Does your marketing make the prospect curious?

Posted by janinedavison on July 12, 2016

Ignorant and unaware

 

 

 

 

 

 

 

 

 

These days people are soo busy! So time-poor that they just don’t have time to do a lot of research when it comes to buying something. They are looking for short-cuts and ways to easily find what they want. And many business owners are making it hard for the buyers to do business with them without even realising it. Smart marketing makes people curious. It triggers their thoughts and helps them move forward to purchasing!

So here are some tips to helping your prospects become curious;

  1. Give – that’s right. Give in business and you shall receive. This is an oldie but a goody because it works!  You give away free info, they give you an email address. You like their Facebook page, they will like your page. You invite someone to something they will invite you to something. You help them, they help you. You look after them, they will refer you. People generally feel obligated to give, once they have received something.
  2. Stop Downloading – Yourself. I am talking about yourself. Stop downloading all your info. Stop posting about yourself. Stop bombarded people with you and your business. Downloading kills curiosity (and sales)
  3. Plug into your prospect to make them curious - How can you make someone curious to know more about what you do? The first thing is to stop downloading (like above) but the 2nd thing is to get inside their head. What things does your buyer need to “check off” in order to do business with you? what are their concerns, worries and needs? Why wouldn’t they do business with you. Pretend yo are a prospect to your own business. Would you do business with you?
  4. Reviews – Get other people to tell your market how good you are. Genuine and detailed reviews are gold. Get them on Facebook and Google and have a display book handy with your work in it together with a the client review for your face-to-face meetings. Gold decision making material right there!
  5. Repetition and Consistency – Stick to your brand, have a theme and stay true to how you work. The better that you are at this means the more people will find you when they are ready to buy. Business finds you when you nail this one!
  6. Compliments – No cheese here. Just genuine compliments! People are often quick to sledge, have an opinion and critique which gets you nowhere! Be nice, share, refer others without thinking about it. Be kind first. Share your market with others and offer help (not advice) People like being around nice people. This makes people more curious about you.

I work through the Buyer Journey with my clients and this starts with your prospect’s being “Ignorant and unaware” of your business. So in order for you to make a sale, you must learn how to make them “Curious” otherwise they just see your marketing and move on with their lives…

If you would like to know more about the Buyer Journey and other Sales and Marketing assistance to small business owners please go to www.businessschoolonline.com.au

Dedicated to your success,

Janine @ Exposure Coach

www.facebook.com/exposurecoach

Fun superhero

 

 

 

 

 

RISK REVERSAL

Posted by janinedavison on May 17, 2016

Risk Meter

 

 

 

 

 

 

 

The concept of Risk Reversal is simple – but it requires some boldness and guts.

Basically, it means that YOU, the businessperson looking to close a sale, should identify the various reasons a potential customer would hesitate to buy.

You then think of little things you can do to overcome those reasons. The Risk Reversal is like a Guarantee – but way more powerful.

The Standard Guarantee – A standard guarantee offers buyers a 30 day period to return the product for a full refund. This type of guarantee is required by law in many countries such as the USA.

The Extended Time Period Guarantee – A Level 2 guarantee will extend this 30 days period to 90 or more days. Many sellers swear by the 90 day guarantee. By giving the customer a full 90 days to try your product you often lower the refund rate. How long is your guarantee?

Then we step into the Zone of Risk Reversal.

A few years ago, a guy by the name of Nick got frustrated because he could never find the right kinds of shoes he liked in the local mall. Nick went home that day and got online hoping to browse through online shoe stores – but there were few of them set up at that time in 1999. Nick wondered if he could establish his own online shoe store. The idea kept jumping around in his head and eventually he quit his day job and founded Zappos.com.

At first people told him he was crazy. Shoes are something you need to hold in your hand before buying. You need to try them on. Feel the leather. Have your spouse see them on you and let you know what they think. There were a multitude of reasons to NOT buy shoes online.Yet Zappos thrived. In 2005, the 6 year old company did $370 million in shoe sales! How?

Well let me tell you what gets most people hooked on Zappos. Sure, Zappos had a wider variety than a traditional shoe store. But it was Zappos Risk Reversal policy that really makes most prospects into loyal customers. Here’s the decision making process prospects go through before buying their first pay of Kenneth Coles on Zappos.

  • What if I don’t like that shade of brown? Can I return it? Zappos’ answer was yes.
  • If I try it on and find it won’t fit – can I return it and get another pair? Their answer: yes.
  • Will you pay for the shipping – and the cost of return shipping? Their answer was again: yes!
  • If I buy it and then randomly change my mind – can I still send it back and get my dough back. Again – the answer was yes.
  • If I bought it and then found one for a cheaper price on Canal Street, can I send it back? Again - yes.

They had an answer for every SINGLE doubt their prospects had. They knew their prices were good and they knew that once they got them hooked, they would be willing to tell their friends about them. They were willing to bend over backwards to give their prospects the best service possible and eliminate every single doubt from their mind. No physical shoe store I know would place that much trust in a customer.

Zappos had effectively reversed every single doubt prospects could have in their mind. They made it a no-brainer to be their customer.

What do YOU do to make it a no-brainer for people to buy from you?

That my friend – is risk reversal.

Dedicated to your success :)

Janine Davison – Exposure Coach 0450 882 778

Learn more about RISK REVERSAL and other crucial business teachings at www.businessschoolonline.com.au

Fun superhero

Are you too nice to be in business?

Posted by janinedavison on March 15, 2016

It’s super competitive and you are going to have to learn to manipulate people. So are you too nice to be in business?

Exposure Coach be nice

 

 

 

 

 

 

 

 

 

Being a Sales Coach, people often tell me I, “Have the gift of the gab” etc but the fact is that my skills are 100% learnt!  Sales skills are learned skills. Skills that you MUST learn in order to survive in business. Just so we are clear, no one is born a Salesperson.

But it’s hard to learn how to be great at Sales, because Sales is a Manipulation.  Now if I had a dollar for every business owner who has told me they aren’t a Salesperson I would be really rich…..but my response is always the same. FACT: If you are in business, you are in Sales!

Sales is a manipulation because you are trying to get someone to buy what you are selling.  And because the word manipulation has negative connotations, this stops many business owners in their tracks!  Sales is about CONVERTING a prospect into a PAYING customer. And nice people struggle with this, because it will take you WAY out of your comfort zone and force you to say things that don’t come naturally to you. This affects your confidence and let’s the self doubt creep in! And your sales get lost!

Now I see many (nice) business owners start up with a (nice) website, a (nice) Facebook page, (nice) business cards and then become a serial business networking attendee talking to other (nice) business owners but all of that is simply wasted if you cannot close a sale.

Why do you think so many startup business owners end up back in a job within a year? They might be great at what they do but not-so-great at business and sales, which actually is the most crucial knowledge that will keep you in business. Many often eventually fall back into part-time work to make ends meet, which (in my opinion) is the beginning of the end of your business. And that fact still stands that 8/10 small businesses fail within 2 years in Australia.

So if the odds are stacked against you when you startup in business, what are YOU going to do so that YOU do not become the next statistic?

The tip here is commit to LEARN. There’s that old saying, “The More You Learn The More You Earn” and you still hear it from time to time, because its true!

You need to make time each week to LEARN about Business &  LEARN how to make Sales. Especially if you aren’t making many right now!

What I say to my clients is; “The Money you want is actually outside your comfort zone. Stay where you are and you will get exactly what you have right now. If that is not enough and you want more you have to learn more, commit more and plan your success with an accountability partner or coach!”

So think about whether you are too nice to be in business? How much business do you cost yourself because you don’t ASK for the business and don’t CLOSE the people that you are talking to….

And just to be clear, this doesn’t mean you have to turn yourself into a “Business-card-collecting-bitch” at the next business networking event you attend. It just means you have to have a PURPOSE  around your business promotion.  And that purpose, should be learning how to close a sale, so that you can STAY in Business and have the success you have always dreamed of!

Until next week…

Dedicated to your success,

Janine Davison – Sales Champion @ Exposure Coach. 

For more information : www.businessschoolonline.com.au

Find me on Facebook: www.facebook.com/exposurecoach

 

 

 

Put Them in a Trance

Posted by janinedavison on May 14, 2014

Do you need more money? More customers in your business?

Exposure Coach LOGO

 

 

 

 

 

 

We’re going to go through the 5 essential keys to a successful and reusable marketing campaign launch. Once you have these basics down, you can use them over and over again.

The 5 essential keys are:

  • Define your Unique Selling Proposition (USP)
  • Put an effective sales offer to work
  • Avoid the marketing pitfalls
  • Use a world-class marketing perspective
  • Get results!

We’ll go through each one of these, so you can see exactly how to use them and how they all affect the overall outcome of your marketing campaign.

Define your Unique Selling Proposition (USP)

Take the time to ask yourself some questions from the prospective of the customers/clients. What would it take to get your attention? What needs do you have that need to be met? What are the promises you want fulfilled?

Once you know the answers to these questions you can start putting together a plan to meet these needs. Then take a look at what USP your competitors are using to help you develop your own USP. Your USP is what you are “promising” your customers/clients. This is what’s going to set you apart from your competition.

Put an effective sales offer to work

To develop an effective sales plan, you need to:

  1. Put together a headline that gets immediate attention.
  2. Share benefits of your products/services speaking from the customers’ perspective.
  3. Identify the specific needs met by your products/services.
  4. Make it easy to do business with you by offer guarantees.
  5. Share your specific sales proposition.
  6. Walk your customers/clients through how they should respond and act.
  7. Motivate with a call to action.

What this all means is, you need to put together what makes your products/services special and compel customers to buy. If they don’t feel like they NEED your product, they won’t buy. You need to answer a question, solve a problem or feed an obsession.

You need to provide them with all the information they need to make an informed and confident decision. Buyer’s remorse is one of the worst things that can happen.

Avoid the marketing pitfalls!

There are 5 major marketing pitfalls many businesses fall into and you should avoid:

  • Ignore market testing and push on with an inaccurate plan.
  • Offer an incomplete case, or reasons, throughout their marketing plan.
  • Fail to notice the needs of their prospective customers/clients.
  • Fail to diversify their marketing options.
  • Fail to get market opinions on their offers.

These are all areas to avoid. If you’ve been working through these lessons, avoiding these pitfalls should be easy and natural.

Use a world-class marketing perspective

World-Class marketing perspective is important, especially if you want to attract customers/clients from all over the world. You can do this a number of different techniques and activities:

  1. Keep a marketing journal and scribble down anything innovate you see.
  2. Keep encouraging your marketing department, or yourself, to try new things and dump the ones that aren’t working.
  3. Order from your own company under a different name and analyze the process of ordering, shipping, online store, customer service and the product itself. This will show you where the areas for improvement in the customer experience.
  4. Read every quality ad you can find and keep a file for future ideas to consider.
  5. When out in public, watch how consumers behave in different situations and how they consider their purchases.
  6. Step down a notch or two and work on the front lines with your sales and customer service      staff.
  7. Continuously acknowledge your staff, vendors and customers. Everyone works and shops better when they feel appreciated.
  8. Always listen to feedback from employees and customers.
  9. Continuously test markets, ads, and marketing techniques. This is the only way to stay successful and know what’s working and, more importantly, what’s not.
  10. Offer more information in your marketing than anyone else. The more information you offer, the more products/services you’ll sell.
  11. A great marketing plan can only get better. Continue to fine tune and refine your marketing plan based on testing results and feedback.
  12. Be classy in your marketing. Make sure your marketing and advertising fits your company image, products/service and quality.
  13. Improve your best marketing areas and drop those that aren’t working.
  14. Focus on what you say, not how you say it. The best marketing ideas turn into the best marketing naturally.
  15. Develop all your ads, campaigns and sales materials with an attention to compelling and factual information.

By using these techniques you can put your name out there to the world and become one of the top brands in your industry.

Get results!

The last area we are going to talk about is the best-satisfied customers. If your customers aren’t satisfied, you’ve wasted all your marketing resources and all chance of positive word-of-mouth advertising. You can satisfy your customers by:

  • Providing quality products/services
  • Providing high quality customer service
  • Providing a low-pressure, highly informative sales experience
  • Taking all the risk away with a great guarantee

To generate more business there are a couple of simple techniques that work every time:

  • Build your database with a contest.
  • Do regular mailings with sales, discounts, or other incentives.
  • Find other creative ways to keep your current customers coming back for more.

As long as the reward is directly related to your product or service, you can’t lose. Why not get started today? It’s so simple, it’s so seldom done, and it’s so profitable. And that’s the bottom line.” Jay Abraham

It is so simple! So, why aren’t you starting today? We can help you put together a great marketing plan that will get you results. Try our FREE test drive and find the tools and resources you need built by some of the biggest names in the marketing world.

Thanks for tuning and please contact me if you need more customers!

Janine Davison – Sales & Marketing Champion @ Exposure Coach

email: janine@exposurecoach.com.au

 

 

Are You Aiding & Abetting E-Myths?

Posted by janinedavison on May 4, 2014

We are going to embark upon a journey through the world of e-myths and debunk them to help you avoid falling into the e-myth trap.

First, let’s take a minute to talk about what an e-myth is. An entrepreneurial myth, or e-myth, is an assumption that anyone can succeed at business with:

  • Desire
  • Some capital
  • Projected a targeted profit

This sounds great, but it just not realistic. Think of starting a business as a marathon. Sure, everyone starts out of the gate at record pace, but after a few miles people start slowing and some drop out entirely. Building a successful business takes stamina and agility.

The reality is that there are many different facets to a successful business and none of them can be ignored if you plan to find success.

Let’s take a minute to talk about entrepreneurial seizure. This defines the roller coaster of emotions that comes with starting, nurturing and the potential failure of a business.

The emotions that occur, in order, are:

  • Exhilaration
  • Exhaustion
  • Despair
  • Sense of self-loss

This is usually cause by the e-myths and assumptions we talked about. You can get your hopes so high on instant success that even the smallest lag and you are sent into an emotional tailspin. This is also brought on by the stark realization that you can’t do it all and will need help in the areas where you don’t have the knowledge. Now, faced with limited choices you may feel like you need to back out and hide, but don’t do this.

Use our FREE test drive to get the business coaching you need to avoid feeling overwhelmed and defeated. This “Sales & Marketing School will give you all the business fundamentals you need to learn in order to succeed in business. Just follow the weekly plan to get you from zero to hero! Try for FREE here www.exposurecoach.com.au

You want to be a champion at what you do?

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Muhammad Ali was once asked how many sit-ups he did. His replied, ” I don’t know as I only start to count when it hurts!”

Don’t let your business hurt you – get help to stay in business with the Exposure Coach Sales and Marketing Program.