Had enough tips yet? Stay tuned because there are more to come….
16. Offer services such as consulting, at a discount or reduced rate. Attract attention by sending press releases, e-mail and direct mail campaign. Or simply conduct a contest with the winner receiving your services at a pre-determined rate or better yet "?¦Free!! Caution, if you decide to reduce your rate be sure to have a "cut off date" so that prospects know that this is a promotion. Keep in mind that this isn´t about reducing the value of your services but rather creating a sense of urgency to buy.
17. Look into promotional pens, magnets etc to hand out at networking functions.
Very inexpensive. People love getting anything for free. The point is to keep your company name in front of prospects and create name recognition when they look at that free pen, magnet etc. Check around for promotional offers. Many companies will double your order making a promotional item a must have (i.e. Buy 250 pens at 50 cents each and receive an additional 250 free).
18. Close that deal for God´s sake!!!
Sometimes a prospect needs that extra push to make a commitment to use your services. It can be as simple as asking a question. "What would it take to get your business"? Or stating an obvious fact. "I´m sensing some hesitation in making a commitment to use my services, is there any particular reason?" Getting the prospect to commit is about making sure that your services are A). Needed and B) a priority. Again keep in mind that their reasons can range from lack of money to your services not being a matter of importance to them right now. If you can determine the reasons behind their ambivalence, it will make it easier to close them. If you really want to close a prospect who´s been on the fence for awhile you can do two things. You can A).do a classic "take away´. This is simply taking away the opportunity to work with you (i.e. "I get the sense that this service might not be right for you at this time. Perhaps it might be best to call me when you´re ready". ) Be prepared to walk away from the bargaining table with no regrets. Your other option is B) you can also offer to do a "test run" of your services before determining if a long term contract is applicable. Whichever you choose, make sure that you don´t spend a great deal of time on a prospect that doesn´t deserve your time. Move on because there´s lots of business out there.
19. Send out an e-mail asking for referrals
If you don´t ask for something you want in life, you´ll never get it. Sales, marketing and promotion is about getting your name in front of as many people as possible and closing the ones that fit the criteria of a good prospect or potential customer. Referrals are great because the promotion and part of the sales process is done for you. Also you need to do is prove to the prospect that you are worth the faith the referee has placed in you. By letting people know that you are actively looking for business you psychologically put people on the alert. Think of it this way, it´s the same process you use for finding a "job" the only difference is that you are looking for clients instead.
20. Start a networking group of your own
I started my group Something to Share Business Resource Group because frankly I wasn´t too impressed with some of the other networking groups I was attending. Starting a group of your own can be rewarding and easier than you think. Think that you are the only one of with information to share? Think again because not alone. Networking is about sharing information, resources, gathering referrals and bottom line, making money. Instead of finding a group to join to fit in, why not create a group that fits your needs. Chances are there are others that feel the way you do. Planning and execution are the hard parts, but once you do the rewards can be great and immediate.
Part Five next week.