Successful Blog

Here is a good place for a call to action.

Search Results for: questions

10 Super Articles that Make Getting New Customers a Whole Lot Easier!

by

Advice from 10 of the Best

insideout logo

Last week, I wrote about

How to Get Customers to Sell Themselves (on You).

For today, I’ve gathered 10 super articles on attracting new clients or customers. I’ve read them all and added a summary to each link so that you can target the ones you’ll find most helpful. So here’s the list.

  1. Why Do People Really Buy? by Mike Sigers at Simplenomics A coaching session about how to understand your business’s sales story from one of the best sales and marketing guys on the Internet.
  2. #5.19: The “Steal From The Best” Issue by Andy Sernovitz for Damn, I Wish I Thought of That! Advice on how to learn from the research and development already done by the big guys.
  3. Features And Benefits And Sales, Oh My! By Diane Helbig for Ezine Articles “Stop talking. Stop thinking. And please, stop selling. Your prospect doesn’t want to listen to you ramble on about things they don’t care about. . . .
    Ask a few questions, listen, and then address only what you hear. Let’s explore this process.” [via The Top 10 Sales Articles ]
  4. Romance Your Customers By Making The Easy Sale First by Evan Carmichael An explanation of the most basic step of permission marketing.
  5. Put Passion into Your Sales by Niche Marketing by Brad Shorr for Word Sell Inc. How to sell more naturally by limiting your market.
  6. Don’t Overlook The Easy Sales from business know how Shows how to tap into the relationships you have to get help with your quest to find new customers who love what you do
  7. Easy Sales: The Trend for Small Business by Jack Yoest at Small Business Trends Here are the questions to ask so that you don’t find yourself investing too much time and too much of yourself in a deal you can’t close.
  8. The Art of Prospecting For Customers by Biz Info Library for SalesMotivation.net How to warm up cold calls.
  9. The Role of Leadership in Selling by Daniel Sitter How to show clients that your motive is provide a solution to their problem.
  10. How to Seize the Phone Even If You Fear Cold Calling by Tammy Stanley for Salesopedia The psychology of getting energized to make cold calls. “You would be hard pressed to find a sales professional who isn’t familiar with those trouble thoughts that talk him out of making calls now and convince him to wait for a better time to make sales calls or cold calls.” [via The Top 10 Sales Articles ]
  11. BONUS! Ten Timeless Persuasive Writing Techniques by Brian Clark for Copyblogger To use Brian’s own words, “Persuasion is generally an exercise in creating a win-win situation. You present a case that others find beneficial to agree with. You make them an offer they can’t refuse, but not in the manipulative Godfather sense.”

Selling, like any other new skill, takes practice to become natural. So don’t quit. A friend and her husband made a game of who would get rejected most.

People do say “yes.” If you follow the advice of the experts, folks will say “yes” even faster and more often.

What’s your reason for not telling “your audience” of potential customers about what you have to offer?

–ME “Liz” Strauss
Work with Liz!! page in the sidebar.

Related
To follow the entire series: Liz Strauss’ Inside-Out Thinking to Building a Solid Business, see the Successful Series Page.

SOB Business Cafe 10-05-07

by

SB Cafe

Welcome to the SOB Cafe

We offer the best in thinking–articles on the business of blogging written by the Successful and Outstanding Bloggers of Successful Blog. Click on the titles to enjoy each selection.

The Specials this Week are

LizStrauss.com is back asking questions about your questions.

Awake at the Wheel has a question about our successful efforts.

Success from the Nest wants to know if you’re clear on what you expect?

Small Biz Survival handles the question of Social Media for small businesses.

Doug Meecham, Guest Blogger at Greg Verdino questions our open-minded marketing.

eXtra For Every Publisher has no question about being a guest.

Related ala carte selections include

Design Your Writing Life offers contests to enter. The question is how many?

Sit back. Enjoy your read. Nachos and drinks will be right over. Stay as long as you like. No tips required. Comments appreciated.

Have a great weekend!

–ME “Liz” Strauss

How to Get Customers to Sell Themselves

by

SIMPLE SALES SERIES

Customers Get to Pick

insideout logo

It’s a rule of childhood. Every kid seems to know it. I get to pick my favorite. You don’t. Some folks, as grownups, forget that simple truth. — they make us feel like we should let them pick for us.

That’s called the hard sell.

Ever been told, ‘You HAVE TO see this new product. You WILL LOVE our new service!” ?

What’s your response, right now, reading that? Mine is “You don’t know that! In fact, now I’m predisposed to like it just a little less.”

We’re hype adverse. Put that together with these natural human responses.

  • No one likes to be told what to think.
  • No one likes to lose the right to pick their favorite.
  • No one likes someone else to decide what they need.

We know other folks don’t get to pick — so when they talk as if they do, we back off. If you’ve met a sales rep who brings out these responses in you, it’s no wonder if you are having mixed feelings about taking on a sales role for what you do.

How to Get Customers to Sell Themselves

The question then is: How do we communicate an offer — a product or service — that we’re thrilled about and we’ve done all of the work to know folks will like it too, if only they’ll try it out?

Here’s what to do. You can do this in text or in person. (In text, point 2 looks a lot like an FAQ.)

  1. Offer a taste — a movie trailer. Make it a little one — spoon sized like at Baskin-Robbins 31 Flavors. It might be one example of what you do, a case study, a blog post that you keep for sending to clients, a free weekly seminar, a phone call with you. Whatever you choose. Keep it concise and tightly focused on only one idea. It’s only one scene from your movie — overcome a tendency we have to give the plot away. (Often having the taste as an option makes people feel secure enough to buy without it.)
  2. Make everything about THEM. Ask questions and listen. Hardly say anythng. Be a verifier. Repeat back what you heard, “I heard you say you’re looking for . . .” Ask questions in that way until you’ve helped them draw a complete picture of your product or service. “I also hear you want . . . and a . . . If I put that together I get a . . . with the features of . . . . Does that sound like the ideal that you wish someone would offer someday?”
  3. Listen to see how his or her needs line them up with your offer. When you see that, you’ll have the confidence to say so. “We actually do that! Would you like me to tell you about it?” (Don’t worry if the needs and your offer don’t line up, just say so and don’t try to make things work.)
  4. Talk to the customer/client unemotionally about what you have to offer. You’ll know that you’re going somewhere when the person you’re talking to starts selling you on why it’s a good match. That’s when it’s time to start listening again.

Letting the customer pick is the same as when we were kids. We know what we need and why. We’ll even justify for you why it works for us, in essence selling ourselves on why we should buy.

What do you need to give this a try?

–ME “Liz” Strauss
If you’d like Liz to work with you on these three easy steps, you’ll find her number on the
Work with Liz!! page in the sidebar. Call her now!

Related
To follow the entire series: Liz Strauss’ Inside-Out Thinking to Building a Solid Business, see the Successful Series Page.

Bloggy Question 65: You've Always Had It EASY! RIGHT?!!!

by

Opportunity Knocking

For those who come looking for a short, thoughtful read, a blogging life discussion, or a way to gradually ease back into the week. I offer this bloggy life question. . . .

You moved away from your hometown after college. Only 20% of your graduating class did. You’re online and you have your own business. You’re enjoying some success — every bit of which you’ve worked your tail off to achieve.

You return home for a reunion. Always thinking, you arrange a few meetings with possible new clients while you’re there. When a high school friend hears you’re coming, he asks whether he might hire you to give him some advice on a new venture he’s considering. You agree (at a slight discount for secrets shared and times spent.)

The day of that meeting arrives.

The guy has a grand idea that actually has potential. It could turn into something special. He’s identified a genuine need. You’re certain because it’s in your same industry. You start thinking it would make a nice “sister” business. You’re picturing clients you might refer for his service.

Then you ask a few questions and the situation gets sticky.

The problem is that your friend is in dreamland. He has no real plan. He wants to put out a shingle and expects customers by the hundreds (maybe thousands), all over the nation to lay their trust and their money down. He has no goals, no funding, no market projection, and no way to get his message out or a message to send.

When you gently try to explain this reality, his answer is “You’ve always had it easy! You’re afraid of a little competition.”

Now you’ve invested billable time in a bad situation and you have a client meeting in the morning with someone he knows.

How do you respond?

–ME “Liz” Strauss
Work with Liz!!

Related articles
Bloggy Question 64: You’re In Business Now!
Bloggy Question 63: Taking It to the Streets
Bloggy Question 61: Okay Kids, Login!
Bloggy Question 60: Are You Listening?
Bloggy Question 59: A Whole New Blog Network?

25 Things that People — Our Key Customers — Really Want

by

SIMPLE SALE SERIES

Everyone Has Customers

insideout logo

I’ve been thinking a lot about customers lately. We all have them. Some are traditional sorts. They come to our businesses and pay us for products or services. Some are a little less conventional — they come in a customer role for things that don’t cost. Blog readers, first graders, park users are customers like those. Other customers don’t seem like customers at all, but really they are . . . mothers, fathers, sons, daughters all rely on our services like customers.

So it seems that knowing what customers want is more than a good idea. With that many customers everywhere we look, knowing what keeps them on a happy note would seem more like survival. Don’t you think?

25 Things that People — Our Key Customers — Really Want

Whether we have a business or we are just in the business of living, it’s good to know what will help us deliver a smile on the faces of the folks we care most about.

This list works for every kind of customer I’ve been able to think up. (Don’t go getting kinky on me.)

  1. People want help solving a problem.
  2. People want folks to notice them.
  3. People want to be heard when they offer their thoughts.
  4. People want to feel smart.
  5. People want to be a part of things.
  6. People want to be generous and for you to be generous too.
  7. People want give and be good things and want you to give and be good things too.
  8. People want to not worry . . . about time, money, health, injury, or other danger.
  9. People want to know that you’ll be the same person or better than the last time they saw you.
  10. People want to be entertained.
  11. People want to be informed.
  12. People want to learn.
  13. People want to know you don’t say bad things about them.
  14. People want to know they aren’t a number or a metric.
  15. People want good cake not just icing on a bad one.
  16. People do want the truth. They just don’t want it delivered with a sledgehammer.
  17. People want to believe in something without someone picking on them for it.
  18. People don’t want innovation. They want things that make life more livable.
  19. People want things and experiences that make their fill their time more meaningfully.
  20. People want to be understood.
  21. People want their questions answered even when the answer is “I don’t know.”
  22. People want the right to make mistakes without losing every time they do.
  23. People want to make their own choices.
  24. People want to know that you value their differences.
  25. People want to know that you know they are people.

People aren’t hard to understand. We all were born one of them. The trick is to keep in mind that folks around us — even folks we don’t know –are people too. They have their own thoughts and desires in the same way we have ours. We can meet with them where we agree — 25 points up there give us plenty to start with.

In our lives and in our businesses, people are our only customers for our actions and behaviors. If we make it about THEM, everyone will be just a little bit nicer. Lose track of that and they’ll remind us.

What things do the people in your life want? Are you a product of your environment? Could you be a better one?

–ME “Liz” Strauss
Work with Liz!!

Related
To follow the entire series: Liz Strauss’ Inside-Out Thinking to Building a Solid Business, see the Successful Series Page.

Getting Comments: Seven Secrets of a Superstar Conversationalist

by

A Superstar Conversationalist? Who Me?

<relationships button

Chris Brogan, no shrinking violet, called his blog post 39,000 comments. He said it was the first thing I said. It wasn’t really. I talked about Becky McCray and Darren Rowse, and all of the people who come here. The comments were just what caught his attention.

Then in the comments to that post, Phil Gerbyshak — the all-time relationship geek, not a quiet job — named me a superstar conversationalist.

I hear my older brothers translating . . . kid, they’re saying you can’t shut up.

Seven Secrets of a Superstar Conversationalist

Writing or talking about what we know isn’t a problem for most folks. People don’t ask me how to do that. What they ask is How do you get folks to talk back?

Here are seven of my secrets.

    Secret 1. Be an enthusiastic learner.
    The words of folks who stand at the podium and talk down to me never sound like conversation. They sound more like a lecture. Who wants to be lectured by an expert? It’s more fun to talk to a friend who knows.

    Learners, on the other hand, are magnetically attractive. They’re not intimidating. They offer a subtle invitation to participate. I know if I stick around I might find something I never knew before. Learners ask me questions they really want to know the answer to. When they get an answer, they ask more.

    Secret 2 Be imperfectly human.
    Don’t finish up every blog post so perfectly that I have no room to answer. Make that list with what you know, but don’t research it to death so that I can’t add to it. I want to talk to you too. Conversation always means you say something. Then I add what I know to it. We do it together.

    A conversation is always started, constantly revised, and never finished. We don’t tie our conversations up with a bow and hand them in to our 8th grade teacher. Let’s not do that with our blog posts either.

    Secret 3. Be an active listener.
    What is a conversation if I’m talking to myself? . . . hearing voices and talking to them? Isn’t that a sign of something?

    People are the most important part of any conversation. I listen with every cell. I try to crawl inside the experience they’re relating. I’ve discovered so much about the world and myself, and most of all, the folks who come to visit, by taking the time to listen and answering back. I answer and ask questions to make sure that I understood what I heard. Comments are just like real-life conversation.

    Secret 4 Be an easy laugher.
    Laughter makes the world turn easier. It gets the chemsitry in our brains going. We type faster and smile when we do. We connect and feel safer when we laugh together. My husband often says to me, “You’re smiling at your computer again.”

    Secret 5 Be you.
    I make a bad version of you. You make a bad version of me. Somehow we make a perfectly incredible versions of the unique individuals who we are.

    Blog your experience. Put your head and heart in what you write. If I tell my authentic truth and myunique view, no one can argue with that. Folks can’t help but respect it — the folks I want to interact with anway.. They want to know they they can tell theirs too. It sounds counterintuitive, but the more a writer tells his or her individual experience, the more people can identify with it.

    Secret 6 Be a cheerleader, a bartender, a friend, a host.
    Make a place where folks can be who they are. Make it about THEM. Be glad to see them. Be proud of their accomplishments. Have faith in their endeavors. If you care about their lives, they will care too. They’ll also care about yours and each others’. That’s how communities form.

    Secret 7 Be nice.
    I couldn’t leave that out — could I?

It hardly takes much to be gracious. Communities and conversations really build themselves. We don’t build them. If we stop trying to control them and let people know we’re not afraid to hear what they have to say in respect and honest communication. Amazing thing can truly happen.

I know. 39,000 comments was a long time ago.

I don’t really count comments. I count friends, and who could ever have enough of them?

C’mon let’s talk!

What did you right before you read this post? It had to be more interesting than reading about me.

–ME “Liz” Strauss
Work with Liz!!

Related
10 Essential Needs of a Thriving Community