Knowing that buyers have different agendas to sales people is half the battle. Like any relationship, once you know how the other person likes to make decisions, and you react appropriately, then that relationship becomes stronger. To be a successful in sales or business, you must create strong relationships. This article, brings you one step closer to understanding yourself and your customer or prospect.
First; how do you know when you got it right
You may have heard of the phrase ? ?what pushed your buttons?. In other words, what sorts of things motivate you or make you happy? Given we do most things in life because we want to, and moan about the things we hate, it is important to understand yourself in this context.
What this is actually telling you about yourself is whether or not your own opinion matters most to you, or other people's opinions.
I want you to answer the following question truthfully ? without peeking at the explanation.
How do you know when you have done a good job?
How you answer this question, will tell you a lot about yourself. In particular, you will understand whose opinion is important to you.
Some of you may use phrases such as;
?Well I just know?
?It feels good, when the work is finished to a high standard?
?I always do a good job?
For others you may have responded;
?Well I am in sales, and the commission check is all the proof I need?
?When I get public recognition?
?When people come up and tell me?
?When I get a good grade in my appraisal?
What this is actually telling you about yourself is whether or not your own opinion matters most to you, or other people's opinions.
So what could go wrong if you said the wrong thing?
Let's assume you meet someone who has a very strong internal representation, and you on the other hand need other people's approval, before you will make decisions.
You are trying to sell personal coaching to when you looks at things externally and they look at things internally, and you say. ?if you do this course, your friends will be amazed at the transformation that has taken place?. The probability is that they will look at you blankly, and maybe even offer a response such as; ?If I took the course, and it is a big IF, then what would my friends have to do with it?? You are then going to have to start playing catch-up!
On the other hand if you said something like; ?Only you know how you would benefit from this course, and of course, the results that you mentioned you wanted would enable you to achieve your dreams.? Then you would have a better chance of getting through to them
What questions to ask, to unlock their buying code?
Without knowing a person's strategy, you could be emphasising all the wrong points. It is therefore vital to ask the person some questions, so as to elicit their strategy, so that you can emphasise points that match their way of thinking.
So how do you determine a person's frame of representation? As you will have gathered by now, it is by asking the correct questions. What worked for your friends, may not working in a business situation.
If I was trying to find out a potential buyer of my value proposition workshop's way of thinking I would ask the following question;
?If your company was to attend this workshop, how would you know if the day had been a success for you??
I would listen carefully to the answer, because not only would I know their strategy, I would also get a good idea of what success measures they would be looking for, and I would ensure that these were achieved during the workshop, to produce another delighted customer.
Conclusion
Know they self! If you can't determine how you make decisions, how could you determine other people's methodologies for arriving at conclusions? Once you know how you get feedback, then you start checking out your friends. Doing this in relaxing surroundings, will help you become proficient, so you can start using these questioning techniques in business circumstances
Translating these insights into questions that you can then use to move buyers closer to your products can still seem a challenge to some people, maybe then you could do with some help.
You Got It Right
If there is ONE method for making money online that is unquestionable in its results - this has to be it.
Because it is without a doubt the Number 1 way of building a stable online business, bar none, and the one thing most people just FAIL to do.
MY STORY
When I first started marketing online, I was advertising a hell of a lot.
Sure I made a few sales, but not every marketing method I tried worked.
As for anyone learning internet marketing online, it was no different for me...
A very steep and very expensive learning curve.
I bought 10,000 guaranteed hits - No Sales.
I paid to join various safelists... - No Sales
So on and so forth.
By the way, I was promoting a product that I had purchased the resale rights for, and really all I had done was upload a predesigned sales page and the ebook that accompanied it.
At that point, I had no idea about Search Engine Optimisation or free traffic methods, I wanted instant results, and found that what worked best for me was carefully placed solo ads to a carefully targeted audience was what made me the money.
Not all of the time, but some and even most of the time.
Let's say, enough that I kept up with what I was doing for some months.
The trouble was, whenever I stopped advertising for traffic, my sales stopped too.
I had heard and read many times before that the money is in your list.
For me, the money was in other peoples lists, and I was paying through the nose each and every month to get the right kind of traffic.
Months passed, and so did thousands of dollars in advertising.
To cut a long story short, the one thing I was NOT doing was building my own mailing list.
I was getting one time visitors, paying through the nose for them, and not capturing their email addressess.
I know SO MANY of my customers even now, despite my telling them repeatedly, are NOT capturing email addresses at the moment either, just like I failed to do at the start.
And I know it is because people are too lazy or just don't know how to go about building an email list.
The worst thing about this is that people know that they should be doing it, but don't.
My mailing list is growning fast now.
Why? Because ALL of my efforts are towards list-building.
I NEVER or Hardly EVER advertise to promote a product now.
If I DO advertise, it's to promote my mailing list and to get more and new subscribers.
And I am making THOUSANDS of dollars every month promoting my own and other peoples products to my mailing list.
Why am I saying and sharing all of this?
Well for 5 reasons:
1) There really is NOTHING that will make you more money online month after month than having your own mailing list to market and promote to.
2) I promise you, every guru who has spilled his or her guts out saying "Build your list! Build your list!" is absolutely right... The money really IS in the list.
3) If you are paying for advertising as I was and NOT capturing email addresses, you are throwing your valuable money down the drain.
4) With services like Aweber and Get Response it is easy for ANYONE to start getting their mailing list up and running in no time at all.
5) I hope you actually do this and start building your mailing list right away.
You know when you start building your mailing list, its like a drug.
You become addicted. Why? Becasue you start to see the dollars coming in at an INCREASING level as your list builds with each promotional mailing you send out to your list.
I don't care what product you are marketing on the internet. If you aren't building a mailing list of people you can market to repeatedly, you will eventually run out of patience, energy, commitment and money to continue your online marketing efforts.
The best way by far in my experience to build your email list is to send visitors to a landing page that offers them something valuable in exchange for their email address.
Also love them or hate them, pop ups work. Use them.
Another great method is to have a subscription form on your sales page, roughly a third of the way down the page (I have found this to give the best results).
Regardless of what method you use, just do it.
It's the one surefire way that you will guarantee longevity for your online business and generate profits month after month that just keep increasing as your mailing list grows!
Both Peter Lawlesss & Tahir Shah are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Peter Lawlesss has sinced written about articles on various topics from Marketing, Shopping and Home Management. This article was written by Peter Lawless, founder of . For previous articles like this, visit 3R's Articles. Alternatively, subscribe to Success our free mo. Peter Lawlesss's top article generates over 8100 views. to your Favourites.
Tahir Shah has sinced written about articles on various topics from Fast Cash Loan, E Books and Make Money Online. Tahir earns thousands of dollars a month online marketing infoproducts. to get his list building system and NE. Tahir Shah's top article generates over 33100 views. to your Favourites.
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