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Matthew G. Sikich II is The Official SelfGrowth.com Guide to "Sales Training". You can find complete information on Matthew G. Sikich II and his products by visiting The 5 Buying Habits.
- Increase Targeted Traffic To Your Web Site For Free - by Submitted on Feb 12, 2007 from Mark KruschOne of the best ways for you to increase targeted traffic to your website when you don't want to spend a lot of money is to join some free traffic exchanges and start surfing. (Most traffic exchanges also have a paid program, but we will be focusing on just the free aspect in this article.) Your ...
Views: 1019 - Do It Yourself Fundraising: How to Get Money for Your Nonprofit - by Submitted on Jan 29, 2007 from Marc PitmanI often get asked by start-up nonprofits how to raise money. The panic of making budget seems to make raising money impossible without knowing someone rich and famous like Bill Gates or Warren Buffet. But fundraising isn’t impossible. It can an incredibly exciting adventure. Here is a simple ...
Views: 1496 - 5 Tips For Finding Hot Products To Sell On eBay! - by Submitted on Jan 20, 2007 from Art LuffDeciding that you want to utilize the number one auction site on the World Wide Web, to market your goods and services to, can be a risky as well as a scary proposition. You're going to have to do your homework to see if what you have to offer falls into the list of "Hot Items" to sell. Without ...
Views: 1362 - Who is Costing You Money? - by Submitted on Jan 14, 2007 from Kelley RobertsonMy wife and I recently needed to renew our mortgage for another term. The last time our mortgage was due, our bank called several months in advance and offered a good interest rate so we automatically renewed with them. This year, however, was a bit different. We decided to do a bit of homework ...
Views: 956 - Small Mistakes Cost You Big Money - by Submitted on Jan 14, 2007 from Kelley RobertsonMy wife and I were shopping for a new lighting fixture to hang above our dining room table. We wanted something relatively contemporary, and in our quest, we visited over a dozen stores in search of the perfect light. This experience uncovered a wide variety of mistakes that are costing ...
Views: 1031 - I'll Never Forget What's-Her-Name!- Winning the Name Game - by Submitted on Dec 13, 2006 from Craig HarrisonMy name is Craig. But I'll answer to Greg. Most Gregs I know answer to Craig. Of course we are not alone: there's Eva and Ava, Bill and Bob, Jeff and John, and many more. I can't complain. I often confuse and occasionally mangle others' names. Names are not my strong suit. My purpose is not to ...
Views: 927 - How to Win More Sales with This 5-Step Process - by Submitted on Dec 07, 2006 from Adam Urbanski and the Attract Clients Like Crazy System®Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get ...
Views: 1887 - Seven Lessons to Learn from Great Salespeople - by Submitted on Nov 25, 2006 from Kevin EikenberryChances are this article’s title gives you a strong opinion about whether or not to continue reading. You are either in sales and want to understand your work better and therefore very interested, or you are being kind and giving me until the end of this paragraph to convince you to continue, ...
Views: 1379 - From Prospect to Client in Thirty Seconds - by Submitted on Jul 20, 2009 from C.J. HaydenThe process of converting a prospect to a client can seem like it takes forever. You meet a prospective client, follow up with him or her over time, and hopefully have a chance to make a sales presentation or schedule an initial consultation at no charge. Then you follow up some more, trying to ...
Views: 1429 - When Is the Best Time to Make a Sale? - by Submitted on Nov 10, 2006 from Charlie CookDo you know when the best time is to help your prospects make their first purchase? Timing is everything in marketing. Get it wrong and you can't get your prospects' attention. Get it right and you'll see your revenue grow each month of the year. My daughter was twelve when we got a dog. She ...
Views: 1161 - Be My Guest - by Submitted on Nov 01, 2006 from Kelley RobertsonIn recent years many different businesses have begun to approach their clients differently. They are now labeling them as guests, which has been the norm in the hospitality industry for decades. Many restaurant chains as well as car dealerships and airlines have even taken to using this term. ...
Views: 1050 - Niche Marketplace Demands Exhibitor Efficiency - by Submitted on Oct 28, 2006 from Susan FriedmannRight now, the business world is a-buzz about Chris Anderson's latest book, The Long Tail. Even if you haven't read it, chances are you've heard of it: the best-selling business book that predicts the future of business lies in selling less of more. Niche marketing, Anderson posits, isn't just ...
Views: 1080 - Opening Sentences That Close the Sale - by Submitted on Oct 27, 2006 from Karon ThackstonIt's one of the best pieces of copywriting advice I've ever been given. "As often as possible, start your paragraphs with sentences that hook readers and drive them deeper into the copy." Why? Because - after the headline - the first sentence in any paragraph is what gets read most often. ...
Views: 1603 - Dealing with Distractions - by Submitted on Oct 23, 2006 from Kelley RobertsonIn today’s business world it is not uncommon for many sales people to work from a home office. At first this may seem like a great opportunity, however, it does create some unique challenges. One of the biggest obstacles is the number of distractions that can take us away from our work and ...
Views: 992 - Networking: Basics or Bust! - by Submitted on Oct 11, 2006 from Honoree CorpronHow is your business going? I mean, how is it really going? Do you have all of the clients and revenue you desire, or are you struggling to generate what you know you want, desire and deserve to have? Have you ever wondered how the super-successful people in your industry seemingly golf, lunch, ...
Views: 965 - Are You Targeting the Right Prospects with Your Small Business Marketing? - by Submitted on Oct 10, 2006 from Charlie CookSteve called from Minneapolis to ask how to attract new clients for his auto repair shop. He has been in business for two years and has four trained technicians to keep busy, but he was having difficulty attracting enough new customers. Steve wasn't just waiting for people to show up at his ...
Views: 1079 - Writing & Publishing Tips: How To Get a Top Literary Agent & Sign That Coveted 6 Figure Deal - by Submitted on Oct 08, 2006 from Susan HarrowTop literary agents get about 400-1000 unsolicited queries every month from hopeful book authors. Publishing houses sometimes juggle 5000. Most of my private clients and participants in my seminar, How To Get A Six-Figure Book Advance, ask me “how is an author supposed to get an agent’s ...
Views: 1146(2 votes) - Where the Clients Are - by Submitted on Jul 20, 2009 from C.J. HaydenA friend of mine is an IT consultant. He's been an independent contractor for the 20-plus years I have known him, and gets all his consulting contracts through agencies. Even when he works a year or two for the same client, the agency takes 15-20% of what the client is paying for his services. I ...
Views: 1526 - Use the Sales Secrets of Military Recruiters - by Submitted on Sep 29, 2006 from Danek KausLet me begin by stating that this article is not a discussion about the military or the pros and cons of war. It is about learning some of the most powerful persuasion strategies in use today. And the truth is, military recruiters are some of the best salespeople in the world. They have to ...
Views: 1618 - The Truth, the Whole Truth, and Nothing But the Truth - by Submitted on Sep 27, 2006 from Casey FitzGeraldAsk most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest." Those of us who work in sales and know ourselves to be fine, ...
Views: 1203 - Searching for Clients? How to Research Using Keywords - by Submitted on Sep 25, 2006 from Patsi KrakoffIn a previous article about how to be found on the Web, I told you about my experience typing in key words I thought potential clients would use when trying to solve a problem for which I had some answers. I wanted to know if they could find me by using the search engines, and I wanted to know ...
Views: 1082 - Saluting the Squawkers: Complaints Often Key to Improving Sales, Retention and Loyalty - by Submitted on Sep 21, 2006 from Craig HarrisonIt's said nobody likes a complainer. I beg to differ. In customer service a complainer is doing you a favor. They are the extension of your research, testing and quality assurance departments. Although essentially unpaid, they're providing you with invaluable, often real-time feedback on what ...
Views: 919 - The "Secret" Sales Fortune Cookie You've Been Waiting For! - by Submitted on Sep 11, 2006 from Kim DukeI lovvvvve going to a psychic. Getting my tarot cards read. Cracking open fortune cookies..and all that jazz. It is fun, sometimes enlightening and usually thought provoking. Are you sitting down? I am going to reveal your future in the Sales Diva crystal ball!And it is in the form of a ...
Views: 1136 - Back To School Supplies - by Submitted on Sep 08, 2006 from Susan FriedmannWhen September rolls around, parents all across the country gleefully take to the stores, loading up their carts with all the supplies their little darlings will need to make it through the coming academic year. After all, school is a really busy time, and to do well, you need to be ...
Views: 944 - That's Entertainment: Adding Some Show Biz to Your Tradeshow Exhibit - by Submitted on Sep 08, 2006 from Susan FriedmannWhat makes one tradeshow exhibit memorable and another so-so? What can exhibitors do to get attendees talking after the show? What can motivate visitors who may have had no previous intention of visiting your booth decide that they definitely have to stop by? Entertainment! According to ...
Views: 908 - Your Approach Makes a Difference - by Submitted on Sep 07, 2006 from Kelley RobertsonNot long ago my wife and I were planning a get-together with some friends and wanted to serve a cheese board after dinner. So, we ventured to a local market to look for some cheeses. We asked for one particular cheese at the first vendor we visited and were told that they did not carry it. No ...
Views: 891 - Avoid the What If Approach - by Submitted on Aug 21, 2006 from Kelley Robertson“What if I could show you how you could save money, would that be of interest to you?” “What if I told you that you could capture more market share, would you like to hear how we can help you do this?” “What if our system saved you time, would that be of value to you?” “What if I matched our ...
Views: 845 - Are You a Customer Service Ace? Take The Quiz and See! - by Submitted on Aug 21, 2006 from Craig HarrisonTest your customer service knowledge and learn how to be a service ace by picking the correct answer to each of these 10 questions. 1. A complaining customer is: A. Always right B. Almost right C. Often lying D. Always the customer 2. Customers who complain: A. Had unhappy childhoods B. Are ...
Views: 1616 - Sales Through Storytelling: Story Tell, Story Sell! - by Submitted on Aug 21, 2006 from Craig HarrisonNothing succeeds like success! And in sales nothing succeeds quite like success stories. Are you sharing yours? Why not? The secret is in how you share your successes. Learn to tell thirty-second "success stories." During sales calls a quick-hitting story can make or reinforce a point in ...
Views: 970 - 9 Steps to Building a Profitable Customer Relationship - by Submitted on Aug 14, 2006 from Casey FitzGeraldSuccess in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience: Love what you sell, the company you ...
Views: 1176 - Make Your Web Site Sell With These 3 Steps to Improve Your Web Site Marketing - by Submitted on Aug 12, 2006 from Charlie Cook"I'm getting zero conversion on my Web site (no ezine sign-ups). What can I do to improve my lead generation and income?" - Beth, from Chicago If you have a web site or are thinking of building one you want it to do two things. You want it to generate leads for your business and help you grow ...
Views: 986 - Turning Customer Service Inside Out! How Poor Internal Customer Service Affects External Customers - by Submitted on Jul 26, 2006 from Craig HarrisonWhile companies focus thousands of dollars on external customer service in hopes of wooing and retaining customers, little attention is being paid to the effect poor internal customer service has on overall customer satisfaction. It all starts within your organization! Sooner or later the ripple ...
Views: 3332 - How to Launch a New Website and Quickly Attract Traffic and Generate Sales - by Submitted on Jul 23, 2006 from Matt HockinSo… you’ve got a great product (or service) and your website is now optimized to be a sales conversion machine. Now it’s time for the next piece of the puzzle… getting targeted visitors to your website so they’ll buy. This article covers the most effective methods for getting a quick surge of ...
Views: 847 - Stand Up – and Stand Out: 12 Ways To Get Your Prospects to Call You Back - by Submitted on Jul 17, 2006 from Casey FitzGeraldNo matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back. Most sales people use boring, outdated voice and email methods, which leave them sounding just like every other sales person in the world. ...
Views: 1276 - Communicate to Succeed - by Submitted on Jul 14, 2006 from Kelley RobertsonDuring a recent visit to a local electronics retailer the sales person I usually dealt with was engaged with another customer so someone else helped me and answered my questions. I wasn’t ready to make the purchase that day but when I returned almost two weeks later my regular “sales guy”, had ...
Views: 800 - Crazy Like a Fox, Persuasive Like a Weasel - by Submitted on Jul 09, 2006 from Danek KausIn earlier articles we wrote about the power of using hidden commands in normal conversation to increase sales, convince others to do something or to accept your ideas. This is often done by separating out a simple command or suggestion by pausing, stating the command in a different tone of ...
Views: 1012 - Are you selling at the right level? - by Submitted on Jul 02, 2006 from Tim ConnorAre you selling at the right level? One of the common mistakes salespeople make is they fail to recognize at what level they should be selling their products or services. There are 5 possible sales levels where you can direct your energy, time and talent in the sales process. They are selling ...
Views: 1085 - The Voice of Customer Service - by Submitted on Jul 02, 2006 from Craig HarrisonCustomer relationship management tools abound, yet let's hear it for old technology. Your voice is the most multifaceted customer service tool in your toolkit. Your voice can convey concern, care and compassion. It can alternately convey boredom, neglect or contempt. Your challenge: to insure ...
Views: 1010 - Getting Past Gatekeepers: Don't Get Left At the Gate When Calling on Decision Makers - by Submitted on Jul 02, 2006 from Craig HarrisonDOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) — those professionals who “guard” the decision makers and often run interference for them — to get in front of decision makers (DM). Traditionally a secretary, ...
Views: 1008 - "Sorry, What's Your Name Again?" Six Steps to Relieve the Most Common Memory Worry - by Submitted on Jul 16, 2009 from Roger SeipIf you live in fear of forgetting prospects' names, sometimes within mere seconds of being introduced to them, you're not alone. Surveys show that 83% of the population worries about their inability to recall people's names. Ironically, while most of us hate having our names forgotten or ...
Views: 2802(5 votes) - What You Are Marketing Is Yourself - by Submitted on Jul 20, 2009 from C.J. Hayden"Call us today and change your life," proclaimed the hot pink flyer on the bulletin board. It was signed "Sunrise Hypnotherapy" with a phone number and a blind email address. No practitioner's name appeared anywhere on the flyer. Posted near it were numerous other leaflets, advertising ...
Views: 1418 - Four Memory Slips That Can Cost You Sales - by Submitted on Jul 17, 2009 from Roger SeipYour palms begin to sweat and you avoid eye contact with someone you know is a client, but you just can't remember his name. Your heart sinks as you hang up the phone after a phone call with a furious prospect; you forgot you'd made an appointment with her. You pound your forehead in ...
Views: 2013(3 votes) - Selling your Business – Step by Step Process - by Submitted on Jun 13, 2006 from Micheal HarrySo finally the time has come to sell the business. After investing years of your time and uncounted thousands of dollars, it has become successful, providing for your needs and wants, and it's time to enjoy the fruits of your labor. Where do you start? A good time to start thinking about ...
Views: 739 - Wholesalers in a Nutshell - Will they Deal with You? - by Submitted on Jun 13, 2006 from Micheal HarryWhat is a wholesaler? In a nutshell, it is a company that buys (usually directly) from a manufacturer in large quantities at a discount, then pieces out the product into smaller quantities that are then sold for a higher price. The usual chain of product goes: Manufacturer > Wholesaler > ...
Views: 841 - Getting noticed on the Internet - Digital Marketing for Small Business - by Submitted on Jun 09, 2006 from Micheal HarryThe Internet has grown from a small network of academics needing a way to trade research into a world-spanning, ubiquitous marketplace and repository for nearly every possible kind of information and knowledge. How does a small business avoid being washed away in the constant tide of buying, ...
Views: 814 - HOW TO PULL IN CLIENTS LIKE A MAGNET - by Submitted on Jun 03, 2006 from Charlie CookYour marketing could be pulling in clients and profits like a magnet. Think about how many people could benefit from your products and services. Even if only a fraction of them bought from you, you'd be amazingly successful. It doesn't matter if the economy is headed up or down, there are ...
Views: 1441 - The Power of Podcasting: What Exhibitors Need To Know - by Submitted on May 28, 2006 from Susan FriedmannWhat's the most precious commodity in the world? Nope. Not gold. Not platinum. Not uranium. Not diamonds. The most precious commodity in the world is not something you can mine, or harvest, or hoard in safety deposit boxes. The most precious commodity is something you have an almost endless ...
Views: 919 - The Power of One - by Submitted on May 27, 2006 from Kelley RobertsonOne is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some ideas to consider: Make one more cold call every day. One extra call a day equals 260 calls in a year. How many meetings could you set up with this number of calls and how many of those ...
Views: 762 - 5 Surefire Ways to Increase Sales - by Submitted on May 19, 2006 from Jeff CasmerThe Internet has changed how people do their business. Even small business owners are able to reach global market inexpensively nowadays, selling anything from apparel, collectibles, to computer software, service and coaching. The core of every business is sales. Many of the strategies to ...
Views: 1023 - HOW AGGRESSIVE IS YOUR MARKETING? - by Submitted on May 08, 2006 from Charlie CookCathy, a business writer, emailed me and said, "Boy, do I need to work on my Web site this year!" I gave her a couple of ways to improve her site and had her look at several websites that sell effectively on the Internet. Her response was a common one; she thought those sites were marketing ...
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