Monthly Newsletter from Tom Van Drielen/Owner, Symbiosis Enterprises http://www.symbiosis4u.us, [Request “Free Newsletter] 6/13 Edited by Peter/CXO Wiz4biz 6/14
What’s unique about your Product? – that no other competitor else can say? As a semi-retired Business man, I answer ALL who call my business phone. If I hear a recorded message, I will quickly hang up the phone (a recorded phone is 0.0% ratio). If a live person calls my phone, I will ask what they are selling. If not interested, I tell them “No thank you” and hang up. If I am interested, I ask for more information, from about 1 of out of 100 calls. With 100 calls, this is what these numbers look like:
● a Recording = 0%,
● a Live person = 100%,
● a Live person with interest to me = 1%,
● a Live person that gets the sale = .05%
● 7% Open (This may be 1.5% in a recession.)
“Open” means the prospect is interested in your offer, but not enough to give you, his hard-earned money. A competitor may have already offered a similar product. To make a sell, the salesperson must learn what the other salesperson has already told the customer about their unique products.
30% Aware (might be interested in future) Advertising companies know that a customer has to listen to 17 advertisements before they can recognize the product and become “aware” of the product.
30% Unconscious (no awareness of what you are offering) The customer has not heard, or seen, your product or someone else’ product.
30% No (No = contact does not want what you offer) An salesman must accept a “no.” If I tell a salesman “no,” and he continues to sell, then I know the person is a Ninja, not a salesperson. MLMs (Multi-Leveling Marketing) companies sometimes train people to be Ninjas. http://www.symbiosis4u.us/MP4/Ninja.html (Video 2 min)
Good Salespersons use “educational” information, which includes:
● Give away Educational CD or DVD with Contact info
● Webinars: a mini-Seminar over the Internet
● Ezine: Electronic Magazine thru your Website or Email
● Blog (short for Web Log) an organization or individual writes about personal opinions, activities, experiences observations, and/or opinions, etc
● Workshops: a usually brief intensive educational program that focuses especially on techniques & skills in a particular field
● Information Presentation: where an incentive (free meal, gift) will entice a participant to attend an event where you provide info about your Product or Service
● Presentations to Groups: about your Product / Services to inform & motivate to buy
[ Educational vs Appreciation Approach – with extensive info about this – in Premium Content ]