Sales & Marketing

Make it easy to buy!

When selling (persuading), aim to listen twice as much as you speak.

Reason (or query) WHY did the prospect (interviewee) ask that question or make that statement?

We have knowledge and service to give - but not discounts.

The Developer, “this software is the most elegant around, why is no one buying it? The Consultant, what Market Research did you do?

Presenting your case

In presenting, know the make-up of your audience, then IN THE FIRST MINUTES Gain their Attention, before beginning for real, concluding within their attention span and the available time. 

Select for presentation what the audience MUST know, then if time permits what they SHOULD know and hardly ever the NICE to know.

Silly Marketing Faults.

Emails

No email address in this day and age.

If the email address is just n.harris, is it a s/he salesperson.

Or worse Mr Harris is he superior to the potential buyer?

Make adverts and emails friendly, do indicate the gender of who is to be contacted Chris = Christopher or Christine and Sam can similarly confusing.

I have seen anti-spam blocks on the salesman’s email address! Salespeople are able to weed out time wasters. SPAM filters are not that reliable.

Any sales email with several prominent links gets blocked by anti-spam these days.

Telephones & Switchboard

If your voice is not recognisable, phone the switchboard of your own company with a vague enquiry and see how you get treated.

Displaying your phone number as 0208 680 3511, 0208 is not an area code, the last 7 digits alone will not connect. Some prospects might not know that.

Choosing to use an easily remembered Fax number when the switchboard number is more difficult to remember. Fax numbers are nearly always in the machine dialling memories.

Website

It can also be revealing to navigate you own companies’ website to buy an item.

Dos & Don’ts for work in the USA

Do not be late. Be on time and complete on time.

Look the part. Dress, manner, and speech.

Be in command of the facts. Then see that the discussion recognises them.

Respect the right to choose. Offer choices whenever possible. Incidentally, this is the same as persuading small children!

Love the new. Be prepared to adopt new methods.

Business before pleasure. Close the deal and then enjoy!