Cut the Stress, Cut the Time, Sell More Product

Stop chasing customers out the door with your sales presentation! You’ll gain greater profitability when you set the losing sales routines free and use confidence as a sales and marketing booster in your business.

Customers are magnetically attracted to confident sales people. They can’t help themselves, they’re simply drawn to the confidence and compelled to purchase from the person who believes so strongly in their product that they stop selling and let the buyer make the decision.

Recently, on a search for the best bed for my granddaughter, who had outgrown her crib, I visited several retail outlets. The first mattress salesman shared several mattress designs with me and pointed me to a low end mattress. He stated twice in the interview that since I was purchasing a bed for my granddaughter, I wouldn’t want to spend a lot of money. I didn’t purchase the bed there. I went to another store. The saleswoman at the second store showed me better quality beds, shared details of quality and value and mentioned that with a toddler on the new bed, I’d want to purchase a mattress protector.

Her sales routine showed me three things:

1 – she had confidence in her product and knew the value of purchasing a quality sleep system even for a small child.

2 – she understood my need to provide a comfortable and lasting bed for my granddaughter, along with the required products that would keep the bed in the best condition during those toddler years, so it could grow up with my granddaughter.

3 – she understood that she wasn’t the one buying the bed and didn’t try to sell me a bed based on what she could afford to purchase. (An important consideration!)

When a sales person understands the value of their product, they automatically present the best product available on the floor first. This recognizable confidence in the product and the sales person’s ability to present product attracts buyers.

A customer automatically trusts a salesperson who doesn’t judge their ability to purchase based on appearance or profile.

The consumer knows how much they can afford to spend, but they value luxury and value too. Once a customer knows the best value for their money, they have enough information to make an informed decision. Sales people who recognize the consumer’s need to understand value often make larger sales and increase their marketability by a greater percentage, because they attract buyers who value their time and money.

Sales representatives who refuse to sell from their own pocket, recognize the fact that people live on vastly different incomes and although a customer may appear to have little cash in the pocket, what they have in the bank may vastly differ from the profile that customer represents. These sales representatives will generate more sales and increase their target market simply by understanding that profiling doesn’t always work. Their innate sense of integrity will move their sales upward to higher levels because they refuse to fail. They simply enhance their marketing skills to meet the demands of a greater sales market.

Brand recognition allows the sales representative to step away from the sale and allow the consumer to make the purchase.

Neither sales representative knew whether I’d recognize any of their bed brands, or “logos” but the first sales person kept pointing out the name brands of the beds. He acted as if his knowledge of the brand would make a difference in the marketability of the bed to me. His sales pitch was peppered liberally with the name of the manufacturer rather than qualities and virtues of the beds and the way they were manufactured. The second sales person simply called the beds by their trade name and focused her discussion on the differences in manufacturing process, acknowledging that brand recognition was inescapable.

By assuming the consumer recognizes the brand identity of a product, the sales person cuts the presentation time, allowing the value and quality of the product to be the presentation. This blatant “expectation” gives the consumer an understanding that “this brand should be recognizable to me” even if the consumer has never heard of a brand before. The insinuation is there, which results in an underlying validation of the consumer. The sales person says without voicing the words, “I realize you’re an intelligent person and you have already done your homework, you’ll buy the bed that is right for you.”

Confidence attracts buyers.

Show your confidence by allowing the consumer to recognize your brand. Learn how http://brandyourmarket.com can help you brand your business and products with confidence and marketing expertise. You’ll talk less, listen more and have greater profitability with better Brand Recognition. Get your own FREE Subscription to The Branding Iron and you’ll be a more confident sales person.

© 2010 – http://janverhoeff.com

When a client calls and needs information, they want answers, not an inquisition. Solution based education means you offer the solution, once you know what the problem is. Sometimes, that means you have to give a little time to questions and answers, to get to the basics of the issue.

Asking Questions —

When the client starts talking, you listen first. Once they’ve explained their problem, ask questions to clarify. Make sure you’re asking for information and not asking just to prove how smart you are, or to prove a point that’s irrelevant to the solution.

Recently, I listened to a music instructor talk to my son. “Show me the note. What note are you playing?” He showed her the chord he was talking about, and then she asked him again. He said the same thing over and over, getting more and more frustrated because he didn’t understand what she was asking him. Her confrontational style of asking was an affront to him, telling him repeatedly that he didn’t know what he was talking about. When he finally got to the answer she wanted to hear, she said, “See, you don’t know any of this.” Not only did my son get frustrated with her and decide he didn’t want to learn to play the instrument her way, but I was frustrated enough I just wanted to tell her to take a flying leap. He had asked her for instruction, not a confrontation of wits and words. His request had been reasonable enough. By the time we left, he didn’t want to talk to anyone about music.

Ask questions to gain information, not for the purpose of proving you’re smarter than the client. They’re already assuming that, or they wouldn’t have asked you in the first place.

Bring them to the table —

The function of business communication is to bring people to the same table and encourage them or motivate them to act on your recommendation. Whether you invite them to the table with enough coercion to convince them it’s in their best interests, or you bind them and drag them to the table, the result may be dependent on their willingness to spend time with you. If your process of motivation is beating your customer to an emotional pulp, the intended results probably won’t happen more than once. The smart customers won’t come back for a second beating. Those who do come back will do so, only because they can’t find another source. Few people will voluntarily come back for the beatings.

Give your clients information; attract your customer by giving them what they ask for without driving them away. Attraction is a far easier means of obtaining a client, and gathering information does NOT have to be a confrontational experience. Learn how to communicate without a confrontational style and you’ll find customers rush to do business with you.

Make your communications profitable by using Brand Recognition, Identifiable Marketing Objectives your clients can follow simply and easily.

Words in your documents, in your blogs, and on your website, identify you like a branding iron. The most prolific articles can refer directly back to you by using Brand specific keyword phrases relevant to your articles. Your brand identifies you like a branding iron, stamping you with identifiable keywords, whether you use them together or separately, the phrasing doesn’t matter, so much as the words you use in the phrases.

The Branding Iron stamps your business, or a steer’s rump, with specific recognizable markings that you (or your clients) can recognize.

The purpose of branding your documents online with a memorably phrase that will always drive traffic back to your website, blog or articles, is that people tend to forget your name. They will even forget the words you use in your article title, and they may even forget the topic of your article, but if you leave them with a catchy phrase, they’ll remember your brand identifying phrase.

Use the branding iron often, to become a recognizable part of your article marketing endeavors and you’ll become easily recognized and searched online.

Elitists demand recognition and acknowledgment from their wealth. Regardless of the cost, the knowledge that they can afford what they want makes the ticket an effective marketing tool. Dollars signify value and value displayed by the wealth indicates a different kind of cost. When presenting your product, start with the top value in your market and appeal to THAT niche first.

Distinguish your product by location —

This significant touch of marketing says more about your buyer than the product, but if you want that elite buying sector, you’ll have to go where they go to market what you have.

Exclusivity rocks your client —

Fulfill their expectations with exclusive rights products, one of a kind, limited edition or select audience directives that mean, “This is top of the line exclusive.”

Signature Brand builds ownership —

It isn’t your signature they want on their product, but rather their own. They want the item embellished with their identifying mark, so stamp it with their monogram, their name, or their personal perspective.

Convenience and opportunity —

They may fly to Paris to get their hair done, but they don’t want to drive across town to pick up a tooth brush, tooth paste and essentials. Make it convenient. Do you deliver?

Exclusive price and value —

They’ll pay for price, but the value had better be good (they can afford lawyers, too). Give them what they want at a good price, but be certain you fulfill their expectations with High-Value too.

Celebrity endorsements are sweet, but not necessary if your Elite Marketing Plan has all the right points of return. Grab the market with a powerful junction of interactive social genius. Be where the elite go, and be available for all the right reasons. Your products will speak for themselves, but you’d better know the language.

Visit This Site for key concepts in marketing and making the dollar count online, without a doubt one of the most significant internet marketing methods available for creating millionaires online. Live on the naughty side and take a risk for your own benefit. These are available to the few and the best. Get yours now.

When urban redevelopment stopped up the community action communications earlier this month, the Lamar City Administrator started blaming County Commissioners and the people of the community with comments claiming they weren’t smart enough to understand. Oh, they’re smart enough alright. They understand the urban redevelopment project was meant to create a top heavy local government where the people of the community would be bound by DEBT to meet the requirements set up by the Lamar City Administrator and his co-horts on the Lamar City Council.

Urban Redevelopment doesn’t have to be that way.

Urban Redevelopment can be a COMMUNITY based incentive with motivated business owners coming up with inspired concepts that would bring success and greater recognition to their community without the high cost of debt and a high salaried City Adminstrator telling them what to do. Urban Redevelopment works when the people of the community who own businesses plan their strategies and work their plan together.

Economic Benefit to all businesses isn’t ever part of a package, there will naturally be some businesses who won’t participate and don’t care enough to get involved in a community transformation effort. Those businesses may or may not survive, and that is their right. Failed business may simply be a natural way to open up a greater opportunity within a community. The simple reality is that businesses survive, succeed and fail on a daily basis and the process is predictable.

Businesses without Plans fail because they don’t have a strong enough infrastructure to succeed.

Urban Redevelopment Plans created by City Administrators with a history of incomplete planning and management results probably won’t be well enough thought out to succeed either. The problem isn’t with the Urban Redevelopment Plan, so much as it is with the means and methods of controls incorporated into the plan by persons who don’t have the knowledge or ability to carry out the basic plan successfully.

Top heavy city government NEVER works.

What kind of Urban Redevelopment will Brand Your City Successful?

• Cooperative Independent Business Owners with a common community vision.
• City Leaders who promote and inspire community participation in City EVENTS.
• City Leaders who recognize the value of listening to the citizens of the community.
• City Leaders who are ACCOUNTABLE to the community they SERVE.
• Business Owners who have access to funding (grants and other resources) with community support (aka bankers willing to lend).
• City Events planned to support LOCAL BUSINESS.

Some great ways to brand your city without the “high cost of duplication” includes reusing some of the old standard signs and pass throughs to grab attention and capture interest in the town.

“Gating the city would be a nice thought, but more likely we could gain more attention by finding nice ways to attract people into the city rather than gating them out.”

~ Kenton Verhoeff

Visit Kenton Verhoeff at http://kentonverhoeff.com.

To learn more about Urban Redevelopment go to http://lamarco.us/blog and sign in for a FREE copy of the Lamar News.

The Branding Iron takes advantage of glitter and glitz any chance we get. When Commissioner of Agriculture chatters up the air waves across local radio stations, we grab the opportunity to catch up on the latest branding techniques. Inserting chips in cattle seems to be the thread that stitches up brand recognition, but how effective can that be? Those with readers can identify their cattle, and a satelite can find your heffer, but seriously, do you carry around a “reader”?

The Branding Iron offers greater recognition values for the general population, mostly easily readable and recognizable markings that give everyone a specific view of identifying our products and markets.

In Lamar, Colorado, the hometown of John Stulp, the Commissioner of Agriculture, recognition means we can see it, smell it, hear it, touch it, or taste it. Most of us don’t carry “readers” but we recognize cattle. Advertizing on the front range is much the same. We want to FEEL it.

Add the sparkle of the five senses to your Brand Expertise and increase the success rates of your Marketing Strategies. By making the five senses work for you, your marketing efforts will be rewarded.

Chalk one up for The Branding Iron and add Sizzle to your Marketing Strategy. Market your business with Social Networking on Twitter.

Dominate Web Traffic – Realize the Value of Creating Profitable Targeted Traffic

Living with an abundance mentality means more than just thinking you have money. The value of an abundance mentality is understanding the importance of helping others achieve their goals. It’s simply good business to help other people build and grow their business to achieve higher levels of success.

Web marketing techniques have changed over the past fourteen years. Understanding those changes will help you to grow your business connections and increase traffic to your website.

· Newspapers are losing ground – With Internet communications and news readily available, people choose not to read newspaper.

· Phone books are unnecessary – With WhitePages.com readily available, nobody takes time to pick up a phone book these days.

· Television Commercials are being ignored – with TiVo you simply skip the commercials and watch the movie. Who has time for commercials – except during the Super Bowl?

Can you imagine filling up a baseball stadium each day with people?

Your website can have that much traffic using these basic strategies to drive huge numbers of clicks with a few simple steps.

1 – Press Releases – Use the News (radio or television) to get your website noticed.

2 – Double Listing – Google Exclusive Recognition comes with value steps that gets you listed faster.

3 – Top Page Recognition – SEO driven page rankings that get you noticed on the search engines.

4 – Multiple Search Engine Listings – Front page recognition for Search Engine Siting.

5 – Social Network Media – Be recognized in social media for your signature identification.

These five easy to achieve strategies will drive your website to the top of the traffic heap, creating a traffic jam on the web.

But how can you generate enough traffic to build an internet business without paying for traffic?

Targeted traffic, generated with quality driven content brings the greatest benefit to your business. Stop struggling to find customers using the wrong information markets.

You can start right now developing Profit Based Targeted Traffic to your website by signing into our ezine where you’ll receive frequent traffic generating and branding tips for your business online. The Branding Iron is a Brand Your Business Specific Publication for internet businesses who desire to generate high-volume targeted traffic on the Internet. Click HERE to sign up today.

Viral Article Marketing Secrets – 7 Marketing Guru Style Marketing Tips

Advertize your Business with Viral Article Marketing strategies that keep your readers coming back time after time to your recognized brand. Brand effective marketing drives traffic and your readers begin to recognize your writing style when they see it. Give them prime examples, every time you write.

1 - Generate a Stellar Traffic-Driving Title

No matter what else your title does for your article, it must drive traffic. If you can’t figure out if it drives traffic or not, look at how many hits you get from the article. You want a title that if they don’t do anything besides click the title, they still find the link.

2 – Audience Capturing Sub-Headers

Keep the sub-headers simple, but specific enough to tell the reader what they need to do. Give yourself some leeway here, and use audience grabbing words. Action words speak louder than passive phrases. Get specific with your sub-headers and tell the reader what they’ll learn.

3 – Write Like You Talk

Write as if you’re speaking directly to a person. Grab their attention with tonal changes, verbs that speak out loud, and directives that are understood to be meant for them. Don’t hesitate to get personal. If you know your reader isn’t listening to you, TELL THEM.

4 – Keep Them Moving

Make your articles flow from part one (title) to the ending (click through link). You want your reader to see the last step just as certainly as they saw the title. Make your resource box a part of your article and keep them reading through the last line.

5 – Generate Show Stopping Hooks

The advantage of catching your reader off guard with a pertinent choice is that they make the easy choice first. If you allow your reader to opt out – they will. Don’t give them that option until AFTER they opt in. Tell them what to do in clear language that grabs their click.

6 – Use Keyword Advantage

By using your recognized branding phrases in your articles, your readers become familiarized with them and begin to search those phrases on the Internet Search Engines. Create keyword phrases that brand your website and products to your own advantage in the articles you write.

7 – Magnetize Your Clickable Links

Give your readers a reason to click the links provided in the resource box. Tell them what they’ll get and ensure they’ll click by making it easy for them to understand the process. Use the whole value marketing technique of systemic advertizing with relevant content.

Bonus: Call to Action

Drive Traffic with http://advertizeyourbusiness.com marketing concepts that create positive flow article marketing options you can use, no matter what your business does online. These FREE Templates give you optimal choices and writing style opportunities to share your business.

© 2009 – http://janverhoeff.com

Yahoo Pool Tournaments – Don’t Underestimate Your Opponents and Other Marketing Drivel

Marketers often assume they’re the only one on the street wearing the polka dot tie and plaid jacket. After all, no other salesman would DARE infiltrate your territory, right?

I sat there in the living room with my feet propped on the coffee table sipping a cola and holding my granddaughter. Her mommy, who could sell snow to Eskimos in the winter, was telling me about her busy day at work and shooting pool with some stranger on yahoo at the computer. The new player offered to play her for dinner, if she’d consider meeting a stranger. She shrugged and told him, okay, then took the first shot.

She drew back the pool stick with the mouse and let the first shot fly. The balls broke into a loose circle in the middle of the board and she typed darn into the board.

She talked about the new rookie in the store that thought he could outsell her, while she waited to take the next shot. They alternated customers as they walked in the door. The rookie made a mark on the graph as to how much each customer would buy, before they greeted them.

She drew back the stick and took another shot. Direct drop into the corner pocket, and the next shot deflected off the back bar and rebroke the circle of balls in the middle.

He typed onto the screen, “You don’t play this much do you?”

She told me how the new rookie was letting her have customers he didn’t think would buy product and waiting for a better customer to enter the store next. Customers were purchasing equipment, some inexpensive, others more valuable, but all of her customers were buying something.

She took another shot and dropped the first ball. She dropped the second ball. She dropped a third ball and the forth ball knocked the 8 ball across the table out of her way.

He typed into the screen, “Oh, that was close…”

She told me about the rookie’s disappointment when his high dollar customers weren’t buying anything by midday. She hadn’t told him she was making sales, or not, just listening to his comments. When he noticed she’d sold a set of ear phones, he seemed exhilarated by his last sale of a headset. She shrugged it off and kept cleaning counters.

She drew back the pool stick and took another shot, then typed her intentions onto the screen, “8-ball, lower right pocket.”

How’d you do that? Her pool opponent asked as she typed a comment into the board. She answered that she played pro-pool for money in the college dorms, it’s all geometry. He seemed perturbed that she’d beaten him and hadn’t acknowledged her expertise.

She left him with the table and turned to tell me what happened at work.

The rookie finished the day out with less than a hundred dollars in sales on his own tickets. Her tickets totaled more than $2,800.00 and she had three buyer contracts on new equipment purchased online through customers who’d been in the store. The rookie wanted to know how she’d accomplished that and she answered, with the most important lesson of my marketing career, “I never pre-judge my opponent or sell from my own pocket!”

At http://advertizeyourbusiness.com we promote product to people of every shape, size and design. Everyone has the ability to achieve the goals they set in life, and we assume they can make that decision. Our job is to teach you the basic marketing skills necessary for you to achieve your goals; your job is to determine how well you want to use them.

(I wonder where she learned that marketing lesson?)

© 2009 – http://janverhoeff.com

Are you wondering where you fit into the social networking scheme of reality? Are you stuck with the genre sync you’ve based your business on for the first trendy start-ups on the Internet?

Consider for a moment, the options continue changing. How do you fit into that changing scheme of existence on the Internet?

Brand Recognition -

Even in the most dismal moments, brand recognition spikes interest. When you build your brand, your logo, and your signature style, you’ve projected recognition and identity into the atmosphere. You CAN be recognized for the participation factor of social networks, but more often you’ll be recognized for the specific purpose and value of your efforts.

In the early days, I noticed the writing styles were more direct, formal and research oriented. Then a group of writers began to develop a style with less fundamental basis and more syncronistic style. Those writers developed followings of magnitude and still grasp a solid hold on the network of people who search for innovative concepts and style.

What’s your style?

Social Networking -

Identifiable persons have viable personalities and persona that cross date-lines and marketing circles to become recognizable by individuals. As the numbers increase, the monetary benefits rise. Are you serving your network in a manner that brings them back to your website? Or are you serving them and leaving cash on the table?

Develop a personal following and become recognized for your ability to bring people together. Give your network an identity and market using the syncronicity of your group. Not only will you sell to your market, but your market will sell to their market, creating a dynamic potential for sales and marketing that drives profit.

Engineered Marketing -

The result of brand recognition and social networking is an engineered market that purchases what you sell. These buyers transcend identity and affect the surrealistic market of your product.

Use success driven steps to marketing that build your marketing list, effectively brand your market and gain your business the recognition necessary to generate profit and wealth.

Creative marketing will increase your business. Use Article Marketing from http://advertizeyourbusiness.com to drive traffic and motivate buyer direct sales. Increase your profit with social network ingenuity.

Twitter  your concepts - Jan Verhoeff