Category Archives: Sales Growth

Manage a Sales Process of Actions that Lead to Sales Growth

Manage a Sales Process of Actions that Lead to Sales Growth!

Learn to create a sales process that allows you to focus on the next right step with each and every prospect in an organized and efficient way that moves leads to qualified prospects to customers and automates much of the communication.   This leads to the ability to effectively predict future revenue and manage sales performance.

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Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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360 Degree View of the Customer Relationship for Business Growth

What is a “360 degree view of the customer”?  How can you earn more customers and keep them longer?  Learn how to create systems in your business that provide full visibility of the customer relationship to everyone in your organization, instantly and how to turn it into profit.

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Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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Manage a Sales Process of Actions that Lead to Sales Growth

Manage a Sales Process of Actions that Lead to Sales Growth!

Learn to create a sales process that allows you to focus on the next right step with each and every prospect in an organized and efficient way that moves leads to qualified prospects to customers and automates much of the communication.   This leads to the ability to effectively predict future revenue and manage sales performance.

 

You may Download a FREE copy. Fill in the below form and get a download link


Your Name (required)

Your Email (required)

Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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Building a Successful Marketing and Sales Process by Identifying Your Prospect's Pain

How do you know which prospects are likely to become customers?  How do you know which prospects are ready for a proposal and which need to learn more about your solutions first?  Learn to recognize the PAIN your customer is in and create marketing and sales campaigns that identify your customer’s PAIN automatically.

 

You may Download a FREE copy. Fill in the below form and get a download link


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Craig Klein

Craig Klein is CEO and Founder of SalesNexus.com, a leading web based customer Craig-Headshot1relationship management (CRM) and email marketing solution for sales teams. Craig’s passion is helping businesses grow. He believes that when businesses grow, employees, customers and families lives improve and communities thrive. Craig’s the author of “Grow Sales with Emails” and several other popular e-books. He is a contributor to Small Business Today Magazine and has appeared as a featured speaker at the Digital Marketer’s Email World 2013, the TEANA 2012 Conference and many other exhibitions and conferences. Read more from Craig here. Connect with Craig – @craigklein or on LinkedIn.

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Simple Steps to an Active Social Media Community

Fostering an active and engaged social media community takes more work than many businesses recognize. Social media cannot just be something you put on the back burner, or occasionally take part in. It needs to be a consistent part of your marketing strategy for you to reap the rewards. At Social Mojo, we can take the reigns here and come up with a plan of action that represents you well. Visit our website for more info. Here are some of the best tips for engaging your fans and followers, and building that online community buzz!

1) Be Relevant
Posting relevant content is crucial. If people are looking for you online, it’s important that you give them something relevant to look at when they find you on social media. Incorporate interesting facts about your industry. Discuss new products in a succinct but grabbing way. Find the balance between making things relevant and making them interesting. Both can co-exist!

2) Be Responsive
Make sure you take the time to respond to your fans and followers when the comment or engage with something posted. In doing so, you reaffirm your awesome customer service, and can even gain another appreciative client. Stay attentive, and check in on your social media accounts often so that nothing – and no one – gets swept under the rug.

3) Be Reaching
Reach out for responses. Reach out to your followers and fans with questions, or posts that require interaction. Encourage sharing, reposting, retweeting, etc. so that your content reaches new eyes. Bottom line? Figure out how to incorporate a subtle but effective call to action in your posts, and you’ll be seen and heard by many.

 

Social Mojo provides social media services that help businesses to drive sales growth.

5 Things to Convert Visitors into HOT Prospects

Your web page looks amazing, and you have tons of visitors. You feel like you’re ready to take the world by storm with your product/webpage, and are immediately willing to get into the nitty gritty of internet marketing.

Great!

But, before you go out and become the next “big thing” trending on the internet, there is one thing you have to consider – “How do I convert my visitors into prospects?”. Better yet, “How do I convert my visitors into HOT prospects?” Did that catch you off guard? Having an amazing looking website and having a lot of traffic going through your website is entirely different than having a website that converts visitors. Are you fretting now?

Don’t worry. We’ve got your back. Here are five tips for converting your visitors into hot prospects!

1) Know your Audience

Are your visitors blue collar workers? Are they teenagers? CEOs? Urban? Knowing your audience is a key factor in determining, well … just about anything! Knowing what audience you’re trying to attract and what audience you end up bringing in will heavily impact your marketing, wording and outreach strategies. You’ll find that marketing and converting isn’t a catch-all process. You have to cater your website to your largest and most effective clientele.

2) Know how your product sells

How does your product sell? Is it a fast conversion? Is it a slow one? Does it take one page to sell? Does it take two pages? How much content does a user need to be ready to buy? Knowing how your product sells will help you plan an appropriate marketing strategy.

For smaller things like Tax Services and Locksmith Services, you’ll more than likely have a one page conversion/sales system.

For bigger things like Home Exterior Remodeling, you may require more than just one page, and you’ll surely require more interaction with the customer, whether it is via personal contact or a content heavy webpage.

It’s important to adjust your strategy accordingly. You don’t want to do a five page sales process for macaroons, and you don’t want to try a one page sales process for a brand new car.

3) Have a Unique Selling Proposition

Unique Selling Propositions are important. They tell the customer exactly what makes you different from other companies. If you’re doing it right, a Unique Selling Proposition will tell the customer exactly why they should choose YOU over any other competitors.

There are a lot of different angles you can approach this with. For example, you can choose to state that you’ve been in the business for a long time, and they should hire you for your valuable experience. Or, you can state that you’ll do the project cheaper with just as much care and quality as the competition.

Whatever you decide on is your Unique Selling Proposition.

4) Confidence and Credibility

You may be wondering – What is Confidence and Credibility? How is it difference from a Unique Selling Proposition? Wouldn’t any confidence or credibility that I choose to give to the customer be an extension of the Unique Selling Proposition?

Well, you’re both right and wrong. Confidence and Credibility will add to your unique selling proposition, but it is very different from it.

Think of it like this. Doctors need to be board certified. Being board certified isn’t a unique selling proposition though, it’s a requirement. That is what lumps it into the “Confidence and Credibility” section. It builds … you guessed it – Confidence and Credibility!

Other things that build Confidence and Credibility are any certifications that you have which are relevant to the conversion at hand, reviews, and project portfolios. These all exist to give the customer enough “confidence” to convert, and to give you enough “credibility” for them to convert.

5) Call to Action

This is the most important tip. A Call to Action is the single most important thing you must have. If you were to have a webpage with only ONE thing and one thing only, it should be a Call to Action.

Without a call to action, you simply cannot convert anyone. Nothing will happen!!

The product you describe on this page is great! Where can I sign up? Oh I can’t sign up?

*Instant Sales Loss*

Without a proper call to action, you can’t convert people into anything let alone hot prospects or even customers.

The product you describe on this page is great! Where can I sign up? Oh, I just noticed your tiny “Sign Up Here” bar hidden in the menu after five minutes of scrutinizing your webpage! I don’t think I’ll sign up anymore because I am frustrated.

*Instant Sales Loss*

It’s important to have calls to action, and when you have calls to action, it’s important to have them done RIGHT. The bigger it is, the better it is (with moderation of course). The more attention it draws to itself, the more a customer will notice it and want to follow what it says. The easier it is to sign up, the more a prospect will finish the process and properly convert.

So remember. There are many things you can do to convert visitors into hot prospects. Keeping these tips in mind when you design your website and update your content/etc will help make sure you get the most out of your web real-estate.

Chris Burres

Chris Burres is the owner of E-Webstyle. He has been an entrepreneur since 1991 when chris-burres-ewebstylehe started a Carbon Nano-Materials manufacturing company, SES Research. In 1999 with a graphic design partner he opened E-Webstyle, a website design and development company. Chris started honing his search engine optimization skills in 2001 for a select few projects. It was 3 years later when E-Webstyle started offering the service of 1st page search engine placement to their clients.

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Sales Messaging Workshop

Having the right sales messaging is critical for positive sales growth. Sales messaging is essentially everything that is said to prospects. This is not just what is said over the phone, but also what is said while networking, in meetings, on websites, in emails, etc.

Not having a sales messaging strategy that is powerful, engaging, and clear to understand can be the difference between success and failure.

In this mini-workshop, Michael Halper from SalesScripter goes through a methodology that can be used for building out your sales messaging.

The SalesScripter methodology uses six primary pillars as its foundation:

Value: The value that your products and services deliver.

Pain: The challenges that your products or services help to resolve.

Qualify: The questions you ask to qualify or prequalify prospects.

Objections: What you say to respond to and get around objections.

Interest: What you say to build and trigger interest and curiosity.

Credibility: What you say to establish credibility.

 

Investing a little time in improving your sales messaging will help you to improve your sales growth.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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Copywriting “Mad Scientists” Affect Sales Growth

Crazy Mad Scientist InjectingThe goal of this five part guide is to connect the dots between good copywriting principals and sales growth. It may seem like a bunch of unnecessary rules to follow. In fact, everything in this series is scientifically proven.

The same technology that is learning new things about black hole gravitational waves and what our brain to flushes during sleep is also offering copywriting guidance. There seems to be no end to what these geniuses are able to reveal.

Sales growth is the result of implementing what has been learned about readability, usability and adapting to the reader audience. The good news is that only a small number of web content is using a fraction of what we know about the science of web content.

You have no reason to be intimidated by all the guidelines. Instead, just be aware that each move you make toward improving your written message to prospective customers increases your opportunity to grow your business.

Part 5 of the 5 Part Guide

Principals of Writing Effective Web Content
In this final part of the series, I will skim the top of some of the science of web writing. If you find the concepts interesting, I will point you to resources that will allow you to learn more. We will not go into much depth in this brief article.

Usability
The most knowledgeable usability expert I have found is Jakob Nielsen. He defines usability as “…a quality attribute that assesses how easy user interfaces are to use.” That sounds pretty simple. When you dig into the research done by his firm, the Nielson Norman Group, you will see it is far from simple.

This group of specialists is discovering:

• Specific eye patterns of the people who read your content
• The growing aversion to colorful, over-designed text boxes on web sites
• What can cause cognitive strain on the reader and decrease sales

Psychology
You can find a lot of education about the psychology of buyers. My favorite site for learning about content psychology is Sean D’Souza’s www.PsychoTactics.com. The headline on his home page says it all: “Are you losing customers because you don’t know how the brain works?”

Clearly, Sean has harnessed knowledge about psychology that will lead to phenomenal sales growth. I must warn you…his site is addictive. You will learn things you never thought you would ever want to know about your customers and how they respond to your content.

 

Typography
Many principals of typography are intuitive – like limiting the number of colors and fonts used on a page. Other typography principals can become more complex.

• The self-described Usability Geek outlined his 12 Typography Guidelines here.
• An article in Smashing Magazine goes into detail about 11 different aspects of typography – from vertical rhythm to using a grid and more.

Like I said earlier, this level of knowledge is not at all required to experience sales growth in your business. In fact, if you let this type of thing stop you from trying to create sales conversion content, you will most surely lose.

Although copywriting is my profession, I am not able to incorporate everything in this series at all times. It is simply too much to remember …AND… unless you are a big corporation with deep pockets, it probably does not benefit you enough to even try to use it all.

The goal of this series is to give you an overview of what principals in copywriting can do to add to the sales growth of your company. Go back to Part 1 and begin working on powerful headlines. Contact me if you want more resources for learning about headlines. I have been a student of copywriting for more than a decade and I have a bunch of resources I use almost every day.

There is one thing that you can do best…much better than me. You know two things about your business that leads to writing for sales growth.

1. Your business, your industry, your products and services
2. Your customers, your sales leads, your prospects and their preferences

Use your knowledge of these two things you already know and start building your copywriting expertise from there. Let me know if I can help.

3 Proven Ways to Make Your Body More Attractive (The Body of Your Content)

Good content has one goal…to engage the reader.

A secondary goal is to deepen the “know-like-trust” equation in customer relationships. Good copywriting using the principals outlined in this guide are a proven contribution to sales growth. Avoid the high cost of hiring a professional copywriter when you learn these copywriting lessons well.

Part 4 of the 5 Part Guide
Principals of Writing Effective Web Content

The first two posts of this guide were about the importance of good headlines, bullet points and white space. The third segment covered topic selection. This post is about the body of the content. Sales growth comes when you move the reader toward a purchase…let’s keep them reading the body of your content.

Without Emotions You Will Miss Sales
You are interested in sales growth. You know that people “Buy with emotions, then justify with facts.” Countless copywriting studies have tested this concept over and over for more than a century. It never fails to ring true.

Learning what emotions lead to sales in your business is not easy. You must spend time getting to know your ideal customer to speak to them in a way that evokes emotion. Try this online tool to find emotional triggers that will lead to sales growth.

Revise and Re-adjust so Your Message is Clear
A friend of mine is a PhD in English and former professor at LSU. She claims that “There is no such thing as good writing. There is only good re-writing.” Even when you draft a short email, take the time to read the email one more time before you hit send. When you are succinct and clear to make the message fully understandable, it saves time and aggravation in the long run.

Anything less than a carefully crafted message leaves room for misunderstanding…or the reader may click away. Use bulleted lists, or better yet, make emails short and only cover one topic. Otherwise, in our busy world, the recipient may fully intend to respond.

However, if they perceive your multi-topic email time-consuming and they put it off for another time. You may think you are saving a little time by shooting off a quick email. Instead of sales growth, your rushed message will often result in a total waste of time.

Use a Golden Thread
Have you ever listened to good friends chat? They will often flip and jump from subject to subject. They leave other participants clueless about the topic being discussed. While good friends can get by with this manner of discussing lots of topics – YOU CAN’T. Good friends have a powerful “golden thread” and it is the deep relationship and time-proven history.

When you are talking to prospects, you cannot afford to wander off your very specific sales path. When you re-read your content like suggested in the section above, look for anything that strays away from the point you are trying to make in your content.

Be ruthless in eliminating information that does not lead the prospect through your sales process. A great way to keep from wandering from one topic to the next is to start with an editorial calendar for your content. With a copywriting plan, you accomplish two things.

1. You will have a global vision of how you will guide your prospects into becoming customers.
2. It is easier to stay “on topic” when you know that you will be covering a subject in another content piece.

Many things are involved in copywriting that leads to your desired level of sales growth. Take the principals and apply them one-at-a-time. Soon you will see an increase in revenue and it will be worth it.

3 Pro Copywriting Tricks for Sales Growth

EyeDelivering sales growth in today’s buyer-centric marketplace is not easy. No one can give you a simple mathematical formula for success. Many entrepreneurs depend heavily on SEO. Others expect to win the market with clever, unique, sharable content. Yet, at the foundation of any solid content strategy is simple, good copywriting that engages readers.

• Constant evolution of technology is having an effect on your customer. They feel empowered to chose based on what they find on their own and in your content.
• The sheer volume of information available makes it hard engage new buyers.
• Google is shifting its algorithm to favor high-quality content over high-volume content.

The time has come for every business to gain a basic knowledge of copywriting (or hire a pro). With the ability to gather data about what type of content your reader wants, everything you need to know is available for learning the skill. This series is a tiny, little bit of what you need to know to compete in the race for quality copywriting and sales growth.

Part 3 of the 5 Part Guide
Principals of Writing Effective Web Content

1. It’s Not About YOU…
Sales organizations have been talking about what they offer for centuries. About 50 years ago, sales trainers succeeded in convincing the sales professionals to talk about the ‘benefits’ to the buyer rather than the ‘features’. It’s time for another big shift.
You must invest time and attention into defining your ideal client and speak directly to a single entity you have identified. Copywriting to an ideal client is the focus of Lorrie Morgan-Ferrero. She calls it a ‘Tarket’. Get access to her 3-Step Tribe Defining Template here.

2. Telling Stories and Other Tricks…
In the battle for your customer’s attention, there are a few tricks to being noticed. Telling stories is one of the best. Believe it or not, a personal story – particularly one that shows how you messed up – can be one of the most powerful ways to engage readers.
A copywriting genius from New Zealand has mastered the art of storytelling. It is part of what he teaches at PsychoTactics. Master the art of storytelling and you will win over readers in a way that certainly leads to sales growth.

Another copywriting trick is using current events and trends to capture attention. I have written articles about fifty shades, sales leads that suck, Lady Gaga vs Madonna and many other current topics. I don’t write for any media outlets. These articles were about sales growth tactics.

Pay attention to hot topics and search for a way to twist them to fit your message. Pay particular attention to the language of your ideal client. When your written content mirrors the way your customer talks, it will lead them to trust you. Trust equals profit for your business.

3. You Gotta Have a Hook…
Big companies invest a ton of money developing very professional looking games, info-graphics and interactive maps. If you have the money or time and skill to follow their lead – do it. The result may be phenomenal sales growth when your content is shared. It might even become viral.

For most small businesses, that type of content is a budget-buster and a big gamble of resources. The Content Marketing Institute defines: “A hook is, quite simply, a unique content concept that is designed to ensnare and trap your unsuspecting audience into consuming and sharing your content.”

The most common ‘hook’ is your headline. We talked about that in Part 1 of this series. The headline is simply not enough. Begin watching for moments that your reader will recognize. When they identify with a self-deprecating remark, they see you as human. That level of customer relationship is a big hook in today’s overwhelmed environment.

Find humor, incite curiosity. Ernest Hemingway got lots of attention when he wrote a short story in six words, “For Sale: Baby Shoes, Never Worn.” Another hook that will always be remembered is the shortest verse in the Bible, “Jesus wept.”

Your hook may not be immortalized like these. However, if you know your ideal client well enough, you will know how to ‘hook’ them into what you have to share. Once you set the hook, you are on the road to sales growth.