If you missed the live webinar based on my free guide, 27.5 Must Ask Questions for Consultative Selling, you can watch it here. We had a great time. Check it out!
And don’t forget to check out the other great webinars on FreeWebinarWednesdays, held every Wednesday at 1 pm Eastern.
If you still haven’t got a hold of 27.5 Must Ask Questions for Consultative Selling, just follow me on Twitter and I’ll send you the link.
Let’s face it—some people are just bullies. Maybe it’s because none of the other kids on the playground were big enough to stand up to them. Or perhaps their mom and dad took Dr. Spock’s permissive parenting advice to heart. Some people never really grow up. Instead, they learn just enough manners to get by in life … until they can’t get what they want, and resort to grade-school style bullying.
It’s easier to be choosy once you have an established clientèle. But when you’re new and desperate for business, the temptation to take on any client with a pulse is difficult to resist. Once you find yourself in an abusive client relationship, however, you have but one option:fire the client.
Unlike many “natural-born salespeople,” I never had the childhood epiphany of, after selling newspaper subscriptions door-to-door, gloriously realizing that I loved to sell things. I never imagined myself in a position that would require selling, much less that I’d be blogging about it and teaching others how to do it.
I learned to sell out of necessity; because if I didn’t, I wouldn’t be able to do what I truly loved—developing websites and helping clients market. Oh, and I wouldn’t make any money … did I mention that?
Is the recession officially over? Most economists are saying that the recession ended somewhere between July and September of 2009. Maybe I missed something. Or maybe economists just make good money. How does that saying go…? “It’s a recession when your neighbor loses his job; it’s a depression when you lose yours.”
Just in case we didn’t get the memo and the recession really is over, here’s the first item on the post-recession agenda.
Still struggling to sell your services? Clients telling you that your price is too high? Here’s everything you need to know to overcome price objections.
Is $500 a lot of money? You can’t answer that outside the context of what you’re getting in return, can you? As a freelancer or business person trying to sell your services, you must put your price into its proper context. If you don’t, your prospects will.
Proposal-writing is a common practice in many industries, but is it possible that you might never have to write another one to win business?
Imagine instead a world where you didn’t have to write a proposal to close a deal. What if you could close the deal on a verbal agreement, and then write up a proposal to finalize it?
Suppose the proposal merely documented everything you and the prospect agreed upon during your initial meeting and, by signing it, you were hired?
Do you have more business than you can handle? If so, is that a good thing? Here’s how to keep from being overwhelmed by too many customers.
“I already have more business than I can handle” is one of the most common blow-offs you’ll hear when prospecting. The trouble is discerning if it’s really a blow-off or whether it’s true. Some businesses do have more business than they can handle. But why?
In my latest SitePoint article, I talked about inbound vs. outbound marketing. In case the difference isn’t clear to you, here’s a quick definition of inbound marketing:
A marketing strategy that focuses on getting found by customers, where the customers find you through various search engine marketing efforts, social media, or word-of-mouth referrals.
Outbound or traditional marketing would be things like print advertising, direct mail, cold-calling, and television and radio advertising—essentially, anything a company does to find customers, as opposed to “being found.”
It’s become quite vogue to characterize outbound marketing as “old school.” But is traditional marketing really as dead or ineffective as inbound marketers claim?
Is quoting a ballpark price always a losing proposition? Here’s how to turn a potential losing situation into a win.
It has all the markings of a lose-lose situation. Quote too high a price and you probably won’t ever hear back from him. But if you under-estimate the cost, you’ll look shady if you actually bid for the job and your proposal comes in higher. So what’s a poor web designer to do? Bite the bullet and throw out a number? Or tell him you can’t quote a price without knowing exactly what he needs? Here are a couple of approaches you can try…
An article of mine has been published on SitePoint.com.
SitePoint is an online media company and information provider targeting the Web professional market, specifically web developers and designers. Its website contains a vast variety of tutorials and articles coupled with a vibrant and well-informed community of over 400,000 members. It was named the third most popular eBusiness website and is currently the 749th most visited web site in the world.
The article is titled, So What Exactly is “Value” and How Do I Use It to Sell? It can be found here.
Clients buy outcomes, or results. Value is based entirely on the outcome your client wants produced. If you want to be paid “what you’re worth,” you must know what these economic consequences are. Once you understand this—and base your pricing upon it—you’ll truly be one step closer to providing real value to your clients.
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Thanks for visiting. I’m a Marketing Evangelist, Blogger and Sales Trainer.
I get excited about geek stuff. But I’m also passionate about helping people and companies reach their fullest potential and becoming wildly successful.
That’s why I love helping businesses figure out how to market (especially web marketing) and why I train sales people to be the best they can be at what they do.