Boost Your Revenue by Distributing It Freely
Boost Your Revenue by Distributing It Freely
In comparison to your rivals, what sets you apart? It has nothing to do with your low prices or excellent customer service, I will give you that much. Your sales will soar when you begin freely sharing your ideas and services with the world.
Customers are given options. The truth is that people are more spoiled for choice now than in the past. Plus, you will be overwhelmed with choices after just a few mouse clicks.
There has never been more competition; how can you possibly stand out? It seems like on every corner there is someone similar to them at most companies. So, how can you make a splash? If you want to simplify things, pretend you are in a throng. There is no variation in height, clothing, or skin tone among the participants. A lot of businesses are doing it. They blend in with the crowd.
How therefore can one stand out? A lot of work needs to be done. There are a lot of gurus out there who will tell you to develop a genuine brand, create a positioning statement or unique selling point, identify your target audience, and communicate your message clearly. On the other hand, I have an other suggestion.Even if your goods and services are comparable to those of your competitors, how can you differentiate yourself to offer greater value to customers?So, how can you make people aware that what you provide is unique?How do you distinguish yourself from the competition and establish yourself as an authoritative source?
With data, you can find the solution. I trust in you. Putting it in a package and sharing it is all that is required. Take a look at the sheer volume of internet users. Who or what are they trying to find? Information.
What I am about to provide is not your average piece of data. Information that will be useful and beneficial to your clients and prospects is what I mean. Get people to believe that XYZ will make their lives easier and their businesses grow. Instead of just skimming the surface for fear of giving away what you sell, give them some actual meat that can help them.
---Let Your Sweet Nothings Fall to the Floor—Disclose Crucial Details, Assist Your Customer in Obtaining Details
“Do not spill your chocolates on the floor in the lobby." is something I have heard from numerous sales trainers. The worry that your expertise will be obsolete if you divulge all of your secrets is what they have in mind. According to them, you have already revealed all the secrets, so why would anyone want to work with you? When we shift our focus from selling to providing knowledge and assistance, we unexpectedly become an integral part of our customers' requirements. Their appetite for knowledge is insatiable.
Data that reveals solutions to their most pressing issues. To figure out how to remedy their problem, they must that knowledge. They will regard individuals who offer that essential assistance as reliable allies and sources of information.
People buy from people they trust, not from salesmen, thus it is important to establish relationships with clients before making any sales pitches. They need to trust you and know that your offer will address their problem before they can believe in you and buy from you. "Building rapport" encompasses all of that. Feel free to offer assistance in any way you can as well. Putting sales on pause is a good idea.
So, instead of holding back information until payment is made, you can build trust, credibility, and demonstrate your willingness to assist by releasing it. Assisting others is definitely your mission.
---Tell as Many People as You Can Think of All at Once
Now, I would like to inquire about your marketing initiatives. Has the purpose of making a sale always been at the forefront of your mind while sending out direct marketing materials? Imagine you sent them out to promote the fact that you are offering this wealth of information for free. What would happen? Prompt everyone to go to a workshop on how to...
Your direct mail response rates will skyrocket by a factor of ten, as I can attest from personal experience as well as that of clients who have used this strategy. Make sure you provide them with some solid suggestions for how to enhance whatever it is they are demanding during the presentation. Suddenly, you find yourself "the expert" in your field, your region, and your town. Everyone will come to you first whether they need assistance, guidance, or even just to make a purchase.
—In the same amount of time it would take to make a personal sales pitch to an individual, you will have demonstrated your worth to a group of individuals.
As far as my sales coaching and training is concerned, it goes somewhat like this:My next "Double Your Business in Weeks" course is advertised through the distribution of one thousand postcards.The response rate will be around 5% after 50-60 calls, up from 0.5% before information was leaked.In the end, I will have 25 or 30 people sitting in the seats.Ten to fifteen people will enrol in the upcoming sales training session.In addition, I will compile a list of the 50-60 callers who are interested in my ongoing helpful newsletters (more information giveaway) and add them to my "qualified leads" list. Within three to six months, a significant number of these individuals will either contact me to join a later session or provide me with referrals. I accomplished everything in the time it takes to conduct a single sales call.
This knowledge can be freely distributed or even sold for a nominal fee in many ways. Seminars open to the public, online white papers, newsletters sent via email, chamber events (propose to speak at a chamber event or hold a free training), electronic files, CDs, or even a phone call to the entire chamber to disseminate the material. The possibilities are limitless. There is no need to limit yourself to a single method of expression. Here, the trick is to use the data as an incentive for people to get in touch with you, share their info with you, and genuinely desire more from you—a lot more. Do not bother trying to sell them anything; they are not interested. Stand out as the sought-after assistant.
Offering introductory seminars, webinars, and teleseminars has proven to be a successful strategy for many firms, especially those with sophisticated or expensive products or services. Potential customers can try it out before buying it from you. They are able to gauge the degree to which your perspective and principles align with their own.
Your value will increase and your ability to stand out from the crowd will improve if you can identify and provide the information that your buyers desire. It goes without saying that you need to be objective and relevant with your material. People would rather have useful knowledge that improves or simplifies their lives than hear or read an advertising pitch.
Now we will examine a few instances:Topics such as "Five Mistakes To Avoid When Hiring," "10 Interview Tips To Learn What Your Job Candidates Will not Tell You," and "Now You have Hired Them..." could be useful if you offer staffing services.A Guide to Employee Retention That Will not Break the Bank.Providing a white paper or seminar on topics such as "How to get the lowest interest rates" or "How to Fix Up your house for best resell" could be a good fit for a mortgage firm. You may even team up with a nearby real estate agent to host mutually beneficial seminars.Massage therapy: provide resources that address the most common complaints, such as aches and pains in the muscles and back, and how to alleviate them. Massages and other procedures that your intimate partner could perform for you are one possibility.
Do not be shy about offering your services for free; doing so will make you known and establish you as the go-to expert. The way I see it, no matter how large your audience is, some of them will never purchase your services. Their goal in coming here is to collect the free data. Who cares? Everyone can count on you, can not they? The percentage of people you speak to whose sales you really close will remain essentially constant, whether it is 10% or 50%. Since you are now seen as an expert rather than a salesman, your sales rate, which was 10% in a one-on-one, will be substantially higher in a room full of people. Plus, you managed to speak to a whole room in the amount of time it takes you to sell to a single customer.
Sales Close, Marketing Leads, and Everything Else Goes Up
When you talk to twenty or thirty people at once, not only does everything improve, but so do your marketing response and sales closing rates.
Imagine for a second a world where twenty to thirty people started coming to you on a weekly (or monthly) basis instead of you going door to door and talking to people one-on-one.
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