Archive for Value

9 Sales Myths You Have To Ignore!

Posted by Phyllis on Tuesday, July 20th, 2010 in Lessons Learned | Comments (3)

Like any industry or profession – there are certain stereotypes and assumptions.  Jocks aren’t too bright, accountants are dull, programmers are nerds,actresses are bimbos and doctors are benevolent.  There can be a kernel of truth; let’s face it these misconceptions start somewhere.

Salespeople and the sales and marketing industry are no different.   I’ve identified 9 “myths” or misconceptions about sales/selling and salespeople that you should ignore.

1. Selling is about tricking someone to buy something they don’t want or need. No.  Call that behavior what it is.  Deception or coercion.  Selling is ALL about meeting the needs or wants of a customer with a solution or product.  I know it sounds too simple; but that’s really it.

2.  Sales people have to be outgoing and chatty.  Well, no.  There’s no such thing as a “sales” personality.  That’s like saying someone is a natural born janitor.

3.  Sales/Selling is hard. Well, it can be if you don’t understand how to attract clients who want what you offer, but the actual tactical steps are easier than lots of things – like programming or geometry or giving someone an injection.  We assume that other professionals train to be good at what they do – but that selling should come naturally.  Why?

4. Sales people only care about making money. We all want to be compensated for our work – and sales people are no different.  A good sales person (or business owners who sells) cares about the client first because they know sales will naturally follow.

5.  Everyone is a potential customer. This leads many who attempt sales to frustration.  Targeting your market is critical to sales success.   Lot’s of small business owners are so eager for business they attempt to scatter their sales message to anyone who will listen.  Get your message in front of people who are in your target market and your chance for success will increase dramatically.

6.  Sales in a numbers game.  If you knock on enough doors (who really wants to do that anymore?) you’ll make it big.  Unfortunately no.  Unless you’re a girl-scout selling cookies, you’re likely to be ignored and if you just waltz into someones place of business – it’s doubtful you’ll get past the front desk.  Spend some time developing a strategy to get in front of those who need you – and respectfully connect with them.

7.  You have to be a people person.  Whatever that means.  These days many people market online from their kitchen table.  It’s not that they don’t like people, but you don’t have to do the face to face thing.

8.  Online marketers are spammy and can’t be trusted. Like anything – there are some who are less than ethical or just downright rip-offs.  But many work very hard to build rapport, trust and over deliver to gain the confidence of loyal clients.

9.  Selling is only about price. It’s about value.  If price were the only consideration, no one would pay $200 for jeans or $1600 for a purse or $18,000 for a motorcycle.   Make your product or services more valuable to me and I’ll pay extra.  We all do it.  There’s no reason it won’t work in your business.

Don’t let these myths or misconceptions prevent you from having sales success.   Take the time to understand your market, and get your message in front of the right people.  For more tips and specific steps, sign up for my e-newsletter – it’s full of easy-to-do actions that you can implement right now.

Sugardaddy’s – Proof Overdelivering Can Be Simple

Posted by Phyllis on Thursday, May 13th, 2010 in 5 Steps To a Compelling Marketing Message, Lessons Learned | Comments (1)

 I’ve been talking about 5 ways to develop a compelling marketing message.  One of the steps is adding value.  You should find a way for one simple reason. 
It works. 
 Customers will love it. 
They’ll talk to others about it. 
They’ll come back for more. 

Here’s a great example.  I recently wanted to send a gift to a friend who lives across the country.  I wanted it to be unique and somthing she could share with her husband too.  I chose to send Sugardaddy’s brownies.  I visited the store but could have easily accomplished this online as well.   A simple gift transaction has made me a raving fan. 

If you aren’t familiar - Sugardaddy’s make brownies – really amazing brownies with names like American Beauty and Drunken Chunky.  (Note: you can’t overdeliver if your basic product/service isn’t great to start with)

They ship brownies in really cool packaging.  It doesn’t just taste good, it looks good too.  When you open up the box, you know before you take a bite these are really special brownies.  They also promise next day so they are fresh.  Their standard is “Oven to door in 24.”  (Note: they charge for the service, but it’s not an option)

I placed my order, wrote a nice note to be included and left feeling good about my gift choice.
I was happily surprised by a phone call to thank me for my order - a nice touch – and they also let me know that my gift had been delivered and signed for.  Confirmation that my gift was there.  I also received a discount code for 10% off my next order.
 Easy?  Sure.  But hardly anyone does it. 
It made an impact. 

Sugardaddy’s doesn’t sell on price – they charge for shipping (of course) but only offer overnight rates because they insist that their product arrive and be fresh.  They don’t make cakes, or other treats – they market the “couture” brownie.  I love that they tell me as a customer – this is how we do it. We’ll deliver the best brownies in a beautiful package and guarantee freshness.  We’re awesome at that.  That one thing. 

How can you apply this concept in your business?    Can you simplify things and make doing business with you/your company easier and customers happier?

Sales Rx: When You Don’t Know What To Do

Posted by Phyllis on Wednesday, March 24th, 2010 in Sales Rx | Comments (1)

confused-computer-user

 

 

What To Do When Bad Things Happen
Owning a business means you’re juggling lots of things. There are so many challenges and priorities, it’s often hard to see when things get slightly off track. Sometimes, things aren’t broken or in need of repair so much as a cry for attention.
Then IT happens. A competitor lands the account or gets the great partnership that you wanted. Or you find out that someone with less experience is charging 3 times what you charge.  It’s enough to make you want to scream and then find someone or something to blame. Before you do anything drastic hold up and let’s think this through.

You will be okay.
Small business owners tend to live and breathe work. If you lose a deal, or find out that the newbie got your well deserved recognition, it’s critical to your sanity that you don’t take it personally. It doesn’t mean you aren’t liked or that people hate you. It may mean they don’t know you as well as they should, or that you aren’t highlighting your success for all the world to see.
Life isn’t always fair.   Now is the time to focus on what you can control.  Ready to tackle this, feel better and move on? Great! Grab a pen and paper to make some old school notes and get going.

Rx: Profile, Pricing or Performance
Profile: Are you and your business or organization the best kept secret around? Are you doing amazing work or have the best product but only a handful know how awesome you are? Take time to evaluate the way you communicate to current customers and prospects as well. Make sure you regularly update your info to reflect the great accomplishments for your company and most importantly for your customers.

Pricing: Does your price structure represent the value you offer? There’s a psychology regarding pricing that is based on our need to assign value – and reward those who deliver it. The fact is that we value the $200. pair of jeans over the $20. pair even though the raw materials are similar. Should you improve your value or offer and increase your pricing? Higher margins can mean better relationships with a smaller number of clients while seeing a rise in revenue.

Performance is the great equalizer. If you deliver and you know you bring amazing value to your clients, then it’s also your responsibility to let those who need what you offer know about it. It’s also expected that you charge for it, based on the value your clients can expect to receive. If you know you over deliver, it’s also your mission to make sure that becomes part of your message.

Action is the magic pill!
If you are delivering great value to your customers without the expected results in revenue, apply attention to your “problem” area. The magic is in the action! Clarify your target market and identify irresistible benefits that you are uniquely positioned to offer. It really can be that easy. Let me know what you come up with – or how I can help. What obstacles get in the way?