Don't you just hate it when a prospect doesn't buy from you when you think they should?
Sales trainer Steve Martinez knows the feeling, especially the sense of confusion regarding why they won't buy now. "We have a tendency to expect prospects to see our viewpoint and when they don't make the move we expect, we wonder why," says Martinez. Here's what he has to say on this frustrating subject:
Most prospects aren't ready to invest when we expect or want them to.
So, the question is, what do you do when they aren't ready to buy?
1. We can piss them off and hammer them with other options and try to close harder.
2. We can seek to understand their point of view and then offer a solution that matches better.
3. We can wait until they are ready and keep them on the drip-marketing list.
4. We can question them and try to identify what is the hidden reason(s) they aren't ready.
Most of the time, an objection is really a question. It could be more than one question and the secret is to understand what is rolling around in their heads. The customer could be waiting for just about anything and they could just feel that they aren't ready. In many cases, the customer doesn't agree with you that you have proven your point and developed the value you will give them to part with the investment.
It could also be that they aren't ready - it could be that simple.
If they aren't ready, they aren't ready and you might be better off waiting for them, just not forgetting them.
Too many salespeople and businesses don't have a plan to keep themselves at the top of their prospects' minds so that when a prospect is ready, they will move forward with an opportunity. You have to create top of mind awareness. Be the one that has a plan, be the one that your prospects don't forget and you will win more deals. Create and develop a sales pipeline that creates and develops the relationship for you, automatically with a drip marketing campaign. Your prospects will ripen like fruit on a tree and you will generate a harvest of over flowing opportunities. You just need a plan that does this for you.
Steve Martinez is a leading authority on automating and systemizing the selling process. His company, Selling Magic, LLC teaches businesses how to simplify, balance and automate the complex selling process. Learn more at http://www.sellingmagic.com
Showing posts with label Steve Martinez. Show all posts
Showing posts with label Steve Martinez. Show all posts
Wednesday, April 22, 2009
Friday, December 19, 2008
How to Write an Introductory E-mail That Doesn't Get Deleted
Sales trainer Steve Martinez recently relayed a story of bad introductory emails and gave some advice to make sure you don't commit the same offense. Read on to make sure your email is read, and not sent directly to the trashcan!
"Today I received an introductory email from a company that wanted to tell me how great they are and why they want to do business with me. There were about 232 words in the message. I know, because I counted them. Plus, I had to read the message four times to get the gist of what the author wanted me to know."
We are all busy and when you write a business letter or an email, here are a few tips:
--Make the letter personal and use first and last names instead of being formal like you are talking to my father. I don't really like being referred to as Mr. Martinez. When you do this, it makes me feel old and puts me off right away.
--Remember, if you want someone's attention, we are a society that is "ME" centered. This means that it isn't about you - we don't care how great you or your company is. Tell us how your service will impact us and maybe we will take a shine to what you offer.
--Close with an incentive or a call to action that gets us excited to consider doing business with you. If you want us to do something, spell it out clearly and if there is a time frame for action, make that clear too.
--Add a picture and logo to your message to help us remember you. We are only human and it really helps to put a name to a face because we will remember a face or a logo better than the words you write.
When writing a letter or an email, try to write it as a friend to a friend. Keeping your message simple and short is also important.
Steve Martinez is a leading authority on automating and systemizing the selling process. His company, Selling Magic, LLC teaches businesses how to simplify, balance and automate the complex selling process. Learn more at www.sellingmagic.com
"Today I received an introductory email from a company that wanted to tell me how great they are and why they want to do business with me. There were about 232 words in the message. I know, because I counted them. Plus, I had to read the message four times to get the gist of what the author wanted me to know."
We are all busy and when you write a business letter or an email, here are a few tips:
--Make the letter personal and use first and last names instead of being formal like you are talking to my father. I don't really like being referred to as Mr. Martinez. When you do this, it makes me feel old and puts me off right away.
--Remember, if you want someone's attention, we are a society that is "ME" centered. This means that it isn't about you - we don't care how great you or your company is. Tell us how your service will impact us and maybe we will take a shine to what you offer.
--Close with an incentive or a call to action that gets us excited to consider doing business with you. If you want us to do something, spell it out clearly and if there is a time frame for action, make that clear too.
--Add a picture and logo to your message to help us remember you. We are only human and it really helps to put a name to a face because we will remember a face or a logo better than the words you write.
When writing a letter or an email, try to write it as a friend to a friend. Keeping your message simple and short is also important.
Steve Martinez is a leading authority on automating and systemizing the selling process. His company, Selling Magic, LLC teaches businesses how to simplify, balance and automate the complex selling process. Learn more at www.sellingmagic.com
Friday, December 7, 2007
Capture your prospect's attention with a business letter
While working on my Christmas cards, I got to thinking about sending mail to clients. It's a form of contact that is under-appreciated in selling today, and is a great addition to your rotation of meetings, calls, and e-mails. Sales expert Steve Martinez has some great advice on how to make sure your prospects are intrigued by your sales letters.
"Salespeople often overlook the advantages of using business letters for sales growth," says Martinez. "The facts suggest that fewer salespeople are using the business letter to develop relationships. Mailing and postcards are very popular but these are not as effective as a true business letter. This is a missed opportunity; we can capture more business when we send a traditional business letter."
The Old Fashioned Business Letter"Businesses are looking for ways to improve their marketing objectives and this requires a more personalized, targeted approach. The old fashioned business letter cuts through the clutter of other mailings. If you want to be read, use a personalized business letter approach. You can automate this process with your business printer so your mailings appear personal, which will increase the letters' effectiveness."
There are a few things that make business letters stand out from a stack of mail:
"Salespeople often overlook the advantages of using business letters for sales growth," says Martinez. "The facts suggest that fewer salespeople are using the business letter to develop relationships. Mailing and postcards are very popular but these are not as effective as a true business letter. This is a missed opportunity; we can capture more business when we send a traditional business letter."
The Old Fashioned Business Letter"Businesses are looking for ways to improve their marketing objectives and this requires a more personalized, targeted approach. The old fashioned business letter cuts through the clutter of other mailings. If you want to be read, use a personalized business letter approach. You can automate this process with your business printer so your mailings appear personal, which will increase the letters' effectiveness."
There are a few things that make business letters stand out from a stack of mail:
- When you make your letter bumpy, it will often get to the top of the mail and create a curiosity factor to your advantage. I have used rubber bands, cotton balls and other squishy things to make my mail bumpy from the inside. Just be sure to use a first class stamp and it will get through.
- Always using postage stamps instead of metered mail makes your envelope stand out. If your mail is metered, it looks like a business letter.
- You increase readership when you hand address each envelope.
- Don't identify your envelope with a business logo, because it reduces the ratio of openings, if the customer assumes your message is a business letter.
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