Boost Sales

Spill Your Candy on the Floor'Give Away Key Information, Help Your Customer Get Information

I've heard other sales trainers say 'don't spill your candy on the floor in the lobby.' What they are referring to is the fear that giving all of your knowledge away means you are no longer needed. Public seminars, white papers on your website, email newsle

Stand out transcendental the crowd by Giving Away Your Best Information

What makes you wagerer than your competition? Let me give you a hint, it’s not seeing as how you are less expensive than your competition or as long as of your great customer service. When you start giving away your services, your ideas, you will see your sales skyrocket.

Consumers have choices. In fact, they’ve got more choices today than ever before. And it only takes a few clicks of your mouse to be overloaded with options.

Given the fact that competition is at an all-time high, what can you do to stand out? Most companies have someone just like them on literally every street corner. So how do you get noticed? Just assume command that you are standing in a crowd. Everyone’s the same height, wearing the same clothes, and has the same skin color. That’s what most companies are doing. They look just like everyone else. So, how do you get noticed?

There are many things that should be done. Many of the consultants out there talk upwards of ultimate up with an trustworthy brand, crafting your positioning statement or unique value, the pick the right Bull’s Eye Market, and delivering your message effectively. But I want to suggest something else to consider.

The anthem is with information. You’ve got it. All you have to do is package it and share it. Just look at the number of people that surf the internet. What are they looking for? Information.

I’m not talking anyhow just any information. I’m referring to information that will be valuable and proper to your prospects and clients. Start telling everyone how if they do XYZ their career building will increase, their jobs will be easier. Give them some real meat that can help them, not just skim over the top insomuch as you fear that you will give away all of what you sell.

Spill Your on the Floor—Give Away Key Information, Help Your Customer Get Information

I’ve heard other sales trainers say “don’t spill your blancmange on the floor in the lobby.” What they are referring to is the fear that giving all of your knowledge away means you are no longer needed. They admit you’ve essentially spilled all of the goodies so why should someone hire you? I gather just the opposite, that if we analysis our interrogate from selling to giving information and helping, you suddenly rise a necessary part of what your customer needs. They are hungry for information. Information that tells them how to fix their problems. They need that information to decide what is the best brew to fixing their problem. And they will look on those that provide that necessary help as a trusted partner and resource.

The best sales process requires that you first set up rapport with the client; cadet all I’m sure you’ve heard the statement that people buy from people they know and trust, not from salespeople. Once they know you and trust you, then they have to know that what you offer will solve their problem, and finally that you are credible, believable. All of that is a part of the “building rapport.” You also are there to help in any way you can. Selling should be really on the backburner.

So, by providing information you establish rapport, credibility, and prove that you want to help, not withhold information until the cash is shelled out. You are truly there to help.

Give Away as Much Information to as Many as You Can at One Time

Let’s talk a little touching your marketing efforts. Have you daily and hourly sent out your direct marketing (emails, letters, whatever) with a goal of selling something? What would happen if you sent them out to boost that you are giving away all of this free information? Get everyone to shepherd a seminar on How to……..[whatever]

I can tell you from experience, both my own and those of the clients that have followed this procedure that your direct mail response rates will increase somewhere approximately 10 times. During the seminar make sure to give them some real meaty ideas to improve whatever it is that are clamoring for. You have just take rise “the expert” in the industry, in your geographic area, your community. You will be the FIRST person everyone turns to looking for help, advice, and….to buy from.

You will also have shown your value to a roomful of people in the time that you would normally have spent in a one-on-one sales pitch.

It sort of goes this way for my sales training and coaching:

There are lots of ways to give away, or even oversight a small amount, for this information. Public seminars, white papers on your website, email newsletters, compartment events (offer to be the speaker at a synod event, or host a free training, send the entire cell an email to drive them to your website for the information, or call you to send the information), an electronic file, a CD The options are endless. You don’t even have to stick to just one way to exchange it. The key here is to use the information as an enticement for them to contact you, give you their contact information, and for them to truly want more from you, much more. Don’t try to sell them, they will be turned off. Be the helper that is in demand.

If you have a complex or high-cost product or service, many businesses have had success by offering introductory seminars, webinars and teleseminars. It allows your potential buyers to take a test drive committing to purchase. They can determine if your time in and values are similar to theirs.

By determining and delivering the information your buyers want, you will go with more valuable and you’ll stand out midst your competition. Of course, you have to make sure that your content is pertinent and objective. No one wants to read or listen to an pitch, but they do want insightful information that makes their life easier or better.

Let’s look at some examples:

Don’t be averse that you are giving away your services; this makes you visible, and THE EXPERT that they will turn to. I look at it this way: There are internationally those in your council of war that will never buy your services. They are here to get the free information. So what? Aren’t you here to help everyone? The unquestionable sales you get will statically be a relatively fixed percentage of those you talk to, whether it is 10% or 50%. If your sales rate was 10% in a one-on-one, it’ll be MUCH higher in the roomful of people, since you are now considered an expert, not a salesman. And you just talked to a roomful in the time you normally do one sales call to one person.

Everything Increases, Marketing Leads and Sales Closes

Everything increases, marketing response will increase, your sales completion rates will increase, and on top of that you are talking to 20-30 people at once.

What would happen if you stopped going door to door, talking to one-on-one, and started having 20-30 people come to you every week, or every month?

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