Everyone has two fears
a) Being hustled or manipulated; b) Being taken advantage of. Whenever you meet new people, these fears are uppermost in their minds. Your first job is to allay these fears.
Sell Without Selling
Be a go-giver, rather than a go-getter. Instead of looking at people for what you can get from them, ask people questions and think about how you might be able to help them in some way.
How to Present Your Proposition in Person
- Start with “Do you know . . . ?”
- Follow with “What we do …”
- End with “So that . . . ” For example, “Do you know that most Seniors haven’t saved enough for retirement? What we do is help them gain control of their finances so they can retire safely without worries.”
Handling Customers
If you’re not handling customers efficiently, fairly and exceptionally, they’re not going to continue paying you to do what you do. Someone else is going to come along and do it better.
Law of Networking
The more people you meet, the greater the likelihood you will meet the right person, at the right time, with the right business opportunity for you. (Brian Tracy)
The Power of FREE
We are enticed by something free. Most transactions have an upside and a downside. When something is free we forget the downside. We perceive what is being offered as more valuable than it really is.
Transaction Buyers vs. Relationship Buyers
Customers who buy on price have no loyalty. Clients who buy based on trust will stay with you for a lifetime.
Why customers leave
The most common reason customers quit buying is not price or product quality. It is because they are unhappy with the way they are treated.
Networking
If you want to meet a lot of people who can be helpful to you in your career, go to the places where they congregate. Join organizations and attend classes where they are likely to be.
Retention Rates
According to a LIMRA study, if the producer sells one product only, the retention rate is 35%. With two products, the retention is 56%. And with three or more, retention is 92%.
Key to E-Mail Marketing
Make sure your brand message is consistent. Brands that constantly change their positioning or advertising to the consumer imply they don’t know what they stand for.
Repetition
Repetition is key to the success of any marketing campaign. You should repeat your message to reinforce market awareness and branding with your prospects.
One-to-One Marketing
When you see an article on a topic of interest to your clients or prospects, clip it out and mail it to them with a short note. Your thoughtfulness will be remembered, and it could lead to new or additional business.
ROI is in the Mail
ROI is in the Mail: United Mail’s infographic reports 70-80% of consumers open almost all of their mail, including advertising mail. Also, 79% of consumers will act on direct mail immediately and only 49% say the same of email.
Don’t talk down the competition in your sales presentation
Don’t talk down the competition in your sales presentation. If the prospect says your competition is cheaper, explain why your product or service is a better value.
