Selling is a normal part of business. Whether you are actually selling your goods or services, attempting to get financing or recruiting into your business, you use selling techniques and strategies. But saying or doing the wrong thing can mean a no sale and could also damage your reputation.
In today’s post, I am going to tell you 6 selling mistakes you don’t want to make. If you have any questions, feel free to ask them in the comment section at the end.
Selling Mistakes #1: Wasting Time With Non-Essentials
When the schedule says it is time to sell and you are looking at social media, checking email or taking out the trash, you are committing what could be, a fatal error.
Remember, sales are what the business needs to “feed itself” and you. If you are wasting time, both the business and you may starve.
Selling Mistakes #2: Not Practicing Active Listening
So many salespeople assume they just need to keep talking and talking until the potential customer agrees. But very seldom will they agree because they do not feel you are hearing what they have to say.
Active listening means intently absorbing what the person is saying. Lean in and acknowledge the words they say. In most cases, the person will provide you the path to get the sale. Listen for the problems they have and you can show how your product or service can solve their problem.
Remember, you were designed with 2 ears and 1 mouth for a reason. Listen more than you speak and you will have success.
Selling Mistakes #3: Not Telling Stories
Every person I have ever met loves to hear stories. So within your presentation, integrate a story or 2 and you will keep the person’s attention.
Maybe it is a story of how you drove 8 hours to meet with a prospective buyer just to discover the appointment was made with a 9 year old child who carried a mature voice. Or how a person was able to solve a major problem in their life from your product.
Just get creative and develop stories that you can tell potential customers. It works!
Selling Mistakes #4: Not Researching The Potential Customer
The more you know about a prospect before you call on them, the better.
I have noticed so many salespeople going in “blind.” They have no idea what type of business the person does, their age or culture. What are their spiritual and political beliefs?
But Eric, shouldn’t we leave spiritual and political out of the conversation?
The answer is yes and no.
The best selling method is finding common ground, and maybe you can find common ground in those areas. But it can “kill” a sale if you, early in the conversation, voice a disdain toward a political or religious system and suddenly discover they are “knee-deep” in that system. But if you know beforehand, you can stay clear of that area or use it to gain common ground.
But how do you research them?
You can find a lot of helpful information on prospects just by searching. I suggest you take some time and do so. This can get sales… Big sales.
Selling Mistakes #5: Emotion… Not Generating Emotion
While logic helps, emotion sells!
Within your presentation, you want to generate emotional images and responses in the potential buyer.
Let’s go back to #4; you see your prospect has donated a lot to organizations helping military veterans who were injured or suffer from PTSD.
So you now know where their emotional button is… Did you serve? Did a friend or family member serve? Do you know someone injured in war or suffering from PTSD? You can “slide” this into your presentation and illicit an emotional image in the prospect’s mind. And even better, if your company supports these causes too, you can share that.
Selling Mistakes #6: Not Stopping
Time and time again, I hear of how a person lost a sale because they just didn’t stop… I mean stop pitching!
Here is a scenario… You are pitching your newly developed mood paint for offices. It changes color as people enter your office showing their mood.
You are pitching Doctor Jones and after explaining the little tidbit I just told you above, the Doctor exclaims, “Wow, that is a great development. I could sure use that to know each patient’s mood before I treat them?”
But, you have a perfectly designed pitch that will entail another 20 minutes of the Doctor’s time.
The Doctor just said he wanted it!
Stop The Pitch!
Close The Sale!
“Well Doctor Jones, let’s get you knowing your patient’s. I will provide you 2 gallons for your office, but we can make it even better… Painting the hallway and Triage area will give you and your nurse’s this “uncanny” ability to use the moods of patients to your advantage. I will give you 10% off with the purchase of 10 gallons. Okay?”
As you slide the contract and price to him to sign (with an open pen).
Never keep pitching if the prospect gives open arms to buy. The only objection that could possibly come now is the price and that can be overcome easily.
Don’t make these mistakes and you WILL close more sales.
And keep in mind that if you do hear a no, it isn’t personal. If you take rejection personal, you will not last long in the world of sales.
Many people have started home based businesses in Network Marketing. Sales and recruiting are the most important aspects of that business structure.
We developed an application to help you grow your home based business with little rejection.
I believe every entrepreneur has dreams and visions of his/her brand or business carrying a 30 second marketing spot during the game of all games… The Super Bowl.
Ahh, it is fun to fantasize but the reality hits us square between the eyes… We don’t have millions of dollars to spend on a short ad and most of us cannot even consider several thousand dollars to run a marketing campaign.
We have to find ways to market our business, our brand and our wares by using effective, cost efficient marketing mediums.
In today’s post, I am going to share 6 cost efficient marketing mediums to help you grow. Use them… They work!
#1 Cost Efficient Marketing Mediums: A Blog
In most cases, you probably already have a website for your business. Adding a blog to that website is a great way to market your expertise and the cost is minimal. Actually, the greatest cost is the time to write posts. But if you do some searching, there are many freelance writers that can provide you with excellent content that is SEO friendly and will help sell your products or services.
#2 Cost Efficient Marketing Mediums: Social Media
Be it simple Tweets, posts on Facebook or Linkedin or images on Instagram, you can draw a lot of attention to your business and brand. And if you want to “up” the attention, you could also pay for advertising on some of those social sites.
Do keep in mind that people are visiting these sites to be social; not to get spammed by salespeople. So be social and share your knowledge.
As people look closer, they will want to be your customer.
Some of the best marketing in the business world is word of mouth. People tend to listen to their friends and family. If someone tells them a business is great, they will go out of their way to shop at that business even if there is a similar business next door.
You can gain more word of mouth advertising just by giving simple rewards for referrals. It could be something as simple as percentage off their next purchase or a free gift.
#4 Cost Efficient Marketing Mediums: Direct Mail
While there is some cost involved in direct mail, the Return On Investment (ROI) can be outstanding.
A simple postcard that offers the prospect a special offer if they bring that card in can gain a huge response.
Yes, there will be those who toss it in the trash, but nearly everyone reads their mail before doing so. If you use enticing words with a “sweet” offer, you will discover many people will not toss that card in the trash.
#5 Cost Efficient Marketing Mediums: Videos
Like blogging, videos are another great way to draw attention to your business. Plus, it is essentially free unless you are hiring an outside source to do them. And even doing that can be inexpensive.
Show people your manufacturing process, tell a story why you started the business or just give advice on some area that your product or service solves a problem in.
Videos do work, just be sure and link your website in the video.
#6 Cost Efficient Marketing Mediums: Partnering With Sister Businesses
Just as an example, let’s say you own a dry cleaning business. And 1 block away is a formal clothing store.
It just makes good sense to approach the owner of that business and work out a system where you each refer customers to the other.
You could even display fliers and business cards in each business promoting the other.
This is an excellent free marketing method that works great.
There is not 1 miracle marketing method. It is wise to use multiple methods. So I suggest you use as many of these as possible and any others that you find.
And measure the rate of success. Use what works and discard what doesn’t.
One last thing… Some great marketing methods and mediums do require some investment. If you budget correctly and take some of your profits to put back into marketing, you can drive more revenues.
We developed an app to help you budget your dollars and it will also help you get the biggest deductions in your taxes.
The main objective of having any business is to be profitable. But many businesses are not achieving the profits they are capable of. There are various reasons this happens:
Over investing in certain marketing strategies
Miscalculations of profit margins
Not adapting to industry changes
Mixing personal and business bank accounts
Do any of these resonate with you?
Maybe they don’t, but you still have the ability to make your business more profitable… And, I am going to share 6 ways to do so!
#1 Way To Make Your Business More Profitable: Jack Prices Up By 2%
You have a product that solves problems! Sales have been steady, but costs have risen. It only makes good sense to raise prices slightly.
The majority of consumers will not even notice, while another percentage will understand.
Yes, you may have 1 or 2 who will complain, but a simple explanation of cost increases will suffice. And 2% really is but a “drop in the bucket.” Let’s say your product is priced at $79. Now the price will be $80.58.
It is not drastic, but adds a slight bigger profit margin.
#2 Way To Make Your Business More Profitable: Know Your ROI On Resources
Let’s say you are testing a new automated software, or you hired a new salesperson… Are you keeping track of your ROI?
ROI stands for Return On Investment.
While there is normally a slight period the ROI will be low or non-existent, within just a few weeks up to 2 months, you should be gaining and not losing profits.
Keep track of your ROI to know what you should keep and what should go.
#3 Way To Make Your Business More Profitable: Approach Your Inactive Customer Base
How many customers have you not seen in some time?
Do you have a system that periodically approaches those previous customers.
Yes, it is important to gain new customers, but it is your previous customers that are your “bread & butter.” Don’t let your bread get moldy.
#4 Way To Make Your Business More Profitable: Try Outsourcing Some Of Your Business Monotonous Tasks
More and more business owners have discovered that having full-time employees, or even themselves doing some of the monotonous business tasks:
can be an expense that is not needed.
Outsourcing is normally the answer.
“But that freelance agent is more expensive than my $12 an hour employee…”
Did you add in that you bought the employee’s tools, you pay that person’s
heat and cooling
Overall, it can be a lot cheaper using an outsourced agent than an employee when you add all the factors together.
#5 Way To Make Your Business More Profitable: Faster Turn Around Time
Without dropping quality, speeding up your turn around time will raise profit margins… That is a fact.
Are you consistently looking for ways to speed it up:
Elimination of steps?
Linking people, departments and vendors?
#6 Way To Make Your Business More Profitable: Negotiation
One great example is the monstrous Walmart… They are always negotiating with suppliers and vendors to drop prices which therefore creates a larger profit margin… You should do the same!
It IS okay to negotiate.
These are just 6 ways… There are many more.
And, I have a free training course called 7 Days To Profitability… And you can get yours today… JUST CLICK HERE… And we will begin driving your businesses
At one time, prospecting for sales and team members if you are in network marketing was primarily done via the telephone or face to face. But in recent years, there has been a major development in online prospecting. But just like any type of prospecting, there are right ways to do it, and there are wrong ways.
When I float through social media sites like
I find that the don’ts in online prospecting are much more prevalent than the dos. So I am going to do my part in helping entrepreneurs understand the dos and don’ts of online prospecting. Follow along and learn how to prospect online. And, please share this with other entrepreneurs so we can help change the online prospecting reputation.
Online Prospecting Do: Stay Positive
The internet is full of people that we like to call trolls. They live in a negative atmosphere and they want everyone else to join them. It is important that you stay positive.
This tip goes for any type of prospecting. You cannot allow negative forces to have the power to influence your thoughts or emotions. If you do, it will affect your prospecting in terrible ways.
“Positive anything is better than negative nothing.” Elbert Hubbard
Online Prospecting Don’t: Prejudge
While I firmly believe that we should gear our prospecting towards our target market, we must not prejudge anyone. We cannot assume they cannot afford, or do not need or want what we have to offer.
There is a difference between qualifying and prejudging. If during qualifying stages you come to a point that you believe the prospect is not qualified instead of judging, I suggest you just get directly to the point – This is what I have, and this is what it costs…
Online Prospecting Do: Focus On Values And Benefits
One of the most common objections found is price. And entrepreneurs need to realize that the only way to overcome the price objection is with the benefits and the value.
You can halt the objection before it even comes by focusing on values and benefits in the beginning.
Online Prospecting Don’t: Use Negative Terms
When prospecting online, you can help your efforts by leaving negative terms out of your posts and content. I am breaking that rule all throughout this article, but I am not actually prospecting… I am educating.
Try to keep words like:
out of your posts, and you will discover people being more positive toward you and your prospecting efforts.
Online Prospecting Do: Be Respectful
All I can say here is, consider what you say before you say it. Use respect and you will gain respect. You may not agree with the person, but do you have the right to disrespect them? Wouldn’t it be wonderful if everyone online learned to use this Golden Rule?
“It is so much easier to be nice, to be respectful, to put yourself in your customers’ shoes and try to understand how you might help them before they ask for help, than it is to try to mend a broken customer relationship.” Mark Cuban
Online Prospecting Don’t: Talk Or Write Anything Inappropriate
This goes right along with the respect do… I say it is best to stay clear of writing or talking about your views on religion, politics and any other subject matter that could be construed as “debate” action.
Online Prospecting Do: Be Consistent
If you really want your prospecting efforts online to be successful, it takes consistency. If you post on Mon, Wed and Fri, don’t change suddenly to Thur, Sat, and Sun.
Online Prospecting Don’t: Lie
I shouldn’t even have to write this but there are still those out there that think it is okay to tell “little white lies.” No lie no matter how small is okay. If you are asked a question and you don’t know the answer, just be honest.
Sure, you may not win a sale, but you will keep your integrity.
Online Prospecting Do: Take Prospects Into Your Territory
Here is another area that entrepreneurs need to learn to use. If a prospect shows interest on social media, you should immediately invite he/she to your website or call them. I suggest taking the prospecting and recruiting efforts away from social media as quickly as possible.
Online Prospecting Don’t: Spam
This is another don’t that I believe I should not have to tell you, but many entrepreneurs still spam. You will get nowhere just “splashing” your link all over people’s social pages and such. Provide valuable information and people will want to see what you have to offer. But just “puking” your stuff will make everyone sick.
Online Prospecting Do: Be A Normal Person
Some entrepreneurs believe every post should be something about the business or opportunity. Hey, it’s okay to share that funny cat video or laughing babies.
When people realize you are just a normal person, they will take you more seriously when you do post business information.
Online Prospecting Don’t: Debate Or Argue
You may win the battle but you probably will lose the war.
Debating and arguing just drives a wedge into your possibilities of gaining other customers or recruits. Even if they believe the way you do, they will be apprehensive because you bowed down to an argumentative level.
I suggest just letting an argumentative person have their opinion and moving on to the next prospect.
Online Prospecting: Have Fun!
If you have fun, you will have better success. If it is stressful and boring, why do it? Life is short, so just have fun prospecting and I know you will be a huge success.
I hope these dos and don’ts help you understand online prospecting. If we all follow these “rules” the attitude toward prospecting online will have a better reputation.
I know that recruiting is a huge objective for many of you and this is why you need to understand how to prospect online properly.
While you are on that recruiting mission, I believe you will find Rocket Recruiting a great application to meet your goals. It is a no resistance recruiting method that works. Go check it out here.
Thank you for stopping by today… Will you share this with others so we can stop the bad prospecting and bring in the good?
Everyday and night, humans are tasked with making decisions…
Coffee or tea?
What’s for dinner?
Should I sleep in?
While these all seem like unimportant decisions, they are decisions that must be made none-the-less. And if you choose not to decide, you are still making a decision.
I hope I am not sounding like Sigmund Freud.
So, now that we know each and every one of us must make decisions, let’s look at entrepreneurs.
Like I said, the choices in the bullet points at the start of this post will not greatly affect other people, your finances or your health for the biggest part.
But entrepreneurs must make decisions that can carry lasting consequences.
In today’s post, I am going to share a wide variety of tips that can help you make the best choices when faced with complex issues.
These tips are in no particular order, so I suggest you print or write them to help you when you are in periods of decision making stress.
Decisions Tip #1: There Will Never Be A Perfect Time
I believe we all have had those times when we “postpone” a decision because we assume there will be a better time to make it.
If you are putting it off to get more information, that is one thing. But if you are postponing the decision because Jack has the flu, Sally is having marital problems or any other issue like those, you are not being a good leader.
Decisions Tip #2: Put Your Ego In The Closet
When you weigh potential outcomes as a result of the decision you are about to make, you may discover the answer goes against something you stated to your teammates just 2 months prior.
“We will never settle for less than 1,800 square feet of manufacturing space!”
But now you have been offered a huge tax break on a building that has 1,100 square feet. Plus, the location is great in relation to your suppliers.
It only makes good sense, but it also means you will have to put your ego on hold when you announce the decision at the meeting scheduled at 2.
Decisions Tip #3: Get Feedback From All Who Have Vested Interest In The Decision
If it is possible, you should attempt to get feedback from any, and all who will be affected by the final decision.
In some cases, this is not possible because some decisions must be made on spur of the moment.
It is important that when asking their feedback, you need to explain you value their feedback but the final decision will be yours to make and it may not agree with their thoughts.
Decisions Tip #4: Make A Daily List And Prioritize
Just like a daily business plan, you should have a daily decision plan.
I suggest you list the decisions you know you will have to make each day. Now prioritize those decisions.
I suggest you get that most important one made early. Some call this “eating the frog.” By doing so, you will discover the other decisions will be easier.
Decisions Tip #5: Trust Your Instincts
As a person who loves to analyze all the possibilities, I have discovered that I sometimes decide to go against my first instinct.
And it usually comes out bad!
If you follow your instincts… NOT YOUR EMOTIONS, you will have great results the biggest percentage of the time.
Decisions Tip #6: One Decision Does Not Solve The Complete Problem
Far too often, we can assume that one decision is going to solve a problem. Normally, it is a series of decisions working in tandem that solve the problem.
I have found that if we do not focus on the problem but focus on the basic decision we must make, the end result, after making all the decisions is – problem solved!
Decisions Tip #7: Consider Decision Making Technology
Some decisions require a large amount of data. Having someone go through data and attempt to separate the important from the unimportant.
There is a wide variety of software that has been developed to aide you in decision making. 3 well-known and trusted examples are:
Most of you know that I live a completely positive life. But when it comes to any decisions, yes we look at the positives, but the wise entrepreneur always considers the worst possible outcome of that decision.
Is it worth the risk?
You need to understand that you WILL make some bad decisions. Accept that and when you do, just admit it and make revisions to mend the situation. You will gain more respect if you make a bad decision and admit it than you will by making no decision.
To gain success as an entrepreneur, you will have to make some tough decisions.
But guess what?
I have a simple decision for you now. You see, awhile back, I developed the Home Business Success Kit. It is 3 tools in one to help you grow your business.