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Introduction

Peopletendtothinkthatmakingaprofitisaseasyasbuyingsomethingfora

dollarandsellingitfortwodollars.Well,the‘buying’partiseasyespeciallyif

youhavethemoneytoinvest.However,the‘selling’partcangetreallytricky.

Manyentrepreneursgooutbusinessbecauseoffailureinthe‘selling’part.

In order to have a

successful business, you

need to SEE yourself as a

“sales professional.” In

fact, we are all sales

professionals. If you have

ever gone to a movie,

enjoyed it, and then told

your friends about it, you

wereselling themovie. If

you have eaten dinner out

and tell your family about

how the pasta tasted

heavenly, you are

appealingtotheiremotions

and selling that restaurant

and the food you enjoyed.

Youareconstantlynegotiatingwith familymembers, friends, lovedonesabout

whattodo,wheretogo,andwhatactivitiestoengagein.Toidentifyyourselfas

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a“salesprofessional”isreallyanadjustmentinyourownperceptionandbeliefs.

I invite you to embrace your sales prowess and begin calling yourself a sales

professional (person) and realize you are selling all the timewhether you get

paidforitornot.Toenhanceyoursellingskills,I’vecreatedthese50tipsforyou

tohaveatyourfingertipstouseatanytime.

Ofcourse,sometipsmaybegeneralinnature.However,I’msureyouwillsee

newwaysofapplyingthesetipsandlearnmorethanafewnewtechniques.

Mostofthefollowing’50tactics’sharedwillbeapplicablenomatterwhat

businessyouareinandapplicablethroughoutyourcareer.Everythingis

writteninlayman’stermstobeeasilyunderstood.

Thelessonsandtechniqueswelearnareonlyvaluableifyoutakeactionand

practicewhatyoulearn.Iencourageyoutomoveforwardwithanopenmind

andseehowyoucaneitherinfusesomeoftheseactivitiesintoyoursales

processand/orputintoactionsomeofthetacticsyoumaynotbeusingtoday.

Takeinspiredactionforwardtolearnandpracticethese50ProvenTacticstoget

MoreClientsandMoreProfit,everyday.

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DefineWhatYouWant

1.BeClearAboutWhatYouWantYourBusinessToLookLike.

Themoreclearyougetaboutwhatyouwantyourbusinesstolookandfeellike,

alongwithhowmuchincomeyouwanttomake,thegreaterchanceyouwill

attractyourdesires.Takethetimetodream,goalset,andcreateyourplanof

actionsoyoucanaccomplishyourbiggestdreams.Getcompletelyclear,trust

it’spossible,andbelieveyouareworthyofreceivingallofthesuccessyou

desire.

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Then,takethetimetocreatearoadmaptogetthere.Sometimesthingswillnot

unfoldaccordingtoplan,sothepracticeislearningtomovegracefullywhenhit

withadversityorobstacles.Seeobstacleslikerocksinastream.Wateralways

findsadifferentwayaroundoroverarock,butitneverstopsflowingand

movingforward.

Also,practiceconnectingtowhatbringsyoujoyeverydayandtrustingthatall

willalwaysunfoldforyourhighestgood.Ifyouaredoingsomethingyoulove

andhelpothersintheprocess,thenyouareintheflowoflifeandwillattract

thatwhichisdesiredmuchmorequickly.

2.WhyIsFocusingOnANicheSoImportant?

Oneofthequickestwaystoberecognized,nomatterwhatyoudoforaliving,is

tofindaniche,focusyourmarketingtothatonespecificgroupofpeople.Ifyou

aretoobroadinyourmarketingefforts,noonewillbeattractedtobuy.

Thebestnichetofocusonisoneyoufeelpassionateabout.Wecannotbeall

thingstoallpeople;allthetimesofocusingonaspecificnichewillconcentrate

youreffortsanddriveupsalesanddemand.

Ifyouaren’tclearaboutwhoyournicheis,youwillbewritingcopyand

deliveringabroadmessagethatwon’tenticeanyonetomoveforwardwithyour

offerings.Thekeyistohitonthewants,needs,andproblemsofaspecificgroup

ofpeoplesoyoucancontinuetopullinamarketthatdesireswhatyouare

selling.Bytargetingaspecificgroupyoucancreateproducts,systems,

programs,andservicesdirectlyrelatedtothosewhowillbuy.

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3.FocusOnWhatYouDoBestAndOutsourceTheRest

Manybusinessownersgetcaughtupworkingintheircompany,ratherthan

ontheircompany.

Takethetimetoidentifyyourstrengthsandweaknesses.Agreatbookis,

StrengthFinder,orfindinformationatstrengthfinder.com.

Wealthdynamics.comisanothergreattesttounderstandyourinherent

strengthsandyourpathasitpertainstoaccumulatingwealth.Therearemany

sitesthatwillnowenableyoutooutsourcebusinesstasksyouneedassistance

withatalowcost.Checkoutfiverr.com,e-lance.com,andodesk.comtofindhelp

andtooptimizeyourtime.

Take note that your employees play a major part on the success of your

business.Performmultiple interviewswithyourself andstaffbeforeofferinga

salesposition. Do theyhave the skills you lack?Do they connectquicklywith

others in the company?Why did they leave their last position? Why do they

want to work for you? Do they have the proper skillset? You want to hire

someonethatbelievesinyou,yourmission,andwhoisexcitedandmotivatedto

dothework.

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ConnectQuickelyWithOtherstoBuildTrust

4.FocusOnGettingToKnowSomeoneFirst,HowCanYouServe

Them?

Treatyourpotentialclientsasyouwouldtreatthepeoplewhoarealreadyyour

clients. Attracting the right clients isn’t aboutwhat youwant; it’s about your

potentialclientsandhowcanyoufulfilltheirdesires.Youarehereto‘Serveand

Solve’Problems,not sell. When initiallymeeting someone, findoutwhat they

are looking for and see if you canhelp them,before sayingwhat youdo. Ask

thesequestionstobuildtrustandaconnectionquickly…Whatbroughtyouhear

today? Whatareyoupassionateabout? Is thereanythingyouare looking for

todaytosupportyouinyourbusiness?

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5.PayAttentionToNon-VerbalsFromAProspectiveBuyer

Communicationis80%non-verbalandonly20%demonstratedbywhat

someonesays.Ifsomeone’sarms,legs,orhandsarecrossedinanyway,theyare

protectingtheirbodyandmaynotbeasopenandreceptivetowhatyousay.

Noticetheiremotionoverwhatcomesoutoftheirmouthwhentheytalk.

Someonemaysayonething,butbeshakingtheirheadanotherway.Trusthow

theirbodyisreacting.Howaretheyfaced?Whereeveraperson’sbodyis

turned,iswhattheyarefullypayingattentiontoanyanyonetime.Besureto

makeeyecontactfor4-5seconds,withoutlookingatwhateverelseisgoingon.

Thiscreatesafeelingofsafetyandconnectionbetweenyouboth.Anymorethan

5secondsandyoumaycomeoffalittlecreepy.;)

6.AcknowledgeYourPotentialBuyer

Useacknowledgementquestionsandstatementsinallofyourconversationsand

notice the impact on your potential buyers. Not just a compliment, look for

somethingbrilliantor acknowledgean impressiveaccomplishmentaboutyour

potentialbuyer. Peoplewanttobeseen. Dependingonwhattheyshare,what

they are going through, or looking for, be sure to acknowledgewhat they say.

Oftenparaphrasingwhatsomeonesaysbacktothemallowsthemtoknowthey

arebeingheard. Youcanacknowledgethemfortheircouragefordealingwith

pain or their willingness to step into adventure. Ask yourself, “Why is this

person so amazing?” Then you can say… “What I appreciate about you is”…

“WhatIseeinyouis”…

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7.KeepAskingQuestions,RemainCurious,ThenListen

Alwaysremaincuriousaboutwhatyourpotentialclientissaying.Whenyou

allowsomeonetotalk,itallowsprospectiveclientstolearnmoreabouthimor

her.Second,youwillseeiftheyareagoodfitforyourservicesornot.Youcan

usequestionslike…“Howareyou?”Whatdoyoufeelyourbiggestobstacleis

rightnowwiththat?“Oh,tellmemoreaboutthat.”“Veryinteresting,tellme

moreaboutthat.”“What’sthislikeforyou?”“Howisthisaffectingyourlife,

businessorrelationships?”Onceyouhearsomeoneidentifyalloftheir

underlyingpainsandobstacles,youcannowunderstandhowyoucanhelpthem

achievetheirgoals.Youmightrespondwith,“Itsoundslikeyouarelookingto

quityourdayjobandbecomeafull-timecoach.Ifwehadaprogramthatwould

helpsupportyouinthat,wouldyoubeinterestedinhearingaboutit?”Always

giveaprospectachoicebeforeyoumoveforwardwithhowyoucanhelp.

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Prospecting

8.WarmCalling

Thereisneveraneedtomakecoldcalls.Withtheadvancementoftechnology,

wehaveeverymeanspossibletogettoknowaboutourbuyersbeforepickingup

thephone.AcompanyIworkedforinthepastcalledthisPROFILING.Ilove

thisterm!It’sstuckwithmeeversince.Ittakes2minutestoGooglesearchwith

apersonsnametolearnmoreaboutthem.Placesomeone’snameintothe

searchenginesofFacebookorLinkedintoseewhatcomesup.Youwouldbe

surprisedhowmuchyoucanlearnaboutsomeonejustbylookingattheir

profiles,writings,interest,andwhattheyenjoy.

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Or,callaprospectsofficeandconnectwiththepersonansweringthephone.Be

curious.Youcangetmoreinformationaboutthepersonyouwanttoconnect

withfromthepeoplethatassistthemoreventhereceptionistansweringthe

phone.

9.HowToGetInTheDoor

Youcanthenconnectwithsomeonebysendingthemamessagethroughsocial

media,snailmail(yes,peoplestilllovereceivingthingsthroughmail),or

emailingsomeoneanarticletheymaybeinterestedintobreaktheice.Takethe

timetonoticeaperson’sconnectionsonSocialMedia.Youmaybothbelongtoa

sameorsimilargroupthatyoucanmentiontoconnectwiththemandidentify

similarintereststodiscussasyoucontactthem.

Alwaysbringvaluetosomeoneinordertobuildafastconnection.Amutual

friendisagreatwaytogaininstantcredibilityandmeetsomeonenew.

Evenhavingatestimonialorsomeonesayingafewnicewordsaboutyoumakes

suchanimpactwithgettingintoconnectwithsomeoneyoudon’tknow.

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Marketing(OnlineorOffline)

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10.FocusYourMarketingEfforts.

Manyentrepreneursandbusinessownersbecomeoverwhelmedbecausethey

attempttousetoomanymarketingchannels.ThekeyisDOWHATYOUENJOY

andOUTSOURCEtherest.Ifyouknowonemarketingchannelworkswellfor

attractingcustomerstoyourbusiness,domoreofwhat’sworking.Manypeople

endupstretchingthemselvestothin,wantingtolearnallmarketingactivitiesat

once.Focuson3mainactivitiesatatimethatyouenjoyandbringinbusiness.

Commitmentiskey.Staycommittedtothose,strengthenyourknowledgeand

skills,andyouwillseeresults.

11.HowMuchAreYouMarketing?

Consistentmarketingtobringinleadsisanecessity.Ifyouarespendingmore

timeworkinginthebusiness,considerrestructuringyourpriorities.Youneed

tobespendingatleast80%ofyourdayworkingonyourbusinessengagedin

someformofmarketing.Thiscanmeanwritingemailstoprospects,following

upwithpeople,networking,presentingingroups,speaking,socialmedia,ads,

affiliatemarketing,jointventuresand/ortradeshows.Taskssuchasdataentry,

managingyouraccounting,creatingnewproductsorservicescanbedoneinthe

offhoursoftheday.Offhoursconsistofearlymorningorlaterintheafternoon

whenmost9-5businessesaresloworshuttingdownfortheday.Getsupportif

youfindthatmostofyourtimeisspentinnon-generatingdirectrevenue

activities.

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12.RemainOpenAndSeeOpportunitiesEverywhere.

Opportunitesexistallaroundus.Thepracticeisbelievingthatthereisenough

buinessforeveryoneandkeepingyourselfopentoattractingthatwhichis

alreadyavailableforyou.Somegreataffirmationstosaythroughouttheday,“I

amworthofreceiving.Iamopen,willing,andreadytoaccepteverythingand

anyonethatcanbenefitfrommyserviceandattractallthat’sformyhighest

good.”

Everywhereyougo,beopentosharingyourmessage, thebenefityouprovide,

andhowyouhelpothers. Places likethegrocerystore,gasstation,mall,park,

coffee shop…you name it…it’s possible to meet and engage with others

everywhereyougo.Peoplebuyfrompeoplefirst,sobeinterestedinothers.Ask

themquestionsaboutthemselves.Themoreinterestedyouareinsomeone,the

greater trustwill be built. The practice of being receptive to newpeople and

experienceswillenableyoutoattractmoreofwhatyouDOwant.Forexample,

Irecentlyconnectedwithmydentalassistantatthedentist’sofficeandendedup

withcleanteethANDshewasinterestedinworkingwithme.

13.AlwaysTargetMarketingToThe‘WantsAndDesires’OfYour

Customers.

Askyourcustomersquestionstogainadeeperunderstandingofwhatmotivates

theminlife.Questionsmaylooklikethis,“Ifyouhadallthemoneyintheworld,

whatwouldyoudo?Whatmeansmosttoyouinlife?Whatisyourbiggestpain

orobstaclerightnow?”

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Peopleneedassistancesolving theirproblems. Ifyoudothis,morecustomers

willcometoyouandfeellikeyousolvetheirproblems.Thiscanalsoassistyou

indevelopingsubsequentproductsandservicestargetedtomeettheirneeds.

Additionally, PAYATTENTION towhat yourprospects verbalizewhenyouare

discussingobstaclesor theirwantsanddesires. Therearewordsyoucanuse

backtothemtoshowyouarehearingthemcorrectlytobuildtrust.

Thewordstheyusecanalsobeveryhelpfulincreatingmarketingcopythatwill

attractotherpeoplewith the sameobstacles,wants, anddesires. Always take

noteandusethedescriptivewordsyouhearcomingfromyouridealprospects

andclients.

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StayinginTouch

14.AreYouStayingInTouchWithOldClients?

Doyoukeepintouchwiththepeopleyouhavealreadydonebusinesswith?Itis

always a great practice to follow-upwithpast customers every2-3months to

seewhat’s new in their life. Maintain relationships and keep themposted on

newthingsyouaredoing.Onewaytogoaboutthisistocreateanemaillistand

buildtherelationshipsbyofferingvalueonceaweekoronceamonth.Nomatter

if you have an online product or a store-front, it’s still a great practice to get

peoplesinformation(name,mailingaddress,email)soyoucansendthemfliers,

specials, coupons or any upcoming promotions/specials or events. These are

peopleyoucangetbusinessfromrightawaybecausetheyhavealreadybought

fromyouandyouhavebuilt thetrust. Make itapoint tostay in touchorelse

you are leaving money on the table. And who wants to leave money on the

table?

15.AskForMoreBusiness.

Whengoingbacktoengagewitholdclients,seewhatproblemyoucannow

solveintheirlifeandASKFORMOREBUSINESS.Seemsself-explanatory,butI

oftenseepeoplebeingafraidtogobackandaskformorebusiness.Ifsomeone

hasalreadybuildtrustwithyouthere’san80%chancetheywillbuyfromyou

againifyourproductorservicefulfilledaneedthefirsttimearound.

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16.OfferSpecialDiscountsAndPromosToOldCustomers.

This isonewaytogetmoresales fromexistingcustomers.Theywillbehappy

becauseyouareofferingthemadiscountedrate. Or,youcaninformthemthat

therehasbeenanincreaseinyourpricing,butyouarehappytokeepthemata

special,discountedrate.

17.WhoElseCanTheyReferYouTo?

Thebestwaytogetinthedoortonewcustomersistobereferredfromyour

happy,oldclients.Peoplewillbuyquickerifsomeonetheyalreadyknow,like

andtrustrecommendstheyuseaspecificproductorservice.Everyoneknows

someoneelsethatcouldbenefitfromyourhelp.RemembertoASKyourhappy

clientswhoelsetheyknowthatwouldbenefitfromyourproductorservice.

Thenseeiftheywouldbeopentoconnectingyou.

Iftheyreferyouandthenewcustomerbuys,givethemsomethinginreturnfor

theirkindness.Perhapsgivethemagiftorpercentageoffsubsequentthings

theybuyfromyouiftheyreferyoutosomeoneelsethatbuysyourproductor

service.Thentheywillbeevenmoreintriguedtothinkofsomeonethatcould

benefitfromyourhelp.

18.AlwaysAskForATestimionalOrReview.

Ifaclientishappyaftertheypurchasedsomethingfromyouoryouworkedwith

themdirectly,pleaseaskforeitherawrittenorvideorecordedtestimonial.

Videotestimonialsareevenmorepowerfulbecausesomeonewillfeelthe

happinessofthecustomerandresonatewithwhattheysaidandtheproblems

yousolvedforthempersonally.Thenyoucantranslatethevideotowritten

textwhenneeded.

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Ifyousoldaproduct,youcanalsoaskforatestimonialorawriteuponlineafter

theyhaveexperiencedtheproductorboughtitfromyourstore.Alwaysgetthe

customersinformationsoyoucanfollow-upwiththemtobuildarelationship

andtheywillwanttobuyfromyouagain.Youcanevensendthemanadditional

discountiftheysayhowtheproductorserviceaffectedthemandleftawritten

testimonialforyou.Iftheyarehappy,thiswillenticethemtotakethetimeto

writeandprovidethereview.

UpsellCustomers

19.WhatIsAnUpsell?

What is an upsell? An upsell takes place when you manage to sell to your

customeranadditionalproductotherthanwhattheyoriginallyintendedtobuy.

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If an item is related, it is more likely that the customer will buy it too. For

example, if the customer bought an I-pad, it is likely that they will need and

purchaseanI-padcoveraswell.Thisisonewaytomaximizesales–youoffera

buyingcustomeranadditionalproducttobuy.

20.AlwaysExplainWhyUpsellItemIsJustAsImportantToOrginal

Item

Asalreadydiscussed, theextra itemoffered inanupsell is related to themain

item.Itissomethingthatwillimprovetheuseofthemainitem.However,your

customermaynotalwaysrealizewhythesecondaryitemisimportant.Inwhich

case, it will help if you or your sales representative will explain how the

secondaryitemisusefultothemainitem(e.g.explainhowanantivirusprogram

willimprovethecustomer’sexperiencewhenpurchasingalaptop).

21.OfferTheExtraItemAsAnOption(NotForcibly)

Somebusinessownersorsalesrepresentativesgowayoverboardwhenoffering

asecondaryproducttothecustomer.Becauseofthis,acustomermaygetthe

impressionthattheyarebeingforcedtomakeanadditionalpurchase.The

customermayendupbuyingboththemainitemandthesecondaryitembut

becausetheyfeltthattheyhavebeenforcedintoanadditionalpurchase,itis

likelythattheywillnotreturn.Rememberthatanupsellattemptstoimprove

customerservicebyofferingasecondaryproductthatwillimprovethe

customer’sexperiencewiththemainproduct.

Ifthesecondaryitemisofferedatadiscount,itbecomesmoreenticingifthe

customerisawareofitsvalue.Thisisbecauseconsumersfeelthattheyare

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gettinganadvantagewhenbuyingavaluableitematadiscountedprice.

Therefore,itisimportantthatyoutellthecustomerofthesecondaryitems

actualvalue.Hereisasamplesalespitch:“Thisheadsetisoriginally$100

dollars,butbecauseyouboughtalaptop,youcannowgetitat$80dollars.

WhatisaCross-Sell?

22.Cross-SellingToCustomersInessence,itissimilartoanupsell.Butinanupsell,youareofferingyourcustomeranadditionalproductthatisrelatedorisconsideredanupgradetotheproductthattheyjustbought.

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Inacross-sale,youareofferingacompletelydifferentproduct.Forinstance,ifa

customerjustboughtahandbagfromyouandofferedhimtoalsobuyajacket,

thesaleofthejacketiscalledacross-sale.Thisstrategyisidealforbusinesses

thatsellawidevarietyofunrelatedproductsand/orservices(e.g.astorethat

sellsclothesandfurniture.)

The secondary itemmaynotbe related to theprimaryproduct.However, you

need to explain why it is useful if you are purchasing the first item. If you

managed to make the customer realize its importance, he/she might be

persuadedtobuyit.

23.OfferTheProductOnlyAfterTheDealHasBeenFinalizedAtA

DiscountedRate

Beforeyouofferthecustomertobuyanotherproductorservice,makesurefirst

thathealreadyagreedtobuythefirstproductorservice.Thiswillmakeiteasier

for you to explainwhy he/she (the customer)will need to buy the secondary

productthatyouareoffering.

In a cross-sell, the extra item that youwill offer is not related to the primary

product.Butthisshouldnotstopyoufromofferingadiscount.Adiscountalways

makesthesecondaryoffermoreenticingtothecustomer.

24.BePersuasiveWithoutBeingPushy

Tobe persuasivemeans that you have the ability tomake the customer FEEL

that he/she really needs to buy the additional item that you are offering. The

goalistoappealtotheiremotionsandthentheirlogic.Peoplebuyonemotions,

andthenjustifyitwithlogic.Howwilltheproductorservicebenefitthem?Your

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customerwillfeelthiswaybecauseyoumanagedtohelphim/herrealizetheuse

andvalueofthesecondaryitemthatyouareoffering.Ifyouarepushy,customer

satisfactionwilldrop.Also,yourcustomermaynolongerreturntoyou.

25.MakeTheOptionAvailableEvenAfterAFewDaysOrWeeks

AfterThePurchase

Just like in an upsell, the discount on the cross-sell item should also bemade

available to the customer even after a few days or a few weeks after the

purchase of the primary item. However, providing a limited timeline will

encouragebuyerstotakeactionsoonerthanlater.

OfferPromosAndDiscountsMoreEffectively

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26.OfferSamplesOfNewProducts.ListenToOthersOpinions.

a.Newproductsorservices(especiallythosethatarestillunknownandthose

thatstilldonothaveanestablishedmarketbase)willneedmorepromotion.

Trybeforeyoubuyisagreatwaytopullinnewcustomersandlearnwhat

peopleenjoy.ManyInternetmarketingcompany’susethisstrategy.Use

discount/promoofferstointroducenewproducts.

b. Listen to the opinions, likes, dislikes, and thoughts of the customers you

provideasampleto.Thewordstheyuseandtheirlanguageisinvaluabletoyou.

Again, their language will become your marketing copy you use online or in

personormayresultinanewproductorserviceyoucreatetomeettheirneeds.

27.AttachDiscountRightsToAProduct

Onewaytosellaproductmoreeffectivelyistoattachdiscountrightstoit.How

do you do this? For example, you can attach to a laptop a discount right that

grantsitsbuyertherighttobuyaprinterfromyouat20%discount.This20%

discountwould not have been available to customers that did not purchase a

laptopfromyou.

Thisstrategyactuallyworksintwoways:

1)Itmakestheprimaryproduct(laptopinthiscase)moreattractiveand

2)Itencouragesabuyertobuyanadditionalproduct(printerinthiscase).This

strategycanresultintoanupselloracross-sale.

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28.AttachDiscountsToAnOnlineGroupProgram

SellingOnline–Ifyouareacoach,consultant,ortrainerthengroupprograms

aregreatinordertoteachspecificmaterialtoalargeaudienceatonetime.If

someonecan’taffordyouroneononeprograms,groupprogramsareagreat

waytooffergreattrainingtoolsatadiscountedrate.Youcanruncallswith

trainingandQ&Awithalargegroupoveraconcentratedperiodoftime

(normally2-4months).Inthiswayyouarenotlosingpotentialcustomers

youinteractwiththatstillmaywanttoworkwithyou,butcan’taffordthe

investmentinthatmoment.

Oneofthebestwaystofillanonlineprogramistounderstandwhatthemain

painandproblemsarefromthepeopleyouinteractwith,thenbuilda

programtargetedtotheirneeds.Ifsomeoneisonthephonewithyouandyou

knowthatyouaregoingtocreateaprogramthatwillfulfilltheirdesiresand

meettheirneeds,youcantakeoffacertainamountrightofftheregularprice

togetthemtosignuprightaway.Iknowthisworks,becauseI’vedoneit,and

itworks!

29.UseDiscount/OffersToReviveADecliningProduct

The use of discounts and promos are not only effective on new products.

Discount and promo offers can also be used to revive a product that is losing

sales.Byofferingadiscount,youcanencouragecustomerstobuyproductsthat

theynormallywouldnotbuy.

30.MakeTheDiscountAsALimitedTimeOffer

How will this benefit you? For one, it will encourage customers to make a

purchaseanddecisionassoonaspossible.Peoplebuyonemotionandjustify

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itwithlogic.Manytimespeoplewillbuysomethingrightbeforeitexpires.This

strategy actually affects the buying behavior of customers because it brings a

fear of lack or loss subconsciously to the forefront of their mind. If people

hesitatetheywilloftengetstuckintheirthoughtsandnotmoveforward,evenif

something is for their highest good. Your goal is to provide the benefits and

build thedesiresofwhyapersonwouldwant it in the firstplace.Thinkabout

(WIIFT)What’sInItForThem?

OfferFreebiesAtLittletoNo-Cost

31.BundleYourProductsOrServicesWithNo-CostFreebies

Byincludingfreeitemsintoyourproductsorserviceofferings,youoffermore

valuetocustomers.Thisenablesyouto

standoutamongcompetition.No-cost

freebiesmayincludeotherpeoples

programs,opt-insfromothers,

video/audiorecordings,passesto

conference,e-books/guides.

32.InformTheCustomerOfThe

FreeItem’sValue

State to the customer the actual value

andcostoftheitem.Hereisanexample

of a sales pitch that informs the

customerofthefreeitem’svalue:“Ifyou

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buyalaptoptoday,youwillgeta150dollarheadsetforfree.”Or,“Ifyoubuyinto

thisonlinegroupprogram,youwillgetanextraoneononesessionandaallof

theseothercomplementarycoursesorbooksthatwillalsobenefityou.“

Bydoingthis,yourcustomerwillgetan ideaofhowmuchtheyaregetting for

free.ItwillhelpthemsayYestoyou,andtothemselvestoinvest.Thisisahuge

tacticthatcanalwaysbeusedwhenmakinganoffer.Itcanbeusedonwebinars,

onstage,onsalespages,andeveninaoneononeconversationtosharevalue.

33.BuyOnlineProductsWithResaleRights

Aresalerightgivesyoutherighttoredistributeandevensellaproductthatyou

justbought.Forexample,ifyouboughtaneBookwitharesaleright,youcansell

orredistributethatsameeBooktoyourcustomersafteryoucustomizethevoice

ofwritingtoyourownandaddcontent.PLR.comisonesitethatyoucansearch

forsimilarbooksinyourindustry.However,productswithresalerightsmakea

greatgiveaway’stocustomers.Youonlyneedtomakeasinglepurchase. They

canalsohelpprovideinstantcontentforopt-in’sonawebsiteandsalespagesto

buildanemaillisttobuildyourfanbase.

34.AskYourSupplier/PartnersForFreebies

Sometimes,youdonothavetoprovidethefreebiesyourself.Askyoursupplier

orbuildstrategicrelationshipswithothersthathaveproductsorservicesthat

complementyourssoyoucanofferthemforfreetoyourmarket.Thiswill

provideadditionalvaluetoyourownlistofpotentialclients.

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Inreturn,thiswillgivethesupplier/partneragreatdealofvisibilitytopeople

theydon’tknowandcanbecomealeadgenerationsourceforthemtoacquire

newclients.

AdvertiseOnlineforSuccess

35.FocusOnYourTargetGroup

Do notwaste all your time, energy, and resources on advertisementmethods

that attempt to reach everyone. Identify your targetmarket by understanding

whoyouarecurrentlyattracting,whoisyouridealclient,andwhodoyouenjoy

doingbusinesswith.Next,allofyourbrandingandcontentyoucreateneedsto

betargetedsoitspeaksspecificallytothisgroup.Ifyouaresellingproductsfor

womenforexample,itmaynotbenecessarytodoextensiveadvertisementthat

wouldincludemaleaudiences.UsingamethodcalledSplitTestingwillhelpyou

seewhichaddsareattractingthemostclients.Themoretargetedyouareperad

orthecontentyoucreate,thegreaterchanceyouwillattractyourtargetmarket.

36.MakeAFacebookFanPage,TwitterAccount,AndAnyOther

SocialMediaYouEnjoy

With Facebook, you have the option of making a fan page as opposed to a

personalprofilepage. AFacebook fanpagehasmanyoptions thatbusinesses

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can use. For example, it has advertisement options that can be used to reach

targetcustomers.Parameterssuchasage,gender,hobbies,andsuchcanbeset

inordertoreachaselectgroupofpeoplewhenadvertising.

Someoftheseadvertisementtoolsarepaidfeatureswhilesomecanbeusedfor

free. Besuretofilloutalloftheinformationonyourfanpagesoyoucanrank

higherintheGooglesearchesandbefoundbyothers.

YoucannowalsomakepageswithinyourFacebookfanpagetoprovideafree

opt-inforyourfanswithcontenttargeteddirectlytothem.Oncethesigninwith

their email and name, this will also help you grow your database (list) with

targeted potential buyers. Also, you can have someone setup affiliate links to

your targetmarketwithinyour fanpageonFacebooktomakemoneyrighton

thespot!

ATwitteraccountcanalsobeusedtoadvertiseyourproductsand/orservices.

Consistency iskey. Providevaluable contentona consistentbasis andpeople

willwant to followyou. Youcanalsocommentonothers tweetsand listyour

linkbacktoyou.Or,followotherssotheywillthenreturnthefavor.Themore

followersyouadd,themoreuserswillreadyourtweets.Eachofthesewillhelp

yourankhigherintheGooglesearchandhelptoattractfreetraffictoyoursites.

Therearemanymoresocialmediaavenues,butIwon’tbegoingintoallofthem

inthisebook.

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37.AnnounceSaleAndPromoDatesThroughYourOnline

AdvertisementChannels

Youradvertisement channels includeyourwebsiteandanyother socialmedia

pages (Facebook, Twitter, Linked-in, Instagram). Once your customers realize

thatyouannouncesaleandpromodatesviathesechannels,theywillbemoved

to regularly check your website and your social media pages. This is good

because theywill alwaysbe exposed to youronline announcements.Also, you

willgetalotoftrafficonyoursites.

Both Facebook and Linked in have groups you can join, request to join, and

becomeanactivemember. Speakupandsharevalue inonlinegroups. Allow

peopletogettoknowyou.Again,consistencyiskeyintheseareasaswell.Once

you keep sharing content and free valuable information people will start to

noticeyouandyouwillbuildtrust.Youcanthenmakeanoffer,itwillgetnoticed

andpeoplewillbuy.

38.LinkYourWebsites

Ifyouhaveseveralwebsitesandsocialmediaaccounts,itisagoodideatolink

themtogether.Howdoyoudothis?Inyourmainwebsiteforexample,youcan

provide a link to all yourotherwebsites.And in yourFacebookpage, you can

alsoprovidealinktoyourTwitterpage.Thisway,youcustomerswillbeableto

connecttoyouinmorewaysthanone.

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BreaktheCompetition

39.StayCurrentWithMarketResearch,PromotionalActivitiesOf

YourCompetetorsInYourTargetMarket.

Youcannotexpect thatyourcompetitorswillbestationary.Likeyou, theywill

seekwaystostandoutamongstthecompetition.

Practicestayingawareofalltrendsandwhat’sworkingandnotworkinginthe

marketplacerelatedtowhatconsumersarebuying.Activelyseekoutwhatyour

competitors are doing and become aware of their promotions andmarketing

activities.However,knowthatonesizedoesnotfitall.Thekeyisfindingwhat

activitiesresonatewithyouandyouraudience.Also,knowthatitdoesn’tmatter

howfaralongsomeoneis,it’sbesttomoveforwardwithyourownvisionandbe

confident inwhat you are selling. There is enough business in thisworld for

everyone.

40.AlwaysCheckPriceComparisons

It doesn’tmatterwhatmarket you are in, this is important so youdon’t price

yourselfoutofthemarketordevalueyourserviceofferings.Themostcommon

method used by companies to break the competition is to offer a competitive

price(lowerthanothersellers).Thisiswhyyouneedstayupdatedontheprice

changesthatyourcompetitormakesandalwayspriceaccordingtothevalueyou

bring,relativetothemarket.

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41.AlwaysOfferSomethingMore

GIVE, GIVE, and GIVEMOREVALUE. After doing amarket research and after

researchingtheactivitiesofyourcompetitors,youwillneedtodeviceamarket

plan.Tostaycompetitive,youmustalwaysoffer somethingmore. Peoplewill

rememberyouifyougiveanoffersoirresistiblethattheycan’tresist.Perhaps

youdiscountyourpricingoroffermorebonusesifsomeonetakesactiontobuy

rightaway.Peoplewillrememberyouifyougoupandbeyondinprovidingthe

maximumamountofvalue.

42.ImproveTheVarietyOfYourProducts/ServicesToGetMore

Sales.

People love options. You can stand out amongst the competition by offering a

widervarietyofproducts,services,orplansinyourstorethatcomplementone

another. People love to have the ability to choose, especially when they are

online.Soit’sagoodideatohaveotherproductofferingsonyourwebsitethat

may or may not be yours so your visitors will be more tempted to make a

purchase.

43.OfferNumerousPaymentMethods

Thisisagoodstrategyforonlineorinpersonsales.Customersaroundtheworld

usedifferentpaymentmethods.Ifyouaresellingonlineandacustomerwantsto

buyaproductorservicefromandyouonlyacceptaPayPalconnectedtoabank

account,youmayloseacustomerwantingtouseacreditcardinstead.Youwill

losemoneybynotofferingeasypaymentmethods.Samethinginperson,make

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it easy for someone to purchase from you. Always have multiple payment

methodswhereveryouaresellingsoyoudon’tleavemoneyonthetable.

CloseMoreSales

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44.AlwaysPlanAndScheduleNextSteps

Whenyouareonthephoneorinperson,neverleaveameetingwithoutgettinga

subsequentmeetingscheduledandonthecalendarforfollow-up.Peopleget

busyandgettingintouchcanoftenbedifficult.Makesureyouagreeonadate

andtimeandhonorthatcommitmentwheneveryouconnectwithsomeone.

45.EnrollSomeoneInWhatYouAreSelling

“Enrolling”meansallowingpotentialclientstoseetheopportunitytoget

whattheywant.Whenyoushiftto“enrolling,”there’szeropressure,anditis

actuallyeasierforsomeonetochoosetoworkwithyou.

YourjobinaconsultationorfirstmeetingeveninastoreisNOTtoconvince

someonewhyworkingwithyouisagoodidea.

Yourjobinaconsultationorinitialconversationistohelppotentialclientsmake

acommitmenttomovingtowardwhattheytrulywant.Oncetheymakethis

commitment,it’smucheasierforthemtochoosetoworkwithyou.

Sharethebenefitofwhatyousell…ifyouarebusytellingthemaboutthe

functionsoftheproductorthedaysoftheweektheprogramwillstart,youhave

lostthem.Howcanyourproductorsystemsavethemmoney,time,health,or

relationships?

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46.AskForTheSale

Someofthebiggestreasonspeopledon’tgetthesaleisbecauestheydon’tASK

theprospecttoBUY.Manytimesit’sthefearsthatcomeupthatprohibitpeople

fromasking.Don’tallowfeartogetinthewayofaskingfortheorderorasking

forreferrals.Believeinyourselfandknowthatyouaredoingadisserviceifyou

don’taskfor“theclose”.

47.UseClosingQuestionsAndStatementsToGetPeopleToMove

Forward

Areyoureadytomakesomebigchangesinyourlife?

Getthemexcitedwhileaskingaclosingquestion.

Thiswillalsopulloutanyobjections.

Itmakessincetome,wouldn’tyouagree?

Thisisan“AlternativeClose.”

Thenletthemrespondandlisten.

Theycaneithersayyesorno.

Iftheysayyes,congratulatethemandletthemknowyouwilltakecareof

allthedetails.

Amaybeisstillano.

Howwouldyouliketopayforyourproductorservice?

Thisiscalleda“PeripheralClose.”

Allofthesearegreatwaystodirecttheattentiontowardaneasyitemto

sayyestoandlessonanypressure.

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48.WelcomeObjections

Themoreobjectionsyouhear,themoresomeoneisinterestedinbuying.If

someoneaskswhatyoucharge,thatisapositivebuyingquestion.Practice

alwaysallowtheprospecttoaskfirst.

Ifthereisanobjectionaroundmoney,youhaven’tshownthemenoughinthe

conversationhowyourproductorsolutionwillbenefitthem.

However,it’sneveraboutthemoneyortime.Ifsomeoneseesenoughvaluein

whatyouareoffering,theywillfindawaytogetthemoney.Ifnot,helpthemget

creativeandresourcefulinhowtheycancomeupwiththemoney.Peoplewill

alsomakethetimeforsomethingtheyvalue.

49.OfferWarrantyOrGuarentee

Customers want security on the products that they buy. In stores, there is

normally a limited time you can take something back.Warranties are a great

way to gain commitment and reduce fear aprospectmayhave inorder to get

them tomove forward andbuy. If you are selling a service, youmaywant a

Happiness Guarantee for after a month of services. This will allow your

customertofeelcomfortablemovingforwardandswaytheirbuyingdecisionto

aYES.Or,perhapsa14or60daymoneybackguaranteeiftheydoallthework

andcanshowyouthelackofresults.

50.WelcomeInquiriesFromCustomers

Make sure that your customers can contact you after they made a purchase.

Theymayhavemorequestionsabouttheproduct/servicetheybought.Youmay

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thinkthatthisisbothersome,butthisactuallygivesyouachancetomakenew

offers to old customers.When they call, make sure that you address all their

concerns and see if they are open to hearing about something else that may

maketheirlifeeasier.

Conclusion

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It’s clear that running a business takes time, dedication, and the knowledge

abouthowtomakesales.Salesistheenginethatwillmakeyourbusinessrunso

please reference this list as many times as needed to assist in your business

growth.

AlltacticsandstrategiesmentionedinthiseBookaresituationalinnature.

Beforeapplyinganyofthem,makesurethattheyareapplicabletoyour

business,yourmarketniche,andthenatureofyourproducts/services.

ThisisasamplingofthemanystrategiesIteachtogrowbusiness.Ifyouarein

thebeginningstagesofbuildingabusinessor,youhaveabusinessyouwantto

growandtaketothenextlevel,pleasesendanemailtoStacey@staceyellen.com

andlet’stakeyouandyourbusinesstothenextlevel.

Wishingyouextraordinarysuccess,