STRONG CLOSER Weekly Sales Builders - September 10, 2020

During Covid 19, Selling on Value is More Essential Than Ever

As recently as early March of this year, the economy was soaring, and businesses of all kinds were set for a great year. Then the unthinkable happened as the worst health crisis in a hundred years brought most businesses to their knees. As we write this, the crisis is not over, but business is coming back, and customers have cautiously resumed buying in many sectors. Still, most buyers are more cautious than before, so selling on VALUE is essential.

Understand The Customer’s Buying Stages And How You Affect Them, Part 2

First, you must understand that most every customer passes through three buying stages and that you need to correctly recognize where the customer is at each of those stages. If you’ve done this is correctly, you are now ready to build your strategy for guiding the customer to the “right” decisions at each of those stages.

Write Product Descriptions That Lead the Customer To Action

What is the purpose of a product description you write for your website, social media pages, or physical literature? To tell the facts about your company and products or services? To show off your many advantages over the competition? Yes. But the real purpose is to arouse interest in knowing more about what you have to offer and for the most qualified prospective buyers to take action toward purchase.

Why Personal Branding is Important for Your Sales Reps and for Your Company

We mostly think of “Branding” as applying to our company name and our most important products, so the idea of “personal branding” may be new to us. But when we consider other organizations, names like Elon Musk, LeBron James, and Mark Zuckerberg remind us that individuals themselves can become valuable brands as well. In the customers’ minds, sales and service reps can acquire personal branding equal to their employer’s.

SALES TIPS FROM STRONG CLOSER READERS

A Calling Card that Sticks to Business

This simple way to remind people people of your company and how to reach you has been around for many years, but still works to generate new business.

Yesterday evening a crew came in to clean the carpets in our sales office. When I went into the kitchen area for my morning coffee, I noticed that the cleaning company had placed a little magnetic rubber advertisement for their company on the refrigerator. I didn’t give it much thought until lunch time, when I returned to the kitchen and saw one of the women in the office writing down the carpet cleaning company’s number. She explained: “I’ve been meaning to get my carpets cleaned at home, and these people did such a nice job here, I thought I’d give them a call.”

The more I thought about it, the more I realized how smart this carpet cleaning company was. Face it, every vendor worth their salt leaves a brochure or business card behind, but they nearly always leave it on a desk or conference table. It stays there until someone decides to throw it in the trash, because it doesn’t belong where it was put by the vendor. It’s very rare that anyone actually decides to file it or stick it in a drawer – or even scan it.

The refrigerator magnet idea makes sense, though. If it is small and tastefully designed, it looks as though it belongs (works just as well on a file cabinet, electrical panel, metal closet door, etc.). No one has to file it anyplace, and it’s not so much in the way that it needs to be thrown away. I’m not saying that carpet cleaning magnetic ad will stay on our refrigerator forever. But it will probably be there long enough for everyone who noticed the nice clean carpets, and who has carpets at home, to at least notice it.

G. Astrike, Minneapolis, MN

Read in-depth articles about Good Ways to Generate New Prospects

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