Archive for October, 2009

Selling Your Products & Services

At the recent Mega Networking & Referral Event my good friend Brad Tonini spoke about how to improve your sales in a tough marketplace. Brad is Australia’s leading sales strategist and an expert on how to sell your products and services more effectively.

Brad was talking about how to present your products and services to a potential client.

Most small business owners get this entirely wrong.

Typically what we do is present our product or service as either you buy my product or service or not. In other words we give our prospective clients a YES / NO decision to make about going ahead. When faced with such a decision most people will choose to not go ahead.

Why?

Simply because of the conditioning they have had over the years. We all tend to lack a little trust when someone is selling us something. So if asked to go ahead with a single option
most people will choose to do nothing.

How can you overcome this?

Its really quite easy. I have been teaching my clients this for years and was reminded of it again by Brad Tonini on the weekend.

Instead of giving them a YES / NO decision to make, give them three different options to choose from. So instead of the focus being on if they will go ahead or not, it is now shifted to which option they will go ahead with.

Simply giving them a choice of solution package A or B will improve your conversions (everything else being equal).

Even better is to give them a choice of package A, B or C.

Now remember when construct your packages that people buy SOLUTIONS to their PROBLEMS and not products and services. So these A, B, C packages are different solutions they could invest in depending on their drive to get the solution and willingness to invest.

How you position these three packages then is very important.

When you explain it to your prospective client you start out by explaining package A. This is the lite version and the cheapest price. After highlighting what is included in this package you simply say ‘I’m not entirely sure that this is the solution you are looking for’.

Next you present package C. This is the PREMIUM package and naturally the most expensive. So you go from the low end to the high end. This package has all of the bells and whistles included in it. You explain to the prospective client that typically 5% of your clients choose this package.

Then finally you present package B … this is the package that you have designed to sell to the majority of your clients. The price point falls in between the two extremes.

You want to make sure is that there is enough contrast between the various price points. So the pricing may look like this:

- Package A $997
- Pacakge B $3,997
- Package C $9,997

Can you see how when you are faced with making a choice between these various price points the majority of people will gravitate to the middle option?

From experience I know that 5% of people will choose either option A, or C which is fine. Just make sure your package B contains the products and services in one solution that you need to help your clients get the result they are looking for.

Simply by making this one change in how you present your products and services you can get a sizeable increase in your conversion rates. Give it a try and let me know the outcome. I know that when my coaching clients have done this they automatically get a big increase in conversions.

Popularity: 15% [?]

Yvonne McIntosh is the 6 Figure Income Coach for Solo-Entrepreneur Coaches and Consultants. Having run her own successful NLP Training and Coaching business for 3 years with an abundance of clients and a six figure income to match but without the lifestyle she was craving, Yvonne set out to find better ways of doing business for coaches moving away from the old tired ‘Dollars for Hours’ model.

Most Coaches and Consultants face the challenges of defining a niche for themselves and building a strong brand around their passion and brilliance that affords them a consistent 6 Figure Income as well as the lifestyle they desire.

Training with a very successful female Coach in the United States, Yvonne implemented a proven Business Building blueprint that transformed her business. Today she coaches more people than ever before spending a lot less time doing it and having a team and a system behind her that free her up to focus on her brilliance while creating a consistent stream of income.

Yvonne has now dedicated her business to teaching other Coaches and Consultants to do the same. Get access to a series of Free Webcasts teaching you how you can transform your Coaching business with innovative business models, create a strong unique Brand and get paid what you are truly worth. Access webcasts on “5 Breakthrough Changes for a Passion-filled solid 6 Figure Income Solo-business” and “How to charge what you’re worth and get it”, www.clientprosperity.com/teleseminar.html .

Yvonne@clientprosperity.com
www.clientprosperity.com twitter: YvonneMcIntosh
Phone 02 9879 5850 Linkedin: http://www.linkedin.com/in/yvonnemcintosh

Popularity: 16% [?]

At age 24 I got sick of not being able to pay my rent as a struggling
muso’ so I determined to get a job doing something that involved talking to people because I have always enjoyed communication. I started in market research, moved into telesales, then to customer service, face to face sales, relationship management, sales management, sales contracting, and sales consulting. Now I get to do two things I love, I am Sales and Relationship manager for Business Writers Anonymous and The Worlds # 1 Sales Warlord – I own and operate the proven One Week Warrior System to help business to get their untapped sales expertise into a system they can use to scale their business.

If you want to grow and you know that means getting away from being the person doing everything in the business, you need someone to help
replace your sales skills – or your business is dead. You have no sales
training and never trained a salesperson or documented your sales
process? You need to replicate what you are doing now, and refine it so
you can show a new person what you know works and what you know doesn’t.

With the One Week Warlord System within a week you can have your
existing approach in a proven system recorded for whoever needs to know.

Then I help you with resources to set about scaling your business step
by step taking of your current sales call load, freeing you up to spend
time on other priorities knowing your cashflow and business life blood
is being taken care of.

Gulliver: is a firewalker; has a Red-belt in Tae Kwon Do; has trained
with 5th Dan Sabomnim Graham Campbell; has a penchant for high powered weapons; and enjoys music such Man O’ War, Fear Factory, Iron Maiden, Metallica, Hayseed Dixie, Clannad, Lorenna McKennit, The Cure, The Sisters of Mercy, Laibach, and of course, Beethoven, Johann Sebastian Bach, Vaughner, and Amadeus Mozart.

www.saleswarlord.com

www.businesswritersanonymous.com.au

Email: gulliver@businesswritersanonymous.com.au

Mobile: 0401 923 582

Office: 03) 9689 1161

Skype: gullivergiles

Popularity: 18% [?]

Legendary Australian Copywriter Pete Godrey (Wizard Of Words) speaks about the Mega Networking & Referral Event:

Click here for full details of the event

Popularity: 16% [?]

Making Your Website Work – 5 Point Checklist

Having worked with hundreds of small business owners over the last few years there is one thing that I hear again and again …

My website is NOT working!

As I travel around the country doing my Attraction Marketing Seminars I always ask ‘Who has a website for their business?’ and nearly all the hands go up. Then I ask … ‘Who gets more business than they can handle from their website?’ … and of course very few hands go up.

What this means is they are simply not getting the RESULTS they had hoped to get from their website. By results I mean … MONEY IN THE BANK!

Now there are a number of different reasons to have a website such as providing better customer service, training etc … however I am talking here to the small business owner whose primary FOCUS should be on getting the next paying client … so in the context of this article that is what we will focus on.

I have been marketing online via websites for a number of years now and have experimented with many different types of sites. There is always one consistent factor …

YOU HAVE LESS THAN 30 SECONDS!

As scary as that sounds you literally have around 30 seconds to engage the visitor to your site or they are gone forever. When ever I look at my web traffic stats I find that 85% of visitors are gone again in 30 seconds or less. It is almost always the same with my clients sites.

What this means is that people have a very short ATTENTION span online … so if your website is not set up correctly then visitors to your site will be bouncing off again as fast as they land on the site. Could this be the reason you are not getting the results you had hoped for?

Knowing that we have less than 30 seconds in most cases we must consider what our primary goal is for having the website … for me that primary goal is simple …

BUILD A DATABASE OF PROSPECTS!

That should be your primary goal for your website. Now there are a lot of secondary goals for a website of course, however first and foremost you MUST focus on leading every visitor to your site into a database (PERMISSION DATABASE) so that you then have an opportunity to build a relationship with them over time, establish your credibility, and create rapport and trust with them.

So how do we achieve this?

Lets look at a simple five point checklist that you can apply to your website:

1/ Focused – Your website needs to be tightly focused on a your target market. If your site is to general, or not conveying a specific message then people will bounce straight off your site. When people land on your site the only thing they are really intereseted in is how can this help me. Most people will look at your site because they are looking for a SOLUTION to their PROBLEM. So make sure the key message is FOCUSED on this.

2/ Irresistible Offer – As our primary goal is to have visitors to our site enter themselves into our database so that we can build a relationship over time, the easiest way to do this is make them an IRRESISTIBLE OFFER! This can not be just ‘Subscribe to my Newsletter’ …. that is not irresistible enough. You have to be prepared to giveaway something of VALUE first. Check out the Profit Minute Web Site where we give away a FREE CD & Report talking about the SOLUTION to the PROBLEM of our target market.

3/ Obvious – This may sound obvious BUT your website needs to be obvious. What I mean is that I have coached many business owners whose websites did not even make it obvious what it is they do and how they can help me. Use simple language to spell out what you do and the end benefits to your potential clients. There is some really great technology out there however that funky new button on your site that links to your BLOG may not be obvious to the average visitor to your site. Make it obvious!

4/ Direct – A good strategy is to structure your site with a number of specific steps that you want to lead your visitors through. In my example again when someone lands on the Profit Minute site my first goal is to have them request the FREE CD. After that I want them to then try out our Business Growth Calculator, watch the Webinar, and then finally to request the Marketing Audit. These steps are very clear in my mind and as such the site is designed to lead people through these steps. What steps do you want to direct visitors to your site to take?

5/ Limit Options – Finally … most websites have way too much information to be of any real value. Remember we live in a world were visitors to your website have the attention span of a nano second. So limit down the options available to your site. Once they are in your marketing funnel you can then direct them to other information at that point … not before.

If you look at your website now and compare it to these five key points. How does your site stack up? If you are not getting enough business from your site then consider rebuilding your site in alignment with these five keys.

Popularity: 16% [?]

The Mega Networking & Referral Event is pleased to announce that OzChild Unite are a sponsor for the Mega Networking & Referral Event in Melbourne.

OzChild Unite run a networking group with a difference. Details below:

“At last a networking opportunity that is win win. With a great cause as its backbone OzChild Unite nurtures the well being of Australian Children while also supporting the growth of Australian small to medium businesses.

Unique monthly networking events that provide limitless opportunities for you to build partnerships with like-minded businesses, gain valuable insights from our guest speakers while managing all of your CSR requirements.

Get involved … should you receive one new business contact for your participation the return is far greater than the small amount contributed, and collectively the benefits to the Australian children and the community are priceless.”

Find out more at www.OzChild.org.au

Popularity: 11% [?]

Brad Tonini has had over 16 years of running his own business. As a sought after sales strategist, Brad has helped hundreds of companies increase their sales quickly through his Million Dollar Sales habits coaching and training programs.

Brad has “Walked his Talk” with practical experience Branding and then Selling NGT Executive Diaries one of Australia & New Zealand’s largest Executive Diary
Marketers.

An Author of 13 Books, Audio & Video Programs Brad’s energy is said by the audience as someone who is passionate about developing a winning business.

The Tonini Processes extend to:-

* Power Presentations for your next conference
* Sales Training & Coaching to Great Performance
* Ongoing Reinforcement through learning Programs, such as The Selling Edge.

He is a high content presenter who will leave you with pages of great ideas to launch your business to the next level.

Find out more about the Mega Networking Event

Popularity: 12% [?]

Ludwina Dautovic from The Red Tent Woman will tell you that she has built her business on the back of ‘Shameless Self Promotion’.

Ludwina believes that to increase brand awareness, boost your sales and expand your client base you need to be letting as many people as possible know who you are and what you have to offer.

At this presentation Ludwina will show you what she has done to increase her profile and the results it has generated for her business success.

Find out all the details here Mega Networking Event – Melbourne

Popularity: 12% [?]

How To Build A List Of Thousands of Raving Fans, Position Yourself As An Expert And Attract A Six or Seven Figure Business FAST. Even If You Have NO List, NO Product And NO One Has Ever Heard Of You.

On the day that Janet launched Wonderful Web Women she had no list, no money and no track record. Within 8 weeks she had built a community of thousands of people world-wide, matched her previous 12 months income and won an award for best membership site.

That was just the first 8 weeks.

Since then Janet has helped thousands of people world-wide to create success on-line, is a sought-after international speaker, best selling author and mentor. All of this was achieved very quickly through the power of joint ventures.

In her presentation Janet will share with you the step-by-step system you can use to achieve the same success in your own niche.

Here are just a few of the things you will discover:

1. How to build a high performing list from scratch – quickly and in any niche.
2. How to position yourself as an expert so your ideal clients come looking for YOU
3. How to find and attract experts, convince them to share their secrets for free and put money in YOUR bank account.
4 . How to create in-demand products with experts FAST and then milk them for all their worth
5. The 4 secrets to building long term relationships with experts so THEY ask to work with You again
6. How the Internet is changing and why now is the perfect time to start

Janet has inspired thousands of people world-wide to follow their dreams and realize their potential. At this conference you will discover how to turn your passion into a profitable and personally rewarding business.

Get the full details on the Mega Networking & Referral Event

Popularity: 11% [?]

Pete Godfrey, The Wizard of Words, is a Copywriter and Sales Strategist who lives in Mackay North Queensland Australia with his wife, 2 kids and his dog Ben.

His client list contains many of the world’s savviest entrepreneurs including Mal Emery, Daryl and Andrew Grant, Bill Zheng, Pat Mesiti, Matt and Amanda Clarkson and many others. Many of his clients say he’s the best copywriter in Australia and they trust him to write and develop promotions that put money in the bank like clockwork.

“He’s The Best Copywriter In Australia… And When He Speaks, Even I Take Notes.” Mal Emery, Millionaire Maker, Perth, WA

Get the full details on the Mega Networking & Referral Event

Popularity: 12% [?]