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BHW Guide to Sales Techniques, Tips, and Cold Calling

Discussion in 'Making Money' started by PHPInjected, Mar 26, 2016.

  1. PHPInjected

    PHPInjected Elite Member

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    The picture below is what we're all here for, whether we are selling a product, service, or apples - your technique as a salesman is relevant to how often those sales are.

    [​IMG]


    1. Determining what kind of a salesman you are going to be

    First of all, nobody likes a pushy salesman.So, when you are presenting your product or service, speak on it with the utmost confidence in its quality. Try to be casual while also being informative. Your presentation is at least half the "battle" when marketing anything. If you're offering a new service or are new to whatever you're selling, ensure that it seems like it has a lot of experience behind it or put into it. To some of us, this part comes natural, but confidence is really important even if it is synthetic at first. I'm sure you've heard the saying "it's you vs you" and that saying applies in sales/marketing. The biggest hurdle in sales/marketing is gaining the confidence in yourself and method/service/product. This article touches a bit on that and visualizing the success: http://www.sellingpower.com/content/article/?a=9423/7-tips-to-build-confidence-and-win-sales


    2. Find a sales/marketing goal


    We all have the same mindset when asking what our endgame is: to be financially stable enough so I never have to work again. Setting milestones in sales has always helped me progress faster as well as gave me patience. When I would reach that milestone, the mental "high" that I got from it also encouraged me set another milestone. It's important to say that you need keep in mind that longevity is a consideration here. Again, some understand that naturally, and some don't. Upon making a sale, a useful habit is (and was for me) to aim to make one more sale before the days end - whether I had made 5 or 10 that day, it didn't matter. It was to keep me on my toes. Do not lose sight of your large/long term goal and keep a record of your progress. Here is a list of programs/apps that will assist you in keeping track of your goal:

    Goals on track - http://www.goalsontrack.com/
    Nozebe - https://nozbe.com/
    Habitlist - http://habitlist.com/
    Evernote - http://www.evernote.com/
    Stride - http://www.stridesapp.com/

    3. Assessing your competition

    Depending on your market, there are several ways of getting an insight on your competition, and what you need to do to overcome them in sales. If you own a T-Shirt shop for example, take a look inside a known competitor's shop to see what kind of services & specials they are currently offering. Take a look at their reviews online or if they are a local shop, give it a walk through. Analyzing your competition is a good way to get your brain moving and you'll start to form new ideas to help better improve your product/service. I would like to emphasize that you should in no way directly steal your competitor's designs, that is a whole mess that nobody needs & will deter you from your ultimate financial goals.

    Here are a few articles about competitive analysis and researching your competition that I found to be informative:
    http://www.entrepreneur.com/article/25756
    http://www.infoentrepreneurs.org/en/guides/understand-your-competitors/
    For seo: http://neilpatel.com/2015/09/01/the-simple-but-effective-guide-to-keyword-competition-analysis/




    4. Execution and taking action

    You can read and plan all day, but when it comes right down to it, the most effective thing you can do is follow through. Taking action is the step a lot of marketers tend to forget, which is why it takes them longer to make money. Whether it's as simple as registering a domain name, doing keyword research, or putting together a small firm - progress is progress, but you have to start somewhere. As you grow as a salesman/marketer, the amount of action your take will increase and the more success you will see. Remember: True failure is only when you give up or quit. Use failure as motivation. There are many methods on this forum, many tools that can be useful, but the most mentally useful tool is the journey section. Inside of it is proof that taking action consistently pays off. So take the plan you have developed and go earn a living.




    Most of the information here is straight to the point, you don't need to spend your time reading, you need to spend your time applying yourself!




    [​IMG]


    The next section is for those interested in cold calling




    Full disclosure: This is not for everyone, this is for those who are serious at making an impact on their business/lead development

    One of the oldest sure-fire methods in marketing is cold calling. It is guaranteed to work if you are confident and do not let up!

    First, what is cold calling?


    Cold calling is contacting a potential lead over the phone who has not previously expressed interest in your product or services.Cold calling is not illegal, but you should make sure that who you are calling is not on the DNC (Do Not Call) list or (TPS - United Kingdom) Telephone Preference Services.


    Ready to stack up leads/sales?


    Stating the obvious - this is a marketing forum where you should be willing to try ANYTHING that works to make income, if not then you are wasting your time here. Going out of your comfort zone is one of the key concepts you need to understand and do to make money.If you show perseverance, keep working at your method/way of building until it becomes almost second nature - you will succeed.

    Let's get down into a couple of key concepts:

    - The more calls you are making, the more "nets" you are throwing out, and the more potential sales you have.
    -
    You will receive negative feedback or "put me on the Do Not Call list", do not let it deter you.
    - Confidence is the key
    . Believe in yourself, what you're selling, and so will your leads.
    -
    Keep a script and list of rebuttals (responses to "nos").
    -
    The old saying "practice makes perfect" applies to this.- There are sales you will never get, no matter how hard you try, know when to let go of a lead.

    From Glengarry Glen Ross: Always Be Closing
    [​IMG]


    Finding Your Product/Service


    Don't take this thread the wrong way, it's not for calling in with Clickbank offers. You will not make sales that way. A few suggestions that you could offer:
    Website Design (Specifically responsive design or an upgrade)
    SEO
    Local SEO
    Graphics Design
    Social Media Marketing

    Above are just the examples I am going to use because they are the most relevant. Establishing a portfolio is necessary for cold calling because the people you are calling want to know that you're not some schmuck with no business experience. Before you call, set up AT LEAST a landing page/blog to reference services you are offering. You should be giving the lead a little incentive to buy whatever you're selling. Name off a random "special" that you can think of, something like April Approval. Just something to grab their attention.


    Further Monetization

    One thing you need to be focusing on is always being in the up-sell mindset. This would mean that if you are calling and offering one service, attempt to casually mention another service that this person might need. Many other ways to make money off of leads that do not convert are relevant here as well including: Putting Adsense on your landing page/blog, advertise a relevant CPA offer on your blog but not through a pop up, etc.


    Whether you choose to build a website and conquer Google with it, build a social media empire, or cold call every business in the country - Cheers to us all getting as many clicks, leads, page views, and sales as possible:

    [​IMG]



     
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    Last edited by a moderator: May 18, 2016
  2. Skyebug77

    Skyebug77 Jr. VIP Jr. VIP

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    Very nice guide. Great share to our community.
     
  3. financeguy

    financeguy Registered Member

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    Thank you OutOfTown, I needed this information!
     
  4. PHPInjected

    PHPInjected Elite Member

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    Thanks! I figured it would serve a good purpose for those interest in sales.

    You're welcome! I'm glad I could help.
     
  5. ChanzGrande

    ChanzGrande Elite Member

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    Another amazing post chalked full of valuable nuggets OutOfTown. Keep 'em coming man. Even with over ten years sales experience in direct response, and another 7 years online, I still found your information useful.
     
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  6. PHPInjected

    PHPInjected Elite Member

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    Spot on, mate. I tried to make it informational for beginners by putting some simple things that I've learned along the way. Cheers!
     
  7. PHPInjected

    PHPInjected Elite Member

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  8. SEO FOX

    SEO FOX Jr. VIP Jr. VIP

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    Very nice guide buddy
     
  9. Dexper

    Dexper Newbie

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    Very Good and full of great information guide, thanks a lot for sharing ur work
     
  10. abhi007

    abhi007 Jr. VIP Jr. VIP

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    I am bookmarking this.
     
  11. tokokipiani

    tokokipiani Power Member

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    Have not read it yet, but bookmarking for future read.
     
  12. peaceandlove

    peaceandlove Regular Member

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    Nice posts, thanks for sharing useful info. Cheers
     
  13. KenTZ

    KenTZ Regular Member

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    Bookmarked!

    It's scary how I was just thinking about cold calling and, @PHPInjected, you post this guide. :D
     
  14. anishpdsah1

    anishpdsah1 Regular Member

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    Thanks for an asset! I was really searching for "How to market yourself on BHW" on Google, and I found this discussion. :D