My new website is now up and running, packed with Sales and Marketing tips and advice plus information on how to get even more. Take a look at http://www.davidwinch.co.uk/
Thought for the week is about Networking Meetings.
A Networking Meeting is actually your Sales Team Training and Motivation Meeting, so you have to remember:
So now get them to sell for you!
You absolutely must be able to articulate clearly and succinctly what you do, who you do it for and the good they get from it. This is sometimes called an Elevator Pitch, and is often done poorly.
Other people must be able to recognise one of your ideal customers, then recognise that they have the sort of problem that you are an expert at fixing, and then be able to suggest that no longer suffering the pain that this problem causes would be of considerable value.
Then, when they say, "You really need to talk to my friend ..... about this," you know you will be getting a high quality referral and not just a random name from their address book just so they can be seen to be giving referrals!
To be continued ...
Saturday, 6 December 2008
Even More Stuff For You
Monday, 17 November 2008
21st Century Sales and Marketing
We'll start with the word Marketing.
What does the word Marketing mean to you?
My preferred definition is that:-
Marketing is the entire process of gaining and keeping customers who pay you, so you make a profit
This therefore means that Sales is part of Marketing, that Product Choice is part of Marketing, that Business Development, Account Management and Customer Relationship Management are all parts of Marketing. Far, far wider than the correct, yet incomplete, idea that Marketing is Advertising, or Web Sites, or Mail Shots.
Whether your business is large or small, B2B or B2C, product or service oriented, all your customers need to take a journey, and they can only take that journey if you have made the path available and obvious.
All prospective customers start by being totally oblivious to your existence. Hopefully most end up being so enthusiastic about the good you've done them that they want to scream your praises from the roof-tops. So how can we help them get there?
You can think of the customer journey as being like a series of stepping stones across a river. If the stones are too small, or too slippery or too low in the water, or too far apart then the prospect will fall in the water and not reach the other side. So we need to put the right stepping stones in the right places.
The first stepping stone on the customer journey is Consciousness - They need to hear about you for the first time.
The next is Acquaintance - They need to hear about you several times, and quite likely in several ways.
Third is Distinctiveness - Only once they are Conscious of you and Acquainted with your existence, can they start absorbing what is good about you in particular.
Even at this stage they need have no particular inclination ever to buy from you. It is merely that if they did ever have a problem, they know whether you are likely to be able to help them solve it, and how to get in touch with you to talk about the possibility of providing help.
It follows then, that the fourth stepping stone is Interest - Not necessarily a strong interest, and not yet a commitment to purchase either. A Sales enquiry is an Interest in buying.
Like all sets of stepping stones, it is highly unlikely that you can miss any out and still not fall in the water! It is important to realise that even if a prospect appears to instantly jump from Consciousness to Interest, or any other leap for that matter, they have still hopped and skipped across the intervening steps, even if they spent precious little time on them.
To be continued ....
What does the word Marketing mean to you?
My preferred definition is that:-
Marketing is the entire process of gaining and keeping customers who pay you, so you make a profit
This therefore means that Sales is part of Marketing, that Product Choice is part of Marketing, that Business Development, Account Management and Customer Relationship Management are all parts of Marketing. Far, far wider than the correct, yet incomplete, idea that Marketing is Advertising, or Web Sites, or Mail Shots.
Whether your business is large or small, B2B or B2C, product or service oriented, all your customers need to take a journey, and they can only take that journey if you have made the path available and obvious.
All prospective customers start by being totally oblivious to your existence. Hopefully most end up being so enthusiastic about the good you've done them that they want to scream your praises from the roof-tops. So how can we help them get there?
You can think of the customer journey as being like a series of stepping stones across a river. If the stones are too small, or too slippery or too low in the water, or too far apart then the prospect will fall in the water and not reach the other side. So we need to put the right stepping stones in the right places.
The first stepping stone on the customer journey is Consciousness - They need to hear about you for the first time.
The next is Acquaintance - They need to hear about you several times, and quite likely in several ways.
Third is Distinctiveness - Only once they are Conscious of you and Acquainted with your existence, can they start absorbing what is good about you in particular.
Even at this stage they need have no particular inclination ever to buy from you. It is merely that if they did ever have a problem, they know whether you are likely to be able to help them solve it, and how to get in touch with you to talk about the possibility of providing help.
It follows then, that the fourth stepping stone is Interest - Not necessarily a strong interest, and not yet a commitment to purchase either. A Sales enquiry is an Interest in buying.
Like all sets of stepping stones, it is highly unlikely that you can miss any out and still not fall in the water! It is important to realise that even if a prospect appears to instantly jump from Consciousness to Interest, or any other leap for that matter, they have still hopped and skipped across the intervening steps, even if they spent precious little time on them.
To be continued ....
Welcome to my new Blog
If all the money wasted on inappropriate Marketing was piled up on the Isle of Wight, from the top you could see the Eiffel Tower!
You're right! I made the second half up! But it is true that more money is wasted on inappropriate Marketing than on any other human activity outside Government!
If your Marketing is less than fully effective, keep coming back here where you'll find plenty of sound, proven advice that you can adapt and adopt for your own business.
If meeting your sales and profit goals is keeping you awake at night, I think we can help.
The first theme is 21st Century Sales and Marketing. Take a regular look at this thread to discover how ideas must change with the fast-changing world that is the 21st Century.
Even in today's environment where we are all desperately overloaded with information and short of time to pay attention to any of it, none of us can thrive in a vacuum. We all need the inputs of others, so please contribute your thoughts too.
It's great having you aboard! Enjoy the ride!
David
You're right! I made the second half up! But it is true that more money is wasted on inappropriate Marketing than on any other human activity outside Government!
If your Marketing is less than fully effective, keep coming back here where you'll find plenty of sound, proven advice that you can adapt and adopt for your own business.
If meeting your sales and profit goals is keeping you awake at night, I think we can help.
The first theme is 21st Century Sales and Marketing. Take a regular look at this thread to discover how ideas must change with the fast-changing world that is the 21st Century.
Even in today's environment where we are all desperately overloaded with information and short of time to pay attention to any of it, none of us can thrive in a vacuum. We all need the inputs of others, so please contribute your thoughts too.
It's great having you aboard! Enjoy the ride!
David
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