Why Web-Based Service Companies Need A Sales-Focused Website</h1> <article> <h1>Why Web-Based Service Companies Need A Sales-Focused Website</h1> <p>Jonathan Bentz — Mon, 09 Nov 2009 22:30:49 GMT</p> <p> <p style="margin-bottom:0in;">The Internet has become has a 24-7 sales tool for every business that operates a website. Many companies have invested a lot of man hours pouring over the content of their site, too, with the intention of promoting services and products without being “too pushy.” Businesses that thrive online should always be optimizing their sites so that customers are taken down a particular path that ends at the “checkout” page.</p> <p style="margin-bottom:0in;">But what are companies that provide services supposed to do with their 24-7 sales machine? The product these companies provide isn't always tangible and is often unique. The “conversion” on a service-based company website isn't always the same either. Sometimes a company needs contact information in exchange for a consultation, some provide a free product, and some provide neither.</p> <p style="margin-bottom:0in;">As a way to guarantee that potential customers receive the right sales messaging from service-based companies, every service company should consider building a “sales-only website.”</p> <p style="margin-bottom:0in;">Think of a “sales-only” website as a sales presentation on the web. A lot of companies do a great job of explaining the services they provide on their main website. However, service companies that have a second website designed to be a sales tool (like <a href="http://gmhvsuccess.com">GetMyHomesValue.com</a>) for engaging prospects and converting them into customers can be powerful for legitimizing your business. Think about it; on the web, every company is presented in a very similar light in a confined space. Companies that have a second website specifically targeted towards sales functions immediately appear to be more professional. Also, because these companies have a larger piece of online real estate, they also have the appearance of having a larger investment in their web development than competitors.</p> <p style="margin-bottom:0in;">Some service based companies have detailed product lines that can't be properly explained on a webpage designed to simply capture lead information. Many websites are also filled with blogs, “about us” pages, and other company information that can be distracting for visitors. Having a separate website designed only to be a sales tool – without additional content - allows the spotlight to be positioned on the individual services instead of the company that is providing the services.</p> <p style="margin-bottom:0in;">Many service-based web companies have detailed facts from leading trade firms that explain the benefits of using their services over competitors nationally and regionally. Building a second website for the sales process ONLY can include reviews, educational resources, and information from leading trade organizations that can make the case for your company over the competition. Think of a sales-centric site as an “unofficial,” official endorsement for your services.</p> <p style="margin-bottom:0in;">If your company has a call center that manages customer prospecting for your company, having a sales-site can be a great asset for the prospect to learn about your company at their own pace. While the <a href="http://www.getclickz.com/2009/07/15/cold-calling-best-time/">best time to cold call</a> is typically early in the morning or late in the afternoon, call centers get prospects on the phone at all times of day. If the cold callers don't reach your prospect at the best time, having a sales-centric site allows the potential customer to review your services at their own pace.</p> <p style="margin-bottom:0in;">Hosting your own online sales tool is also one of the best ways to take authority away from negative review websites. Many companies find themselves in a client-relations nightmare when one of these sites publishes a review of their company. Having quality websites devoted to the benefits of your company and services is a great way to take attention away from the negative reviews.</p> <p style="margin-bottom:0in;">Potential customers are looking online for insight on your company and its services every day. Make sure they receive the right message, “straight from the horse's mouth,” by creating a sales-site. A sales-centric site allows customers to learn about your company at their personal convenience.</p> <p style="margin-bottom:0in;">You already run a company that provides great services. Do yourself (and your prospects) a favor by creating a sales website that properly describes your services in a way that boosts conversions and customer satisfaction.</p> </p><div style="clear:both;"></div> </article> <article> <h1>TBG QuickTips</h1> <p>The Brooks Group: Sales, Sales Training and Sales Management — Tue, 16 Jun 2009 16:04:54 GMT</p> <p><br /> Dealing with Objections… One at a Time<br /> <br /> <br /> If selling was an easy profession, there would be no objections from the prospect. However, we know that’s not the case – prospects are going to object to something – be it price, delivery schedule, color, quality, quantity, etc…<br /> <br /> <br /> When multiple objections do occur, don’t drop them into one pot and try to solve two or three objections as the same time. You’ll get confused and so will the prospect. And a confused buyer buys nothing.<br /> <br /> <br /> Instead, make a point of separating and restating every objection your prospect raises. Don’t be afraid to ask if there are any other issues of concern to the prospect that haven’t been discussed yet. In other words, get every objection on the table so they don’t fester in the prospect’s mind. It’s always important to listen to what your prospects or customers are telling you. And perhaps it’s even more important to listen to what they’re not telling you.<br /> <br /> <br /> <br /> Once you’ve identified each objection, let the prospect know you’ll address each objection one at time. When you think you’ve resolved the first objection with a new solution or explanation for their concern, ask the prospect some form of this question, “Does that resolve your concern on this issue?” If the answer is “Yes,” then you’re ready to take on the next objection. If you do not resolve their objection, keep asking questions and offering solutions until the problem is resolved. Top performing salespeople understand that their focus must always be on the prospect or customer and that they must show genuine concern for the people they are meeting with.<br /> <br /> <br /> <br /> Remember:<br /> <br /> In order to be seen as a value resource, the seller must first understand what the prospect or customer perceives as value. It doesn’t matter which features of the product or service you’re selling you think are important. It only matters which features your prospect thinks are important<br /> <br /> <br /> The salesperson that is in alignment with the way that a prospect or customer wants to buy will have a better chance of winning the business. People love to buy but they do not want to feel sold.</p> <p> </p><div style="clear:both;"></div> </article> <article> <h1>How To Take The Chill Out Of Cold Calls</h1> <p>MySolutionSpot Editor — Sat, 12 Jul 2008 03:39:14 GMT</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style=">We all know of the general public's oft-quoted distaste of "snake-oil" salesmen, and we don't want ourselves associated with "the pushy geek on the phone who won't leave me alone when I just want to watch "ER".</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="> </p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style=">There are several things you can do to take the "chill" out of prospect calls. Here are some common sense "do's and don'ts" to help you get more quality appointments on such calls:</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="> </p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><strong>1. Get "clued-up" first</strong></p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="> The more you know about your prospect before placing a prospect call and speaking with him, the better your chances of an appointment. It will help you prepare a more customised opening and better questions, plus it impresses the prospect. Conversely, if you have to ask, "Uh, what do you do there?" you're labeled as a time-wasting, self-interested peddler. So do your research thoroughly first before making any calls at all.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="> If you're calling up a business, work with anyone who answers the phone and ask questions. It can help to target someone other than your primary target at first - I've often had success by going through a PA, or a company librarian, i.e, people who are used to answering questions.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style=">Ask them things like: "I hope you can help me. First, I'm looking for the name of the person there who ........." then, when they give you the name, back it up with:</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />"Thank you. So I'm better prepared when I speak with him, there's probably some information you can help me with, first......."</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style=">This way you should be able to get a lot of your "knowledge-gathering" questions answered by people other than the person you are ultimately going to target. This also has the effect of making you more confident on the call to the "decision-maker" - after all, you already know something about the person you're calling. Psychologically, this makes it seem less of a "cold" call.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="> </p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><strong>2. Don't send information before the prospect call</strong></p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />Starting out a prospect call with, "I sent you a letter, did you get it?" rarely elicits a response like, "Oh, yeah. I want to meet with you!" People treat EVERYBODY'S sales material the same....it is considered junk mail and is binned, often before even getting opened. It is best to offer to back up your call with information, not the other way round.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br /><strong>3. Don't expect a result.</strong></p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />Prospect calling for appointments is a quality game. Approach each with a professional attitude, and hope for a result but don't push if there's too much resistance. And don't burn through the list of prospects as fast as you can with the expectancy that your number will be drawn eventually.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="> </p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><strong>4. Don't ask for a decision early in the call.</strong></p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />People are resistant when faced with decisions before they see any what they'll get in return.. Also avoid the equally inane question, "If I could show you a way to ......, you would, wouldn't you?" No one likes to be "techniqued." Always remember, the the only way they'll consider investing time with you is if you can show that you're going to help them in some way.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="> </p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><strong>5. Do have an interest-creating opening in your call.</strong></p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />Here's one you might be able to adapt: "Ms. M. Oney, I'm with . We specialise in.........(sell your speciality, highlighting how it will improve your customer's business/life/prospects).and end the build up with "I'd like to ask a few questions to see if you'd like more information."</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="> </p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><strong>6. Do ask questions on the call.</strong></p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />You can make your customer curious and pre-sell him on what you'll speak about when you arrive. For example: "Based on what you told me, it looks like you could show quite a significant saving with our product. The best thing to do would be for us to get together so I can ask a few more questions and show you some of our options to see if we have a fit. How about next week?" Then narrow down a convenient time for both of you.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="> </p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><strong>7. Do make a confirmation call after the call.</strong></p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />Some prospects might cancel, but it's a risk you have to take... you need to know you won't be wasting your time in turning up, and it reinforces their memory of the original call</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="> </p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><strong>8. Don't give up</strong></p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />And don't let a "no" get you down. The last call has nothing to do with the next unless you let negative feelings affect your attitude. Talking to people generates income, but avoiding the phone, stuffing envelopes and walking around do not. Set a secondary objective, one you can accomplish on every call, such as simply qualifying someone as a prospect or not, so you can have a success of sorts on every call.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />All of the items above will help you once you're actually on the phone, but getting to the phone and actually picking it up can be just as difficult. You have to develop the mindset that what you are selling is of benefit to the people you're selling too....so much of benefit that they really have to know about it,... and you're just the person to tell them.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />When I was starting I wrote up a script, and tried it out, first on myself in the mirror, then on my family, then on friends, always asking for feedback, and refining it as I went along. You get used to saying the words, and it becomes a lot more fluent and less embarrassing.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />Most of the advice I've given here is equally applicable to direct mailing. The trouble with direct mailing from a salesman's point of view is that it is impersonal, and you know that 99.9% of it is going straight in the bin. But it is easier than prospect calling, and that's why it is used in a lot of cases.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />Personally I always had much more success on the phone, and the techniques listed above actually work. I should know - I was too shy to speak to anybody when I started, but these notes helped a lot.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />If you develop the right mindset, and remember that your prospects are real people with real lives and treat them professionally and courteously, you are already more than halfway there.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="> </p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style=">About the author:</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style=">William Meikle is a tech author and novelist. He is available for all freelance writing work. Read more articles and free fiction at his web site <a href="http://www.williammeikle.com">http://www.williammeikle.com</a>. He promises not to call you up.</p> <p style="margin:0in 0in 0pt;" class="MsoNormal" style="><br />Article Source: <a href="http://www.Free-Articles-Zone.com">http://www.Free-Articles-Zone.com</a> #000000</p> </article> <article> <h1>Small Business Owners Are Salespeople in Disguise</h1> <p>MySolutionSpot Editor — Mon, 18 Aug 2008 14:26:36 GMT</p> <p>Small business owners must play many different roles over the lifespan of their business, but perhaps the most important role owners play is that of salesperson, as the success of a small business rests heavily on the owner's ability to sell. </p> <p>Successfully selling in a small business is more than just selling a product or service, as selling skills apply to every aspect of the entrepreneurial process. A small business owner must be able to obtain credit from a supplier and funding from lenders by convincing them that their small business is a viable and sustainable endeavor. </p> <p>Small business owners must also be able to convince employees to commit to strengthening the business, which may involve working overtime, working weekends, increasing productivity, and adjusting to changes in work processes. Suppliers may need to be persuaded into delivering a product on time, or even ahead of time, and clients may need to be cajoled into paying an account. </p> <p>Many small business owners, including those with no prior sales experience, are considered excellent salespeople because of their strong desire for the business to succeed and a passion for what they do, along with a variety of other emotions that go along with owning a business. </p> <p>The owner of a business also carries greater influence with potential clients and business partners than a typical salesperson, and some may believe that they are getting a better price when dealing directly with the owner. Ultimately, the success of a business is the responsibility of the owner, which drives them to make the business succeed and helps them commit to doing whatever it takes. </p> <p><b>"Small Business Owners Are Salespeople in Disguise"</b></p> <p><i>Fort Worth Business Press (08/11/08) Gitomer, Jeffrey </i></p><div style="clear:both;"></div> </article> <article> <h1>3 Simple Selling Tactics</h1> <p>MySolutionSpot Editor — Sat, 12 Jul 2008 03:39:19 GMT</p> <p>The following 3 simple selling tactics produce sales by responding to the way customers normally think and behave. They work for any business - regardless of what you sell, how you sell or where you sell it.</p> <p><strong> 1. Pay Attention to Getting Attention</strong></p> <p>Can you remember the last 3 advertising messages beamed at you? Can you remember even one of them? Most people can't ..including your prospective customers. That's because they automatically ignore the steady stream of advertising directed at them.</p> <p>This illustrates a major obstacle you need to overcome before you can sell anything. You have to get your prospect's attention - and get it fast - or your sales message will be ignored.</p> <p><br />Here are 3 proven ways you can capture a prospect's attention quickly:</p> <p><br />* Make a dramatic statement: Example: "Even My Doctor Uses These Health Products"</p> <p><br />* Surprise your prospects with something unexpected: Example: "Try our service without charge for one month"</p> <p><br />* Ask a provocative question: Example: "If you're such a smart business owner why aren't you making six figures?"</p> <p><br />Tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click away - unless something instantly catches their attention.</p> <p><strong> 2. Emphasize the Human Relationship</strong></p> <p>Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example:</p> <p> ..If you sell face to face, spend some time early in the selling process getting to know a little about your prospects and letting them get to know you.</p> <p> ..If you sell online or in some other way where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are uniquely qualified to provide what your customer wants.</p> <p> Tip: Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective customers confident of your ability to deliver what you promise.</p> <p> </p> <p><strong>3. Trigger Your Customer's Imagination</strong></p> <p>Convert the benefits delivered by your product or service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits.</p> <p>Be specific. If you sell financial products, describe what it feels like to enjoy an affluent living without debt. If you sell boats, describe what it feels like cutting through the waves with your friends onboard. If you promote a business opportunity, describe what it feels like to be at home working without a boss.</p> <p>Tip: Be sure your word pictures are dramatizing benefits and not describing features. People don't really care about the new high-tech insulation used in their beverage cooler (a feature). They just want to be able to enjoy ice cold beverages all day long on a hot day (the benefit).</p> <p>These 3 selling tactics produce sales by responding to normal human behavior. Use them in your web pages, sales letters and personal presentations. The volume of business they produce will surprise you.</p> <p>Bob Leduc spent 20 years helping businesses like yours find new customers and increase sales. He just released a New Edition of his manual, How To Build Your Small Business Fast With Simple Postcards ...and launched *BizTips from Bob*, a newsletter to help small businesses grow and prosper. You'll find his low-cost marketing methods at: <a href="http://BobLeduc.com">http://BobLeduc.com</a></p> <p> </p> <p><a href="http://www.smallbusinesssuccess.biz/articles_week/selling_tactics.htm">http://www.smallbusinesssuccess.biz/articles_week/selling_tactics.htm</a></p> </article> <article> <h1>How to Do Business With the Government</h1> <p>MySolutionSpot Editor — Sat, 12 Jul 2008 03:39:08 GMT</p> <p>There are multiple places a small business can learn about doing business with the government. The Web site Onvia.com provides bidding opportunities from federal, state, and local government agencies throughout the United States. Small businesses can use the site to establish a geographic boundary on the sales territory they want to visit to look for potential buyers. The face-to-face interactions will get you more acquainted with the buyers and the government-bidding process.</p> <p>Obtaining training in the procurement process can also help. The Procurement Technical Assistance Programs is sponsored and funded by the Department of Defense, and there are 93 Procurement Technical Assistance Centers (PTAC) throughout the country. These centers provide low-cost and no-cost classes on the federal procurement process. A basic PTAC course will include information on the bidding and contract process, GSA contracts, and more. </p> <p>Another Web site, GovernmentExpress.com, features direct links to all 50 state procurement Web sites and outlines and regulations for procurement for each state. Keep your options open. Starting local may be best because it allows you to meet people at little to no cost, and more often than not these people can help in multiple ways, including introducing you to others in their office and letting you know about other nearby government activities. </p> <p>Finally, experts say to be patient. Winning government business is an incremental process and will not happen on your first try.</p> <p><span class="cite"><em>Scripps News (05/28/08) Freeman, Bruce </em><span></span></span></p> <p><span class="cite"><em></em></span></p> <p>© Copyright 2008 <a href="http://www.infoinc.com/copyright.htmlHYPERLINKhttp://www.infoinc.com/copyright.html"><span style="text-decoration:underline;"><span style="color:#0000ff;">INFORMATION, INC.</span></span></a></p> <p><a href="http://www.infoinc.com/copyright.htmlHYPERLINKhttp://www.infoinc.com/copyright.html"><span style="text-decoration:underline;"></span></a></p> </article> </main></body></html>