How to get others to sell your products and services for you

Imagine if you could have others promote you to their customers, who just happen to be your target market.

Well you can if you if you ask  these simple questions when setting up a cross promotion.

cover-pt-barnumP.T. Barnum (who according to Joe Vitale http://www.mrfire.com  (from The Secret http://thesecret.tv/ fame) in his book “There’s a Customer Born Every Minute” http://www.amazon.com/exec/obidos/ASIN/0814479537/ref=sim_books/103-6167366-1778230, said that P.T. Barnum invented cross promotions.) would ask the following questions before setting up a cross promotion.

Question #1: Who are my potential customers? Those customers that are most likely to buy from you.

Question #2: Who else wants to reach these same people? Who else serves those same type of customers.

Question #3: How can we reach our potential customers more effectively? By cross promoting our products and services.

and I would add:

Question #4: How am I goint to win with this promotion? Marketing  is simple, if you don’t win, you shouldn’t be playing.

Question #5: How will my  marketing partner  win with this promotion? Same goes for your marketing partner, if they don’t receive benefit in the deal… why would they go ahead.

Queston #6: How will my marketing partner’s customer win with this promotion? If their customer’s will need extra benefit (value) from the promotion in order to take the action that is needed to make the promotion a success.

The benefits of cross promoting to your target customer can be amazing and very cost effective.

So ask the right questions and grow your business.

Oprah’s Big Secret

“The Big Secret in life is there is not secret. Whatever your goal, you can get there if you’re willing to work.”
-Oprah Winfrey

The Secret to Sales Success: It’s not about you!!!

He rolled his eyes and thought, “Here we go again.” And as the salesperson droned on and on about his company’s history and about how great his products are.

Here is a tip for all salespeople (and we are all salespeople, selling something) that will dramatically increase your chances of making the sale.

“It’s not about you.”

Your customer doesn’t care whether you have the best product on the market with the most wizbangs and doo hickeys (both technical terms). And they could care less that your company has been in business for 80 gazillion years and that your founder started the company out of dirt and determination.

But what your customer does care about is how those wizbangs and doo hickeys are going to help him do his job better, easier, more efficient and effective.

In short, “Your customer’s don’t care about you or your products, unless you can convey to them how it will help their company and them personally.”

So next time you are in front of a customer and are tempted to spew all kinds of features and company history on them. STOP!!!

Stop and think of how they will benefit from what you have to offer and speak to them in that kind of language. Because that kind of language is music to their ears and will lead to dollars in your pocket.

Enlisting your pit crew: The secret strategy that will help you get people to help you with your career

In a previous post I talked about the benefits of having people in your life that can help your career. I called them your pit crew. 

Today I will share with you some secrets on how to get people to help you.

1. Take Inventory: You have some people in your pit crew already. Make a list of the different people  that may be able to help you. Divide these people into three categories. Core friends, Inner circle and network.

  • Core Friends: These are your best friends. The people that you can be completely open and honest with and trust that they will still stick with you. They have seen your flaws and still like you anyway. You can tell them anything and not feel that it will go any further.  
  • Inner Circle: These are friends that you can moderately relax with. They usually know about a part of your life, but they may not know the whole story. They only know what you are willing to show them. You enjoy each others company.
  • Network: These are people that you know and they know you. You enjoy each other when you are together, but you only know one part of each others life. You may know them in a certain situation , such as work.

When you are looking for help, you want to look first at your core friends, then your Inner Circle and then your network. The reason you do it in this order is because the closer they are to you, the more you trust them, and trust that they want to help you.

2. Exploration: Ask, “Who has the skills and talents that would help me the most?”, “Who has done what I want to do before?” and “Who would benefit from helping me achieve my vision?” (What’s in it for them?)

3. Approach: Then approach the people that you believe can help you and ask how you can help them.

“The key to networking success is not to ask what your network can do for you, but instead ask what you can do for your network.” – Richard Elmes

If you add value to them in their journey, then they will in-turn want to help you in yours. This is called the law of reciprocity. I have personally used this approach many times in order to connect with some fantastic (and helpful) people.

So, now that you know my secret way of building my pitcrew, the question is what are you going to do with it? Are you going to say to yourself, “That was interesting” and then forget it or are you going to grab some paper and start with step 1, Taking an inventory.

After reading this send me an email at richard@richardelmes.com and let me know how this strategy has help you in your career.

 

The Secret of how I became “The Sales Dating Guy”

I recently explained why I am called The Sales Dating guy in an answer to the following question on LinkedIN:

Business analogies. Do you use them?

Here is my answer:

Analogies are a great way to make complex material more digestible for your audience.

For instance, I use the analogy that Selling is like Dating and Customer Service is like Marriage in my Sales Training programs.

Using this analogy not only adds a lot of humour to the program, but it hooks the new sales concepts that I am teaching to something they already know (dating).

This increases retention of the knowledge which paves the way for a powerful (and fun) learning experience.

I would encourage you to continue to use analogies that make sense in your situation and with your audience in order to increase retention and help your audience “get” what you are communicating to them.

That explains why I use the analogy, but it doesn’t explain how I got the name “The Sales Dating Guy”.

That story includes a road trip and an enlighted experience with a powerful woman from Australia (who is not my wife) …. which I will save for a future blog.

If you want to find our more about how Sales Dating can help you and your organization increase sales, email me @ richard@richardelmes.com or phone me @ 519-820-6207.