Showing posts with label Selling. Show all posts
Showing posts with label Selling. Show all posts

Saturday, November 11, 2017

Six Sigma and B2B - Selling Points

Six Sigma and B2B - Selling Points

Sales force effectiveness is not about simply automating the process - it also involves connecting process to winning over customers. This is true even in case of B2B sales where winning business customers can bring in huge profits with increased credibility.

Sales Start With Customers

When companies plan for improvement in sales results, they often introduce automation of the process or implement CRM. CRM is useful, but it is not the only solution.

From the customer's perspective, if salespeople are able to satisfy requirements, it can mean great improvement in sales results. To achieve improvement, the value that is given to the customer should be the value that they see.

For customers, there are items that are a must have, some which may be expected but which the product may not have, and some that are unexpected and thus are delighters.

By using Six Sigma tools like VOC to get an understanding of customer needs, companies can provide value that the customer expects, as well as understand and try to provide that which delights them.

Six Sigma DMAIC To Improve Relationships

Six Sigma can directly impact sales results if companies are disciplined in focusing what is of value to customers in the buying process.

It is about understanding the needs of the customer when they make that crucial buying decision.

Define: The define phase involves convincing key customers and stakeholders to work on the project.

The involvement of sales staff, sales managers, the sales support team and service personnel is just as important as key customers. It is imperative to define the focus of the project using a scope diagram, which will guide the team to focus on that specific area.

Rather than a huge project, a specific area or product can be taken for consideration.

Measure: The collection of data from customers is more important in understanding the critical to quality (CTQs) areas in this process.

Customer loyalty has a big impact on sales results and needs to be inferred - and factors that affect it should be understood. Keep in mind and collect data from loyal customers, disloyal as well as prospective ones.

A study of prospective customers helps companies to understand the reasons or factors affecting customer decisions if they have not been converted to sales as well as to understand the effectiveness of salespeople.

An insight into customer responses can be achieved by interviewing salespeople.

Analyze: An analysis using different tools of the responses of customers with that of the feedback received from salespeople can be great help.

Cross-referencing helps determine the root causes affecting sales results.

Improve: This stage involves making improvements to the sales process, like changing a pricing strategy that may be a major factor affecting sales.

It could also involve reorganizing sales functions, as well as training the sales force to improve their skills.

Control: In this stage, changes start showing results - and to sustain them, a review of activities has to be undertaken. This may include analyzing the number of proposals, active leads, customer loyalty, revenue, and profitability achieved with a changing price structure.

This is a bit like going back to the basics - but it proves to be very helpful in improving sales results. The outside-in approach helps bring about sustainable growth.

Tony Jacowski is a quality analyst for The MBA Journal. Aveta Solutions - Six Sigma Online ( ) offers online six sigma training and certification classes for lean six sigma, black belts, green belts, and yellow belts.

Thursday, October 26, 2017

Pay Per Click (PPC) Advertising - Establish Your Unique Selling Point (USP) With PPC

Pay Per Click (PPC) Advertising - Establish Your Unique Selling Point (USP) With PPC

When you look at every marketing campaign, product or service which has been very profitable for a long time, all of them have a thing in common, which is unique selling point, known as USP in the direct marketing world.

Many books about this topic have already been published, however, we want to simplify it & put it to work in your business, right now! Today, you will discover how to establish your own unique angle with pay per click marketing.


In short, everything that all boils down to these 3 most important questions...

Why Should Anyone Listen To You?

Give people reasons why they should like you & trust you. Here is where you must demonstrate that you know what you are talking about because people tend to trust experts. If you are an expert in your field, your target audience is more likely to believe what you tell them.

What Can You Do That Nobody Can?

In this day & age, almost everyone can become an expert. On top of being an expert, you must also find ways to stand out among the other experts. You must appear like the expert of experts, not just an ordinary expert.

What Can You Guarantee That Nobody Else Can?

When it comes to your products & services, what kind of risk reversal can you offer that none of your competitors can? Is there any favorable results that only you can guarantee in your marketplace?


Take some time, think about these questions then write down your ideas. These ideas can be added into your pay per click ads. Many times, you will find that you offer many advantages, however, only after you test the response then you would know which ones matter more to your audience.

Your unique selling hook is never supposed to be fixed on stone because some competitors will catch up with you. You need to start off with a unique yet compelling hook & keep improving based on the demand of your marketplace.

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Sunday, October 8, 2017

Marketing And Selling On Web

Marketing And Selling On Web

Advertising on the Web involves internet promoting to reach out to potential customers. It requires creativity like designing, development and technical aspects like advertising and promoting. Affiliate marketing, email marketing, internet search engine advertising and interactive promoting are all different facets of Online marketing. It also includes sales, public relations, information management and customer service. Ever since the advent of Web, it is widely used for all kind of purposes. One of the features of Internet, some helps in doing enterprise, shopping, etc, from the comfort of the house. According to a research, a quarter of the Web users shop online. It has also helped grow electronic commerce and Online marketing is a part of electronic commerce.

Direct marketing tactics like television and radio commercials, mails, and newsletters are the inspirations for Online marketing, which involves direct response advertising methods and is rapidly growing. Business-to-business, also known as B2B, and business-to-consumer, also known as B2C, are the two enterprise models to which Affiliate marketing can certainly be linked. B2C businesses were the first to start when Online marketing originated. They are corporations that sell directly to the customers. B2B companies are meant to do enterprise with each other.

Internet websites designed for Internet marketing are slightly different than others. One can find peer-to-peer modeled sites which are used to exchange services and products between each other. Other is name-your-price, where the customers have to specify their price range that they could spend and select items that fall in that budget range . is an example of such a site. is an internet site that happens to be based on find-the-best-price model, where customers might find the lowest prices. Last are online auctions sites, where items are bid. is an example.

The businesses who use Online marketing are at an benefits. They never need to put in large amounts of energy and time in Internet marketing like other old fashioned methods. With the help of only few resources national and international markets can be reached. Because of very low investment, even small enterprises are turning to internet marketing. Web sites and blogs have been developed for this purpose. Internet marketing is advantageous inside the sense that the data is easily available on the Web. Newsletters could be directly sent to customers and if it does not contain the information they are seeking, they can certainly search for information about the product online, earn a decision and purchase it online itself.

One of the factors that hinder the growth of internet advertising is delayed loading of the page. The website pages that take lots of time to download test the patience of the consumer. To add to that, if the businesses design complex websites with many graphics and animations, it will slow down the speed even far more. Another minus point of internet advertising is that the customers cannot feel, taste, smell or try products to be able to generate a good decision. To over come this, some of the internet stores have created liberal return policies with the help of which the customer care is guaranteed.

Another biggest threat of internet shopping is identity theft. Paying internet using charge cards, e-checks are susceptible to hackers and information could be stolen and used. Many hackers and web sites have been caught who were involved in exchanging of personal information. The majority of the web sites have taken measures and included good security on their sites. Among the best methods is encryption. When the data is being transferred between 2 computers; there is a possibility of a hacker intercepting it. So the data is changed by applying some encryption algorithm and is sent through the network and upon receiving, the decryption algorithm is applied to recreate the data to its original form.

Internet selling is influencing all kinds of businesses like banking, promoting, music, etc. Instead of going to a store for buying cassettes and CDs, music can be bought online. Financial institution transactions like depositing, withdrawing, transferring funds, and paying bills are all performed online. Huge amounts of dollars are invested every year in online marketing alone.

Wole Lawrence is the ceo of MB worldwide, a New York Internet Marketing and NY SEO Firm. For more information on small company advertising, visit his blog.

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Wednesday, September 27, 2017

Selling Digital Products Online

Selling Digital Products Online

The Internet has fast becoming the busiest business in our world today. If you have a website, it can become a perfect showcase for people to obtain information about your company and products. By adding some interactive features such as mail forms, blogs, forums, etc, it can become an efficient way of communicating with your present clients, potential customers and an international marketplace where you can sell your products and services.

By selling products from your website, you can be free from the monthly high rental cost and work at home. That is the power of the Internet where it allows you to reach out to the world easily to advertise your products.

There are numerous ways of selling products online. You can use Shopping Cart, Paypal buttons or cgi forms. However, you have to ensure that you have a secured website so as to gain customer trust to buy your displayed products using their visa number online. Secured websites are the sites that use encryption features that protect customer credit card number from hackers.

On the other hand, you can use Paypal button to sell your digital products. Some digital products that you can sell online are graphics, songs files, movies files, software and e-books. Simply register as a Paypal member and create a Paypal button that will redirect to the digital download file once the customer pay via Paypal.

SmartURL is a software application that can generate special redirect cgi scripts providing temporary URL for digital files. Paypal button will link to one of these cgi scripts that will redirect buyer to download the digital file right after they have made payment via Paypal. Temporary URL will allow buyer to download the item once and not accessible again. SmartURL is easy to use and does not require any PHP coding or SDL database.

The author's website features a useful digital file download tool, website: Digital Products Online

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Friday, August 25, 2017

The Consultant Way Of Selling

The Consultant Way Of Selling
Being a consultant means being an adviser that gives expert advice to various institutions may it be in the field of law, tax, business, entertainment, or the like. Consultants listen to the needs of their clients in order to give a proper response and a proper advice to help their clients in need.

Now, consulting and telemarketing may be two different things. But, if you can master the art of consulting and put it along with the skill of telemarketing, then you can make sure that your sales percentage would shoot up.

Aside from listening to their clients, consultants would qualify the need of their clients and provide an appropriate response or an advice in order to help their clients. This is an important skill that a telesales agent should have. Telemarketers should listen to their possible customers in order to know what they need to sell the appropriate product or service and give the right benefits so that the customer would know that he or she needs that product. Many telemarketers make mistakes by doing a direct approach to selling their products and usually the forthcoming result would be that the customer would just get frustrated and hang up on the phone.

It is a known fact that people only buy products and services from other people or companies to whom they trust. That is why listening is a key factor when it comes to telemarketing. If you can listen to your clients and let them know that they need the product that your selling by not just pointing out the features of the product, but most importantly how those features would benefit your client. Once your client feels that you understand how they feel, it may as well be the start of a business relationship where your client will continue to have more business transactions with you.

Another trait of a person that a telemarketing agent should know is that people don't like to be sold something but enjoys the feeling of buying something. This is a common challenge for most telemarketers as the feeling of not liking to be sold something comes before the feeling of liking to buy something. So most of the time telemarketers would here objections from their customers like:

I'm not interested right now.
I don't want to spend any money as of the moment.
I'm content with what I have right now.

With these challenges and objections, it is important to listen to your clients as to why they are saying these objections.

Another skill that a consultant has that a telemarketing agent should may very well follow is to ask questions. Don't just end the call once your customers say these objections. If you have built a positive business relationship with your client, don't be afraid to ask questions to let your clients know that you understand their situation and give a positive response to your client.

Always remember that everything comes in moderation. Too much listening and not much talking or questioning will result in your client thinking that you as a telemarketer is not competent enough in grasping information. Also, too much questioning would result in your client to think that you as a telemarketer is not listening to what the client is saying and doesn't fully understand how the client feels. Too much questioning and too much listening will result in your client to get frustrated and you will lose a possible sale, or worse, possible sales leads. A balance between listening and questioning key to a powerful sales outcome.

Belinda Summers works as a professional consultant. She helps businesses increase their revenue by lead generation and appointment setting services through telemarketing. To know more about this visit:

Saturday, July 29, 2017

Rapid Action Profits - The Low Cost Solution to Selling Digital Information Products

Rapid Action Profits - The Low Cost Solution to Selling Digital Information Products

You have done all the hard work in creating your own ebook and you've been looking for a way to get it out onto the web to start making you money

But you then ask yourself...

"What do I need to do now to actually sell my ebook online?"

I know exactly how you feel. Most of us have been there and the unlucky ones still are. Getting a new product ready to market is not that easy. There's a lot of things to think about when you want to sell a digital information product.

On the face of it you just need to create a sales site that will handle payments and automate the delivery of your product. But there are more pieces to a good sales system than most people realize.

There are so many things to think about...

Will your sales page convert?
How can you test it?
How do you set up a payment processor?
How do you set up a back-end product - or a One-Time Offer?
How do you protect your downloads?

And if you do finally make sales do you have a way to automatically add your new customers to your list so that you can sell some more stuff to them? After all, a list full of buyers is worth far more than a list of freebie seekers.

The trouble is, at the start you probably won't have a HUGE, responsive list to promote your products to so to speed things up you need to get some affiliates on board to promote for you.

There's no getting away from the fact that recruiting affiliates is the best way to leverage your time, and make more lots more money. All the top marketers do it so why not you?

But then you need to know...

How do you recruit and pay affiliates?
And what about JV Partners?

All this can be a little overwhelming to say the least!

To do all this complicated stuff you must have some kind of system that will automate the entire sales process and get affiliates and JV's to promote your products for you.

So what do you actually need to sell digital products?

Of course you can pay a couple of thousand dollars for Mike Filsaime's Butterfly Marketing script which is a great product but a little pricey for people just getting started. If you do have your own products to sell and can afford it then I highly recommend that you buy it.

The low-cost alternative?

Rapid Action Profits, is an all-in-one marketing system that controls lead capture, split-testing, payment processing, affiliate payment, secure downloads, one-time offers, and much more.

This is a great alternative to the Butterfly Marketing script that won't break the bank and is used by many successful marketers, including me. It can do much of what the Butterfly Marketing script can do but without the high price ticket.

And the best part is that it's constantly updated with powerful new features to make it even better.

You can find out more about what Rapid Action Profits can do to help you sell digital products and how to make more money from affiliate marketing at

Thursday, July 27, 2017

What is Web Blog Selling?

What is Web Blog Selling?

You need to are hearing regarding these blogs that are the craze in cyber world these days. But probabilities are you have got nonetheless to start out one in every of your own. You have in all probability found out that you are among the previous few people who do not have a blog. Don't go worrying currently as a result of not everyone really contains a blog. But, you are missing out on a nice opportunity to earn cash in the comfort of your home. Individuals who do own blogs now use them for marketing. However what is Internet blog selling?

Simply, Net blog promoting means that using the Web to promote products and services on your blog. Promoting things on the Web isn't as easy as it was once some years back. As a result of of pay-per-click programs that everybody needs to require advantage of, many people have joined online promoting and the competition has become fierce. So as to successfully market products and services on-line, you can not simply depend upon one blog, unless your product are all highly relevant.

You furthermore may want to settle on your market carefully. This can be tricky. Some people recommend selecting low-competition markets that have many searches to start with. Others will tell you to choose a market where your heart, passion, and expertise are. When you decide on your market this way, you'll earn integrity in the Net world and you may be known for your experience in your field. This will increase the chances of you changing into successful and well-known later on.

Just create sure that you actually apprehend what you're talking about. Otherwise, Web users will notice out regarding the deception sooner or later. Some people are known to own mastered a selected topic, learned all they will concerning it before starting to promote it, even if they never knew a lot of concerning the subject to start with.

The issue level of Internet blog marketing is subjective. It will increase with the complications of the ever evolving Internet. That's why it's better that you just learn the best selling techniques and tools currently, therefore it can be easier for you to adapt to changes within the future.

Not only does the Web evolve rapidly, so do search engines. Google, for instance, changes as frequently as 4 times a year. Updates in a very search engine's algorithm have an effect on your ranking in search results. While you may are on the first page and in the amount 2 spot in Google's rummage around for three months, you just would possibly find yourself on page 3 once an algorithm change.

Net blog promoting greatly depends on your information regarding the Internet. The a lot of familiar you're with it, the higher off your blogs will be. This should not discourage people who are simply starting out. You'll still learn all that you wish to achieve success at blog marketing. By operating arduous to produce quality and compelling content regularly, you will have loyal blog readers to whom you would be in a position to market your merchandise and services effortlessly.

Writers Room has been writing articles online for nearly 2 years now. Not only does this author specialize in Blogging, you can also check out his latest website about:

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