Chris Stormer » General Marketing

Yes, Not Maybe

Chris Stormer — Thu, 14 Sep 2006 12:52:57 +0000

Nothing contributes more to the demise of salespeople and prospectors that the word “maybe.” Everyone understands yes, it’s time to go. Everyone understands no, it’s time to quit, but the worst is when prospects string you along with the word maybe. It’s somewhat like fishing, when the fish keep nibbing all day long, but you don’t catch anything. At the end of the day you are left with no fish, no bait, and no daylight left. You’ve spent your entire day waiting around for a maybe to become a no, which is just a waste of your time. Maybe is not an acceptable answer.

Customers will often string you along, there is a huge benefit in getting them to say either yes or say no. Don’t be afraid to take a knockout punch to find out whether it’s worth investing your time and energy.

Yes, Not Maybe is a post from: Chris Stormer

Make Buying Easy

Chris Stormer — Mon, 04 Sep 2006 00:04:38 +0000

In recent years Americans have started paying more bills with credit and debit cards, then they do cash or checks. it’s a turning point that signals to businesses everywhere that they should be flexible with their accepted methods of payment.
There is a sign in Vegas that say’s “How would you like to pay? We accept gold dust, gold bars, Mastercard, Visa, American Express, Carte Blanche, Discover, Diner’s. We will take a company check, a personal check, or your traveler’s check…. Heck, we even take bad checks. Everybody has a good laugh when they see this sign but they remember one thing. This casino makes it easy to do business. How are you making it easy to conduct transactions, request service, or order inventory? Will you accept gold dust and gold bars? Do you take all the major credit cards? If you make it easy for the customer to buy from you, you’ll convert prospects into customers faster then ever before.

Make Buying Easy is a post from: Chris Stormer

Free Works… Really.

Chris Stormer — Thu, 31 Aug 2006 00:19:38 +0000

Of the most powerful words you can use in selling your marketing message, the word free is still at the top of the list. In fact, one marketing magazine noted in a recent article that free food and drink still bring out more people then a great guest of speaker on high-impact seminar topics. We ALL love getting something for nothing. If you have a high-value potential customer that you’ve not been able to win over, consider offering them a free-gourmet meal and see what happens. There are some key words to communicate within your invitation that can be a big help in getting them to take advantage of your free offer. First, make sure theyunderstand that they are under no obligation to join you for that free meal. Second, they will be your guest and you are going to pay. There, there will be no high pressure sales pitch while they are dining. Keeping them safe will encourage them to say yes to your free offer.

Although many claim that there’s no such thing as a free lunch, you can prove them wrong. Offer a low-pressure event with lots of free gifts or food, and watch the customers come out of the woodwork!

Free Works… Really. is a post from: Chris Stormer

Compliments

Chris Stormer — Mon, 28 Aug 2006 13:15:26 +0000

When was the last time someone gave you a sincere and meaningful compliment, something you knew was from the heart? Most people can’t remember the last time they received a “real compliment”, have you ever meant someone who complained about getting too many compliments, or being fussed over too much? You should always try and give every prospect or customer a compliment every time you talk with them. However beware giving complements that are not sincere. People instantly know the difference between saccharine and sugar.

Compliments is a post from: Chris Stormer

The Truth – Tell it.

Chris Stormer — Thu, 24 Aug 2006 13:10:01 +0000

Most business people know the difference between right and wrong, and they know the difference between honesty and deception. But there are still people who operate in shades of gray and convince themselves that it is okay to deceive, manipulate and play with the truth to get new customers. An attitude of telling the truth, the whole truth, and nothing but the truth will work for you in the long term.
How would you feel if you bought gold from a company based on an ad that read, �Analysts predict the price of gold could double in the future?� While that prediction is not illegal (although it probably should be ) it sure smacks of an attempt to convince buyers that gold is a sure thing, and that buying from them will give them a great return and riches untold. It is however deceptive, Yes, gold could double in the future, but who knows when, and who will guarantee it?
You will never get in trouble trying to attract customers by telling the truth, the whole truth and nothing but the truth.

The Truth – Tell it. is a post from: Chris Stormer

Don’t Sell, Help!

Chris Stormer — Sun, 20 Aug 2006 22:03:17 +0000

What is the mentality of a salesperson? To get that answer think about telemarketers who’ve called you, paticularly during the evening. What did you do? Engage them in conversation, or hang up? Most people hate telemarketers because of the intrusion factor. Selling has a bad image. Therefore, you must learn to be a helper, not a seller. Find out what customers’ problems are and solve them, and they will see you as someone who is truely committed to helping them, rather than someone who is desperate to make a sale.

To say that purchasing agents are frustrated would be the understatement of a lifetime. Everyone who comes through their door has one thing in mind; to get their business. If you want to be different, find out what their problems are. Find out what frustrates them. Find out what their competitors are not doing. Be seen as a helper, not a seller, and provide solutions.

Don’t Sell, Help! is a post from: Chris Stormer

My Way or Yours?

Chris Stormer — Sat, 19 Aug 2006 05:46:21 +0000

At one time, K-Mart was the dominate retailer in America. Before they lost their way ( and ended up bankrupt and purchased at a sales price by Sears ) they had passed Target, JC Penney, and many other retailers at being the biggest and the best. What was their secret to get new customers? THey built a system that was customer-friendly.

Herb Wardlow was the architech who for more then 10 years guided K-Mart as its president. He describes his secret to getting new business as being incredibly simple. Here is the formula: “Find out what your customers want and give it to them.. and hten some.” It’s building a system to accommodate your customers’ wants and needs, and then doing the many little extra things that will get even more customer to come to you. If you do things their way, you are guaranteed to have delighted customers.

Find out what yoru customers want and arrange your store and services to suit their needs.

My Way or Yours? is a post from: Chris Stormer

Rude Employee

Chris Stormer — Fri, 18 Aug 2006 05:24:52 +0000

Not every person is cut out ot help you prospect for new customers. You’ve been told before and you’ll hear it again, hire for attitude and train for aptitude. The people in yoru business who meet and greet customers have to do it with a smile. Prospecting for customers requires people with a pleasing, positive, and agreeable attitude. Anyone without that mindset needs to leave your business!
The only thing worst than allowing a rogue employee to destroy your attempts to get new customers is paying him or her to do it.

Rude Employee is a post from: Chris Stormer

Zero Defections

Chris Stormer — Thu, 17 Aug 2006 13:24:26 +0000

The best new customers are ones you already have. While some customer attrition is inevitable because customers move away, sell out , go bankrupt, or have other situations that you can’t control, you should never accpt a lost customer. Accept what you can’t control, you should never accept a lost customer. Accept what you can’t change, but never accept losses that are within your control.

Accepting customer attrition without trying to stem the tide can start a doward spiral. Learn to fight back, and renew those relationships! One easy way to do this is by learning to investigate and learn why customers might leave him in the first place. That information is invaluable to improving customer relationships, even if he loses the customer from which he learned the information.

Zero Defections is a post from: Chris Stormer

Strategic Partnerships?

Chris Stormer — Thu, 17 Aug 2006 02:39:47 +0000

Most companies talk about wanting a relationship with their prspects as they turn them into customers. Unfortunately, many companies often exploit that relationship, taking as much as they can get, even making sales that the customer doesn’t need. Try to be different and see your prospect as a true partner. You should work together to be more profitable and productive.

Prospects don’t care about you until they konw how much you care about them. Make sure your relationships are positive for everyone. It is important for your prospects to understand that you are not trying to take advantage of them or your relationship.

A fun little exercise.
Take a list of your customers and prospects. Then identify why you have a good relationship with them, or why you don’t. Work to strengthen this relationship until you’ve created a true marriage of equals.

Strategic Partnerships? is a post from: Chris Stormer