16 Rules To Triple Your Sales

Eric — Fri, 31 Jul 2009 21:04:05 +0000

Your Customer Could Be Cheering!

OK so here’s the deal. I’ll put an explanation up here about every day or so until they are all fully explained. And if you found this on it’s own…YOU HAVE TO WATCH THE VIDEO FIRST.

Cash Follows Clarity – Be Clear

On this I could write for a month! Easily. Many, many approaches to sales are flawed from the beginning because they do not follow ONE simple ratio: Benefit, Advantage, Feature. 95% of your message should be about the Benefit to the customer, in THEIR words!!! 4% should be about the advantage your product or service provides. And 1% should be about the features or the technical aspects. Even though this is TOTALLY OBVIOUS almost no one does this. Most ads or sales scripts or otherwise brag about how our thing does this thing with this statistic to back it up. But we forget: NO ONE CARES HOW IT DOES THAT TECHNICAL THING. You care because you know how key it is…BUT YOU ARE NOT YOUR CUSTOMER. THEY DON’T THINK LIKE YOU. THEY DON’T KNOW WHAT YOU KNOW. They are ONLY interested in one thing: Benefit.

Here’s an easy example: Anti-lock brakes

Most business owners would make the mistake (and professional marketers too!) of going on about how the disc mechanism fires 300 times per second, with titanium alloy, reinforced hydraulic control system, blah, blah, blah. In fact, that would be most if not all of the advertisement or sales script. If you don’ think so, open the news paper, go on to any major website that posts advertisements. It’s totally insane!

Maybe there is also some content on advantage. In this case, that anti-lock brakes allow you to steer better during extreme situations.

But left far behind, usually, is the most obvious thing: THE BENEFIT: ANTI-LOCK BRAKES CAN SAVE YOUR LIFE! That message should dominate the language, the look and feel, the tone. EVERYTHING should be about this.

So, what’s YOUR marketing look like? How much Benefit is there? If it’s not there like it should be, then your marketing is NOT clear. And therefore…no cash. Cash Follows Clarity.

Educate Your Prospects (Coming Next)
Be Honest About What You Can’t Do
Get Interactive
Create an Easy Win/Win
Be Authentic
YOU Have to Go FIRST
Take Them All The Way to WOW!
Be Passionate! (It’s contagious)
Establish Value BEFORE Price
Be Clear on Payment Terms
Make it Clear You Understand Your Customer’s Desires and Needs
Ensure an Atmosphere of Partnership
Demonstrate True Concern for their Well-Being
Respect Their Time
Tie It Back to Your BRAND

Bonus #1: Acknowledge Early Adopters

Bonus #2: Differentiate Honestly

Here’s a VERY clear example!

First timers Go Here

Eric — Sun, 28 Dec 2008 18:03:54 +0000

WARNING: This blog is intended to inspire and catalyze. Provoking you into asking some meaningful questions about how we live, work, and exist is pretty much my main goal. However, the din and speed of our lives is for the most part blinding us to them and luring us into a type of willing slavery – the cost of which is too high to ignore. However, I think, if we organize our way of living and working in such a way as to reflect sustainability and collaboration, we will see something on the order of the miraculous. It’s at least worth a try. It’s a game worth playing and a journey worth starting. So, welcome to the journey…

What about Bob?

Eric — Fri, 26 Dec 2008 17:40:10 +0000

A lesson in “baby steps” and the power of gliding through conflict, neither directly engaging nor running away.

I'm Not a Slacker!

Official Eric Beck Site » People Skills

16 Rules To Triple Your Sales

First timers Go Here

What about Bob?