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 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

 

 

 

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

 

Are You On The Right Path?

Posted by janinedavison on July 28, 2014

There are a number of factors to take into consideration when prepping yourself and your company to approach the largest clients you’ll ever work with.

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Today we’re going to start with a brief look at the three paths every business faces and show you which one is the path to success. Then we’ll talk about the mindset it takes to attract the big fish.

There are three major paths a business can take:

  • Snail Speed
  • Shooting Star
  • Catch the Big Fish

Snail Speed

Most business owners ended up working themselves into the ground without much reward or success. This is what happens when you fool yourself into thinking you will find quick success. You may also find yourself following this path when you are afraid of change.

Shooting Star

This describes a business that shoots to the top so fast you are overwhelmed and don’t have the right resources in place to adapt. This can also happen from being overwhelmed by small clients and not taking the time to find large clients, which will sustain your business after the small client sales slow.

Catch the Big Fish

This is the path that allows you to build at a steady pace that you can manage by not allowing your customers to outpace you. You can do this by putting these tips to work:

  1. Attract, keep and lock in big clients.
  2. Integrate “big business” culture into your company and employees.
  3. Acquire the expertise you need to grow.
  4. Have the courage to make changes as you grow.

Now we are going to transition a bit and talk about the “big fish” mindset. It may sound easy to just find and catch that big fish, but if you are stuck in the small business mindset, you may find it harder than you think.

Think of all the benefits of aiming at bigger clients:

  • Inexpensive
  • Highly Profitable
  • Longevity
  • Security

In order to catch the big fish, you need to believe your company can make a difference with theirs. It’s easy to get into the thought that a large company doesn’t need anything from a small business like yours, but this is entirely wrong!

Once you take a look at how big companies operate, it’s important to know which ones are the best fit with your company. One of the best ways to get in the door is by knowing someone on the inside who can put in a good word for you.

If you’re not sure where to start and feel a little intimidated about catching big fish, try our FREE test drive to get help from me and you. You can also check out my reviews here: https://www.facebook.com/exposurecoach

Have a great week :)

Janine Davison – janine@exposurecoach.com

“Helping small business owners STAY in business with the Most Powerful and Dynamic Client Attraction Program Ever Created”

 

Expand the Life of Your Business

Posted by janinedavison on May 16, 2014

Today I’m going to talk about the life cycle of a business and how to get the most out of each cycle while also extended the lifespan of your business.

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The four different stages of a business life cycle are:

  • Infancy
  • Adolescence
  • Growing Pains
  • Maturity

We’ll talk a little about what each of these cycle’s means and how they can each help expand your business’ lifespan.

Infancy

This is generally consider the technician’s phase, which is the owner. At this point, the relationship between the business and the owner is that of a parent and new baby. There is an impenetrable bond that is necessary to determine the path your business will follow.

The key is to know your business must grow in order to flourish. You cannot stage in this stage forever.

Adolescence

In this stage you need to start bringing your support staff together to delegate to and allow growth to happen. The first line of defense is your technical person as they need to bring a certain level of technical experience. This cycle really belongs to the manager though. The plan stage needs to start and a relationship should be built with the entrepreneur to plan for the future.

Growing Pains

There’s a point in every business when business explodes and becomes chaotic. This is referred to as growing pains. It’s a good problem to have, but a problem nonetheless. You are often faced with a number of choices:

  • Avoid growth and stay small
  • Go broke
  • Push forward into the next cycle

Maturity

The last cycle is maturity, though this doesn’t mean the end of your business. Your passion for growth must continue in order for your business to succeed. You need to keep an entrepreneurial perspective in order to push your business forward.

You see how all three of these cycles are connected and depend on a strong foundation for each one of them for your business to be and continue to be successful. All three of your key roles must also work together to work through these cycles.

If you’re having trouble putting together your business life cycles and figuring out which of the key roles you fit into, try our FREE test drive and work with me to get more out of your business. Try for free here at www.exposurecoach.com.au

If you have any questions, please email me direct janine@exposurecoach.com.au