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The Sales Buzz Issue 79 - Alignment Sales & Marketing Techniques to increase
June 29, 2010
Thank you for subscribing to The Sales Buzz the Free Sales Training Newsletter and Magazine for all sales people, small businesses owners, and sales managers.
In this week’s Sales Buzz!
Alignment Sales & Marketing Techniques
2 Great techniques that use alignment marketing and examples of how small businesses and sales individuals can use them to increase sales.
Last week we looked at the theories and techniques behind event sponsorship and ambush marketing.
To see last week's Sales Buzz and all the other back issues go to Sales Buzz - Back issues.
This week we give you ideas and challenge you to be creative with them so scroll down the page and see Alignment Sales & Marketing techniques and examples...
Also in this edition of The Sales Buzz:
Updates on the Sales Training Sales Tips website
The latest updates, changes, new pages and free offers on the Sales-Training- Sales-Tips website.
Free eBook - A free sales training eBook that will give you techniques you will not find on traditional sales training courses.
To see more on these uspdates scroll down to Sales-Training-Sales-Tips updates ...
Sales News - A new addition to the Sales Buzz
We look at sales and marketing stories in the news from around the world.
The big story in the UK is the budget and how it will impact on small business sales.
In the USA house prices are still at an all time low and this will have a knock on effect on many sales operations.
And from around the world we find sales news stories that readers of the Sales Buzz will find interesting. You can also submit your sales stories and news that you think others will want to read.
Scroll down to read Sales & Marketing News round up...
All I ask is that you include a credit to the newsletter or the website, and a link back to www.Sales-Training-Sales-Tips.com
If you recieved this Newsletter from a friend or colleague, or you clicked on it from the site Blog, did you get your free sales training ebook?
If you didn't, open the Free Newsletter page and claim your free copy of the great sales training and motivation technique called Need-to-Close-Chains.
Needs-to-Close-Chains is an effective sales training tool.
You can use it to prepare a sales pitch or presentation or train yourself and others on selling a new product.
It's also a really effective self motivation technique for getting into that top selling state between sales appointments.
To download your copy open The Sales Buzz Free Newsletter page and see why Need-to-Close Chains works so well.
If you like what you see here be generous to your friends and colleagues ...and me.. and pass on this newsletter.
If you know someone that could benefit from this free sales training please feel free to send them the newsletter, or the Need-to-Close Chains sales training tool.
When retailers give out bags with the name of their business printed on them it has cost them money.
They don’t do it just to get their name seen, that’s not going to give them a good return on the cost of supplying the bags. The retailer is aligning that customer with their business, in the eyes of everyone that sees them carrying the bag.
It’s similar to sponsoring a celebrity or sports personality to use your products.
We will never know if these famous people actually use or even like the products they advertise, but we associate them with it. And that’s the important part of aligning a business or a product at any level.
These sales and marketing techniques work at all levels. From international marketing campaigns with multi-million dollar budgets, to small business sales techniques, and even by sales individuals that want to create an image that will help to increase sales.
The 2 main reasons why these sales and marketing techniques work, and why small business sales and individual sales professionals should use them:
1. People look to what others are doing to make decisions on their own actions.
2. People listen to and copy experts and people they want to be like.
1. We look to the actions of others
You are in town looking for which bar or restaurant you should go into. Faced with one full of people and one empty which do you choose?
For most customers it’s the one full of people. Most of us don’t want to go first. We look to others, and the actions they take, and use that information to make our decisions. This behaviour has served us well while growing up when we learned by copying the people around us.
A celebrity that looks good recommends a hair product and people go out and buy it. Celebrity endorsements have been proven to work by the increased sales after marketing campaigns.
But it’s not just celebrities and sports personalities that are seen as experts. You see someone that looks stylish, carrying a shopping bag with a retailer’s name on it, and if you want to be like them you visit the store.
You see them as an authority and you copy them. Add that to the marketing power of example No1 and you, as a small business or sales individual, can learn to get a double hit.
When businesses, sales individuals, or products and services are aligned with the right organisations or people, potential customer’s actions will be influenced.
I cannot stress this enough: Always display your name, and if appropriate your contact details, on your products, vehicles, and anywhere and anyway that aligns your product with customers that have bought from you.
Local tradesmen that visit customer’s premises should put up a notice that says:
We are coming,
Another that says: We are here,
And afterwards one that says: Do you like what we did.
They can be safety notices, warning signs, or a message thanking neighbours for their understanding during any inconvenience.
If you sell something big, MAKE YOUR LOGO BIG.
Do not let a marketing consultant with new and unproven ideas, tell you that you need a design on your logo or products that doesn’t have your name and contact details.
I have seen sales operations of all sizes lose selling opportunities because they do not have clear name and contact details on their products..
Let potential customers see that they will not be the first to contact your business, let them follow the crowd. Let them see that your customer, the expert, has bought from you.
Align yourself with an expert
Align your self or your business with an expert.
How? One way is to send regular information from an expert to your sales prospects.
Are you in insurance sales, financial industry, car sales, or any market where there is legislation.
Are there legislating bodies related to the products and services you sell. Your customers and prospects will see them as experts and if you pass on information from them you will be aligning yourself with experts.
With the various ways of sending information you can do this for no cost. Emails, texts, social media, a newsletter or magazine …Like the one you are reading now.. are all great ways to communicate with prospects and customers.
It doesn’t have to be a sales pitch, the magazine you’re reading now isn’t. It is a way to connect with your prospects and keep them coming back.
When you read the Sales Buzz, as you are now, you know you are one of many sales professionals around the world doing the same. Would you have picked it up from a stall or marketing promo if no one else had before you.
I want what they’re getting
How does your product or service get delivered to the customer. How do they get it home or to their business location.
Printing a retailer’s name on shopping bags costs money. One benefit the retailer gains is that their name is seen by anyone that sees the carrier bag. But there is another much greater benefit that uses our alignment marketing techniques.
The customer carrying the bag will be seen by many other people as they leave the store and continue shopping. Notice I say the customer and not the bag. If another shopper sees the customer they know someone else has visited the store and may follow their lead.
They may also like something about the shopper, such as their appearance, they may consider shopping where they shop. The customer carrying the shopping bag has been aligned with the retailer.
With a little thought and creativity this marketing technique can be used for all types of business, not just retail. The more creative, clever, and flexible you are as a sales person, the more you will gain from it.
When you have put the above ideas into action tell us what you've done and what worked for you. Share your successes on the Sales-Training-Sales-Tips Blog...
The latest updates, changes, new pages and free offers on the website.
Use these 3 sales tips and add them to your existing sales pitch.
A nice easy way to close more sales withour completely changing your sales process. You'll see:
A way to start closing from the very strt of your sale.
How to gain agreement in the middle of the sales stages
Closing techniques that stop you making one of the most common mistakes that stops you getting the order.
Open Closing techniques - 3 Sales tips to close more deals.
A free sales training eBook that will give you techniques you will not find on traditional sales training courses. Where traditional sales training focuses on the stages of a sale, this free eBook looks at how you connect the sale stages.
It focuses on how you motivate your sales prospect to move with you through the sales stages towards closing the sale.
Get your free copy. It’s brief, easy to put into action, and will make a great addition to your existing sales skills. For more information and to download your free eBook open Free online sales training.
Sales 101 – Basic sales skills
Basic sales training for people new to sales or selling as only a part of their role.
I was asked to present some quick and basic sales training to people who were to start selling as an addition to their current roles. It became known as Sales 101.
If you want a quick and basic sales process covering all the major stages of a sale, open Sales 101 – Basic sales training.
Retail sales tips
A great new page for anyone in retail sales – Shops – Showrooms – Forecourts - Anywhere that you approach customers and need a good line to introduce yourself.
Retail sales tips – A recently added page that gives valuable tips on how mainstream selling techniques can be adapted for retail sales.
Go into any shopping mall, any showroom, and you will get approached by retail sales people still using opening lines from up to two decades ago.
On this page we look at how you can get more potential buyers talking to you. Learn more at Retail sales tips.
The latest new round up from around the world.
Yes you read it right. There is a link, and with this news story there is an opportunity to protect your customers, and make money.
Read the story and stock up by clicking on Car accessory sales and Legionnaires disease
36 Blondes in bright orange mini-skirts make for a great media story as they stage an ambush marketing stunt at the world Cup.
See the picture and read the story at Ambush Marketing
House prices in any country have an impact onmany other sales markets. You need to know what the trends are and take action.
See the latest by opening USA house prices...
We've had the budget, tthe dust has settled, and now we can look at teh detail. Small businesses are the heart of employment in any country. See how the UK budget affects you and your business at UK budget and it's impact on small businesses...
facebook owner predicts the future use by businesses. Read it and see if you agree. open facebook predictions...
That's my aim with The Sales Buzz Free Newsletter and with all the selling and career techniques on the sales training website. You can learn sales skills without spending huge amounts of money or ploughing through long boring books.
Pick up sales techniques and sales skills from wherever you can. You do not have to spend huge amounts of money to get the learn sales skills that are right for you. I present sales techniques that are:
To make sure you don't miss out on all the right updates for you get the sales training Blog and you're in control of when you read the latest additions to the site.
The Sales Buzz is the free newsletter for all sales people in all sales roles. If there is a topic you would like to see covered here use the contact form on the website and I'll get the best information, from working sales professionals, to learn sales skills and pass them on to you on this newsletter.
Wishing you the very best with your sales career.
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