How To Get A Prospect
To Take Action
(Exercise Enclosed)
By Glenn Fallavollita, CEO – SellMorePayroll.com | Author | Keynote Speaker
- Word Count: 446
- Time To Read: 1.8 Minutes [Based on 250 Per Minute]
If you are like most business professionals, you are probably not all that impressed with your Q1's sales. And if you should fall into this group, we have a sales and marketing secret to share with you; one that will get more prospects to take action as soon as you apply it.
People Will Buy From You For These Two Simple Reasons.
In virtually 100% of all business-to-business sales and some business-to-consumer sales, people will buy from you for one or two reasons. They are:
- You can MAKE them money.
- You can SAVE them money.
As obvious as this is, most businesses don't use this in their sales and marketing messaging, AKA their unique selling proposition (USP). Don't believe me, start looking at your tri-fold brochures, e-mail sales campaigns, website, etc. You will see exactly what we mean.
Here's A Simple Exercise For You And Your Staff.
To help you stay focused on these two elements, here are two simple exercises to do today:
Write down the top three things (that we do) that will help a prospect SAVE money.
#1 ______________
#2 ______________
#3 ______________
Write down the top three things (that we do) that will help a prospect MAKE money.
#1 ______________
#2 ______________
#3 ______________
Another hint: Keep it to THREE things. Why? Because we have been trained from the beginning of time to think in groups of three, i.e., three little pigs; hot, warm and cold; green, yellow and red; small, medium and large; the good, the bad and the ugly, etc.
Second Hint:
When writing your marketing messages start your sentences/headlines similar to these:
- We can save your business XX% to XX% by doing X, Y and Z.
- We can make your business more money by doing X, Y and Z.
- We can increase your sales by XX% to XX% by doing X, Y and Z
- We can increase your employee productively by XX% to XX% by doing X, Y and Z.
Executive Summary: If you want to take your sales and marketing to the next level, use the techniques listed above. But here is the tough part: Being unique in your messaging.
If you want to see if your business is any better or different from toughest competitors, visit their website or better yet, call and talk with one of their salespeople. Oh by the way, you then need to ask your salespeople this same question. Now compare the responses.
Sadly, there is a good chance that your salespeople/website/tri-fold brochures are making your business sound like just another "me too" business. Should this happen, you are probably competing on price more times than not.
About The Author
Glenn Fallavollita is the President of SellMorePayroll.com, a Division of Drip Marketing, Inc. He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and strategist. He is also instrumental in developing the curriculum, format and expansion of Drip University - the training arm of Drip Marketing, Inc. and SellMorePayroll.com. His work, insight and creative talent has been the catalyst for the delivery of more than 35 million e-mail campaigns on behalf of his clients.
To learn how we can help your payroll service increase its sales with our payroll marketing system, visit us on the web at www.SellMorePayroll.com or call us directly at (856) 401-9577.
