A GOOD FIRST IMPRESSION – Best Sales and Marketing Ideas #4

English_Master May 15, 2013 No Comments
IDEA 4: A GOOD FIRST IMPRESSION You only get one chance to make a good first impression. That statement may be cliché, but it is true. In sales terms another maxim is almost more important; first impression last. However you look at it, selling is easier if first impression lead people to positive conclusions, and prompt thoughts like: that’s a good start – so far so good- I like that, now what comes next? Sometimes this can be achieved simply and it is specific to the individual; it is something they do. Sometimes, more rarely perhaps, the impression stems from the whole company, and more rarely still, it is something that achieves a real wow factor. Idea At international construction machinery company JCB…. Here is a company that certainly wows first-time visitors to its factory in the English Midlands, especially those who come from overseas. Its product needs demonstrating so it no doubt has visitors aplenty. Imagine: you fly from where – Peru or Paris – and even if you are not familiar with the country, you know that the place you will visit is a significant journey from London. (You imagine the usual hazards of any journey – traffic, holds –ups and so on). But your hosts say...
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Make Customers Respect You – Best Sales and Marketing Ideas #3

English_Master May 13, 2013 No Comments
IDEA 3: MAKE CUSTOMERS RESPECT YOU If a customer sees you as professional, they will be more likely to trust you, to listen to your advice- and to buy from you. Sometimes what can engender this respect comes through general manner and how you are with people, rather than from something that is inherently part of the sales approach. In this respect sales and service are often closely related, especially in a service business. Show signs of exemplary service and selling almost automatically become easier. Idea At a hotel in the Marriott chain…. During a recent stay of mine in a hotel the following occurred. Checking in, the system was that a uniformed member of staff came out from Reception, handled the paperwork quickly and efficiently as you sat in a comfortable seating area, then escorted you to your room. The women who did this for me did it efficiently and charmingly. When I was crossing Reception to check out two or three days later, the same person approached me offering help. Told I was checking out, she said, “Please let Mr Forsyth, isn’t it?” Amazed at her memory I asked how many rooms there were in the hotel (nearly 500, she told me) and asked, “Do you remember...
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Be Available – Best Sales and Marketing Ideas #2

English_Master May 13, 2013 No Comments
IDEA 2: BE AVAILABLE It is, of course, a fact that often it is tedious dealing with customers who will not make up their mind. You want confirmation now. They want to think about it (which reminds me of the saying that when a customer’s says” I’ll think about it and let you know”- you know). But what matters most is the customer’s timetable, rather than the seller’s. However long they mull thing’s over for, whatever sort gap appears between one contact and another (there is a need here to keep in touch and take an initiative in following up), when they are ready to act, they are ready to act. It can be galling to spend time creating interest, keeping in touch, perhaps over sometime, and then finding that you lose business because you were not available when they actually wanted to say ”Let’s talk.” Idea In the world-renowned Raffles Hotel in Singapore…. The general manager here, who certainly sees a key part of his role as selling, his personal mobile telephone number to many his guest. Given the international nature of the business, with guests coming from time zones all over the world, this seems like a formula for a sleepless life. Not so. The number is...
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Getting People to Give you Time – Sales and Marketing Ideas #1

English_Master May 13, 2013 No Comments
IDEA 1 : GETTING PEOPLE TO GIVE YOU TIME Many sales people need to take steps to get people to give them their undivided attention, to spend sufficient time with them and to do so willingly because they believe it is useful. But…. People are busy, these days pressure on time seems to be greater than ever before, and anything other than a realistic attitude to this is likely to help you sell successfully. Clearly a more professional approach is more likely to be seen as relevant, but the more imaginative sales people can take specific action to maximize time spent. Idea In a major international airline…. There is a particular salesman known internally as “the donut man”. Given that part of his job is to call regularly on travel agents and brief their staff on new developments (such as new routes, fares, and special offers), has a problem. If he does this one person at a time, then even in a medium-sized city agency it could take a long time to brief everyone. The agency will not let him do it with everyone at a time- telephone must answer and business must continue. So he has to evolve a cunning plan: he arranges to see half the staff...
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