Category Archives: Sales

Feelin’ Emotions: How to Sell the Dream in 5 Steps

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Sometimes I wonder how many times people come into my office and they find me staring up into space. People must think “does this guy actually do anything?”

Well…. in fact, on the contrary – I’m doing something very important that not a lot of people consider doing while at work. Dreaming. A Mariah Carey song just came into my head… “You’ve got me feelin’ emotions… deeper than I’ve ever dreamed of”… Feel free to sing along with me…

Dreams are everything really. Everyone wants to live the “American Dream.” And it differs slightly for everyone. Sometimes it’s spending a weekend away with the family. Sometimes it’s enjoying a fishing trip with your kids. For some its starting their own company. These are all valid, very real, and also very important.

As much as you think your products features are so cool and therefore you think everyone else will think so as well, it’s not the best way to go about selling or marketing. That’s not what your customer wants to hear. Instead, think – how will a feature help them obtain their dream?

For sales and marketers, this is vital to consider. Here are a few tips to get you thinking and possibly to change the way your message is delivered.

1. Take Time for Daydreaming.

First and foremost: Visualize. Test your idea coming to life and people responding to it. What does it look like? What do people say about it? What kinds of questions do they have? Preparing yourself with mock answers helps you think more on your toes when questions arise in the future. Maybe you rehearse a sales call in your mind before dialing. You visualize telling a joke and everyone laughing hysterically when you reach the punchline.

2. Avoid the Features.

Yes, everyone likes getting a good product for a bargain price. They want to satisfy every item on their checklist. But what are you compared to your competition then? Rattling off the features doesn’t make the longest lasting, most fulfilling customers. It’s not even that fulfilling to the buyer at that point. People want to live their dream or know they are taking steps to achieve them.

3. Appeal to Emotions.

Sell with emotion. For marketing, paint the picture of perfect that your customer is so longing to hear. I was recently talking to a friend who was looking for signups to a web development clinic they are hosting. They liked mentioning the things they were going to talk about like software architectures and processes. But I asked how is that going to get someone to act, especially if they don’t know what any of that stuff is? Instead, I said, appeal to their emotions by saying: “Are you sick of the 9 to 5, punching the clock for 10 bucks an hour? Start living the good life of being the programmer and make 60-80k a year!” This could include imagery of people riding boats, at the beach, driving sports cars, etc.

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Believe it or not, people want to make decisions emotionally. It’s more fun for everyone. Which takes me to my third point…

4. Get to Know Your Audience’s Dreams.

Like I said earlier, everyone has a slightly different dream. If you can find out what that is, selling to the emotions becomes natural. Ask pointed questions to find out your customers dreams so you can have a custom tailored pitch sure to resonate with them.

5. Pre-plan Your Desired Action.

What is it that you are looking for? What is your dream? When you define it specifically, you can start making a plan to figure out the steps to get there. This is your dream plan. When you have it created you pretty much have a road map to achieving what it is that you’re after. You can also do this in your sales and marketing. Plan the course your customer will take when navigating through your website, and also through the questions they may have when discussing your product or service.

Appealing to emotions have big payoffs. Start by hitting up these 5 steps and maybe too, you’ll be living your dream sooner than you thought.

Marketing is taking your business to the gym

You’re doing it wrong.

OK, well maybe not you, because you’re awesome – but most don’t do it right.

What is that you inquire? Marketing.

It’s interesting to actually think that there are successful business people out there that don’t understand marketing. And I guess I see how these people can think. Especially as  a business owner, it’s incredibly important to look at the balance sheet and try to minimize the not needed expenses. But how do you know it is not needed, and why does it seem like marketing the first on the chopping block?

It’s kind of funny because businesses that say they “don’t do marketing” actually do. Every business does, but they don’t really know it or think of it as such. For instance, word of mouth advertising is even marketing. For some businesses, it’s the ONLY marketing they do. They let their customers tell their story. It’s usually combined with location marketing – or in other words, being in a popular street with a lot of traffic. Only when you add a controlled marketing medium on top of word of mouth advertising, you start controlling the message being said about your company.

Usually the business owners that try to avoid marketing have been burned by it in the past. This is easy to understand. When you market to the masses or use the “spray and pray” method, you usually end up spending a LOT of money, and don’t really have fantastic results because you may be only hitting a small percentage of the target market, and you without any tracking, you have nothing to show for it in the end.

Here’s the key: start small, and start super-targeted.

I once worked for a business that did radio advertising once using “market to the masses” method. They tried it once, and after it was said and done, they said never again. This is too bad, because I think radio is one of the most powerful forms of advertising, if you have the right message targeted to the right audience. Granted it is expensive with the allure of being on the top 40 station because you think “Everyone listens to Katy Perry, therefore everyone will like my brand.” It’s a misguided way to start, and a solid crash and burn when the budget is depleted in the first month. Rather, fine tune your message to a smaller market segment using a lesser known channel that you know your target audience listens to at the non-expensive time time slots once a week or few times a month.

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Here’s the second key: Don’t give up.

Marketing is an ongoing activity – much like going to the gym. You don’t go every day for a week straight to walk out on Friday night saying “Yeah, I’m done for good!” No – It’s a starting point. And for some it’s just the beginning, while for others, it’s a great way to stay in shape. It’s your choice.

When you give up on the marketing, that’s when the problems start. Then you usually hear “See, it never really work from the start.” Actually it did, but when you pulled the plug on marketing, that’s when the problems arose.

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The experts say that it takes roughly seven touches for a person being exposed to a brand to become a buyer. Keep that in mind constantly when doing your marketing activities – because each time a prospect is exposed to a brand, whether they see a logo or hear a jingle for your company, it counts. It starts building a story of your company in your prospects minds.

Marketing is storytelling. So tell a GOOD story. Tell YOUR story, and tell it OFTEN!

The key to getting a sale every time

It’s interesting people’s perception of sales if they’ve never been in the role before professionally. Many think it’s kind of a slimy thing. Well, the worst people, or in this case the aforementioned “slime-balls,” are the ones that try to push people into something they don’t want or need. They usually don’t end up doing sales for long. The truth is everyone can be a sales person no matter what you do.

The best people in sales are the ones that build the relationships. Because the ones that end up truly being successful are the ones that get what their customer wants. Sounds simple, right? Well that could mean more than you think. But in order to get your customer (or anyone, maybe even a friend) what they want is to simply listen to their needs. And I mean FULLY understand what they are looking for. This even goes for a product you’re not currently selling.

To be the best, you can’t think about the balance sheet, you need to think about treating the person you’re talking to like a friend. Getting to know people and building the relationships takes time, but has the longest lasting impact.

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So what is the “Key” that this article is titled for you may ask? Well other than all the great tidbits I was just informing you before, here’s the key:

Ask for the sale!

If you don’t ask for it, you won’t get it. Because chances are they’ll go to someone else who asked for it. Now this only works only if your product fits their needs, what I was talking about before. And in order to do that, you need to LISTEN to their needs.

Try it, and you’ll be surprised.

In Printing, The Old Becomes New

How many of you have stuff in the wardrobe that is so old that eventually it comes back into style? I’m sure there is a few of you that ran across this phenomenon.

But if you’re anything like me though, you just can’t seem to wear it again even though it comes back. Maybe it’s the memories associated with the particular item. I have to give it away. Now, if it’s someone else’s used stuff, then game on!

Where am I going with this you ask? Let’s look at the printing industry. Printing has been around for centuries, and let’s be honest, not much has changed a lot in the past four or five hundred years. Sure we have cool new colors and the machines that put the ink on the paper look a little different, but the overall concept remains the same. So where does that leave us?

Enter the digital age. Today, everyone is bombarded by digital advertising, whether it is through an advertisement through an app or a Facebook page or mobile ad or a link through twitter. Well, if you’re like me again, those things can get very easily ignored simply from the sheer quantity of stuff out there. Eventually, nothing looks different. Nothing stands out. Nothing catches your eye… because you’re viewing it through the same 4″ screen.

That’s what excites me about printing. To me, it’s the most valuable advertising mediums, because it lasts. The things that are printed have staying power as though it seems. If something is well designed and has a clever concept, I may just keep it for a while just because I like the cleverness of it. All the while I keep it, that company’s brand image is being tattooed on my brain. Next time I think of that type of product or service, chances are I’ll think of that cleverly designed, printed message.

Beautifully designed brochure

Not only that, but there is a handmade movement happening right now in manufacturing and in the retail setting. People want to know that the stuff they buy is made by real people – not only that, but extremely skilled craftsmen – who have hopes and dreams, and also believe in creating something to the best of their ability.

I know a few press operators that truly believe in producing work at the highest level. They come in pushing buttons and turning dials on sophisticated printing equipment in order to lay that ink on that crazy textured or super glossy paper so your images look perfect. They are seeking the most vibrant colors. Their eyes are tuned to not seeing a picture of a family, but a series of dots with percentages of colors. It’s truly fascinating watching a master at work.

Pressmen operating printing press 1920s

Printed advertising will create a different experience that no digital advertisement can  match. Paper textures, ink colors, and overall size, pages, all create a story. The possibilities are endless. You can take them to a place, a moment when they felt young, or paint an image of something they want to achieve. Plus, viewers probably don’t see printed items as much as they did in years past, so this can be a whole new sense for them.

That is what excites me about the print industry. It’s not ever going away. It becomes more valuable to marketers. It may be changing, but that just means those who take advantage of it will get more out of it.

Taking on Challenges with the Power of Positivity

Smooth seas do not make skilful sailors.

African Proverb

This week I’m taking a step to look at challenges. First off I’ll admit, this is not a “I’m Telling You What to Do or Think” post, but more as an affirmation for myself.

What do we do when we are challenged? Or maybe I should ask, what do I do when I’m challenged? I’d like to think that I bounce forward and press on. But do I, or do I give myself permission to take what would be considered the easy road? It looks attractive, believe me. But is it healthy to go down it?

Most people probably would say no, it’s not good. They may even write blog posts about it saying you shouldn’t give in (Glad I’m not one of THOSE guys!). But sometimes when you’re faced with the challenge personally, even those thoughts of “What you should do” vanish like you were experiencing life again for the first time, without your handy Press-On Quote Book. You may even start taking a couple steps down the easy path because you think it feels right. Everything tends to follow the path of least resistance.

Power of Positive Thinking

Lately I’ve been tweeting quotes to the hashtag #powerofpositivethinking because it’s my affirmation to take a stand. I’ve been reading Eric Lofholm’s book, “The System,” where he challenges people learning sales skills to verbalize their goals. My goal is to be positive, no matter what. Simple and not salesly, but a huge element nonetheless.

So far It seems to be working. A problem that has popped up that I may have reacted differently, I took a different look at. That instant – I was happier. After all, I think all human beings long for challenges, or at least the feeling of completing a task successfully.

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A world without that positive way of thinking gets pretty dark and lonely. To me, you only have two options. To face the challenge and rebrand it as “This is an exciting opportunity to be a problem solver” rather than, “Ugh this happened again!” has helped my overall attitude and demeanor BIG TIME since implementing the goal.

I’m not saying I’m perfect. But like I said before, with this affirmation to make my goal of being a Positive Problem Solver no matter what the situation, I hope to reach my goals faster.

I’ll let you know when I get there.