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"Your Home Business Coaching Ezine"
Published Tuesday & Thursday
Lena Sanchez - Editor
Click Here To Email
Lena
928-636-9425
Thursday August 10, 2006
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Watch For A Natural Environmental Facts Sun., Wed, Friday
with Monday's Ask Lena Health Q &
A!
This Ezine is available by subscription only. Your
Home Business Coach does not make its list available to
third parties. All subscribe and unsubscribe information
can be found at the end of this issue. The Mission of this
Ezine is to help you grow in business and in health!
Archives
============================
=> IN THIS ISSUE!
============================
<> Editors' Remarks
<>Motivational Thought!
<> Spotlight of the Day
<> Paid Ads Week/Month
<> Business Tip
<> Advertising Links
<> Business Coach of the Day
<> Change Your Life Information
================
EDITORS' REMARKS
================
Greetings and thank you for being an
optin subscriber.
The week is fast
coming to an end as the month zooms along have you done all
you need to do to be successful. Did you do it honestly?
Have you built credibility? Is your plan on track? Are you
contacting the right prospects? These are all important
questions and some that our coaches will help you answer
each day. Today's coaches go hand in hand. Tips start you
off then goes in for the finish... Enjoy!
Do what you must to be successful as
long as it's honest, something you enjoy and doesn't hurt
anyone.
Lena
Reminder:
Don't Pass On Misinformation. to others.
Get the real scoop first at
http://hoaxbusters.ciac.org/HBHoaxCategories.html
Does a website sound too weird to be true?
Find out if it is
Click
Here
======================
MOTIVATIONAL THOUGHT
======================
Google has debuted a new service that warns users who click
links to visit sites that have been identified by the Stop
Badware coalition, itself a project of Google, Lenovo, and
Sun Microsystems.
The coalition was founded to help address the problems of
spyware and other malicious software by helping users know
which sites have distributed such software. Users of
Google's search engine who try to access a site on Stop
Badware's list are shown a warning that the site they want
to visit has been flagged as potentially dangerous, though
users are not prevented from going to that site. The warning
messages are expected to become more detailed over time,
including specific information about exactly how the site
tries to install malicious software. A product called
Scandoo, from company ScanSafe, performs a similar function
for users of Google or MSN.
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BUSINESS TIP
==========================
How To Turn
Leads Into Sales
By Larry
Klein
Some people in sales think a lead is a name from a list.
That's not correct. A name from a list is not a
lead--it's a suspect, a total stranger and it does not
matter if they meet some criteria (e.g. age, occupation,
net worth). A true lead meets your criteria AND has
expressed interest in what you offer. Specifically, the
lead has responded to an email, a print ad, a piece of
direct mail, etc. A true marketer and sales
professional only contacts people that have first
expressed interest.
Now that you have a lead, how do you turn it into a
sale?
You don't call the lead and say, "I'm following up"...
EVERY sales person says this and the phrase has now
become synonymous with "get ready for my sales pitch."
Your lead automatically gets defensive (no one likes to
be sold) and your chance of a sale is close to zero.
Rather, call the lead and say "Bob, you returned a card
expressing your interest in having more... better...
(fill in the blank), is that still of interest to you?"
The only words that should come out of your mouth are
the benefits your lead desires. Your first task is to
engage your lead, not to talk about your product.
Next, you don't say "we have" or "my company offers" as
these phrases are synonymous with "get ready for my
pitch." Again, these will make your lead defensive. You
do say, "I don't know if I can help you...may I ask you
a few questions about your (business/heath/investments,
fill in the blank)?" You disarm the defensiveness of the
prospect by stating you don't know if you can help.
Next, you ask intelligent questions about what's
important to HIM. The best thing you can do here is
forget about the features and benefits of your product
because your lead does not care. He cares only about
what's important to him. So to really listen, you need
to forget your spiel. As your prospect reveals answers
to your questions, you ask deeper questions to reveal
their emotional desires. Questions like:
Why is that important to you?
If you could have that, how would it impact you?
If you don't solve that, what's the long term cost to
you?
How does that make you feel?
Are you satisfied with that?
Since people buy emotionally, you must get them to
reveal what motivates them emotionally. Until you do, do
not proceed to your next step (to set an appointment,
ask for the credit card, close the deal) as you will
fail. Too many sellers ask for the order too early and
they get objections. First, get your prospect to reveal
what motivates him emotionally and then you ask if he
would be interested in a solution to that
problem/opportunity. Only when he says yes, do you
proceed to the next step.
"Bob, if there were a solution to that problem, what
would that be worth to you? So if you could have the
solution for only 10% of that amount, you would want to
know about it? Great, then (set an appointment, ask for
the credit card, close the deal)."
I know that sellers tell me they are client focused or
customer focused but it's not true. They are product
focused and my-agenda focused. If your personal mission
or company mission is to really help someone, then it
becomes easy to turn leads into sales. Because your
objective changes from "getting" people to buy your
product to "finding" people who want what your product
offers. You can only determine that by asking questions.
And when you encounter someone that does not have an
interest in your product, you move on.
The key to turning a lead into a sale is to leave your
agenda to the end of the conversation and get your lead
to reveal his emotional agenda first. Then you have the
relatively simple process of showing your prospect how
your product fits his agenda (rather than convincing the
prospect why they should have interest in your agenda).
About The Author: Larry Klein CPA/PFS, CFP(r), CRFA(tm)
is an expert marketer of financial services and author
of "Marketing Financial Services to Seniors." His
Internet-based lead system for financial professionals
is at
http://www.insurance-lead.ws
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===========================
BUSINESS COACH OF THE DAY
===========================
Marketing Your Business The
Right Way.
By Robert
Michael
Whether you are a small business or a large corporation you
need a good marketing strategy. There are dozens of ways to
market your business the question is which ways are the most
effective for your product or service... You can outline
your marketing strategy with this popular saying, "Who,
what, where, when, and how?"
First you need to know your product, is it something that
people will feel they really need, what purpose does it
serve? Who is your target audience? Two major components of
your target audience are what age group and which gender
will be most interested in your product. Depending on what
product or services you are trying to market you also may be
able to target specific groups such as certain professionals
or interest groups "hobbies".
What is it about your product that is better then any of
your competitors... Is it of better quality, does it have a
longer warranty, does it cost less then the competition? You
need to know what it is about your product that is better
then the other ones around. These are things you will want
to tell your target audience about your product. An example
might be if you are trying to market a fruit drink. You
would want your audience to know that it is made with more
or all-real fruit. That they are more vitamin benefits to
your drink. That it has a fruitier more refreshing taste.
These are things that are going to motivate potential
customers to try it.
I'm sure you have heard the first three rules of business
and that is, location, location, location! Product placement
is an important aspect of marketing. Make your product
accessible to your target audience. If you are a small
business you want to place it somewhere that gets high
traffic. Depending on what you are trying to sell you want
to be where you customers will be. Locate yourself near a
shopping plaza, hotels, restaurants or a main street that
many people use to commute to and from work. This is the
"where" marketing question you should ask.
When should you advertise your product? If you are using the
media such as television or radio ads, this is a question to
ask. When does your target audience generally watch
television. If you are targeting men a good time to place
your ad is during sports programming. Is it something
children will want, then air it during cartoon programming.
If you are using radio advertisement and you are targeting
any adult. Try during rush hours, times when people are
going to and from their jobs. Marketing your product at the
right time is highly important.
No matter where you are marketing your product your audience
needs to know how to get it. Do they have to go to a
location to buy it? Can they order online or over the phone?
How easy is it to pay for? Is it an expensive product, but
very beneficial? Can it be paid for in installments? These
are also marketing questions you should ask.
If you want to be successful at selling your product you
need to know what marketing steps to take.
About The Author: Robert Michael is a writer for Faa
Marketing which is an excellent place to find marketing
links, resources and articles. For more information go to:
http://www.faamarketing.com
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