Three-phase marketing strategy
In a sales seminar I attended, my friend, Ray Leone, South Carolina-based trainer, I described a three-phase strategy, which is useful when you try and convince potential customers of companies doing business with you yours. It works as follows:
Before a statement of fact that can not be refuted.
According to a personal note that your experience and your credibility are reflected.
Ask a third open question that the first two linksInternships.
Let's say I try to convince you to buy sales force training to areas that increase the effectiveness of your sales.
First stage: "You know, a field rarely met sales targets for the management to reach Mr. Jablonski and quotas by."
Second stage: "My experience has taught me that even without training, salespeople often - for her - the goals or to develop their sales skills. The sale usuallyBlame their lack of success to external factors or other people instead of himself. "
Now and only now you need to drop the matter.
Third stage: "What to do to ensure that your vendors to sell their goals and develop their skills?
Suppose you sell photocopiers.
First stage: "You know, Mrs Gregory, all business documents."
Second stage: "My experience tells me that many companies fail to learnDocument the quality and cost control emphasis. They do not realize that every time you send a copy to a customer, it reflects the image and quality of their work. "
Third stage: "How do you ensure that the quality of the copies of the quality of your company thinking?"
Another example, say I an accountant.
First stage: "You know, Mr. Adams, many companies do not plan their tax advantage."
Second stage: "My experience has taught me that muchNow entrepreneurs lack the skills to their plan and then blame the lack of time. This led us to this tax planning together. The journey takes about one hour per month to keep updated. It is easy to use and suitable for thousands of dollars per year. "
Third stage: "How Do your 2006 tax planning? If I can, I will once again back in 2005, following the review and adjustment of the creator's economic situation will face are everyones day. I certainlyTo check every penny possible audit, the IRS fight for every dollar stays within the law and save. Do not you think? "
Building Materials Machinery example
First stage: "You know, Wally, most manufacturers do not make money, they should be worth the bottom line to produce benefit."
Second stage: "My experience has taught me that the reason is that customers so often busy fighting all day, not the time to put histogether a comprehensive marketing strategy. One of the services we offer our customers a program called the University contractor. This program offers the opportunity, through a seminar format, directly to experts in all phases of the two runs a construction and the building itself. "
Phase three: "What steps will you do to ensure that the money to leave on the table every time you sell a house?"
How the hell can you say to a customerNone of these? He can not, at least not easily. This interview is a powerful technique. It builds credibility and needs at the same time.
Illustration of the procedure. Familiarize yourself with the process. Practice the steps until comfortable with one of them. Design the technology around your company offers unique services. It is a great way for you and your business apart from the competition.
Three-phase | marketing | strategy |