move it later so it is always good to get a quality online service like MyNewsletterBuilder or one of the many other contact management newsletter services.
Don’t forget to also add the email addresses of friends and family to your list. Now you can send an email to notify your customers when you get new product, when you are hosting a large event and want to invite them, or just to say thanks for their business. It is free, easy and a convenient way to keep in touch.

Again, most everyone has an email account and most check their email on a regular basis. You can even send an email or update your Facebook account from most smart phones so don’t drag your feet when it comes to leveraging technology in your direct selling business.

These Article Marketing Tips are so important that you should not start your article promotion campaign without considering them. Otherwise, you will likely fail. I always get surprised when I see many marketers; especially newbies start their article marketing campaigns for affiliate products or their own products / services without any advanced plan. So read this article to discover what plan you should have at your hand before starting article writing and submission.Â

Top 3 Article Marketing Tips to Consider While Creating Your Article Marketing Plan:Â

1. Write Articles On A Regular Basis, Better At Least 5 Days A Week.

So for this purpose, you should determine how many articles you are going to write every day or every week. You should note it in your plan in advance. Continue reading ‘Article Marketing Tips – Never Start Using Article Marketing for Affiliate Marketing if You Don’t Have Article Promotion Program’ »