Not all prospects go on to become buyers. Having great qualifications, a nice office, and proficiency in your chosen vocation may not always be enough to make people buy. A few factors, some having little to do with those criteria, can influence “buyers” purchase decisions.
A prospect may decide s/he does not “believe” you. Or s/he may feel uncomfortable with you. For instance, unbelievable as it may sound, a prospect may choose to NOT hire you, because you remind him/her of an ex-spouse!
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Publication: Tayo Solagbade’s Weekly Public Speaking IDEAS Page (PSIP) Newsletter Date: Monday 23th August 2013 No:108 Title: How to Sell More Successfully Author & Publisher: Tayo K. Solagbade [Tel: +234-803-302-1263 (in Nigeria) or +229-66-122-136 (in Benin Republic) ] Blog URL: http://www.spontaneousdevelopment.com/blog Archive (For E-mail only version started 14th May 2012): Click here to view Archive (For Blog version started 24th September 2011): Click here Hi, Please find below the latest issue of my Speaking IDEAS newsletter.
No. 108: How to Sell More Successfully**** ********** NB: If you ever find yourself wondering what else I’ve written, some days after you’ve read THIS Speaking Ideas newsletter I send out on a Monday, here’s what you can do to find out: Point your browser to www.spontaneousdevelopment.com/sdnuggets to read at least ONE new post added to my SD Nuggets blog on a different category from Tuesday till Saturday (sometimes even Sundays) in line with this publishing schedule ********** Not all prospects go on to become buyers. Having great qualifications, a nice office, and proficiency in your chosen vocation may not always be enough to make people buy. A few factors, some having little to do with those criteria, can influence “buyers” purchase decisions. A prospect may decide s/he does “believe” you. Or s/he may feel comfortable with you. For instance, unbelievable as it may sound, a prospect may choose to NOT hire you, because you remind him/her of an ex-spouse! These are realities of life. Yet, they can be quite difficult to remember when prospects contact us. Since Prospects Can Be So Fickle Minded, Your Best Bet Is Attract Them in Large NumbersWhen many of us get enquiries for our products or services, we typically begin pushing to close the sale. That’s not a bad thing. Depending on what you’re selling (and who to) however, things may or many not turn out okay. An eagerness to close the sale could put off the prospect. And if s/he happens to be one who thinks you remind him/her of something or someone “unpleasant”, you’d be making your case worse! But most people who hurry to sell don’t realise this. When the prospect asks for (sometimes unfair) discounts/concessions, they quickly grant them – all in the hope of selling. The irony is that despite saying so many “yes-es” to a prospect’s demands, s/he may still not buy. And that can be quite painful.But Nine times out on ten, you’d only be that “pained”, if you lacked OTHER serious prospects! Think about it, and you’ll see I’m right. Imagine you have prospects constantly bombarding you with emails, phone calls, and face to face visits. Do you really think one or two who never call back or buy would really bother you that much? Quite unlikely – because you would be able to turn your attention to OTHERS still clamouring for it! Only when we lack enough prospects, does departure of some, tend to bother us. That’s the way the human mind works. If you have others waiting to “hear from you”, with respect to the enquiry they made, you’ll naturally say “Oh well, I better follow up with others.” Hopefully, you get the point I’m making here. When I Used to Go to Prospects, I Discovered It Was Too Much Hard Work, for Too Little GainIn my first few years as an entrepreneur, I did a lot of pavement pounding. Over time, I came to realise that the kinds of products and services I offered could not be effectively and profitably sold that way. I can never forget how I repeatedly got laughed out of people’s offices – in Lagos. This happened most often when I went to introduce my Custom Excel-VB Driven software Development service. I lost count of people who told me no one would pay me to build software for them using MS Excel Visual Basic. Many times I was mocked by prospects who called me on my mobile days or weeks after I visited them. They would ask, “So, how’s business going?” – even as they laughed out loud. It’s Smarter to Create a System That Generates Regular Enquiries, from Serious Prospects.At a point, I made up my mind I would learn how to make clients COME to me. So I deliberately began using my website to promote my solutions. Over time, with results I got, I developed what I now call a Web Marketing System. Today, I have made sales of Excel-VB applications I built to people I have never met. E.g my Livestock Ration Formulator and my Automated Employees Payslips Generator. And I’ve also been hired to build applications from scratch for different sized businesses. From those lean early years when no one took me seriously, I now get enquiries via email, and phone on a regular basis, for this service – and related products. People come across my web marketing resources online – on youtube, my blog, and facebook/twitter – and they realise I can help them. To avoid feeling disappointed, pressured or frustrated when prospects fail to buy, create a system for attracting enquiries from prospects as possible on a regular basis. Some Real-Life Examples of Results I Get, From Using The Strategy I ProposeBy the time you read this, I’ll be back on a farm in South West Nigeria, installing an Excel-VB driven Poultry Layer Farm Management software on the farm office PC. Then I’ll train the farm manager to use it. The owner hired me to develop the app, about a month ago. This was right after I finished moving his static html based website to a database driven Joomla! version, he paid me to setup. In case you’re wondering, while doign the website job, I upsold the idea of having a farm management software to him. I showe him online articles I’d written on that, and followed with a demonstration of the application on my laptop. Just 2 days ago, I exchanged phone calls with an enquirer, after he contacted me via email. I’ve since sent him details of the required investment. He wants me to develop a similar application for his own layer farm operation – also in Nigeria. By way of interest, this second prospect found me online, while searching on Google. I’ve attended to three other enquiriers, this week – this time, for my feed formulation software. The most recent being today – Sunday! It’s Much Easier to Sell When Prospects Come to You…and Not the Other Way Round!No matter what you sell – including your speaking service (which Burt Dubin can help YOU master) – the same principles apply. Create a system that attracts potential buyers – regularly (emphasis on regularly is deliberate). Many people who are exceptionally gifted in their fields are unable to make the above happen in their businesses. Various experts who do it successfully have their own “systems”. I call mine a Web Marketing System (WMS). Today, I help clients develop and implement a similar system, for promoting their own products and services. Click here to read a 3 part series I wrote on it a while back. Need More Details of How to Make The Above Ideas Work for YOU?If you need more specific details of how to make use of the ideas I’ve shared in this newsletter, send me a message using this request form – with “Re: No. 108: How to Grow Your Sales, With Less Effort…and Peace of Mind” in the subject line.
Have a lovely week!
Tayo K. Solagbade* Self-Development/Performance Improvement Specialist *Sole Agent For Burt Dubin’s Speaker Mentoring Service In Africa Mobile: +234-803-302-1263 (in Nigeria) or +229-66-122-136 (in Benin Republic) http://www.spontaneousdevelopment.com Self-Development/Performance Enhancement Specialist – Tayo Solagbade – works as a multipreneurial freelance writer providing zero risk article and report writing support for website owners, while travelling slowly across West Africa as a Location Independent Entrepreneur. He’s presently based in Benin Republic, where he’s preparing an English-French Language Guide, City Travel Guides, and a Commercial Rabbit Farming Guide. In a previous life, before leaving to become self-employed, Tayo served for seven years as a high performing manager in Guinness Nigeria. He rose from Shift Brewer, to Training & Technical Development Manager, then later acted in senior management roles as Production Manager and Technical Manager. When he’s not amazing clients with his superhuman skills (wink), Tayo works as the creative force behind his Self-Development Nuggets™ blog, and Public Speaking IDEAS newsletter (which he publishes to promote Burt Dubin’s Public Speaking Mentoring service to experts working across the African continent). For a limited time, Tayo is available to speak to your group or organization for a moderate fee. Send e-mail to tayo at tksola dot com. You can also visit www.tksola.com to learn more. Connect with him on Twitter @tksola.com and Facebook. ================== Have you been undecided about whether or not to become a paid speaker? Or have you been trying to get your speaking career off the ground with little success?Here’s a tip: Burt Dubin works with people who want to be speakers, and with speakers who want to be masters. Click here to visit his website NOW and submit a contact form message telling him what challenges you’re facing, and how you’d like him to help you. Tell him I sent you, and you’ll get a pleasant surprise offer from him. Comments?What do you think of the above message? Do you have any personal experience to share on this subject? Are there some other points you feel can be added, to help persons looking for answers? Please share your thoughts! Share this issue!Do you know anyone who might benefit from reading this newsletter issue? Why not hit the forward button now, and send it to him/her with a short recommendation. You can also use share it via your social media channels. Thanks in advance.
What fears or doubts are keeping you from (a) taking up Burt Dubin’s monthly speaker mentoring, or (b) buying his products?You can choose to purchase Burt’s mentoring at any of the three (3) levels listed below:1. Top Shelf [Click here] | 2. Mid Range [Click here] | 3. Budget Delight [Click here]Burt’s three mentoring packages can be likened to the seating options offered by airlines: Budget Delight (Economy); Mid Range (Business); and Top Shelf (First Class). At least that’s how I like to think of them! All three will get you to your desired destination of “speaking success-ville” – so long as you meet the requirements/play your part well (your fare, abide by the set guidelines etc). During the “flight”, the seat you have will determine how much personal service attention and preference the provider will accord you. It’s that simple So, make your choice:1. Top Shelf [Click here] | 2. Mid Range [Click here] | 3. Budget Delight [Click here] Send me an e-mail with your questions via tayo at tksola dot com. In the meantime, why not get started by subscribing here to get his 7-Part Course (How To Succeed And Get Paid As A Professional Speaker) . . . and receive his monthly newsletter (Speaking Biz Strategies Letter) at no cost.
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