Change Your Marketing Approach For Success!
Sunday, June 28, 2009
Hey all.. guest post from Joanne Black today on the importance of building relationships with your customers. This is not only a core marketing principle but essential for anyone looking to make the most of a down economy.
Yes, the economy is lagging and budgets are cut. Yes, we have competition. Yes, clients are postponing buying decisions. So what?
If you focus on building relationships and implement the sales strategies I reveal here, you'll be able to close more deals and get more sales now. People will buy from you even in a lagging economy -- no matter what your price point.
3 Ways to Get In, Get Started, and Close More Deals
Sales Closing Tip 1: Recommend New Approaches
Good salespeople have always talked about creating value. Now we need to put ourselves in our clients' shoes and be creative. We must get in and get started. Think smart, not big. It's always smarter to have a smaller piece of something, than a big piece of nothing. Begin with a smaller project, a reduced order, or a regional, rather than global, implementation. Get in, and get to know the client. Let them get to know you. Get to know their business.
Sales Closing Tip 2: Create Metrics
Sit on the same side of the table as your client. Work together to determine the best way to get started. Always, always, create metrics with your client. How do you, together, define success? Get agreement that once this project is successful--according to the metrics you've agreed upon--that the client will work with you to identify other sales opportunities within their organization. A successful project breeds a successful relationship, which leads to successful referrals. This means more sales leads and more money for you!
Sales Closing Tip 3: Negotiate or Walk
Yes, the client will want to negotiate on price. That's their job--to build business while watching the bottom line. How many times have you submitted a sales proposal to a client, and had them say, right off the bat, "Great! Where do I sign?" It doesn't happen. We always want to get the best deal, so why wouldn't our clients? If you must adjust your price, then adjust the scale of your project or the deliverables as well. Always get something in return and write it into your agreement.
Maybe the client agrees to write a testimonial or promises to refer you to another business unit in their organization, or to someone they know at a different company. Maybe you barter some of your services. Bartering is an age-old way of doing business, and it makes sense in many cases if you want what they have and they need what you have. Perhaps the client has software that your company needs, or a consulting methodology that could propel your business. You get the picture. Work it out. If you can't work things out, be willing to walk away. It's a tough decision, but it may be your best strategic sales decision. You'll be off to the next client who values what you offer and is willing to pay for it.
If you follow my advice in this article , you will build lifetime customer relationships with clients who want to buy from you over and over again even in a lagging economy. You will get more referrals. And, you will close more sales. So, what are you waiting for? Get in and get started now!
America's leading authority on referral selling and founder of No More Cold Calling®, Joanne Black helps salespeople, sales teams, and business owners get more referrals and attract business fast without increasing the cost of sales. Discover how to turn prospects into clients more than 50 percent of the time even in a lagging economy with her No More Cold Calling sales programs at http://www.nomorecoldcalling.com./
Yes, the economy is lagging and budgets are cut. Yes, we have competition. Yes, clients are postponing buying decisions. So what?
If you focus on building relationships and implement the sales strategies I reveal here, you'll be able to close more deals and get more sales now. People will buy from you even in a lagging economy -- no matter what your price point.
3 Ways to Get In, Get Started, and Close More Deals
Sales Closing Tip 1: Recommend New Approaches
Good salespeople have always talked about creating value. Now we need to put ourselves in our clients' shoes and be creative. We must get in and get started. Think smart, not big. It's always smarter to have a smaller piece of something, than a big piece of nothing. Begin with a smaller project, a reduced order, or a regional, rather than global, implementation. Get in, and get to know the client. Let them get to know you. Get to know their business.
Sales Closing Tip 2: Create Metrics
Sit on the same side of the table as your client. Work together to determine the best way to get started. Always, always, create metrics with your client. How do you, together, define success? Get agreement that once this project is successful--according to the metrics you've agreed upon--that the client will work with you to identify other sales opportunities within their organization. A successful project breeds a successful relationship, which leads to successful referrals. This means more sales leads and more money for you!
Sales Closing Tip 3: Negotiate or Walk
Yes, the client will want to negotiate on price. That's their job--to build business while watching the bottom line. How many times have you submitted a sales proposal to a client, and had them say, right off the bat, "Great! Where do I sign?" It doesn't happen. We always want to get the best deal, so why wouldn't our clients? If you must adjust your price, then adjust the scale of your project or the deliverables as well. Always get something in return and write it into your agreement.
Maybe the client agrees to write a testimonial or promises to refer you to another business unit in their organization, or to someone they know at a different company. Maybe you barter some of your services. Bartering is an age-old way of doing business, and it makes sense in many cases if you want what they have and they need what you have. Perhaps the client has software that your company needs, or a consulting methodology that could propel your business. You get the picture. Work it out. If you can't work things out, be willing to walk away. It's a tough decision, but it may be your best strategic sales decision. You'll be off to the next client who values what you offer and is willing to pay for it.
If you follow my advice in this article , you will build lifetime customer relationships with clients who want to buy from you over and over again even in a lagging economy. You will get more referrals. And, you will close more sales. So, what are you waiting for? Get in and get started now!
America's leading authority on referral selling and founder of No More Cold Calling®, Joanne Black helps salespeople, sales teams, and business owners get more referrals and attract business fast without increasing the cost of sales. Discover how to turn prospects into clients more than 50 percent of the time even in a lagging economy with her No More Cold Calling sales programs at http://www.nomorecoldcalling.com./
Marketing Blog founder and top-selling author Michael Fleischner has been featured on The TODAY Show, ABC World News, and Bloomerg Radio. 
20 comments :
I love the idea of getting testimonials and referral for a better pricing. Never let a customer get his price even if you can get to that number. If you give them the number they offered they will think that they paid to much. "I can not get to that price but I can get to...." This way the customer thinks that they got your lowest possible price. They will pay more and be happier.
What you said is true. I agree with you on your point on coming up with new approaches. It is important to be creative in your approach especially in adding value to your business. Otherwise, your business will not thrive at this difficult time.
I think that big part of the game is to make your clients feel they're actively participating to a "movement" and not a "business deal".
To create a movement instead of a simple business is more fun, more work :) and more clients!
Very interesting article. I completely agree with you on all 3 points. Especially about new approaches. Customers will appreciate businesses thinking of them. And they will remember it too. Also, check out my blog about tips on internet marketing :)
Abby Jones
http://itchair.blogspot.com
this is a nice post
This is very nice Post and information is useful for me..
Thanks,
Glenn
"Create Metrics"
This is what it's all about- putting yourself in your client's shoes and creating definable points of reference to measure success. Tangible, quantifiable results are the only way to ensure long term relationships with your clients.
Definitely some great pointers here. I will put some to use..
Thanks for the tips.
Kathy
http://www.marketingwithkathy.com/
Great point in having more customers.Building a trust relationship that they will get the best ;roducts and you will give them the perfect one they're looking for.
A lot of useful information. i feel that it might be too much for me to digest in just one week.
I am sure all the three tips are worth giving a try to build solid relations with the customers in these difficult economic times. Thanks for the post!
Thanks for sharing marketing experience.
We are a group of students from The Hong Kong Polytechnic University School of Professional Education and Executive Development. We are currently studying Online Public Relations. Thus we built a blog to discuss viral marketing and how it can be used in anti-drug. I hope that you could give some comments to our blog. http://viralmarketingspd4290.blogspot.com/
Thats a great idea because I am going to market my online business. As i read this blog, I know that it will be effective. thanks
Love number three - Negotiate or Walk - but I have a question: what if the client doesn't give you the option?
Especially when conducting business online - the client is right there, excited about the project, and so you send a proposal with some hard numbers (open for discussion/negotiation). Then you don't hear back.
Looking for any pearls of wisdom here...
Thanks for the posts - keep 'em coming!
great tips for marketing peoples in the time of reccession. It will surely work as the three golden rules are very basic yet complex to follow...As i am newbie in the field of marketing software solution i faced some problems like submitting revised proposals again and agian , and price negotiations(it really sucks!!!! )...A true marketing strategy is essential for the growth of a organization or company...thanks for such informative post
Exceed customer expectations,i guess this is an important goal for every business.If you gain their trust,they will go back and buy your products again.
yeah . on number three , what if the customer didn't give u the option ??
Thanks for sharing strategy that we can apply to have a new approach in doing marketing.It is a tough job but all are consider for more development and progress.
I am thoroughly convinced in this said post. I am currently searching for ways in which I could enhance my knowledge in this said topic you have posted here. It does help me a lot knowing that you have shared this information here freely. I love the way the people here interact and shared their opinions too. I would love to track your future posts pertaining to the said topic we are able to read.
Marketing has always been a great factor in the Business Industry. It incorporates the sales, stocks and income or in short the money or earnings a certain business is cycling with so it means this is important.
Post a Comment
Please note that we reject all posts that clearly are leaving a comment simply to acquire a back link. Only comment if you have something of value to share with other readers.
Thanks!