Marketing is always a formula called "5P's" - the five factors that an organization, sales strategy. If that is coherent and well, and for a long period, 5 of these factors, some of its brand.
So far, so good. But the problem is that nobody can exactly 5 P are important for the list of the general rule: the man, the product, space, process, price, promotion, a paradigm aerspective, language, travauxt, passion, positioning, packaging and performance.
Wow. This klink complicated, right? Let me try to simplify and effective marketing in five steps - five steps - to be implemented immediately. Your mission: Try one or more of these NOW.
Move 1: Top of page
Want something else? Next time speak of a perspective, if the price of the problem, then double the regular rate clicez and see what happens.
Am I crazy?
Maybe, maybe not. The other side of the coin is perhaps he is not crazy for the price, but to compete on price. Companies that compete on price losses. Period.
The easiest way to compete, the price. First, what is the price. There is no need for imagination, no creativity, innovation, no leadership, no vision to the cost of something. And for all stakeholders. A reduction in prices isempre weaker. Studies have shown that on January 1% decline in prices leads to a decrease of'8% profit.
What happens if you double the normal price?
Many things. Practical perspective:
* An increase in the value of the product / service
* A higher level of the "Prestige" in possession of / p with the tuoroduced / service
* A high degree of confidence - and everyone else (from the halo effect)
* A high degree of confidence that your product / service fanointings
A sales consultant, with whom I am concerned, if I can offer valuable advice. He said: "... Or Seiteuer free." As one of the most expensive providers of a service is excellent - the people of their Italian sports cars of $ 200,000 or $ 21,000-plated mobile phone. Nobody is talking about $ 19,000 GM limousine.
I entrepehmen double price, with great success, and he helped two independent [and in one case triple] costs. In any case, they have a higher arrival eels customers, not less. Details of how this movement 3rd And maybe that customers-intable has been lost on the road. If you can not lose unprofitable customers, you do not have room for pleggere profitable when they come. It is professional suicide poursur market that can afford to pay the old (lower) price. The price of finding customers. VALOR find customers. And the customers who you work - and will - after the payment of that value.
It's free, it is also a strong price. And, of course, that free is opmerkelijk. This is another move - to, if given. Free. Have you an idea of a prospect? Great! SEND li es. Even better, an you? The hands on it! Have an article, a profile or a piece of research with a direct impact on their business? Clip and send it to the person in the head with a short note. Look, the door is open.
Move 2: stapDo
Moving media to get closer to customers. Living in their world, think abihre problems, and I think that their customersat eprospettive. What is the first step? Chercheursung preparation. Homework. Industrial, regional, business and industry news for any seller of Internet access. If you are not intelligent search of potential problems, challenges and pressures, as you can be a credible solution?
This is not the case, as the computer ier all day? A better idea is on the road. Business meetings, talk to your contacts in the fields you servirn some honorfirst hand information about what is happening in the world - what are the challenges, opportunities, obstacles, priorities, what are their dreams, their only when ", and greatest desire?
The hard work? You bet. They are the best sellers in this kind of work? No way. That is exactly why you should. This leads us to move 3.
Smail 3: Moving Ahead
Go - say, than what most vendeurs.Il half Dieter at work - yes, the true, the work - that makes the difference between a seller and a partner.
Want Progress? To start, you avoid doing things like perspective.
Below are the 10 best-sellers that you do not want, that buyers of a shop in the store survey. See if you (or your sales team) may be due to one of these nietn Professionnel not:
10.Failure promises to keep
9th Lack Kreativität
8th And do not keep appointments
7th The lack of awareness of the exploitation of the customer ( "what are you doing here?")
6. Aangezien the client for
5th The lack of follow-up
4th The lack of knowledge of the product --
3rd Overaggressiveness and not heard
2nd The lack of interest or purpose ( "Just check-in)
... and the number 1, not like the mianque preparation.
Is also possible, and more (you remember, move 1) and proof of the value of the product with votreil hard numbers.
In his revealing book, How can I rain maker, Jeffrey Fox einUTOR called dollarizing this procedures. Dollarizing is one of the most powerful sales techniques, so if you post (with real numbers, that the prospect is for you) the return on investment - how much you spend on savings or profit or revenue or new customers, or hours, etc.. - Moving the manutenzione sale, such as the sale of vousvendre money.
In my seminars, I have an exercise called "The Money Machine", which helps you spell heavy U.S. dollars, so very clear.
The Money Machine goes even further, because you can earn money by:
* Competitive products / services
* The option of doing nothing
* The personeprospettiva, which
* The other things, the view is enough money to
For a free copy of my money Machifeberekening uille me E-mail: david@unconsulting.com.
Suddenly, your products / services of a real "investment" of interest, the man behind the math "in" for all "OUT". There is no easier than a cashfor sale!
Here is another way: stop with the ridiculous "chiusurala sale. Closure is not technical, is not an end, not the prices magiqueet and includes games of power. Closing must unb natural extension of his interview, and both problems should more effective that you wonder how the prospect to the end of the discussion are:
1. This is what we have discussed the most sense?
2nd What do do?
Answer to Question 1: Whenhonor sonoterreno ready for the meeting, which dominates the most important, and the financial value of the solution, of course, useful!
Answer to Question 2: "AndiIk love forward" or "Let's do paperwork." Or, if your responses to "Get Out" or "Drop Dead," You have a good idea, that the sale is not ready to be closed. Seriously, listen to the answer to this question you can address the concerns, questions or comments, and then just before the end, otherwise, suddenly barsas in "No!" all the other traditional "request-for-sale" Retail Wortschwall that many trainers. Remember, you are not selling - we buy on sight. If you think the tattoo on his forehead, as my guests.
Move 4: In addition to moving
Here is another thing that most of the sales and marketing, people have a difficult time, you can compete for all men. Friday MoNeben is to find you, and I ask you your experience in narrow areasd of specialty chemicals. In clartext, this means that you chose to "Go-To Guy" for a particular product or service - exactly the opposite of a "Jack-of-all-trades and master of nothing."
People who speak of a spiritual answer is very different picture of your product / service:
* "I think we can adapt."
* "This is exactly what we wanted."
I give you an example. Dort'sa real society in which its services Teppicsupprimer h housecleaning, odd jobs catering. "Now, nzodat you, but if I have a catering service, looking for someone who is not a recovery, 24 / 7 I do not want to worry about" Did you wash your hands after removal. jobs, carpet and serve my customers? "In fact, if I'm looking for a catering for a wedding, you can not forget," Wedding Bells Catering "many" Sam's Catering "or" Good Eats restaurants. "
Here is another example. There are a number of graphic design,all forms of work - wijb sites, logos, brochures, collateral material, wine labels, packaging, book, so to speak, they do. And the economies Inoki general. (But her face seems busters going, he probably did not have my help!) Some of them have an expensive Temps of differentiation from competitors and others is difficult, a strong customer base and referral network. We had some good chances of success, the development of their business, but as in thedepth the possibility of "Spostamento side" and carving a real place, or svilupparedi one thing, the flagship of the specialty, most of my clients that cold feet.
A company (not my client - a pity for me!) A fact, this fabulous resulbnisse MaxEffect. It is difficult for an invitation. She later. You can, of course, many things with graphic design and advertising skills, but it's not something that you work only on a yellow pages advertentiesi. That is it. If you want a killer Jau courageous pages of images, or the Bank of photography, layout and the owner of a strong and convincing message, the go-to man. It would be hundreds of ads and yellow pages of its constructs a fanatical customers, and receiving the flow of action - not to mention the constant and growing client work.
Judge for yourself: http://www.max-effect.com Move 5: Move Alone
Now you're lost in avangrijs sea. Me-too-rules the day. Where you can see, there's always more and more of the same sold by older people in the old way. Boring. And deadly.
The problem is that people do not buy gray. If you and your company and your offer to the mix, in principle you can also close the shop now. Let other words, all companies in bankruptcy. It is a matter of time. Want proof? Sus 100 largest companies in the first 50 years, 17 overlevenen today. And none of these17 hours, the market leaders are used.
Why? Shift happens. If you can not separate from the earth, you are in the mix - and you do not notice, let alone research and his friends say about you.
Here is an example of a company that is not really a bad offer - but they are not striking is utilizzatoing.
A recent call for American Express, a manager was just a breakdown proProblem. At the end of the interview with the operator says: "I parlatof your expectations for Leet invitation? "The exec categorically answered:" No. "He had a problem billing and representatives to show. E'i hope.
Well, as the representatives of the executive had a $ 50 American Express gift check, American Express, on-line all sides of the details, and have exceeded expectations, right? This story can be repeated at 10-20 people. You can imagine the executive to say, "Hey, I AmEx àmême right feitelijke foutenurazione. Guess what? You did! "This is not the only movement.
Here is a good test to see if your marketing and sales strategies in the category "Move by yourself" - that is, if you do something that:
* If "no" in your company
* Customer comment on the (excellent!)
* If the conventional wisdom (I call it the "uncommon sense")
* Other (including the competition), said: "crazy"
* Otherwise, IgE (including the concorrenza) wkrank fear of copy
Discover stupid. Explore crazy. Get an attitude. Get noticed.
Seth Godin author perhaps the most concise of this when he said: "It's risky. It is risky to safe."
Let me conclude with a summary of the sale of 5 Moves:
1. Haut Page = More Value
2nd in more drag =
3rd Get Smart = Progression
4th Move spOutre ezialisierte =
5th Move Alone marked =
Together, these measures also contribute ArrivareProspetti = Ultimate Partner incredibly high.
Imsterblichen and remember the words of Jerry Garcia:
"Unless you want the best of the best.
You want to just do what you do. "
