DrNunley's Marketing Tips ezine
Tuesday, April 27, 2010
All new articles! Forward this issue to a friend.
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DRNUNLEY'S MARKETING TIPS!
FREE weekly wisdom to fatten your profits!
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Sell Clients What They Want
by Kevin Nunley
http://DrNunley.com
Clients want to feel comfortable during a selling process. Just
because you might like to be approached a certain way, doesn't
mean that your client will. Every client wants to be sold in a
way that fits them personally. There are four common personality
types that customers fall into; Expressive, steady, dominating,
and analyzers.
Expressive people view the world positively. They are comfortable
socially and like to interact with others. They are often
recognition-oriented and seek out situations where they can be
the center of attention. Expressive customers want to be sold by
a sales person who shows interest in them as a person. They enjoy
presentations that are entertaining and fun, Don't hurry them
into a decision! Let them talk while trying to direct them to a
mutual agreement.
People who fall into the "steady" category are positive like the
expressives. However, they are more comfortable being behind the
scenes, not in the "spotlight". Steady people are not risk-
takers and are often resistant to change. They want to be sold in
a way that is non-threatening. They must feel that you are
trustworthy and credible. Make sure that you listen to them and
are sincere.
Dominators are usually very suspicious. They feel that people are
out to get them. They don't like wasting time and are eager to
get on with things. They often make decisions very quickly and
hardly ever change their minds. A dominating person would be sold
by someone who is prepared and organized. A sales person must be
direct and get to the point with them. They want a salesperson to
respond to their ideas. Make sure that your facts
are straight and you provide them with refrences.
People who are considered "analyzers" are also suspicous. They,
however, are very detail oriented. Analyzers are perfectionists
and love facts and details. They don't show a lot of emotion, and
don't like people who do. Analytic people expect you to provide
them with a lot of information. They want you to be well-
prepared and thorough. Make sure that you ask clear, logical
questions. Above all, avoid pusing them, and give them time to
think.
Kevin Nunley has been the top writer of sales letters,
web site copy, press releases, and ads since 1996. His
talent and experience gets YOU results! Order his affordable
writing and promotion deals at http://DrNunley.com
************************************
Role Play to Increase Your Confidence
by Kevin Nunley
http://DrNunley.com
Being confident is probably the most important quality a business
person can have. The more confident you are, the more sales you
will close. Role-playing is an easy and effective way to help
salespeople build their confidence. It gives salespeople the
opportunity to learn new information, test their selling skills,
and try different approaches.
Try splitting your role-playing session into two parts. After the
first session, have a brief discussion of what the
observers saw. Then do the same role-play again, then discuss.
Usually your second attempt will be much better.
Use a camcorder to record each role-play to dramatically increase
the effectiveness of your sessions. Often it is easier to see
both the mistakes that were made and what was done well when you
are watching it yourself. Later, you will have a library of
sessions you can go back on and see your improvement.
Selling can be a difficult process. Customers judge you and
compare you to the competition. Many companies use sales training
to improve their odds, but no training program would be complete
without practice sessions.
See Kevin's affordable promotion packages and business writing
deals at http://DrNunley.com. From ezine advertising, to a press
release, to web copy that sells, get what you need fast.
*******************************************
DRNUNLEY'S FREE ENTERPRISE MARKETPLACE:
Your ad here for just $25! I take PayPal at the address on
my site, then send your ad to me... or I'll write your ad for
just $14 more. Get it at: http://drnunley.com/drnad.htm
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Entertainment, and MORE! Everything comes with a 100% Money-Back
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Here's the business opportunity I always recommend. Work from
home, make money, etc....with a company that is solid and treats
people well. This company ALWAYS does well in recessions.
I've been a member since 1998: http://drnunley.com/bizop.htm
CLASSIFIED ADS A JAW-DROPPING 25 BUCKS!
An AFFORDABLE way to get your message out! Don't let a troubled
economy get YOUR business in trouble. Advertise wisely with a
50-word ad. I write it, you use it however you like! Home of
the $25 ad! http://www.FastAdKing.com
********************************************
This newsletter is sent weekly ONLY to those who have asked for
it (readers, friends, clients, and a few competitors
We're at:
54 Ponemah Rd.
Amherst, NH 03031
See you next week!
Kevin
Tuesday, April 13, 2010
All new articles! Forward this issue to a friend.
Subscribe at http://DrNunley.com
DRNUNLEY'S MARKETING TIPS!
FREE weekly wisdom to fatten your profits!
*************************************
Filtering your email? Be sure to put us on your approved list.
Read this ezine online at http://drnunley.blogspot.com/
*************************************
Creating Loyal Customers
by Kevin Nunley
http://DrNunley.com
To create loyal customers, you don't necessarily have to work
harder. You DO need to work "smarter." Concentrate on things you
can do to help keep your customers happy.
* Make changes before you have to. Ask yourself what changes you
need to make in your business in order to give your customers a
great experience. Then start the changes that make sense.
* Sell your service with personality. It is the sales person that
can generate real customer loyalty. To be consistent in your
business, you need to create a system. Think about what you can
do to generate loyalty with the customer before they even call or
visit you. Think how you can stay in touch to build a long-term
relationship for many future sales.
* Be different from your competitors. Create a unique point of
difference that sets you apart. If a customer can't tell the
difference between you and a competitor, they will make a choice
based on price and not on the value of your product or service.
* Keep in regular contact with your customers. Make sure your
business is somewhere in your customer's mind the next time they
need to make a purchase. Ask your customers for feedback. See
what they would like you to change. Try organizing a seminar or a
"Customer Care Meeting". You could send articles to your
customers that might be of interest.
Kevin Nunley has been the top writer of sales letters,
web site copy, press releases, and ads since 1996. His
talent and experience gets YOU results! Order his affordable
writing and promotion deals at http://DrNunley.com
************************************
Be Personal!
by Kevin Nunley
http://DrNunley.com
Whenever you're trying to sell something, many things factor into
whether your prospect actually buys. A few of the things a
customer looks at is if they connect with you, if they like you,
and if they trust you more than their competitors. Here are some
ideas that might get customers to feel at ease with you.
Make sure that you focus and are sincere. If your presentation
doesn't seem to respond to the customer's concerns, then try
taking a different approach. Don't just go on with your prepared
speech. The customer will feel like you don't care about them or
their problems.
When you give a presentation, shake hands with everyone as they
enter the room. Your prospects will feel a greater connection
with you, and you will be able to see them as individuals.
Don't use technical language and jargon. Rehearse your
presentation in advance with another person not in your field. If
there is anything that they can't understand, change it. It's
probably too complicated for the average customer.
Try telling a story in your presentation. People can often resist
a sales pitch, but it's difficult to resist a good story. Use a
"Hollywood approach." Give your story interesting characters and
dialogue. Be sure to include a lesson that your prospects can
relate to.
Connect with your customers emotionally as well as
intellectually. You will have the edge if you can establish a
personal connection with your customers.
See Kevin's affordable promotion packages and business writing
deals at http://DrNunley.com. From ezine advertising, to a press
release, to web copy that sells, get what you need fast.
*******************************************
DRNUNLEY'S FREE ENTERPRISE MARKETPLACE:
Your ad here for just $25! I take PayPal at the address on
my site, then send your ad to me... or I'll write your ad for
just $14 more. Get it at: http://drnunley.com/drnad.htm
The World's Largest collection of downloadable digital
information and entertainment is at PrivateMall.net. We've
created for YOU a massive, searchable collection of helpful E-
Books, exciting Software, Digital Information, downloadable
Entertainment, and MORE! Everything comes with a 100% Money-Back
Guarantee. FREE Bonuses show you how to earn THOUSANDS in extra
income. Start shopping NOW: http://PrivateMall.NET
Here's the business opportunity I always recommend. Work from
home, make money, etc....with a company that is solid and treats
people well. This company ALWAYS does well in recessions.
I've been a member since 1998: http://drnunley.com/bizop.htm
CLASSIFIED ADS A JAW-DROPPING 25 BUCKS!
An AFFORDABLE way to get your message out! Don't let a troubled
economy get YOUR business in trouble. Advertise wisely with a
50-word ad. I write it, you use it however you like! Home of
the $25 ad! http://www.FastAdKing.com
********************************************
This newsletter is sent weekly ONLY to those who have asked for
it (readers, friends, clients, and a few competitors
We're at:
54 Ponemah Rd.
Amherst, NH 03031
See you next week!
Kevin
Tuesday, April 06, 2010
All new articles! Forward this issue to a friend.
Subscribe at http://DrNunley.com
DRNUNLEY'S MARKETING TIPS!
FREE weekly wisdom to fatten your profits!
*************************************
Filtering your email? Be sure to put us on your approved list.
Read this ezine online at http://drnunley.blogspot.com/
*************************************
Get Your Customers to Say "YES"
by Kevin Nunley
http://DrNunley.com
Many of us dread the part during the sales process where we have
to ask for the order, especially if the customer says "no". What
happened? It seemed like the customer was with you all along.
They were smiling and nodding their head. What could have gone
wrong? Often, the problem is that the sales person never really
answered all of the questions in the customer's mind. If the
questions don't get answered, you won't make the sale.
Any objections the customer has should be sought out and resolved
during the presentation. This way, the sales person can judge how
well the sale is going and see if the customer is motivated to
buy. This process gets your customer to say "yes!".
The process isn't really that difficult. It involves being a good
listener and making sure you stop at certain points in your
presentation to let the customer talk. Obviously, you need to
rehearse your presentation. Tell about your product or service.
But, you also must develop a series of questions that will
usually get "yes" for an answer. For example, "Doesn't that give
you peace of mind knowing your family will be safer?" will often
bring a "yes" answer. If the customer answers no to a question, a
safe approach is to ask "Really? Why?" This directs the
conversation back to them. Listen to what is on their mind and
see if you can help revolve the issue.
Get the customer into a habit of saying yes to your questions. By
the end of your presentation, it should be easy for you to say
"Do you feel this product is what you have been looking for?"
When the customer answers yes, it's time to write up the order!
Kevin Nunley has been the top writer of sales letters,
web site copy, press releases, and ads since 1996. His
talent and experience gets YOU results! Order his affordable
writing and promotion deals at http://DrNunley.com
************************************
Marketing With Nonverbal Communication
by Kevin Nunley
http://DrNunley.com
Nonverbal communication is an important part of the selling
process. With body language or physical movements you might say
something that you don't even mean to! People believe body
language even when the words might contradict it. Often,
understanding the wants and feelings of others is far more
important than understanding their words.
Posture definitely communicates emotion. There are two body
postures: rising and sinking. Rising is associated with energy
and power. Sinking is related to discouragement or something
negative. Rising and sinking motions are usually motivated by an
inner feeling or emotion.
When two people adopt similar sitting positions that usually
means that there is an agreement. This is like saying "I am with
you" or "I think like you". Any abrupt position shift during the
meeting often means that a change of thinking has occurred.
Leaning forward shows intensity, interest in the other person and
confidence in yourself.
Body language is extremely important! With a knowledge of it, you
can better understand hidden messages. It will make your
communication clearer. Also, it will let you to be more
persuasive by responding appropriately to what others tell you
nonverbally.
See Kevin's affordable promotion packages and business writing
deals at http://DrNunley.com. From ezine advertising, to a press
release, to web copy that sells, get what you need fast.
*******************************************
DRNUNLEY'S FREE ENTERPRISE MARKETPLACE:
Your ad here for just $25! I take PayPal at the address on
my site, then send your ad to me... or I'll write your ad for
just $14 more. Get it at: http://drnunley.com/drnad.htm
The World's Largest collection of downloadable digital
information and entertainment is at PrivateMall.net. We've
created for YOU a massive, searchable collection of helpful E-
Books, exciting Software, Digital Information, downloadable
Entertainment, and MORE! Everything comes with a 100% Money-Back
Guarantee. FREE Bonuses show you how to earn THOUSANDS in extra
income. Start shopping NOW: http://PrivateMall.NET
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Here's the business opportunity I always recommend. Work from
home, make money, etc....with a company that is solid and treats
people well. This company ALWAYS does well in recessions.
I've been a member since 1998: http://drnunley.com/bizop.htm
CLASSIFIED ADS A JAW-DROPPING 25 BUCKS!
An AFFORDABLE way to get your message out! Don't let a troubled
economy get YOUR business in trouble. Advertise wisely with a
50-word ad. I write it, you use it however you like! Home of
the $25 ad! http://www.FastAdKing.com
********************************************
This newsletter is sent weekly ONLY to those who have asked for
it (readers, friends, clients, and a few competitors
We're at:
54 Ponemah Rd.
Amherst, NH 03031
See you next week!
Kevin
