#3 How To Cultivate The KLT Factor

Welcome to #3 (and the final part) of my series … How To Cultivate The Know Like And Trust (KLT)  Factor! We have been exploring how to attract people towards you in your business in a professional and structured manner so allowing them to see what you can offer them in terms of value and help, and at the same time engineering a 6 step sequence of ‘getting-to-know each other’. We begin #3 having accomplished the first 3 steps of this sequence which were… Create … Capture … Connect You can catch up with the previous posts here… #1 How To

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Marketing Definition

Your marketing definition has to do with knowing who you are. You want to attract people to you, so knowing  and understanding your own natural temperament will help you with your marketing…  Are you an Introvert or an Extrovert? Can you answer these questions? Do you love intimate conversations concerning your ideas, and  maybe even your feelings on certain subjects?  Are you able to give a dynamite presentation to a huge audience? Do you seem awkward  in groups, and are just not very good with small talk? I would answer these questions with a big YES. I have given  talks to

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3 Tips That Will Help You Double Your Opt-In Rates

All your life you’ve dreamed of a steady, auto-piloted income that will support you and your family in your twilight years. Of course, back in the day, you thought that your day job and the subsequent retirement savings would do just that. Why else would you work that hard, right? Sadly, in the today’s world of crashing economies, nothing is certain. So you started your own business and turned to the world of online money-making, where the opportunities are great but so are the risks. It too is a dog-eat -dog type of world, but you’ve figured that persistence and

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How To Be More Focused Here’s What You Need To Know

Would You Like To Learn How To Be More Focused?   Anyone can come up with a goal, but not everyone has the ability to achieve it. For that to happen, you need to take action first. Goals are not like dreams or prayers. You cannot just close your eyes and wish for it to happen. You have to do something. But of course, it does not end there. Certainly, taking the first step toward reaching your goal is the most crucial but it is not the only thing you have to do. There are a lot more steps to

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Email Autoresponders Series 3 – Follow Up

We’re on the last leg of our journey through the types of emails you will most likely have to send out as a part of one autoresponder series or another. Read PArt 1 and Part 2 here is you missed it. As I’ve mentioned, each of these emails serves a particular purpose. Not all of them will get the engagement you’re hoping for but that’s ok. You just have to know which emails do work and you can actually tweak them and sneak something extra into each one. This is especially true for the following two types of emails: thank

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Finding Inspiration

Finding Inspiration in your business drives you to high levels of accomplishment. It makes even your toughest tasks feel rewarding. It keeps you rolling forward when others around you are at a standstill But where does inspiration come from? It’s such a vague concept, really. You can’t see it or touch it, yet it’s one of the keys to being successful. So, let’s try to bring this invisible thing called inspiration into view. Finding Inspiration One way to find inspiration is to hang out with people who live and work through their own inspiration. They don’t need to be inspired

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Starting and Growing a Successful Online Business Blog

So, you have starting and growing a successful online business blog on your mind. Well if you have any intention of building a lasting, income generating presence online then your head is in the right place. But before we get into the content, I’ll be the first to tell you that you’ll certainly read different things online that may be in contrast to what you read here I’m not saying anything you read in particular is right or wrong. What I am saying though is what you read here will set you up for longevity. Ready? Ok, let’s jump into

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Nitric Oxide Why Our Bodies Need It

Nitric Oxide Not to be confused with nitrous oxide or other nitrogen oxides  Nitric oxide  is a colorless gas under standard conditions. Nitric oxide is a free radical—i.e., its bonding structure includes an unpaired electron—and it is in the class of heteronuclear diatomic molecules that are of historic theoretical interest (for the insights they gave in formulating early modern theories of bonding). It is also produced naturally by the extremely high air temperatures produced along the path of lightning in thunderstorms. In mammals including humans, NO is an important cellular signaling molecule involved in many physiological and pathological processes. It is a powerful vasodilator with a short half-life of a few seconds

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Email Autoresponders Part 2 Content Offers and More. [Templates Included]

Last time, we’ve talked about automated messages and welcome emails in Email Autoresponsers Part 1 These are messages that you absolutely have to nail as they can break or make your relationship with your subscribers. Today I’d like to move on to four other types of content – ones I’ve found to be particularly useful in deepening my relationship with my readership and making a sale or two in the process. Those four types are: Content Offers Upsell and cross-sell emails Date-triggered emails Behavior-triggered emails Content Offers The best thing you can do to develop a rapport with people on

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Email Autoresponders Part 1 Handy Welcome Email Templates

Autoresponder Welcome Email Templates. Just like everything else in life, good marketing takes time. This is actually a bummer because I’m quite tight with time as I’m sure you are. Time is money as they say, and so if you’re wasting time you might as well be burning hundred dollar bills. Luckily, email autoresponders help you whittle down on time you spend managing your lists and subscribers. Autoresponders are sequenced email marketing messages that your subscribers get in the order that you want to send them and as frequently as

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The Number One Asset Of 21st Century

The Number One Asset Of 21st Century Don’t you think the number one asset anyone can have today is “Information”? There are things we have, some we can’t have, but one thing that everyone can have as an asset today is information. Why has Google become one of the biggest companies in the world? Google provides information, My son has a joke about Google when his dad doesn’t have the time to explain something and sends him to search online. He says: “Fine then! I’ll ask my real father – Google!” When you need information,  it doesn’t matter what kind of information

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Six Steps To Successful Selling – Step 6 – Objections

In the final step of the 6 steps to successful selling we will go over dealing with objections. But first, a brief summary of what we have already discussed.

If you have been following the series, you will know that step 1 is all about building trust and rapport with your prospect. Step 2 is about asking relevant questions. Step 3 finding out everything you can about your prospect’s values and buying preferences. Step 4 about matching the product to the customer and step 5 about going into a “conditional close”.

You may think that’s all that is required, but dealing with objections is one of the most important parts of the whole process, if you have to cover it at all. It may be that you have covered everything well and your prospect is prepared to purchase your product or service after you reach step 5. What if you missed a small, but essential fact about your prospect in your question process and this leads to an objection?

You Must Deal With Objections Effectively

When you do things properly when running through steps 1 to 5, the reasons to say “no” are nearly all gone. There will still be people who will say no even though you have done things perfectly well. Remember that it could be a “no for now”, so don’t worry about it. The best thing to do is move on. Say thank you for their time and leave without pursuing anything. You will be remembered for not “chasing the sale”. Some people will expect you to do that, so surprise them.

Some people will not give you a direct “no”, but they will offer objections. When you experience this, you can still handle this and still not give an excuse to say no. Also, if you can actually get the prospect to “object to their objection” by asking some good questions, you may be able to turn things around.

When you get an objection, it may be that you have missed that specific value or fact I spoke about earlier when going through the process. An objection is often a sign that you have missed something that may be important to the prospect that you’re not aware of.

There are some common objections that regularly come up. These can be “I don’t have time” or “I don’t have enough money” or any other “I don’t have” style objection. There will be others of course, but let’s take a look at these examples.

Let’s say you have training courses that you sell. Because these courses take anything from 1 to 4 days, it’s a very easy “way out” to say “I don’t have time to…”

How do you deal with this?

You have been through everything in the steps and asked the relevant questions, so you know that the training meets the needs of the prospect. The prospect has actually AGREED in the process that they need a course like you are offering and can see that they can be more productive and potentially make more money if they were to complete the course and take action. You have indeed met the criteria of the NEED of your prospect.

With this in mind, you could reply – “If, as you have said, this course meets your needs and you believe you can be more productive after completing it, you will achieve your ambition of having more time. Also, the success you get from what you learn will help you to grow your business and be more efficient. This will help to give you more time. With this in mind, do you think it makes sense to invest some time now to have more time in the future?”

If the objection is about the course being “too expensive”, it can be dealt with in a similar way. You can state that the course will help them learn things that will lead to more sales and profit. This will lead to the possibility of more wealth and it would make sense to invest in it now because they have agreed taking the course will help them make more money after they have completed it and take action on what they learn.

The important thing in any of this is that you are authentic. Show proof of the results if you have them available and it’s relevant to do so. There is no need for “hype”. After all, the prospect has agreed that the course is something they NEED!

I hope you have got lots of value from this series on the steps to successful selling. I also hope that you get more success in your selling process by applying these principles, and also avoiding the need to deal with objections.

To the future

Barrie Evans

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How to Manage Inactive Subscribers – Without Hitting Delete

Let me ask you a question: What do you think is the most prevalent fear email marketers face today? Not being able to get people to subscribe? Or maybe that they are boring people to death with their emails? For me, it is the fear that I’m putting in all this hard work into something that people ignore. I’m talking about open email rates here. I spend hours or days writing up something I feel excited about only to find it not connecting with my list. My stomach drops every time I notice a significant decrease in people I’ve managed

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My Secret Ecom Strategy

My secret ecom strategy actually revolves around a platform that anyone in the world can use with the click of a button. Ecom is just an abbreviation of what marketers call “ecommerce.” While e-commerce can pertain to digital products, it has pretty much become a term that people use when they’re talking about selling physical products. Here’s What Ecom Looks Like A great many ecom sites, for example, point to Amazon products. Are you an Amazon affiliate? If so, you know there are different ways to promote your physical products. You might write a blog post about a particular camera, and then

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Language That Sells – How to Spice Up Your Writing and Sell Anything

Language That Sells – How to Spice Up Your Writing and Sell Anything Small business owners need to be ready to be the jacks of all trades. Essentially, we are CEO’s, marketers, secretaries, writers, and the janitorial staff – all rolled into one person. Now, I’m not saying that I didn’t know what I was getting into when I started this gig. I was fully aware of the pitfalls and trials that waited along the way but I had no idea just how hard and time-consuming all of it is going to be. Personally, I struggled most with writing –

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4 Tips For Marketing To Busy People

4 Tips For Marketing To Busy People I’m busy these days. I’m writing, reading, learning, and working. I’m taking care of my family and trying to spend time with my children. I’m running multiple businesses, traveling, living life to the fullest, and spending time on spiritual learning and practices – admittedly, I’d really like to do more of the latter but guess what: I don’t have the time! The point I’m trying to make here is that I’m trimming down BS as much as I can, and I still don’t have the time! The most important thing that we as

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Six Steps To Successful Selling – Step 5

Hello and welcome to step 5 of the 6 steps to successful selling. We have covered everything from creating rapport (Step 1), asking relevant questions (Step 2), discovering your prospect’s values (Step 3) and matching your product or service to the prospect’s needs (Step 4).

In step 5. We will go over the “conditional close”.

You may have got this far and believe you know nearly everything you need to know to make a sale. Despite this, you should hold back from going for the ultimate close. You should still be “in communication” and learning even more. It’s a little bit like dancing, but the music is still playing. You are enjoying the process of dancing around the room and it’s not yet the end.

Selling Successfully Is All About Your Prospect

When you talk to your prospect in “their language” and you know what they like to hear, they will love you for it. It’s good to see the person interacting with you and either choosing for themselves or wanting more guidance from you. It’s very important to use your listening skills to find out what they want from you and then react accordingly.

What you’re doing in effect is “teasing”, but not being too obvious.

As a prequel to the final close, you can provide information about the options of purchasing. That, of course, is if there are choices. You can do this WITHOUT pushing for that final close. These choices should be given as possible benefits and without giving the prospect a reason to say no.

Depending on the type of person your prospect is will determine your action from this point. If you have someone who is punctual and keen to get started, they are likely to want to get things done.

If, however, the person is a little hesitant and appears to be a little cautious and wanting to be sure of making the right choice, it could be the time to use some “scarcity”. Don’t get me wrong here, but when using the scarcity approach, you still need to be GENUINE. Stay honest if you value your reputation and ensure the offer is going to do exactly what it says. You will lose all credibility if the offer doesn’t expire when you say it will.

Because this prospect needs to make the decision ON THEIR OWN, you should only use scarcity to prompt that decision without being “pushy” and desperate. You can tell them there is a limited time special offer, or you only have room for 5 people on your training course, or there are only 2 products left that they are showing an interest in. If they really want what you have to offer, they will make their decision.

Make sure you have all of these things in place to cover any eventuality.

The person who is keen to move forward will obviously appreciate the offer, but they would probably purchase anyway. There may not be the need to discuss with them at all. After the decision to buy has been made, you could say that they are in luck because you have the special offer going on at the moment that gives them a further benefit. If there is a limit to the numbers on a training course, you could just say you’re looking forward to working with them and the 5 other people on the course. There is no need to over-elaborate in any case. It’s NOT your decision and never will be. You can help to influence, but that’s as far as it goes.

Sales Success And Choices

With either type of person, you can approach them with choices when it comes to purchase.

For example – “so you like the phone in green or red? We have both in stock. Which would you like?” If you’re talking about coaching you can ask which would be the best day to start, a Wednesday or a Thursday.

When it comes to payments, you can simply ask how they would like to pay for the product or service, whether it’s cash or credit card etc. Always leave the choice to the prospect.

Choice is very important and the prospect needs to be given at least the “illusion” of choice, even if you are in control of the process with them. This technique of closing should help to prevent you being “pushy” in any way. The prospect is always “in charge” of the decision process as far as they are aware.

We are reaching the final part of the 6 steps to successful selling. I hope you’re getting some great value from this series. Hope to see you on part 6.

Barrie

Check out what Inc.com has to say about Sales Success.

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Use Google News To Have Page 1 At Your Mercy!

Have you ever thought about getting listed on Google News? If you can get content indexed and showing up in Google News, you will gain great benefits from doing this. Why? Read on… Google News articles typically appear at the top of every page that a relevant article exists. What does this mean? Automatic Page 1 rankings FOR ALMOST ANY KEYWORD No more Search Engine Optimization No paid traffic No more worrying About Google Sandbox No more Panda updates to worry about No more Penguin updates to worry about INSTANTLY rank, even if you’re late to write on that topic How

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Colors Make A Difference

Colors you use to brand your business make a difference! Having been an artist long before I ever touched a computer I knew instinctively the power different colors had on my emotions. It wasn’t until (over a decade ago) when I decided to combine art with technology that I found out how powerful using the proper colors for your marketing collateral can be. Studies show that shapes and colors affect people in different ways. Use them properly in your company logos, ad copy, and website and you’ll beat the competition Before you pick a color to represent your company image consider

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Six Steps To Successful Selling – Step 4

Welcome to step 4 of the 6 steps to successful selling. This step uses the information gathered from steps 2 and 3 and the need for rapport (Step 1) is still evident. This step also clarifies so much in the process because it’s all about “matching”. This is the point where you match the product or service to your prospect.

Because you have created rapport, asked questions to find out more about your prospect, their model of the world and their value systems, it’s time to tie everything together. Using the information you have, you should now be sure that your product will actually SERVE the prospect.

Selling Successfully Is Not Just About The Money

Remember that sales is all about SERVING your prospect. If your product or service is not going to fulfil the need of that prospect, you must be prepared to refuse to sell to them.

YES!!!! I DID say REFUSE!

You want a person to leave you feeling you’re on their side. That way they are more likely to recommend you to someone who will benefit from your product.

You’re looking for a positive reaction to your work and this can be done by refusal, much the same as getting the sale and successfully helping the prospect. If you were to go “all out” for the sale, regardless of the NEED of your prospect, what do you think could happen?

It’s very possible your client will criticize you heavily. It would be YOUR fault they failed. Of course, this is not 100% true, but a product or service that does not “fit” is very likely to bring you bad press. Bad news travels faster than good news, so be sure to look after your reputation. You have set out your stall to meet the needs of your prospect, so now you must remain consistent and ensure that you actually DO meet those needs.

Product / service “matching” is vital in the sales process if you are to be successful at it. You may have the perfect course in mind for a certain person, but it’s all on video. If that person says that they find it hard to concentrate on video, would this course actually BENEFIT them if they told you they prefer to READ and take action step by step? I doubt it would, don’t you?

This is where the skill of listening comes to the forefront, and also the taking of notes during your questioning steps. Your prospect will LOVE it when you listen to them and link things to their preferred methods of learning or whatever their specific values are.

Finding out the prospect’s preferences is the key to matching. Any successful selling process needs this process to work well in order to have a better sales relationship with a prospect. It’s a great way to forge a happy relationship with a very happy prospect.

Step 4 Of Successful Selling – Summing Up

Using the rapport you have created (step 1), it’s important you get all of the relevant information. This is done by asking questions (step 2). Then you ask relevant questions to get the values of the prospect (step 3) so you can then move on to the “matching” of the product or service to your prospect. All of this can actually take minutes rather than hours, but the step by step process is more successful when you do it in this sequence.

Matching your product to the prospect and their values will determine whether you will be successful at selling or not.

Barrie

Check out what Udemy blog has to say about Selling.

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