|
Dear
Friends,
Friends this week, we have a
real treat! Shaun Mooney (a
director of Achievers Group)
recently launched our new
consultancy business Profit
Marketing
www.profitmarketing.com.au.
He is a brilliant business
advisor and is offTonyg a
FREE
‘Secrets to Fast Profits’
Report valued at $29.95.
Wow, having read this report
it is insightful, visionary
and extremely practical for
anyone in business. Get the
report you will love it!
Until next time live with
passion and purpose.
Regards
Tony Gattari
|
How to Make Sales Without Selling
I had a
conversation with a business owner the other day that decided to leave
the four walls of his shop and start to drum up more sales, through cold
calling on businesses within the local community.
I started
to question him on this tactic, as I am still a skeptic of interrupting
very busy people’s lives by ‘vomiting’ information about the ‘great
services that we offer’ line to people I have never met. He then started
to ramble off how his business gave great personal service, how he would
be on call 24/7, that their business could give expert advice, yadda,
yadda, yadda…..bllllurrrr (more vomit).
Three
problems here;
-
The
words service, expert advice, great product knowledge are throw away
lines. How many businesses make this claim? Heaps. How many
businesses don’t really deliver on this promise? Heaps more. Which
business do you trust first? None
-
The
business owner did not understand his target market’s problems. He
also went through his marketing literature with me, and it rambled
on about this vomit without addressing the target markets concerns.
-
Too
me, cold calling sounds like hard work with little or no reward.
How to Sell Without Selling
Now you don’t need to go out there and walk the leather
off your shoes. In a world that is so busy you need to provide a unique
offer that provides a solution to your target markets pain.
Find
Out Where Their Pain Is:
Do some
research, ask some questions about what their problems are when they use
a product or service in your market category. If your daughter wants a
pink bike for Christmas to match all the other pink items she owns, you
then buy her a pink bike. Same deal with your target market – what do
they want?
Make a
Promise That Heals the Pain:
Now that
you know what their pain is, what is your solution? There is a company
now that picks up your luggage from your home or office, and drops them
off where you are staying at. They claim to save over 6 hours on a
return international flights. I hate waiting at airports for my bags; I
actually want to call them now!
Offer
Compensation if You Don’t Deliver:
Remember these people don’t know who you are, so you need to grab not
only their attention but move them to buy. So work out how you would
compensate them so that you remove any fear they may have, that you will
not be able to deliver.
Show
Proof:
Even with
a great offer, with compensation you are still going to come up against
some skeptics. Why? Because these people always need proof. To overcome
this lot, have other people brag about you in testimonials and produce
case studies of how you have delivered on your promise.
Once you
have developed your unique offer, use it in all of your marketing
elements. Actually make it the focal point of your business.
If you
want to see how this is done go to
www.profitmarketing.com.au and you will see our unique offer almost
hit you in the face. Notice how we used this formula? It saves me time
and the leather on my soles. And it gets us sales.
About Profit Marketing
Profit Marketing is a marketing consultancy company that serves SME
businesses in the Western Sydney region. Our success lies in delivTonyg
continuous results for our clients through our ‘Profit Maximiser System’
which increases your profits through;
1. Diagnosing
the problem
2. Implementing
low cost strategies and systems for ongoing profit growth
3. Enabling
you to become a marketing superstar
Profit Marketing has a simple pledge to our clients “Marketing
Strategies that Increase Your Profits or Your Money Back”.
For more information,
contact Shaun on (02) 9632 9678 or
0425 238 710 or email
shaun@profitmarketing.com.au.
|
 Customer
Service
DVD $34.95
CD $29.95
Order Now!
Most businesses suffer
because they feel getting
the customer in the front
door is the greatest
challenge. It’s not. It’s
about serving them well, so
that they keep coming back
more and more. During this
workshop, you will hone your
sales and customer service
skills. You will learn the
do’s and don’t of customer
service, including the art
of communication, listening,
overcoming objections and
getting other to see your
point of
views. At the end of the
day, ‘he who serves best
seldom loses.
|
