Wisdom from Henry

Attributes of Successful People

2010-09-08T14:12:00.001+01:00

People who become successful have many attributes or skill sets.

Here are my top 3 choices of the day.
Why not model yourself on them?

1. A Positive Mental Attitude
-They look at the way things can be done, not on what can't be done.
They focus on their strength, not weakness,
and on their powers not problems.

2. Goal Directed
-They know who they are and where they are.
They also know where they want to go, and how to get there.
If you are like this you will attract people to you.

3. Self Motivated
-They understand themselves and lead themselves.
They focus on what they are good at.

There Are No Sales Without Objections

2010-02-16T16:41:00.003Z

Brian Tracey said "Objections indicate interest. Objections are signposts that lead you step-by-step toward closing the sale. The fact is, if there are no objections, there is no interest. If there is no interest, there will be no sale.

Use a Testimonial
As you already know, one of the most powerful ways to eliminate objections is to present testimonial letters from satisfied customers who shared the objection at one time. A sweetheart letter answering a customer's major concern is a potent way to demolish the objection forever.

Interpret It as a Question
Aside from using testimonials, another way to deal with objections is for you to take the objection and interpret it as a question. Treat it as a request for more information. Recognize that an objection is a natural customer response to any offering where there is some risk of purchasing. When the prospect says, "It costs too much," you can respond by saying. "That's a good question. Why does it cost more than you're expected to pay?" You then go on to answer the question you have posed.

Give a Good Reason
Another way to deal with an objection is to treat it as if the customer is asking you for a reason to eliminate the objection. If the customer says, "I can't afford it," you can imagine that the customer is really saying, "Show me how I can justify spending this amount of money."

Make It Easy to Object
Above all, make it easy to object. Most customers do not want to get into an argument or a debate with you over your product or service. They will be reluctant to object for feat that you will become upset or adamant. For this reason you must make it easy for the customer to object by responding in a cheerful, friendly, constructive way when he does.

Listen Carefully
When you get an objection, hear it out completely. Don't assume that you know what the prospect is going to say. Often the prospect will begin with an objection you've heard before, but then will add her own particular concern or problem at the end. Be patient. Practice your listening skills. Pause before replying. Question for clarification.

Objection Versus Condition
Determine whether the customer's response is an objection or a condition. An objection is something that you can answer. It is a problem for which there is a solution. It is an obstacle than can be removed on the way to making the sale. A condition, however, is a genuine reason for not going ahead. If a person has no money, this is a condition that renders buying impossible.

Welcome Objections
Objections are a standard and predictable part of any sales conversation. We've all had previous experiences with products and services that were disappointing. We do not want to have those experiences again. Your job is to be patient, polite, and positive, asking good questions and listening intently to the answers. If you are courteous and persistent, eventually the prospect will tell you why he might be hesitating and give you an opportunity to answer his question and close the sale.

See you on another blog post!!

Andrew Ian Henry
Marketing Consultant
+447947 511 891

Too Many Options Can Dilute Your Focus

2010-01-11T23:18:00.006Z

Old or new to marketing, its not uncommon to

have your focus diluted with all the different

ways to market online.

Experts in the Industry say you should focus on

3 important elements;

1. Have a plan of clear and precise daily activities.

2. A Structured Timetable.

3. A long term plan that will lead you to a 1000 leads per month!

Let's commit today to becoming a Master Marketer!

Andrew Ian Henry
Marketing Consultant
+447947 511 891
Mon to Fri 9am to 4pm GMT

www.CopyandEarnNow.com

Keeping Your Sales Funnel Full

2010-01-05T17:49:00.004Z

Brian Tracey said "Professional selling has three stages, which have been the same throughout history. They are prospect, present, and follow up. These three phases constitute the three parts of the "sales funnel." If your sales and income are down, it is because you are not prospecting enough, presenting enough, or following up and closing enough. The way to increase your sales is usually for you to increase the quality or quantity of your activities in one or more of these areas.

Imagine Your Funnel
Imagine the basic sales model as a funnel. At the top of the funnel, you put in prospects. You have to call on a certain number of people, or suspects, to get a certain number of prospects. This number varies depending on the market, your product or service, your individual skills in prospecting, advertising, and many other factors.

Presenting
The second part of the sales funnel is presenting. There is a direct ratio between the number of people you call on initially and the number of people who will agree to meet with you. Let us say, for example, that you have to call on twenty prospects to get five presentations. This would give you a ratio of 20 to 5 for your prospecting activities. Selling is very much a numbers game.

Follow Up and Close
In the third part of the sales funnel you have following up and closing. Let us say that you have to follow up with two prospects to get one sale. What this means is that you have to put twenty prospects in the top of the funnel to get one sale out of the bottom of the funnel, a ratio of 20 to 1. The rule therefore is this "keep your funnel full."

Andrew Ian Henry
Marketing Consultant
+447947 511 891
Mon to Fri 9am to 4pm GMT

www.CopyandEarnNow.com

2009-12-31T12:18:00.001Z

Update Successful www.ismaelfraser.blogspot.com

Beware- Mistakes In Prospecting (part2)

2009-12-31T11:56:00.006Z

2. Taking Immediate Action

Many marketers fail because they fail to act upon what they

learn immediately. They spend too much time thinking about

whether or not their new found knowledge is going to work

for them or not, then end up not doing anything. They keep on

studying to be active, however  it yields no results because

it simply wasn't productive.

Sure we'll make mistakes along the way, but its all part of

learning and part of being a 'Master Marketer' test...test...test.

3. Do not try to sell,beg and convince your prospects.

You have the solution to their problems.

After all, you wouldn't need to say much to a thirsty person

in the desert, when you arrive with cases of water.

Utilise your information tools.

Our job is to qualify the prospects, then expose them to

the information. We leave them to make an informed

choice that is right for them. Far better that a person buys

themselves, otherwise you create an illusion of results.

Happy Prospecting!!

Andrew Ian Henry

Marketing Consultant

+447947 511 891
Mon to Fri 9am to 4pm GMT



www.CopyandEarnNow.com

Beware- Common Mistakes In Prospecting

2009-12-24T23:19:00.002Z

1. Underestimating the number of people you'll need to contact.

Marketers often complain that they get zero response when they

'go public' with their offer.

Trouble is they haven't even contacted 100 people! The cure?

Adopt the mindset of talking to and making connections

with lots and lots of people.

"Some will, Some won't, Someone is waiting"- Mark Weiser

Keys For Success- Internet Marketing

2009-12-17T12:43:00.010Z

Many Online Marketers offer suffer from "information overload"

Yes this will hinder your progress and unlimate success.

Once you've plugged in to a successful marketing team,

then its a case of applying what you have learnt on a day-to-day basis.

Stick with that system from start to finish until you achieve

your desired results.

Cancel those blogs or subcribtions that invite you the NBT- "Next Big Thing"

as this will distract you and waste your productivity time.

At times of frustration, it means focusing on your strategies is required,

those other programs tend to 'blow off course' as well as kill your budget,

and you'll never really you what they are offerring right now to work.

for you, simply because its ANother system...and it taken time to master anything.

So the message of today is stick to with systems that work, and follow the

best in your chosen industry, be patient and review your results.

Ismael Fraser
Marketing Consultant
+447931 217 860
Mon to Fri 9am to 4pm GMT

www.CopyandEarnNow.com

Challenges Faced By A Newbie to Internet Marketing (Part-3)

2009-12-08T18:19:00.005Z

ANY type of marketing requires you to

"STAY THE COURSE"

A few ads or posts here and there with no quick results,

most newbies QUIT! You have to stay the duration of your

campaigns with patience. Of course you must test, test, test

until you get it right. Master an area of your strategy then

move onto to another. Don't become overwhemled by all the

ways to generate leads. Take what is used by the best people

in the industry, then apply it step-by-step.

Ismael Fraser
Marketing Consultant
+447931 217 860
Mon to Fri 9am to 4pm GMT

www.CopyandEarnNow.com

Challenges Faced By A Newbie to Internet Marketing (Part-2)

2009-11-30T23:10:00.003Z

The KEY to being a successful marketer in any business, whatever the medium, is applying
CONSISTENT ACTION
A common mistake for the “newbie” is to try a few ideas, and when the results don’t come instantly, the activity STOPS!
Be persistent and consistent with your efforts, once they are tried and tested successful methods.
“Marketing is HARD WORK and the lynchpin of every successful business. Think about it in these terms: If marketing were easy, everyone and every business would be successful. Regardless if you are a dentist, accountant, trucking company, yoga instructor, or flower arranger.” –Jay Kubassek
Part 3 Coming soon...

Andrew Ian Henry

Marketing Consultant

+447947 511 891

Mon to Fri 9am to 4pm GMT

www.CopyandEarnNow.com

Challenges Faced By A Newbie to Internet Marketing (Part-1)

2009-11-11T14:17:00.005Z

Overwhelmed by all types of ways to market online, anyone new to this type of business can easily get frustrated when immediate results don't come.

Building a business online, in principle, is the same as building it offline.
So to avoid quitting early on, its very important that you take your time and...

Take Some PRODUCTIVE Action Every Day

Your Business WILL NOT grow without consistent advertising and promotion.
Spending huge sums of money, initially does not equate instant success. When it comes to effective marketing it's about STRATEGY. Of Course you do not have to break the bank to have highly effective advertising. However,it does mean that you MUST take some form of decisive action in marketing your business EVERY DAY.

Look at your strategy and your budget, spend your time building your online presence step-by-step, from the professional of you industry

Andrew Ian Henry
Marketing Consultant
+447947 511 891
Mon to Fri 9am to 4pm GMT

www.CopyandEarnNow.com