Archive for the ‘Telephone Sales Skills’ Category

SPECIAL ANNOUNCEMENT

Marketing Mastermind Call:

Boost Your Speaking Sales with "The Invisible Close"

Tuesday, 27th July, 2010

8:00pm UK Time (3pm EASTERN, 12 noon PACIFIC)

It's a disservice to let interested consumers walk away without securing the benefit of your fabulous products or services. They came to buy from you. Give them what they need to say "YES!"

Join me and my guest Lisa Sasevich, the "The Queen of Sales Conversion, for this action-packed call where we will be covering…

• Exponentially grow your platform sales using Irresistible Offers

• Get massive results without being "salesy"

• Maximize your profits with no marketing budget!

• Simple, no-cost things you can do to instantly double or triple your sales conversion.

• The secrets to inspiring someone to act now…without being pushy or "salesy"!

• How to craft your “Irresistible Offer” to support Big Sales and your Big Life!

• And most important, how to share the wealth of your wonderful and unique talents and receive wealth in return!

This call is FREE for my hundreds of Marketing Mastermind and Stepping UP! members. They also get the CD and transcript of this call at no extra charge, plus a tonne of other member benefits – such as access to our online members forum.

Not a member?   Then click here to join the Marketing Mastermind Group today so you can take advantage of this call and all the other member goodies each and every month.

I look forward to "meeting" you on our call.

Best Wishes
Bernadette Doyle
www.clientmagnets.com

PS - Even if you can’t make the call, all Mastermind members receive a FREE CD of the call as well as a digital version of the audio and transcript! Take advantage now.

You're gathering a database of prospects and marketing to those who have shown an interest in what you're selling… you're sending out direct mailings and e-mails, and you're promoting your next event… you're taking calls, you're booking seats, and you're realizing profits that are just short what you've dreamt of.

STOP. Every method listed above is a piece of the money-making puzzle, but there's at least one element listed there that can be expanded to include an explosion of profits – profits of a caliber that you may have not considered possible.

That element is the "call."   If you're talking to one person on the phone, answering his questions and moving closer to a single booking, imagine the potential it could have if you were speaking to 50, 100, or even 150 people at once.   And furthermore, imagine if you were charging money for each of those people to participate in that call.

Hadn't considered the teleseminar until now?     Here are a few points that demonstrate the profit-making ability of these super-calls.   You can:

• Charge a participation fee: When every person that's participating in a teleseminar (or simply listening to you speak), has paid a fee (e.g. $50), you make a significant profit.   Just think, a mere 10 participants equals a cash realization of $500.   If you can book 150 participants, that a whopping $7,500 for 1 or 2 hours of your time!   $50 is a small investment for each individual caller, but equates to an astounding profit realization for you.

• Charge for transcripts. You can make participation in your teleseminar free, but then sell written documentations of the content after it's over.   For this method, you must ensure that your content is so fascinating (and packed with indispensable information), that a generous portion of the audience can't resist owning their own copies for future reference.

• Charge for recordings. Much like the selling of transcripts, you can sell recordings of your teleseminar.   Remember to make your seminar worthy of a second listen.

• Charge for transcripts or recordings in packages. Maybe a caller has dialed into her first teleseminar, and is so fascinated that she wants more information from past teleseminars.   Or, maybe your call times aren't ideal for a few of your patrons.   In cases such as these, you can wrap up packages of transcripts and/or recordings and sell them to bring in profits.

• Recycle teleseminar information. Use your teleseminars to compile the information necessary for writing a book, an e-book, newsletters, or articles.   Again, you can realize profits above and beyond that initial call.

There are plenty of reasons to get excited about the teleseminar – including:

• the contagious energy that comes with speaking to a large audience
• the ability to take questions that simultaneously satisfy hoards of people
• the platform to spread the word about upcoming events
• and the chance to get the feedback that's indispensable to your marketing plan

But possibly the biggest motivator?   The enormous cash-making potential of the teleseminar.

Utilize these tips and come up with your own ways of making teleseminars profitable for your business.   The goal is to do the work once, and to then develop ways to use that information again and again – and to generate profit with each turn.

Bernadette Doyle is a marketing specialist who helps entrepreneurs become client magnets and attract a steady stream of their ideal clients. She publishes a free, weekly newsletter for trainers, speakers, coaches, consultants, complementary therapists and solo professionals. If you’d like to receive invaluable tips and advice on how to attract clients with ease, register at http://www.clientmagnets.com

Remember the telephone conversation?   In this, the cyber age, the telephone conversation has become, for most, an antiquated form of communication.   However, that doesn't mean that it holds no value.   To the contrary, its value is so great that often the ring of the telephone could be mistaken for the cha-ching of a cash register.

If someone takes the time to call you on the phone, they're at least somewhat interested in what you're selling; they want you to convince them that their positive opinions about your product are correct; and they want you to dispel their fears.

People call on the phone for one of two reasons.   Either they want you to convince them to buy, or they want to cross-examine you to satisfy their own curiosities.

Either way, when you answer the call, it's up to you to take gentle control with questions that will work to convert:

• If someone calls and indicates that they are somewhat interested in your product, try to refrain from spewing a rehearsed list of features and benefits.   They can find the facts on your website, or in your brochure.   They are calling because they want to be nudged in the direction of purchasing (whether they know it yet or not).

• The person asking questions is generally the party who holds the most control.   If your caller starts with a question, politely indicate that you will gladly answer that question if they will allow you to check some things with them first.   This is called a "staller" or a "framer."   This puts the "ball in your court" and you can ask them the questions that will direct the conversation in a conversion direction.   You will rarely experience success if you spend the phone call answering questions that are being continuously fired at you.

• Ask, "What was it that attracted you to the program?"   Listen carefully and make note of these early "likes."   Answers to this question will reinforce the caller's belief in your product, and will give you valuable feedback for future marketing efforts.   Be sure to reference these points again later, reinforcing that your caller's instincts as correct.

• Ask the caller what kept them from booking directly from the internet.   The answer will give you the opportunity to dispel fears and calm misgivings about your product.   You can also use this information to adjust your marketing approach for the future.

• Begin questioning about what the prospect found appealing, then move to questioning about misgivings, and end with reinforcing the positive.

• Remember to only convince prospects that your product is a perfect fit for their problem if it truly is.   Selling under false pretenses is not only sleazy, but it won't work to build, or forward, your good reputation.   It doesn't matter how great your product can be for the right person, the wrong person will never give it 5 stars, a thumbs-up, or a good review.

• Make a list of questions that you would commonly use during telephone conversations.   This will eliminate stumbling, awkward silences, and nervousness when dealing with callers.

As we move further into the information age, fewer and fewer sales are booked over the telephone.   Nevertheless, when a phone call does ring in, it's better news than ever.   People are only picking up the phone as a last resort for being convinced.

When handled correctly, telephone calls can significantly impact your conversion rates…for the better.   People ask for information, and give information, because they want to hear that they're right about their likes, and that they have nothing to fear from their misgivings.

Open up that phone line.   Take control of the questioning.   Gently convince, dispel, and reinforce.   Use the call to turn that prospect into what they're secretly hoping to be – a client.

Bernadette Doyle is a marketing specialist who helps entrepreneurs become client magnets and attract a steady stream of their ideal clients. She publishes a free, weekly newsletter for trainers, speakers, coaches, consultants, complementary therapists and solo professionals. If you’d like to receive invaluable tips and advice on how to attract clients with ease, register at http://www.clientmagnets.com

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safe and secure Your privacy is our #1 priority and your details will not be sold, given, traded or rented to anyone else.