Understanding the psychology and this buying process is like being able to sprinkle magic dust. Follow up is probably the second most critical part of being successful in business. Having seen how numerous businesses operate, I can tell you that most give up after the second contact. Yet, it's absolutely vital that you follow and keep following up. Happens to me all the time! You were just browsing, right? To hear more about the exact system I personally use to convert 35% of my leads to sales,Cheap Jairus Byrd Jersey, check out the information in the resource box below and follow the link you find in there. Many business owners will spend a lot of time and money on marketing and advertising to generate visitors and leads,Cheap Eagles Jerseys, maybe getting a few sales, but then they fail to recognise the value in the follow up. Or they may just follow up once or a few times. And this is a key stage in the buying process. It's a vital component of converting leads into sales, turning prospects into buyers. The most critical thing in any business is to generate leads. It's truly the lifeblood. But there's a second critical component that many businesses still don't persist well enough with. And that is to master the follow up with your prospects. People buy people more than anything especially if you give good services and good knowledge and value. Who are they most likely to buy from, the guy that called up with a sales pitch or the person who asked how they can most help and sent useful emails with additional tips on what you are interested in. Automate some of the rest of the follow up. This way, you spend your valuable resource (your time) on the most qualified people who are already pre-disposed to your product, service or your business or you personally. So you don't have to phone everyone 7 or more times, you can contact them in lots of different ways and present your offer several times in multiple media. Next, armed with your newfound knowledge, you start to shop around. You compare prices. Or often you just go back to the place that gave you the best service. Finally, maybe, you take a decision what and when to buy, then and only then will you pull out your credit card and make that purchase. The savvy marketer or sales person can start to develop the relationship with the potential customer. It's turns more into permission marketing, getting the prospect to call you, contact you to ask for more information, or get a questions answered. People who convert prospects into sales really well are often successful just by being really helpful. That's because instead of focusing on selling - their sole focus is meeting our needs,Cheap Franco Harris Jersey, helping us out. Much of this can be accomplished by asking questions. It means you don't have to contact someone 7 times or 40 times, you get involved at a personal level only at key points in the buyer's decision-making process. Generally, marketing studies show that people need to be exposed to an offer an average of seven times before they buy. Now this will vary from business to business, but for a typical business selling a mid price product or service, you might need around seven follow up encounters before you get the sale. Have you noticed that great sales people don't really sell? -- You will excel in business by staying in touch and following up with your prospects. -- Focus on interacting personally with buyers not browsers. -- Offer valuable information and support at each contact stage not a sales pitch. -- Balance personal contact with automation when following up with leads, such as: Of course, these days with email and the internet, it's never been easier to do this. It's only after that stage, you actively begin to research what you want. You read reviews, and probably have a bunch of questions you can't quite find answers to, even online. In summary, Even if someone is pre-disposed to your product, business or service, a contact from you at any one time could just be the wrong time or catch them in the wrong mood. People may search for something or make an enquiry, but then not follow through since for them it's probably not a priority. 1. Email 2. Call 3. Newsletter/Email 4. Info/Instructional video (post or email) 5. Direct Mail 6. Call 7. Email follow up series. Think of your own buying strategies. You first browse around in a shop or online. You may not even be looking for a particular thing, you just happen on something,Cheap Michael Huff Jersey, make an inquiry and hey presto, you get some steely salesperson jump on you or call you up and you feel harassed. By following these principles,Cheap Matt Forte Jersey, you will see the results and how to get more leads converting into sales. When you know how to increase conversion rates, you need less leads or can pay more for generating leads! If you step into the shoes of your customers you will understand that buying is more of a process, a journey,Cheap Ronde Barber Jersey, rather that an impulse decision. Not always, but mostly.

,Cheap Chester Taylor Jersey EXAMPLE E: The Architect: Design & Build contracts are one obvious root to establish good working relationships with construction professionals on a project team and can be one way architects can 'up-sell' their professional skills by working on a partnering basis. Partnered Contracts can be lucrative for all involved, including the client,Cheap Scott Bernard Jersey, but they have to be set up correctly to work efficiently. Architects who are willing to get involved at the Pre-Construction phase of a project on a 'No Pass No Fee' basis are more likely to keep busy down the line. ('No Pass' meaning not getting Planning Approval for a project). This is how it works in the construction industry: EXAMPLE D: The Sub-Contractor: if you work for a number of larger contractors, the way you source the products you use is crucial. It may be that the main contractor already has an approved list of suppliers, but often good relationships can be established with individual Buyers to enable the Subbie to recommend where to source materials at competitive prices. A whole range of complex partnerships can be made to enable commissions to be paid and everyone benefits,Dallas Cowboys Jerseys! Of course, it goes without saying that any deal agreed should be completely transparent and should ultimately benefit the client in terms of cost savings and quality products and services. One wrong move or 'under the table' deal can result in lost credibility and trust. So keep everything above board. EXAMPLE F: Whatever area of construction you are in, you will have a network of approved professionals you work with. So you will have a lot of bargaining power when soliciting goods and services for your project. Sub-contractors, agents, architects, quantity surveyors, building consultants and merchants will all be part of the mix. This can be an area of healthy growth for your business when approved list suppliers, partners and subsidiaries reciprocate with their own recommendations for your company. EXAMPLE B: The Commercial Contractor: how about offering a Repairs and Maintenance service after the initial defects period following contract completion. This can deliver great benefits for your client because you already know the premises and can operate much more efficiently with the prior knowledge base you already have. EXAMPLE A: The Remodeler, Home Refurbishment: in the business of building extensions, bathrooms, sun rooms, loft conversions etc. How about suggesting certain enhancements at the point of survey. Or ask them if they had considered extending the work to include a the latest whiz bang disposal unit, designed to be 150% more efficient and thus delivering significant cost savings to your client. Have you noticed whenever you buy a burger, the sales people always try to persuade you to 'Go Large', or have 'extra fries' etc. Have you also noticed at the checkout of every superstore are racks of things you would not have thought of buying,Cheap Dan Fouts Jersey, but as you stand there waiting at the checkout, you suddenly realise all the things you 'need'! Scary stuff! Real profits come when you get the client to buy a larger, more expensive, or more comprehensive product or service. EXAMPLE C: The House Builder: If you are building housing schemes where a number of homes will be rented/leased you could offer and Liaison Officer based on site for the first 6 months after completion,San Francisco 49ers Jerseys, to make sure people are secure in their homes, know where to find everything and are happy. You could offer this service as a free added benefit - this may be the deciding factor that will win you the contract over your competition! Alternatively, if the client/housing association/ local housing authority are intending to employ someone for this job,Cheap Cincinatti Bengals Jerseys, you could easily extend your business reach by supplying the right person for the job - someone who already knows the property and has proven qualifications to do the job.

RuPaul,Cheap Brett Favre Jersey, a very wise Queen,Cheap Julius Peppers Jersey, said, "Ladies, you are all fabulous. That's why you were picked to be on this show. Criticism, anyone's criticism,Cheap Bernie Kosar Jersey, cannot make you not fabulous. The problem is not that you were criticized harshly,Cheap Phil Simms Jersey, the problem is that you all forgot that you are fabulous." At some point RuPaul decided to turn the tables and have the contestants critique the judges. Several of the ladies became very emotional about the level of criticism they felt they had endured from the judges. They felt much of the criticism was unfounded and cruel. One of the queens said that she chose to be eliminated rather than continue on and face the harsh criticism. Last night I stayed up late to watch the final episodes of RuPaul's Drag Race on Logo. For those of you not familiar with the program, drag queens compete for the title of America's Next Drag Super Star. (The Queen likes her reality television and is always interested in the lives of other queens.) It's hosted by RuPaul and the judges are Santino Rice (Project Runway) and, Merle Ginsberg (fashion journalist) and of course, RuPaul. Guest judges sit in from time to time. The contestants compete in categories like Runway, Realness, Glam etc. So what can a sales professional learn from RuPaul? Simply this: You are fabulous. Even with a difficult economy, you are fabulous. Use your brains,Cheap Colt McCoy Jersey, and creativity and your determination to keep moving forward (stilettos optional). No one-not even prospects, customers or managers--no one can make you not fabulous. Last evening, after crowing American's Next Drag Super Star,Cheap Phil Taylor Jersey, a lovely queen from Cameroon, (who said she started doing drag when she got to the airport in this country), they brought all of the contestants back for a Roundup session. The lovely ladies got to dish and share their experiences of being on the show. She then went on to point out that in her journey many told her it would be impossible to be a drag super star with a recording contract and her own television show.

Once you have understood the consumer's needs,Albert Haynesworth titans Jersey, you are in a better position to sell your product or service. You can customize your pitch to illustrate how the consumer's needs will be met. Consumers are only looking for things that meet their needs,Randy Moss titans Jersey, so this is a crucial step in sales. There are five main benefits consumers look for in products or services. The first is convenience. Consumers greatly value products that save effort or time. Secondly,Cheap Kerry Collins Jersey, products that save money are avidly desired. Third, people place importance on items that provide peace such as a security system. Fourth are items that boost an ego or image such as a fancy car or makeup. The last benefit consumers crave out of products is fun or enjoyment. Using these categories, find what benefits your product entails and use that toe entice consumers. What makes a person decide to purchase an item? Surprisingly,Michael Jenkins Jersey, it is not logic but rather emotion that guides this decision. Researchers have found most people first buy and item on impulse and then justify it later. It is gut reaction not calculations that makes a sale. Giving away freebies will also help you make your sale. The freebie might not cost you much. However,Cheap DeMeco Ryans Jersey, everyone loves a free gift. It will go a long way in making you an attractive seller. Keep in mind that benefits vary by individual. While one person might be looking to purchase a large home for their growing family another might want the home to throw lavish parties. Always market a product in terms of what it does for the consumer. Consumers do not care about all the features of latest gadget. They do care about how the gadget can benefit them. Therefore,Cheap Keiland Williams Jersey, if there is a gadget that features a remote control. Don't sell the remote control. Instead sell the convenience that the product can be controlled from anywhere in the house. The first step to marketing a product is listening. The sale must revolve around the consumer not around the seller. Listen to the consumer and seek to understand their concerns. The consumer wants to know that you care about him as a person. This will build trust, and he will be much more likely to listen to you.

I advocate starting most presentations by stating the meeting's objective. This seems to disarm the buyer, but it also sets a tone of candor with them. Direct communication is often reciprocated by the client. The benefit of this approach is that it's easy to determine how serious the prospective buyer is right from the start. Once your reps have mastered the above concept, interaction with their prospects will become markedly more productive. It's a lesson I've learned the hard way: When I was first starting out, I was taught a sales process that had me asking lots of questions to avoid giving the buyer too much information about my proposed solution. My sales meetings would typically take 60 to 90 minutes, yet by the end of them, my target buyer sometimes had no idea what it was I trying to sell them or how much it would cost. Once your reps have mastered the above concept, interaction with their prospects will become markedly more productive. It's a lesson I've learned the hard way: When I was first starting out, I was taught a sales process that had me asking lots of questions to avoid giving the buyer too much information about my proposed solution. My sales meetings would typically take 60 to 90 minutes, yet by the end of them,Cheap Laurence Maroney Jersey, my target buyer sometimes had no idea what it was I trying to sell them or how much it would cost. I think of myself as a straight shooter,Cheap Nathaniel Allen Jersey, and I respond best to people who try to sell me in that fashion. Salespeople who are direct with me may not always win the business, but they will know where they stand after a short meeting. Direct conversations will likely lead to more constructive sales engagements for both parties. I think of myself as a straight shooter, and I respond best to people who try to sell me in that fashion. Salespeople who are direct with me may not always win the business,Cheap Bob Griese Jersey, but they will know where they stand after a short meeting. Direct conversations will likely lead to more constructive sales engagements for both parties. Company executives tend to make up their minds in less than five minutes. If that is true,Cheap Tashard Choice Jersey, then why wait to the last five minutes of a 90-minute presentation to tell them what the bottom line is? Most likely they have already tuned out of your presentation or have left the meeting because "something else came up." You see, my training dictated I first gather as much information as possible,Cheap Bernard Berrian Jersey, and then bring it back to my team for a discussion. At that point, we would figure out the right way to deliver a proposal. Not only did this process seem to irritate some of my prospective clients, I found it to be a huge waste of my time. I advocate starting most presentations by stating the meeting's objective. This seems to disarm the buyer, but it also sets a tone of candor with them. Direct communication is often reciprocated by the client. The benefit of this approach is that it's easy to determine how serious the prospective buyer is right from the start. Yes, I am a proponent of asking good questions. But I'm not an advocate of dancing around questions made by the client in order to hide what your solution might really be. Direct questions deserve direct responses. Your reps prefer that when dealing with a potential buyer, and they desire the same kind of treatment in return. Why wait to the end to give them the bottom line? You see, my training dictated I first gather as much information as possible,Cheap Arian Foster Jersey, and then bring it back to my team for a discussion. At that point, we would figure out the right way to deliver a proposal. Not only did this process seem to irritate some of my prospective clients, I found it to be a huge waste of my time. Company executives tend to make up their minds in less than five minutes. If that is true, then why wait to the last five minutes of a 90-minute presentation to tell them what the bottom line is? Most likely they have already tuned out of your presentation or have left the meeting because "something else came up." Yes, I am a proponent of asking good questions. But I'm not an advocate of dancing around questions made by the client in order to hide what your solution might really be. Direct questions deserve direct responses. Your reps prefer that when dealing with a potential buyer, and they desire the same kind of treatment in return. Why wait to the end to give them the bottom line?

The second,Cheap Brodie Croyle Jersey, more important reason is simply my belief that the only way you're ever going to know whether the person you're talking to is the decision maker is to ask them to make a decision. It's true: we've all had the experience of asking the right question ("So if we're fortunate enough today to find a solution that fits your needs, who else will be involved in making the final decision?"), getting the right answer ("Oh, no one else will be involved...this is my decision to make!") and still hearing at the conclusion of the meeting, "Everything looks great,Cheap Chris Cook Jersey! I just need to get my supervisor's approval so we can move forward." "Consider you're in a restaurant with a group of people. The thinkers will have to read every page of the menu, check out the prices of all the dishes, check they can afford their choice, check they're not allergic to lemongrass--it's all analytical and can take some time in your average Chinese restaurant.The feelers will be asking themselves 'what do I feel like today?', they will be recalling how much they enjoyed similar dishes on previous occasions--this can take quite a lot of time, too.The knowers probably knew before they got to the restaurant what they wanted and see no reason to look at the menu. The thinkers and feelers drive them mad and their best tactic is to slope off to the bar for ten minutes. The sensers will be most swayed by seeing what's on offer, or better still having a taste."Got it? Good. If you can remember these differences the next time you're talking to a prospect,Cheap Barrett Ruud Jersey, you'll have the inside track on getting a "Yes" because you'll be able to present your solution in a way that appeals to the prospect's decision making modality. But how can you tell which prospects use which modalities? Following the logic above, you might take them out for lunch; if that's not possible, have a look around their office and really pay attention to the way they speak. Essentially, a prospect's (or any other person's) decision-making modality is the way they receive and process information before making a decision. There are four modalities: thinking, feeling, knowing and sensing. All of us use all four modalities, but there is usually one that dominates the way we decide on a course of action. As Jeremy Marchant and Kay McMahon of Emotional Intelligence At Work put it (in their article "We Make All Our Decisions Based On Feelings"): "In the processing that goes towards decision making, thinkers use data: facts and figures; they analyse and deduce. Feelers consider their emotions, and there is a sense of 'feeling their way'. Knowers are the intuitive ones: they may not actually know how they made the decision, but they are sure it's right (incidentally this certainty of being right doesn't actually make them more right than anyone else,Cheap Jimmy Graham Jersey!). And sensers will use the input from their senses to inform them."They make the distinctions between the four modalities abundantly clear (better than I could) by relating what it would be like to have dinner at a restaurant with one of each of the types: My suggestion is to stop worrying so much about whether you've got the decision maker and start paying attention to how the prospect makes decisions. That's why I think that the D in NEADS really stands,Cheap Ravens Jerseys, not for "Decision maker" but for "Decision-making modality". And of course, we'll be talking about exactly how to do that in the next article. Tom suggests that the D stands for Decision maker,Cheap Kerry Collins Jersey, as in make sure at this point that you're talking to a person who can actually sign on the dotted line when the time for conversion comes. I disagree for two reasons: first, this is a little late in the process to be finding out if you're talking to the right person; you really should be trying to take care of that while you're in Getting to "No" mode. See lots of piles of papers in neat stacks with tons of data on them? You've probably got a thinker; bring lots of charts and graphs to support your presentation. She keeps talking about how she'd like to "cut to the chase" and "get down to brass tacks"? Likely a knower; make your presentation quick and impactful, using bullet points instead of paragraphs. Keeps getting misty-eyed when he's talking about how happy he was the day he bought his first home? Sounds like a feeler; tell lots of stories during your presentation. Wants to see the pictures in the brochure or asks to touch a sample? Definitely a senser; a multi-media presentation would make his day. Each day that passes, we're getting closer to "Yes".  Are you excited?  Great! Let's move on to Step 2 in the Getting to "Yes" series: understanding how your prospects make decisions. The first article in this series discussed the first three questions of the NEADS analysis: what does the prospect do Now, what do they Enjoy about what they do now, and What would they like to Alter or change about what they do now?  That brings us to the D in NEADS, and the spot where I modify this Tom Hopkins piece a bit. If you can tune in to the decision-making modality of the prospect and design a presentation that speaks to that modality, you're well on your way to getting the coveted "Yes". Now all that remains to be done is to finish up the NEADS analysis by creating and presenting a Solution ( the S in NEADS) that exactly fits the prospects situation.

If they seem excited, then you must seem excited as well, and if they are sitting in a certain way then you must mimic that too. This is referred to as pacing,Cheap Darrelle Revis Jersey, and there are two kinds that must be achieved: physical pacing and emotional pacing. In the end,Cheap San Francisco 49ers Jerseys, even their opinions will have been swayed, which is how you will then start influencing them to make the B2B sales more in your favor. Physical pacing may be a bit more difficult because it entails everything from the breathing patterns to the small hand gestures that they do. Emotional pacing is all about matching your overall vibe with what they have as well. While some say all is fair in war and business, there are still some lines that should not be crossed,Dallas Cowboys Jerseys, especially where there is the business and the law is involved.  There are more B2B sales than the two other kinds because before a finished product can be sold to a consumer, there has to be numerous purchases of raw materials in order for it to be produced. A bakeshop, for example, will go through many B2B purchases for many different ingredients before being able to sell the final pastries to the consumer. The trick to effectively using NLP for B2B sales is all about mimicking the person that you are speaking with. This involves patterning everything that you do on what the other person is doing as well breathing, speaking, posture, and even mood. This kind of B2B sales is complicated, and a lot of people have to go through a certain amount of training in order to be able to do it successfully. But once you are finally able to successfully achieve it, remember to use it with care and with respect. But the pacing is only the beginning. Once you believe that you have been able to make a connection through the pacing, and that they are fully in tune with you both physically and emotionally, you will then try to sway them to start mimicking you instead. That means that in the same way that a business will use NLP to try and sway a customer covertly into buying their product or availing of their service, so will one business representative try to use NLP to try and get the representative of the other business to bend to their will,Cheap Washington Redskins Jerseys, no matter if they are on the side of the business buying or the business selling the raw material. B2B is short for business-to-business,Cheap Roddy White Jersey, which refers to the communication between two companies doing business with one another. This is different from B2C and B2G,Cheap Chad Henne Jersey, which stand for business-to-consumer and business-to-government respectively. NLP is basically a type of programming that is being done to the brain through certain external influences in order to make the person more inclined to buy the product that you are selling. This rapport is what will get this person to put their trust in you, and that bond is necessary in order for the persons mind to be relaxed enough to be eligible for neurolinguistic programming in the first place. The first step in successfully applying neurolinguistic programming to B2B sales is to create a strong rapport with whomever it is that you have to deal with. This kind of sales tactic is slowly becoming more and more practiced by many different businesses on their consumers, but what about in B2B sales? In essence, neurolinguistic programming is still possible when it comes to B2B sales. This is because, although the two parties being represented are businesses, there is still a great amount of human interaction that happens in order for the transactions to happen. Neurolinguistic programming is a tactic that is used when there is an exchange of business between a business and a consumer.

The hypnotist should inform the participant that their eyes are getting tired and that they will close them when the hypnotist passes his hand in front of their face. Once this is completed the prospect is now open to suggestions and may even be informed to open their eyes. People under hypnosis are associated with a greater suggestibility. A person who is hypnotized retains their moral code and won't do anything which conflicts with that. However,Cheap Derrick Burgess Jersey, a hypnotized person will often ignore worries or anxieties (often objections) which may prevent them from taking an action they would otherwise avoid. This is ideal for handling objections from prospects regarding a sale. Prospects are also open to suggestions or ideas from the sales person using hypnotic methods which they may later believe to have originated with themselves. The advertising industry has long attempted to dabble in mass hypnosis through product placement and advertising to plant the desire for products in the mind of the consumer without outwardly selling the product to the consumer. Similarly the sales person can overcome objections given by prospects by making suggestions without the prospect realizing it. It is unlikely any two experienced hypnotists have the same formula for inducing hypnosis and for issuing commands to a subject. Some hypnosis is induced by imagery or sounds,Cheap Pittsburgh Steelers Jerseys, others perform hypnosis on people in public without their subject even knowing it. Read on to find out how to overcome objections from prospects during your next sales attempt. Of course a sales person won't necessarily be able to hypnotize someone in this way to overcome objections in their prospects. To use subtle means to overcome objections with prospects please read my articles on covert hypnosis. When you are finished with the suggestions you can inform them whether they will remember what they did under hypnosis or not,Cheap New York Jets Jerseys, and give them a signal,Cheap Marcus Allen Jersey, such as the snap of your fingers,Cheap Buffalo Bills Jerseys, that will return them to full consciousness. In other words,Philadelphia Eagles Jerseys, your mind tunes out the rest of your surroundings to focus entirely on one subject - in the case of a prospect with objections - we want to eliminate those objections. One method to induce hypnosis and eliminate objections in a willing prospect is to hold two fingers in a V shape in front of their eyes and instruct the participant to follow your fingers without moving their head. The hypnotist will then move his hand up and down while instructing the prospect to breathe in and out slowly. You can be hypnotized without showing any of the general characteristics associated with hypnosis. Hypnosis is generally described as a state of increased concentration or focus at the expense of other areas.

So, now you're ready to show your prized possession to the world. 2. Build an introduction. Skepticism,St. Louis Rams Jerseys, uncertainty and distrust are all natural responses from online prospects. Therefore, it's imperative that you establish credibility and trust in order to convince your readers that you have the expertise to help them. To build credibility: By the end of your sales page, it's important to ask for the sale and tell your prospects exactly what you want them to do. So here it is: your 10-step formula for creating a sales letter that will make you money: Don't be afraid to offer an iron-clad guarantee. It's critical that your prospect feels safe, and a strong guarantee can help eliminate the feelings of skepticism, uncertainty and distrust. Your guarantee should remove any sense of risk associated with the purchase. Testimonials build trust and offer social proof that others have experienced success through your product or service. It's important to make sure that your testimonials are believable by providing a photo, full name,Cheap Lyle Alzado Jersey, location and website URL. But,Cheap K.Williams Jersey, there's one gigantic problem. Once your prospects encounter your product or service, how can you convince them that your product is as wonderful and amazing as you know it is? 8. Validate your price. As a passionate small business owner, you are proud of your product or service. You've undoubtedly poured an immense amount of valuable time and energy creating it, and you couldn't be prouder unless you had actually given birth to it. (And, let's face it,Cheap Dwayne Bowe Jersey, sometimes you do feel like your small business is as precious and time-consuming as your own child.) Your prospects need to understand that they are receiving maximum value at minimum cost. You might compare it to similar products or services that are more expensive, recap how their life will change for the better and outline everything that they will receive for an unbeatable price. 1. Create a compelling headline. 7. Provide a rock-solid guarantee. Your headline is the most important component of your sales page. Your headline has about three seconds to capture your prospect's attention and keep them reading. In order to accomplish this,Cheap Colts Jerseys, your headline should use large,Cheap Tony Moeaki Jersey, colored font and summarize clearly and succinctly the greatest benefit your prospect will gain from your product or service. Explain to your prospects how your particular expertise relates to your product or service. Your introduction should pinpoint a particularly pressing problem that your prospect is facing and clearly explain why it's imperative that they find a solution. Appeal to your reader's emotions by again revealing to them how their life will improve once they have purchased your product or service. Not to worry. It's called a sales page and if you can count to ten, you can create one. A profitable sales page simply follows a formula. Bonuses add additional value to your product or service. Your reader should already be swayed by your offer, but the bonus should push them over the top. The good news is that your bonus doesn't need to be costly. It can be a quick start guide, tutorial or downloadable ebook. In addition, attach a specific value to your bonus in order to drive up the overall value of the purchase. Provide clear, specific instructions on how your prospect can purchase your product. In addition, summarize the benefits your prospect will receive, your iron-clad guarantee and why it's important that they act immediately. 6. Add bonuses. 4. Highlight the main benefits. 9. Include a call to action. 5. Use testimonials. 10. Add a P.S. 3. Establish credibility. Use a list of bullets to recap the benefits of purchasing your product or service. Bullets are a reader's best friend simply because they are easy to scan and outline the pertinent information about your product or service. Most prospects will read a P.S. before they read the rest of the sales page, so take time to include a strong P.S. with an additional call to action. Your ultimate goal of your P.S. is to sum up the main benefit of your offer, reiterate your guarantee and include an additional call to action. Include your own personal struggle and how you were able to overcome it through the theory behind your product or service. Use specific numbers rather than generalizations. So, the next time you sit down to write a sales page, follow this 10-step template, because a money-making sales page is worth its weight in gold.

Head work means steering clear of pitfalls and yielding not to temptation. Let every struggle be up, up, up, and always up. There is sunshine above the clouds. Success is found only as you lift yourself above the pitfall stage. Head work means: Lack of Head Work A person who is generous with his good will and his thought is the greatest philanthropist, and it helps to gravitate him to where there is more power. Don't try to drive bargains so sharp as to be questionable. Don't take advantage of the misfortunes of others or of the company to boost you. Be loyal, though you see the world slipping from beneath your feet. These are pitfalls not only in selling but in every other business. They can be bridged. They can one by one be filled with obstacles that have been overcome, and paved with the pure gold of character, of intelligence, and enthusiasm. making friends being a life of the party cultivating a cheerful,Cheap Terry Bradshaw Jersey, entertaining attitude doing things differently making opportunities and using them saying the right thing at the right time adapting your sales presentation to the individual client saving energy whenever possible allowing your appearance,Cheap Patrick Chung Jersey, your tone, and your feelings to say more than your words prospecting where others do not getting others to work for you making people glad you called,Cheap Chris Harris Jersey, whether they buy or not giving the customer credit for his opinion turning objections into business guiding the thoughts of others while apparently following them making up your mind to get the fullest possible enjoyment out of your work and out of your life. Dig down deep into the inexhaustible supply of power that has been yours from the beginning. You know you can. You have within you the key to power - the key that will unlock every door - the door of success,Cheap Lions Jerseys, of fortune, of genius. Shake yourself loose; make yourself do what others are doing. Remember it never alights on activity. Don't put things off; don't hesitate; don't make excuses. You can occasionally fool your customer or your company, but you can't fool yourself, and every excuse you make to yourself becomes a pitfall. Sloppy methods in any business produce failure. Lack of system may not make a person fail entirely, but unless a person is systematic she is subject to a tremendous waste of energy and money. Be businesslike; collect your money when it is due. Put it off and you will lose the customer and perhaps what he owes you. To sum up, not to be alert is a dangerous pitfall. Perhaps disinclination is one of the greatest pitfalls of all. The person who doesn't make himself do what he knows he ought to do digs his own grave. Lack of Self -Discovery System means success; saving time; carrying out your resolves; having a definite time each morning to start to work,Cheap Christian Ponder Jersey, and starting; planning your work for a day, a week, or a month ahead; establishing regular habits of diet; doing things when you are not busy; keeping a personal cash account; having no time or strength to waste in dissipation of any kind. Try to find a good source of information concerning your business, your industry, and your sales skills. Never depend upon the company for your inspiration, your sales scripts, new ideas, or anything else. Make use of everything you get from them and everything you get from other sources, but don't depend upon them. Take care of this part of your business so thoroughly that the company can with profit borrow ideas from you,Cheap Nick Barnett Jersey, and do not be a bit afraid to supply them. Another pitfall is lack of self -discovery. Thousands of salespeople fail because they don't know they can succeed.

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,Cheap Kenneth Moore Jersey Many sales are lost, not because the product or service didn't fit the customer's needs nor as a result of an inferior product line- and regardless of what they say, not because the customer couldn't "afford it" or "needed to think about it"- but because the salesperson lost the customer somewhere along the way. They confused them. And, when a customer is confused, they will not buy, because people reject what they don't understand! Customers are providing you with a clear indication that your message lacked clarity when you hear something like this: "Well, you really did a great job and you've given us a lot to think about. We'll talk it over and get back to you". After all, what are they suppose to say to you? They probably won't be so candid as to say, "You know,Cheap Seattle Seahawks Jerseys, we were actually ready to make this decision right now,Cheap Jon Beason Jersey, but frankly, you confused us when you were talking about that drop-interest financing option. We're going to need some time to see if we can figure out what you were saying before we make a mistake that could cost us money." To the uninformed, the "we need to think (or talk) about it" response is an "objection", so they leap into the objection handling mode and hope that that last seminar on closing they attended was worth the money. It seldom dawns on them that it may be something else- that they may have simply confused the customer or failed to make a compelling argument for buying their products or services. If something is missing, or seems vague, customers simply will not buy. This is one really good reason why you should never shortcut the presentation. Clarity is important. Customers need to hear the full story in order to make a truly informed decision. If you shortcut the presentation, skipping over points that later you find out may have been important to your customer,Cheap Marcus Allen Jersey, it will be tough as nails, if not impossible,Cheap Derrick Ward Jersey, to effectively rewind the presentation and straighten out any confusion you may have caused in your effort to speed things along earlier. Basically, the customer awards you a single opportunity to get it right. You don't want to waste it by attempting shortcuts. Salespeople often have a tendency to want to speed through the presentation to get to the more exhilarating part, the close. Rushing through the delivery (essentially shortcutting the presentation) is a dangerous practice that risks confusing the customer; which in turn leads to substantially lower closing percentages,Cheap Lance Alworth Jersey, lower sales averages, and higher cancellation percentages. The solution is to s-l-o-w-d-o-w-n! Always keep in mind that no matter how many times you've given the presentation, it is the customer's first time hearing it. Make sure that your message is clear and your customers will have less to "think about" at the end of your presentation! People Reject What They Don't Understand

What the people most likely to buy your stuff are already looking for What they need to hear to make a buying decision How they perceive getting what they want So before you can crank up those sales you're going to need to make sure you know: External changes demand internal changes. If you don't adapt the way you do business or what you are selling to better fit the changes external to your business you lose. You suffer sudden sales drops and then you have to scramble to recover. First,Cheap Charger Jerseys, we have to explore why and how your business shifts into survival mode. Most businesses "find" themselves in survival mode because their sales unexpectedly slow or,Cheap Asante Samuel Jersey, worse yet,Miami Dolphins Jerseys, come to a screeching halt. Your business hasn't changed and neither has what you're selling,Cheap Greg Olsen Jersey, so why all of a sudden is it so difficult to sell. Because you haven't tested and tracked during the change you don't fully understand what is happening or why it's happening. This tends to force you to shoot from the hip and make gut reaction decisions. Rarely will a reactive approach produce the desired results a proactive approach can. When the economy is strong businesses focus on business development. When the economy is weak those same businesses worry about survival. Why is that? In this article I'd like to share some ideas about what you can do to make sure your business is always growth focused rather than survival focused. Of course, when you can predict a change you can also adapt for the change. This empowers you to smoothly transition into a new sales increase. You've probably heard the expression, "If you find yourself in a hole stop digging". Well, it's still good advice. Doing more of what isn't working isn't going to make it work. The only thing that will work to increase your sales is the same plan of attack you'd use if you wanted to develop business in a completely new market. The changes that went unnoticed before the current sales decline have, in effect,Indianapolis Colts Jerseys, created a new market. The answer to restoring your sales is within your business. The cause of your current poor sales is outside your business. You see when sales suddenly fall off there is a reason for that. The reason is a change in the market created by a change in your buyers needs. That's why it's so important to not just monitor what's happening in the world outside your business,Cheap Earl Thomas Jersey, but to track and test exactly what's going on in your business and why. When you effectively test and track you can predict these seemingly sudden changes before they happen.

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Where follow up is particularly critical, is with business to business sales letters that have a specific addressee at a company,Cheap Jerricho Cotchery Jersey, or at least the name of a department. Knowing this information gives you the opportunity to make that follow up call. How should this be communicated in your letter? Inform the recipient that you or a representative of your organization, will be in touch with them shortly - and specify a date in the near future - maybe a week or so later. That can encourage the recipient to reread the sales letter, knowing what it's about, and what to expect when you follow up. They may even wish to contact you sooner. In the letter, you can give addressees options by placing a couple of boxes to be ticked off if they want further information,T.J. Houshmandzadeh Jersey, would prefer a phone call, or appreciate meeting in person. This call to action on how you will follow up is an essential component to the sales letter. It's also the final part, the wrap up. You want to assure the recipient that you are committed to following up, that you want their business. The action steps in a sales letter should detail the follow-up process. Not every letter provides a follow-up opportunity. A business to customer letter promoting a special offer on a weight loss product to a mass audience,Cheap Desmond Bishop Jersey, must depend on the customer's actions. To help the customer, you could provide e-mail and toll free phone numbers if they'd like additional information. This might encourage them to contact you. If the letter is an e-mail, a follow up e-mail could be sent,Cheap Ryan Kerrigan Jersey, reinforcing the offer, even making it more attractive. How many sales letters are followed up by the sender? Statistics tell us that too few sales and business people follow up, as promised, on the letters they send out. Yet we know that it can take three or more calls to get a response from prospective customers. In this article,Cheap Matt Leinart Jersey, we focus on content, setting out how we plan to follow up with the customer. Here's the clincher. My experience is that most business people appreciate that you follow up as promised. They may not be in a position to do business with you now,Cheap Jermichael Finley Jersey, but they will remember you if an opportunity comes up in future. Why? Because you kept your word as outlined in your sales letter.

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Guides and Outfitters - Information on your town, where to eat off-ranch, entertainment spots, closest cities, the "top 10 things people forget to bring" (where you tell them what to bring),Darren Sproles charger Jersey, a video slide-show (this will be in an upcoming tip) of the ranch, or the river you're about to float or mountain you're about to climb, etc. Ranchers/Deer Breeders - Information on your breeds, your bloodlines, profiles of your cattle manager or the vet that takes care of the animals (all to indicate your level of expertise),Cheap Malcom Floyd Jersey, your auction schedules, video slide shows of the new calves or fawns. I've learned the hard way that failing to capture at least a customer's email address and first name means no sales, cold-calling and begging for business -- and people won't work with you if you're desperate. Over the course of the next few days,Cheap Heath Miller Jersey, the people from site #2 emailed me energy efficiency questionnaires, tips and tricks, and also a page of recommendations from other customers. Each email discussed their consultation services and free inspections. After the third email, I picked up the phone and called them...I was sold. The next day, the owner of the first site called me and it was way too late. That company was out $4500 because the didn't understand how to capture and use website visitor information. First, don't email your list with something to sell. It is like having a 24 year old son at home that won't get a job and asks for a hand out. You have to give before you can receive. Second, give your users useful and relevant information. Fluff won't cut it. Give me something that's relevant to their problems or shows them a way they can solve a common problem. And finally, you have to stay in front of them on a regular basis. Great you say, but how often? Each type of business is different and only you can find that out. However, if you're sending people really great information, you can get away with almost any schedule. The point here is that showing your customers "a little love" can be extremely beneficial. It can make all the difference between a causal browser, to a die-hard customer. In fact, here's a real world example -- a case where a unsuspecting business owner lost about $4500. This week's tip involves a very simple concept, but it's one the hunting outfitters and guides just don't seem to get: If you capture your customer's information (online and offline), you will get more sales. In the online world,Cheap Seahawks Jerseys, this is called "two-step lead generation." In Step 1, you entice the customer's to join your online list by giving them something for FREE (yes, I said FREE). In Step 2, you end up converting them to a customer (ideally). Here are a few tips when it comes to emailing your list: Here are some quick ideas of relevant information to send for couple of outdoor industries: Working in businesses related to hunting and fishing (guides/outfitters etc.) or working as a vendor who helps theses types of businesses, you might be tempted to throw this tip out as "impossible" or "no way" or "not in my business" -- but if you're on my list expecting conventional answers, then do us both a favor...stop reading NOW and go back to hoping customers will find you this year, and maybe call you for more information. Second, you will need to be patient as you convert people into paying customers. You're building a relationship. And relationships (online at least) take time. You build this relationship by emailing your list over time. Occasionally you mention a sale or an offer, but for the most part, you want to position yourself as a leader...and to do that, as strange as it may sound... you give advice away for free. Remember, capture the customer information for all of your offline customers as well; ask if you can put them on your list and then follow-up. I live in a house built in the 70s and our house is in South Texas -- where we literally have 100+ degree days for 4 months out of the year. Suffice to say it gets HOT,Cheap Patriots Jerseys!...and in an older home you can bankrupt yourself trying to stay cool. Now...before you get all charged up and fire out your first email there are a few things you'll want to remember when marketing to an "online list" on a regular basis. First, you need figure out what to give away (information, a video tip, how-to guide, top 10 list, etc.) in order to get people to commit in Step 1 -- joining your list. Last summer I decided to do something to fix the energy efficiency of the house. I did some online research,Cheap Philip Rivers Jersey, made some local phone calls and ended up more confused than before I had started. I realized I needed to talk to someone. I searched online and ended up finding two sites that worked out of the San Antonio area. I filled out the "Contact Us" form on the first site asking for information on what they do and how they can help. The second site used what's call a "lead capture" form (I'll describe this later) and offered to send me free information for just my first name and email.

Some people just go along with a flow and don't take the time to nail down a prospecting process. They really are victim to the random - IF someone connects them; IF someone reaches out to them. I don't know about you but that would make me really nervous. You can't count on other people's decisions. You have to take action. THIS is how you maintain control over your success. The other day I was talking with a client about prospecting and target markets. He mentioned that one of his targets is random - it's not so easy to prospect to. Now there are things he can do to gain visibility and he does those things. However, this particular target market is difficult to prospect directly. So, take a look at your prospecting and marketing. Do you have a process set down in writing that you are following? If yes, are you also monitoring it's effectiveness? For those things that you can't control, are you doing the things that you can do to influence them? Do what you can, accept what you can't control,Cheap Jonathan Vilma Jersey, and monitor everything. Your odds of succeeding will multiply. Control We always feel better about the things we can control,Cheap Jimmy Smith Jersey, the things that aren't random. So this is where your energy is best spent. We've gone through the target market exercise. Now you have clarity about WHO your prospective clients are. You've ruled out the random ones who you can't really market to. It's time to create a plan to prospect to the others. Determine the best way to prospect to these markets. Now I believe you should pick one target market to concentrate on. We have greater control when we can focus. When you pick the first target market you want to prospect, it will become clear HOW to prospect directly to them. You want to get your message in front of them and gain a meeting. Monitor First of all you should identify all of your target markets. Then determine how to market to each of them. Some, of course, will have the same marketing plan. While you are examining this aspect of your sales and marketing plan,Cheap Kenny Britt Jersey, identify if any of your targets are difficult to prospect. This means they are not necessarily people or organizations that you can get a meeting with ahead of their need. An example of this is if you are a banquet center and do a lot of memorial services. It's not exactly something you can prospect. You don't traditionally pitch the event to people, in the event someone close to them passes away. You can,Cheap James Hardy Jersey, however, market to them through strategic partnerships with funeral homes, florists,Cheap Mark Ingram Jersey, and the like. What to do? Monitor the things you can't prospect and control the things you can. Let's take a look. Copyright© 2011 Seize This Day Coaching It got me thinking about prospecting. In many industries there are targets we sell to that are difficult to prospect. The need is not planned. People deal with it when it comes up. There are ways we can be sure we are marketing to this group so they gain awareness of us. But, to actually prospect to them? Not so easy or sensible. Past your strategic relationships the most you can do in a situation like this is monitor the effectiveness of those relationships and the pieces of business you are realizing from this target market. Prospecting doesn't fit. Set up the steps you will take, implement the plan and then monitor it for results. You see,Cheap Cam Newton Jersey, monitoring comes into play a lot in business. In this situation monitoring helps you maintain control! You can identify what is working and what isn't working. If a process is working, keep it; if it isn't, change it or trash it. You don't have to be victim to random. You CAN control how effective you are at reaching your goals when you continue to monitor your process.

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