Posts Tagged "Marketing"

6 Things Your Prospects Fear

»Posted by on Sep 30, 2011 in Customer Relationships, Sales & Marketing, Sales Training | 0 comments

  When you approach a person with a business proposition, product or service, they evaluate every bit of information you dole out with just one question: “What’s in it for me?” If you initiated the contact, your prospect is probably cold as ice.  Not only do they think they don’t need your product or service, they don’t trust you either. Their distrust is based on six fears. 1.  They fear you. This is a trust issue.  Your first job is to help them realize that you’re just like them.  You’re a regular person.  You’ve been in their shoes.  But even better, you are someone who is...

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Your Satisfied Customer Sits On A Three-legged Stool

»Posted by on Sep 15, 2011 in Business Growth, Coaching, Growth Strategies, Management, Sales & Marketing | 0 comments

Picture your satisfied customer sitting on a three-legged stool.  If all three legs are the same length, your customer sits upright and comfortable.  If either leg is shorter or longer than the other, your customer will not sit comfortably, and is likely to slide off your stool and right out your front door. The three legs on a satisfied customer’s stool are: Price Quality Service Your price should be justified by the quality of your product and the adequacy of your service. A customer cannot reasonably expect your company to have the lowest price, the highest quality, and the best service. ...

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Profitability: The Top Line; The Bottom Line

»Posted by on Aug 17, 2011 in Business Financial Planning, Business Growth, Growth Strategies, Management, Sales & Marketing, Sales Training | 0 comments

Before a business has a bottom line (profit), it must have a top line (revenue). Sales and marketing generate revenue; cost controls and performance measurements (metrics) determine the profit. In tough economic times, business owners discover that the first thing to suffer is the top line – sales.  They can cut costs and measure results until the cows come home, but they will not have a good bottom line without a strong top line. Integration of marketing, sales, cost controls, and performance measurements are necessary to foster profitability for any business. To make sure profitability is a rising...

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Do You Want To Sell Your Business or Just Sell More Business?

»Posted by on Aug 14, 2011 in Business Growth, Coaching, Management, Sales & Marketing, Sales Training, Selling A Business | 0 comments

I’m often asked, “Harvey, what do you do?” My answer is, “I help people sell their business, and I help people sell more business.“ That may sound strange, but it isn’t.  More than 80% of businesses cannot be sold for any price, not even by skilled business intermediaries. The main reason they cannot be sold, is their sales volume isn’t large enough to attract a buyer for the business. Many businesses don’t even have a salesperson, much less a sales manager. Those businesses are dependent on customers walking in the door, calling on the phone, or sending an...

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Digging For Sales In A Vein of Pure Gold

»Posted by on Jul 21, 2011 in Business Growth, Sales & Marketing, Sales Training | 0 comments

Serving your current customers the way they should be served can be like digging in a vein of pure gold.  You have a source of new business right in your file cabinets or on your computer’s hard drive.  It is expensive to find new prospects and convert them to customers.  When times get hard, as they have been for the past three years, our natural inclination is to double our efforts to attract new customers.  There is nothing wrong with that, but there is an additional way to bring in new business in hard times that is much cheaper. Our files are loaded with people currently doing business with us,...

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