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

 

 

 

 

 

Are you jumping on the “Selfie” video bandwagon?

Posted by janinedavison on April 6, 2016

There’s a lot of Marketers out there, telling you that you should be making videos of yourself and putting them on Social Media. But seriously who’s watching them and what makes you think people want to know more about you?

janine blog pic

 

 

 

 

 

 

 

 

 

How annoying would Facebook be if everybody jumped onto the “Selfie-Video Bandwagon”? Imagine scrolling through post after post of peoples (often close-up) faces, shamelessly promoting themselves? Personally I think it can be quite damaging to your brand. After all, they say you make your first impression in just a few seconds right?

We can blame  the “I” generation for this barrage of  shameless self-promotion!  (And anyone who has a teenager will know exactly what I am talking about!)  The “I” generation thrives on social media with constant selfies and updates about their lives. It’s all about them! And this goes way-way beyond any news and special events. It’s those “everyday” posts about when they checked into the gym, the outfit they wore that day,  the pic of them and their dog waking up or they are just feeling like having a rant about the bad day they are having, so everyone cops a serve on Facebook. The list goes on and every little detail about their lives is out there for everyone to comment on. (And absolute fodder for Facebook trolls!)

These days the ”I” generation seems to now include what I call, “Facebook-Preneurs!” Some people in business who think their business is just so fantastic and MUST share every last detail with the general population on Facebook.  What they are doing, why they started, how long it took, how amazing it is to work from home, why they are the go-to person and why they are going places etc. All done as a selfie-video to promote themselves on Facebook!

When I see these videos, I often think to myself,  that I don’t even know you, so why would I want to listen to your life story or join your team, listen to your one hour podcast, book your seminar or buy your E-Book? And more importantly I think that you don’t know a single thing about me, so why are you just blanket-marketing yourself out there to anyone who hasn’t already pressed stop on Facebook auto play?

Think about this…

Have you every been to an event where you met someone and found them quite painful as all they did was talk about themselves?

If you just met someone in person would you download your life story on them?

Yet people think this is a good idea to promote their business on Facebook??

Here’s the thing; Yes you should absolutely have video promotion as part of your marketing campaign, but there are a few thing to remember here….

1. You need to INTERRUPT your market – but not with your face! Remember that making sales in your business is about having something, UNIQUE,  RELEVANT or IMPORTANT to your target market. No offence but your face probably isn’t it! (maybe some exemptions here for the Makeup and hair tutorials!)

2. Your consumer cares about themselves more than they care about you!

3. Stop talking about yourself. Focus on how your customers may be feeling prior to buying your product/service and address their needs and wants.

4. Demonstrate how you solve the problems they may be having, without talking about yourself.

5. Don’t use the word “I” as that is still talking about yourself!

6. If you haven’t got the hint yet…. Stop talking about yourself. The general population doesn’t care about you or your business, they only care about what’s in it for them!

Being able to promote your business without talking about yourself is a learned skill!

Something else to think about…..

You are 6 times more likely to get business from someone who has actually met you in person! So while you definitely need to have a great online presence, I can tell you from experience  that building meaningful, trust-based relationships through business networking in person is a far more powerful way to become the local expert rather than being another pop-up face on Facebook!

Learn how not to talk about yourself and make sales: www.businessschoolonline.com.au

Dedicated to your Success,

Janine @ExposureCoach

***Disclaimer: Please note that this is just my opinion as a Sales & Marketing Coach and you don’t have to agree with the content ***

 

 

 

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

 

 

 

5 Killer Mistakes – Part 1

Posted by janinedavison on September 15, 2014

There are 5 big mistakes you can do that will kill a deal with a big fish.

They are:

1. Not meeting the client’s expectations

2. Mishandling a client crisis

3. Taking on more than you can handle

4. Putting all your eggs in one basket

5. Up cash creek without a paddle

Any one or combination of these can not only kill the partnership, but have the ability to take down your company as well.

We’re going to take a bit of time to talk about each one of these, in this lesson we’ll cover the first two.

Not meeting the clients expectations

It’s essential you give your client’s exactly what you promised during the negotiation portion of your relationship. If an event does happen where there is no way to meet the client’s expectations, not only do you have to find a way to fix the situation, but you also have to find out where it all went wrong.

A couple of things could have contributed to this problem:

1. Bad salesmanship. This could mean the salesperson was trying too hard to seal the deal and didn’t listen to the client’s needs.

2. Lack of communication.

This breakdown occurs between the salesperson and your operations department. In order to avoid these mistakes, you need to put a clear plan of action into place that all of your sales staff needs to follow:

• Think before you speak.

• Give yourself a break.

• Perfect your process.

• Pre-format over-deliverables.

• Stay hands-on throughout the entire process.

• Define success.

Mishandling a Client Crisis Crisis’ will happen, but how you respond and fix them will define your company and interaction with your clients’.

You need to respond quickly and effectively. This will help you gain even more trust and confidence from your client.

Some simple tips can help you deal with any client crisis:

• Take responsibility and apologize no matter who is at fault.

• Act swiftly and effectively.

• Step in and take control of the situation.

• Never point fingers or place blame.

• Stay in constant communication with your client.

• Stay calm throughout the situation.

• Keep your eye on the ball.

Now, that you know the top two mistakes you can make to kill a big fish deal, you’ll know better how to avoid making these mistakes in the first place and know how to put a plan of action into place in case of a crisis.

If you need help with any of this, try our FREE test drive to get all the help you could ever need. Next time we’ll talk about the 3rd and 4th killer mistake you can make in working with big fish clients.

That’s all for now….. Janine

Untangle the Red Tape

Posted by janinedavison on August 12, 2014

In the last post we talked about how to bring the big-company mindset into your business and your team. This will help you overcome the mental obstacles that will keep you from being successful.

Now, that you’ve learned how to overcome that, we’re going to talk about who your fish is. It’s important to know about the fish you are looking for before you put a plan together. We’re also going to take a moment to talk about the potential “red tape” you may encounter along the way.

The most important thing to know about your fish is their purchasing habits and procedures. There are four main things you need to work on in order to be successful:

  1. Responsibilities: You need to know who has influence over purchasing, who does the actual buying and who can kill a deal if they want.
  2. Get on Their List: You need to know how to get on their list of people to buy from. Your name needs to not only be on the list, but at the top of it and in as many categories as possible for the more interaction. Ask about a procurement program and what you need to do to go through the application process.
  3. Lingo: You need to learn the company’s unique language and communications methods. These could include report names, buzzwords and even the nicknames they have for their employees.
  4. Fiscal Budgets: It’s essential you know the fishes fiscal budget, so you know exactly when they are planning their expenses for the year.

Now that we’ve talked a little about what you need to know about your fish, let’s a quick look at the “red tape”.

Bureaucracy might as well be a four-letter word with the emotions it stirs in all of us. “Red tape” is a necessary evil, but one you can use to learn from. There are two ways to learn from their system:

  1. Analyse their activity.
  2. Review their correspondence.

Being an outsider looking in can have its advantages too. If you hate dealing with the “red tape”, imagine how their employees feel dealing with it. If they need to crunch some numbers, offer to do it. If they need more info, make sure you are giving it to them in a user-friendly way.The things we talked about in this lesson will help you prepare for the big approach. If you need help with any of this, try our FREE test drive to find the right tools to get the job done.

Exposure Coach is helping small business owners STAY in business with the Most Powerful and Dynamic E-Learning System Ever Created.

Check out the reviews here: https://www.facebook.com/exposurecoach?sk=reviews

Get 4 free classes here: www.exposurecoach.com.au

Email me direct for help: janine@exposurecoach.com.au