How to Lose a Sale Anyone selling today using the methods they learned ten years ago is going to have problems. Covid changed everything. The pandemic changed the way people feel about work, time and personal worth. Call it what ever you want: the Great Resignation, Quiet Quitting. Buyers, who may hold positions of power or the executive suite, place a high value on their time and they aren’t very tolerant of people who waste it. It can take dozens of attempts to secure a meeting with a prospective customer. Before covid it took 27 touches to make a connection with an unknow person. Now? You can double that. And when you do connect be ready to hit the ground running! There are NO second chances! When you’re finally in the room with a decision-maker, don’t make mistakes that will cause them to end the meeting or deflect any attempts at following up. Follow-up is the key. Remember the rule of 27 even if it is now 54 or more. When we talked to buyers Buyers, no matter if the person your facing as a future customer is a professional buyers or a manager or owner. the majority of them told us in follow-up interviews that the salespeople visiting their offices were doing it all wrong. Conversations were unfocused (or focused on the wrong topics). The salesperson did not have a plan of action which they wanted to present to the customer. The prospects had a hard time understanding why they should do business with the salesperson calling them. Sales people are selling all wrong in preparation, presentation, and follow-up, and worse yet they did not do their homework! Preparation Mistake #1 - Failing to take time to learn about the company and individuals with whom you will meet. The prospect has probably done research on your company before you set foot in their office. Think about this a minute, doesn’t this mean you need to do the same. Are you the professional here or what? Just wing it when you get there, you will be fine. . .  NOT!   Mistake #2 - Forgetting about preparing thoughtful questions or anticipating objections. If you think you need to ask only one question after you make your pitch - “Well, what do you think?” Be ready to whip out your price sheet in case they say, “I’m ready to buy. How much does it cost?” or my favorite from days gone buy: "Press hard 3rd copy is yours", guess again. You need to know your prospect and his industry as well as they know themselves. Online, trade magazines, industry trade shows it is all out there for you. Preparing for the meeting includes identifying the prospect’s likely objectives. Why did they agree to meet with you? (Hint: It’s not getting the lowest price. If it is, you’re probably talking to the wrong person). You’ll also want to identify your desired outcome. Send a pre-meeting agenda and stick to it. If you or the prospect has a time restraint keep to the time allotted. If you are invited to stay longer make sure you can use it wisely and not blow your entire presentation. Presentation Mistake #1 - Start the meeting by talking about your products and services. This is always the most fun (for you) The prospect may not have a need for half the things you mention, but they probably won’t say anything, so just keep going to show them you really know your stuff.  Mistake #2 - Ignore what the prospect is saying. Their objectives and business challenges are just distracting. Keep focusing on why you’re there—getting the order no matter what! Steer conversations away from specifications, it is not time for that. What you want to discuss are the prospects business goals, such as customer acquisition, retention, conversion rates, upselling, lifetime customer value, regulatory compliance, and customer experience. By aligning your services with their business goals allows the prospect to move forward with finalizing decisions with you still in the hunt and not road kill. Follow-up Mistake #1 - Leaving follow-up to administrative people back at the office. Your job is selling, not nurturing. Besides you have more prospects to go see!  Mistake #2 - Ignoring the prospect’s buying process. It’s your sales process that’s most important. If customers insist on extra steps, it just slows everything down. You have a time line and that is the way it should be. Everyone sends a thank you email after the sales meeting, in this age of electronic communication if you really want this account you might just want to send a real thank you card though the mail. Almost no one does this anymore so think about how you will stand out from the crowd! Going back to our interviews, the prospects we talked with said they were disappointed if post-meeting communications didn’t include guidance about the next step. You are the professional right? So what would you suggest them do if they use your company? Follow-up notes are a great way to show you were paying attention and you have ideas about helping solve their problems. I never hand anyone tell me NO don't take notes on our meeting. You might even do a little research on what you think is the best solution for there situation. Include some relevant content, or a research report or case study, that is helpful towards your solution and help them as they progress through their (not your) decision-making procedure. We learned from the people on the other side of the desk that salespeople had plenty of room to improve the way they approached a business about buying their products and services. These concepts are even more important today, given the experience of the last couple of years. So Why Use A Lead Generation Service Like Larson & Associates? Mistake #1 - They said no last time so they will say no again. Things change, situations change, needs change. It is not our place to think that hard. Really. If they are in your power niche, your geographical territory we make the call!  Mistake #2 - Overselling! Yes you do a data dump on them. We don't do that. Tell them who we are what we do and ask if they need to meet with us. Qualifying a prospect isn’t about what they can do for you; it’s what you can do for them and if your services or products fill a need they have. We don't think hard about it, there is only one question to ask "When do you want to meet." Mistake #3 - Features and benefits! A prospect will not be impressed by a laundry list of generic features, benefits and capabilities. Instead, the discussion must focus in how we will elevate the prospect's business. Because we are using niche selling we already know and understand their challenges and pain. Armed with this knowledge we can empathize and offer solid industry specific pointed solutions that will grab the attention of a busy entrepreneur or executive.  Mistake #4 - Building the relationship. Sorry Charlie but I am not here to be your best friend. I mean trying to develop a friendship and not asking any probing questions if it gets that far is not what lead generation is all about. You have to immediately look for ways to be significant to them and build value, and ask for the order or appointment. What we do is bring you QUALIFIED leads, not just names! Some of our competition thinks that handing over a name with a job title which fits a job discription is a lead. Is it? At Larson & Associates we take the pain of cold calling and new account acquisition out of your sales equation and bring you actual sales leads with real names from real companies with real people. If I could really bring your company QUALIFIED leads at a fraction of cost of what it would cost to generate in-house would you be interested? Larson & Associates, is a performance-based sales support company exclusively designed to meet your business needs as we become a professional sales team trained in your products/services to engaged ourselves to generate new business for you, for a mutually agreed upon success-based payment plan. We work to keep your sales pipeline filled with qualified leads. We train our staff to your companies needs and target market so you reap the rewards of our efforts.  Larson & Associates We make good businesses great and great businesses even better. Larson & Associates 3475 Steeplechase Way    Suite 101 Grayslake IL 60030 847-991-1294

10 Reasons To Use Social Media Marketing

Ok let’s go to the basics here. Social Media Marketing can work in bringing in new business. I know I have a number of new accounts that I can attribute entirely to my social media sites.

But what are the top 10 reasons you might want to take a little bit of your time to putting your efforts into SM, or at least my top 10?

1. Cost EffectiveMost social media sites are free or have a free option to start with. Going in free is a good way to test the water and see if there is any action your company can take advantage of. If the site produces you can then belly up to the table and buy into more and a higher degree of exposure.

2. ReachSocial Media allows you to reach a wider audience. Consumers and companies are increasingly more reliant on technology and social media. SM gives you a way to reach out to people who would not know about your company if you did not post up a few profile pages.

3. Connection Social Media can allow you a more personal way to connect with your prospects and customer base. A traditional marketing campaign misses out on the back and forth communication your business can engage in with your target. Only telemarketing can give you that same hands on communication.

4. Timely Social Media allows you to instantly send out information to your followers. As in a good well-crafted email SM is the best non offensive way to be “in their face”.

 5. FlexiblySocial Media gives you the kind of flexibility a real time promotion needs as you adapt it to needs and comments of your audience. It might seem too informal to tradition marketing or PR managers but it gets you to the very heart of your prospects needs, wants and desires

6. PromotionsSM is an excellent way to run out a promotion to see what kind of fish are biting, today! You need to get the word out and get it out fast which is why your 4 F’s (followers, friends, fans and family) as so important. SM allows you to share more faster.

7. An Easier Referral WOM or Word of Mouth advertising or marketing is made more compact through Social Media. SM makes if vastly easier for your customers to share in your information with their 4F’s as you transform your WOM a more encompassing marketing attack.

8. Increased Wed TrafficThis is fact, the more you promote your web page just on sheer weight of your postings you will get more people looking at your web page. And as we all know the more hits you get you 1, might get some sales and your site will seem more important to the Google spiders and you will get a better organic ranking.

9. BrandingAs you seek to establish who and what your company is or wants to be the messages, photos, links and videos you post on your pages  build an image of your company. Think before you post and you will create a consistent tone and message about who and what your company is.

10. HiringAs you grow you will need new people joining your company. Well, maybe yes and maybe no, but this will or can put you in front of new possible associates. They will know you, understand you and want to be part of what you are doing before they even contact you about working for your company.
 
Larson Notes & Satire:  Always go back to the basics every now and then. Basics can get you back to center so you can move forward. Yes, even I get on a target that leads to No-Wheresville. That is the time to look at what got you to where you are so you can get to where you need to be.

 It takes time, it takes patience, it you don’t have either one of those SM is just a play toy. I can tell you I have gotten business off of Social Media, (yes I to track every new customer as to how I got them). So I know this works but only if you work it.

“We don’t sell lists, we find customers.”

Want to be a Blogger but can’t write?Try our ghost blog writing service!

Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488

howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans


https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

5 Things to Start Up Or Run A Business

It has been a dream of yours for years, starting or running your very own business. It is a dream that is shared by many people. Even with the economy in in the dumps there is never a good or a bad time to take the plunge. I have 5 things you should consider to hit the ground running. When getting started, you will have a better idea upfront whether your plans will fly or not by answering these 5 simple questions. If you want to succeed, here they are.

To discover how to start, run, or manage your own business, start here.

1. Find Out What People Really Want Go finger but all to many business owners don’t even think about this. Before starting out, find out what your customers or clients really want. What do you think they will buy, and buy it from you? Take a look around and see what other businesses in your industry are selling. Can you make enough of a change to make you unique or make it look new? Ask yourself how can you make it better, faster, less expensive? If you give people what they want, find ways to let them know and you should do fine.

2. Solve People's Problems Look around you. Everywhere people are trying to solve problems, their problems. They could care less about your problems but I can tell you a secret, you solve their problems and your problems will go away as well.

3. Learn How Business Really Works To be successful, it's a good idea to have basic business knowledge on the inner workings of a successfully run business.  Successful business owners learn about things like bookkeeping, advertising, and marketing and  sales and marketing, taxes and financial planning are also good things to know a little bit about.  I'm not talking about becoming an expert in all areas;  but a good foundation so you'll know if the business advice you're getting from the so called experts makes sense to youyou’re your business or not. It's your business. What can you learn and know can only help you to succeed.
 4. Great Customer Service Like I need to say anything? Great customer service is important to the success of your business. What you do after the sale is even more important than the initial sale. Decide upfront what your return and refund policies will be. Who much atomomy will your associates have in dealing with customers? How will you handle customer complaints? Once you find out what the lifetime value of a customer is, you will soon see it's in your best interest to keep them happy. Your customers and clients are the life-blood of your business Don't be afraid to try different and unusual ways of keeping their interest in you and your products or services. How can you improve your customer service today?

 5. Don't Be Afraid to Start Small Many of the large corporations you see today came out of very humble beginnings. You see them now as big companys, but most started as a small acorns growing into the Oak Trees they now are. Use all the resources you have at hand to bootstrap your business start-up. Today's most successful entrepreneurs went from adversity to success by being resourceful and using what they had with great care.

Even if you feel you have nothing when you start out, if you can keep these 5 rules in mind and you will keep yourself out of most problems. One good idea lead to the nets bring you to business freedom.


Larson Notes & Satire:  Take some time to look around. Opportunities may be as right in front of your nose. Ask around. Be curious. Talk to people. All you need is one, just one good idea If possible find yourself a business mentor no matter how old you are. Seek out someone who has been where you are now and can help you discover how to start, run and manage a successful business.

“We don’t sell lists, we find customers.”

Want to be a Blogger but can’t write?Try our ghost blog writing service!

Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans


https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Watch Your Content

In bringing in new customers you need to move away from thinking like you are in charge of your message. With the advent of Social Media Marketing you need to engage your prospects. If they don’t like it, you had better not like it.

So what is a poor marketer to do?

Ask yourself a few important questions:

1) What are you trying to say about your product or service that will help to influence the customer to buy from you and not your competition?

2) Can you help customers identify which of your products or services will fit their special needs?

3) In what way can you address unseen objectives that might stop the sales process?

4) Are there others out there in your network that can justify and validate your product or service?

5) What will keep you at the top of your customers mind as they go through the sales process?

6) In the fast paced world of today will let you gain customer loyalty

7) Keep your basic message consistent. Nothing ruins a good marketing campaign more than inconsistency. You might be tired of your message but for most of your target it is new.


Larson Notes & Satire:  Can your marketing program cut the mustard? Keep a clear message that moves with the customer in ways they need, not you. You don’t count.

“We don’t sell lists, we find customers.”

Want to be a Blogger but can’t write?Try our ghost blog writing service!

Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Decision Making For Today's Reality

In today’s world of lead generation you need to take a hard look at how you are generating interest in your company. As dumb as it is, you might be surprised to find that some prospects are prompted to consider using you thru twitter posts, let alone longer blogs or facebook fan pages.

As a B2B marketer I spent my time, aside from dong active lead gen, trying to figure out how a person (or company) makes a buying decision. Perhaps Hank Trisler said it best when he said “People buy on emotion and justify with facts.”

Larson Notes & Satire:  I spend alto of time posting my successes. Why? Because if you are in a similar industry where I have had success and I post about it, you might start thinking, mmmmmmm they did it for XYZ Company, maybe they can do it for me.

“We don’t sell lists, we find customers.”
Want to be a Blogger but can’t write?

Try our ghost blog writing service!

Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates
https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Don’t Assume

When looking over the potential of your company’s expansion never assume that a brand or company with higher awareness and exposure than yours is already under consideration.

You might need to identify various audience segments and cross them off your leads list but in doing so you need to better understand when and where marketing functions can play a stronger nurturing roll in new account acquisition.

In a report from McKinsey & Company it seems that the number of companies that come under consideration during an active evaluation for service expands rather than narrows as companies look for the best possibilities for what they really need. This change in thinking behavior from what was relevant even 2 years ago shows and creates a tremendous opportunity for marketers by allowing them (or you) the opportunity of more touch points to influence the all mighty customer.

Larson Notes & Satire:  So yes you have more and greater opportunity to get new customers but remember you also have new and greater ways to lose customers. And remember it is easier to keep a customer that it is to go out and get a new one. Keep your defenses up high and controlling and keeping what you got, so you don’t have to get twice as many new accounts.

“We don’t sell lists, we find customers.”

Want to be a Blogger but can’t write?Try our ghost blog writing service!

Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

Opportunity Selling

Think about it. Why did you buy the last product or service you bought?

Two things come to mind with that question. First off you bought or purchased, you were not sold, and second you must have had a reason to buy or at the start of the sales process, you must have had a reason or need to buy or at least have a need.

Every successful salesperson I work with has a few impeccable traits. They don’t get greedy, they don’t sell to people that don’t have a need and they find either the pain of not buying or the reason or the gain of why the prospect should buy.

That need or gain or the pain of not in your opportunity is what makes you becoming the sales doctor you have become. What do you know about the industry you sell into that causes people the most pain and how can you become the Good Doctor?

Knowing this there is only really one more part to the equation you need to keep doing and that is finding more people to talk to about helping them.

Larson Notes & Satire:  Most sales people I talk to, do not like to do what I like to do, that is COLD CALLing people that they have never ever talked to before. But ask yourself, how are you going to sell more of what you sell if you don’t get yourself in front of more people who have a deep need for what you got to sell?

We find that more and more sales people who what to be the good Sales Doctor want a leads company to get them in the door so they can to their “thing”. How ‘bout you?
“We don’t sell lists, we find customers.”

Want to be a Blogger but can’t write?Try our ghost blog writing service!

Howard Larson
Larson & Associates, a Division of US Telemarketing Group LLC
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better
847-991-0488
howard@larsonassociates.ws
http://www.larsonassociates.ws
http://larsonassociates.blogspot.com
http://www.facebook.com/LarsonAndAssociatesFans
http://member.merchantcircle.com/larsonassociates

https://twitter.com/LarsonAssociate

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.
Sales, Telemarketing, Telesales, Cold Calling, Lead Gen, Lead Generation