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

 

 

 

 

 

How to be prepared for a successful Face to Face business meeting…

Posted by janinedavison on May 24, 2016

business training design

As you make your way through your networking events, you should be meeting some very interesting people. Some of these people will simply intrigue you with their business idea and others you may like to align yourself with, do business with or perhaps start a joint venture?

So much time can be wasted “Coffee chatting” at networking events! So whilst I do not condone “Card collecting”  you must still have some sort of “Purpose” when you are networking.  And this shall ideally lead to some business meetings. I like to call these “Meet & Greets”.

Meet and Greets are a crucial part of your IGA’s (Income Generating Activates) that should be regularly done in your business. Learning about someone else and their business could connect you to more amazing people, so it is really important that you prepare for your face to face meeting. I hear regular stories of business people meeting brilliant connections that have led to a more successful business!

Some items on this list may seem like common-sense but sometimes we are just too busy to be prepared. So here is a checklist;

  1. Make a list of what you want to accomplish during the meeting. What is your purpose for the meeting? You don’t have the time to waste in business and you don’t want absolutely nothing to come out of 1-2 hour meeting at the Dome!
  2. Anticipate potential concerns from the client.  If you are meeting someone in the hope to turn them into a client/customer, you must get into their thoughts and think about their worries, concerns, frustrations. What would stop them buying form you? Have your answers BEFORE the questions are asked!
  3. Check to make sure you are completely prepared. (From pens, business cards, brochures to presentations) Unfortunately I have been too many meetings where people don’t even have a pen! Plus taking notes shows that you are interested and listening. And have a spare pen too!
  4. Remember to LISTEN more than you talk. This is probably the best advice I have ever been given! If you talk more than them it shows that you think more about yourself and that’s just not cool in business.
  5. Bring support staff with you (when possible) Bringing “Relevant” others to your meeting can be great to get your point across. But be careful as it can also become a “Gang-up” if you are dominating the conversation.
  6. Use and respect the clients’ format. (Who are they, Knower, Thinker, Feeler?) Understanding the personality of the other party will help you address their needs better. For example: If they are a clear “Thinker” slow down and give them time to actually think about what you are saying, without talking over them.
  7. Make it easy for them to buy from you (How can they pay you?) Money is always awkward to talk about in business. It’s even more awkward if you don’t have a clear way for them to pay you! There are some great one-click options now like;  www.paypal.me and various apps. So there is really no excuse.
  8. Find ways to boost your credibility. People buy confidence! While it’s great sending digital links to your Facebook reviews, it’s also a massive impact to have some “Touch and Feel” marketing to boost your credibility. Like a classy presentation folder with client photos and testimonials, or a look book etc. Part of your conversation could be showing them through this to boost your credibility. And as a tip though it should only be a few short pages, not your entire journey!
  9. Build and nurture relationships. Again this is not all about you. Learn more about the person your are in front of and they will walk away thinking your awesome. The key here is that you should know more about them, than they know about you. Sounds weird but I promise it works.
  10. Ask for what you need to do to seal the deal before you leave (CLOSE) If your purpose for the meeting is to secure business, make sure you have a script/plan in place to do this. Leaving a business meeting hanging, decreases your chances significantly. What will you say if they say, “I want to think about it”?
  11. Always follow up!!! Follow up is your second chance to make a sale. You are nuts if you don’t. Not following up makes people think you don’t care about them.
  12. Learn from No. If your meeting didn’t go to plan, find out why. Then you can improve/change it for the next time.

These are all important things to do both before and during your meeting. With confidence behind your business and product you will get the business!

Want to learn more cool stuff? Find out more at www.facebook.com/exposurecoach

Dedicated to Your Success,

Janine

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 ***

 

 

 

Bring Them Flowers

Posted by janinedavison on September 4, 2014

There are a few things you need to do and consider to prepare for your first face to face meeting:

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• Make a list of what you want to accomplish during the meeting.

• Anticipate potential concerns from the client.

• Check to make sure you are completely prepared.

• Listen more than you talk.

• Bring support staff with you (when possible)

• Use and respect the clients’ format.

• Always follow up.

• Ask for what you need and seal the deal.

• Simplify your prospects life.

• Find ways to boost your credibility.

• Build and nurture relationships.

• Learn from “no”. Find out what didn’t work so you know how to change it for the next time.

These are all important things to do both before and during your presentation. With confidence behind your company and product you will catch that big fish.

The next step of the process is negotiation. This can seem a little intimidating but with a few tips and tricks can become natural to you.

Here are some tips to help you negotiated successfully:

1. Build a pricing strategy and stick with it.

2. Prioritize what you plan to offer. This should include what really matters to you and what you are willing to give in on.

3. Don’t give in too quickly.

4. Negotiated with a person, not a “company”. Don’t let their answer be that they would like to, but can’t.

5. Don’t sell yourself short.

6. Mitigate your pricing. If you go to low you won’t be able to raise it back up and you need to make a profit.

7. Don’t sacrifice quality for the deal.

8. Your services should always count as costs.

9. Boost margins with add-ons.

10. Handle request for proposals with the utmost care.

These are the ways you make sure that both parties are getting the best possible situation from the partnership.

Once you start meeting or working together, it’s important to continue to build your relationship so that that representative becomes a big of an ally for you. They are more likely to vouch for you and build on the partnership you have with their company. We like to call this person a champion. They are champion for your company and can bring a stronger, brighter future to your company.

Here are the characteristics of a great champion:

• They are respected by supervisors.

• They are socially networked.

• They think in the best interest of their company’s long run.

• They are able to quickly navigate through the company to get things done.

• They are willing to give credit to another person.

• They share the same business philosophy, values and vision as you.

Now, that you know how to negotiate for what is best for both parties and build on relationships, we’re going to talk about how to use your fish’ power to the best of your benefit. If you need help with any of the negotiation or courting process, try our FREE test drive to get access to a wealth of great tools and resources to help you be successful.

Helping you STAY in Business,

Janine 0450 882 778

***picture sourced from http://www.scenicreflections.com/media/290080/Always_Bring_Flowers_Wallpaper/***

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