Sales and Marketing Clinic + How to Get More Sales & Loyal Customers

Join me & colleague Ramon Ray for a Sales and Marketing Clinic + How2Get More Sales & Loyal Customers - March 14 – Thursday - 8am – 10:30am - Venue: Alley NYC, 500 7th Avenue (17th Floor) New York, NY 10018 (Between 37th  and 38th Streets) Registration details:

http://www.smallbiztechnology.com/marketingevents/#6

Me, One of the Top 5% Most Viewed @LinkedIn Profiles

Hurray! I have one of the top 5% most viewed @LinkedIn profiles for 2012. http://www.linkedin.com/pub/profile/3/599/125

Marketing for Construction and Other Businesses, Too

"Marketing is about identifying who you are as a business, what you’re selling and how your product or service benefits the customer. In addition to exploring these areas, this webinar will explain competitive analyses, industry and market studies, fundamentals of a strong web presence and social media usage. Participants also will be guided through an exercise on how to create a marketing plan." ABC website 

Access the link below listen to this webinar which I presented to the members of Associated Builders and Contractors, Inc., a national organization with 72 chapters focused on construction related firms.

link to webinar

Feel free to share with others. 

Don't Forget to Say "Thank You

I don't know about you, but I work very hard to attract and secure new clients, and when I secure them, I certainly want to try and keep them. How do you let a customer know that you value their business?  How do you let them know that they are first and foremost in your thoughts? Start by saying "thank you" and develop a program to remind you to stay in touch. I'm not suggesting a mere hand shake or nod of the head at the close of a business transaction. I'm suggesting a process like my touch system, or touch. My touch includes 8 steps, that's 8 things that I do to let a client know they matter. My touch system: 1) When I meet with a client, sometimes I bring them baked cookies or granola bars (I love to bake), and I always bring them something to eat along with their beverage of choice. 2) When a client tells me they've closed on a deal I send a note on beautiful stationery saying, "congratulations." 3)I have a daily recurrence on my calendar to remind me to say thank you at every opportunity." 4) Whenever I meet someone for the first time, I always send ecards to let them know that I enjoyed meeting them or working with them. GoDaddy is my host for my email account. They provide these wonderful templates with messages like, "You Rock," "You're Awesome," "Have a Nice Day", with colorful imagery that you can include when you send a email. If you've ever received an email from me, there's a good chance that you have received one of these templates. If you'd like to know more about my touch system I'm glad to share. Just email me info@consultflt.com, and in the subject line type, "tell me about your touch."  Start incorporating these tips and let me know the results. I'd like to hear from you and learn their impact. And remember, don't forget to say "thank you."

Guest Post by Robert Weiss, President MultiVision Digital - Video Content Marketing

How to get started using online video marketing in your sales process.

Done right, video converts!  From lead generation, to pipeline development to differentiating yourself during the sales process, online video marketing [http://www.nyccorporatevideoproduction.com/video-production-solutions.html] can provide your business with a strategic marketing edge.  And taking advantage of video in your lead generation and sales efforts has never been easier and does not have to be expensive. 

A marketing video [http://www.nyccorporatevideoproduction.com/marketing-video-production.html]converts at a higher rate than other marketing tools because a video posted on a company's website, delivers a more engaging and personal message.  With 60% of business executives stating they would rather watch a video than read text (Forbes Insight Study, Dec 2010) online video's ability to captivate potential clients - turning them in to qualified leads and paying customers - is second to none. 

Video creates action to move prospects into and through the sales cycle

Video is perfect for you if you aim to have content that differentiates you from your competition.  It’s perfect for you if your goals include generating more leads and driving more sales in a cost-effective and measureable way.  60% of business executives visited a vendor website and 51% made a purchase after watching a video (eMarketer, Jan 2011).  Making video content marketing one of, if not “the”, best ways to engage and convert casual browsers into leads and paying customers.

One way companies can get the most out of their online video production [http://www.nyccorporatevideoproduction.com/] is for their sales teams to reference their online video after that telemarketing call.  Sending a video link to the prospect as a unique way of grasping the potential client's attention and educating them on the benefits your company offers.  Simply put, using online sales videos creates action that moves the prospect deeper into the sales cycle.  Research from Forrester, ComScore, eMarketer, and other top research state between 40 and 52% of the time prospects will move one step down the purchase funnel after watching an online marketing video.

Given these impressive stats marketing with web video is one of the best ways to engage and convert casual browsers into leads and paying customers for budget conscious companies.  Most businesses understand the power of video but are unsure where to get started…here are 5 types of easy to create videos to help solve the question “how do we get started?”

1. Product education / demonstration – all companies sell either a product/service and have this information on their website and talk about their products and services everyday!  Now do it in front of the camera!  You are the expert, show your stuff.

 FAQs - Your website has a list of FAQs (Frequently Asked Questions) because they inform a prospect of your firm’s key value propositions, experience, differentiators and processes.

3. Key people behind your sales team – Your customers love your service and support team so give your sales team video content assets that highlight your talented team of professionals.  These are the people that provide your sales team with your competitive differentiators and deliver the benefits to your customers.  Doing this will also take the focus off the ‘sales person’.

 Post presentation objection handling – record answers to the top three objections your customers have and present them with confidence and conviction that will build trust and more sales.

5. Customer testimonial – The best part about customer testimonials is that they will always be relevant in showcasing your satisfied customers.  Find a customer for each product/service, invite them in for lunch one day and start filming relevant stories of your team, product, implementation and service.

 Video reaches out, informs and builds trust with your customers quicker, easier and more effectively than any other marketing medium.  So companies that start using video content marketing will gain a quick competitive advantage and put themselves ahead of their competition.

And doing it sooner rather than later will provide a marketing video production for your business [http://www.nyccorporatevideoproduction.com/5-videos-for-any-business.html] that will become a useful everyday tool in the life of your sales and marketing processes.

Just like 10 years ago when your needed a website to be competitive, soon every company will be investing in video.  Don’t wait until you have to catch up to your competition…gain a competitive advantage today and get your first series of marketing videos today.

Bio

Robert Weiss, President of MultiVision Digital, has over 14 + year background in internet marketing and sales processes tactics.  MultiVision Digital is a web video production and website video marketing company that specializes in developing and executing video content marketing strategies to increase sales, lead generation, and client loyalty. MultiVision Digital’s video content marketing services include concept and budget planning, producing (planning, scripting, storyboarding, talent and editing) and YouTube optimization services. For more info visit http://www.nycCorporateVideoMarketing.com or subscribe to http://www.youtube.com/user/MVProductionsNYC

4 WAYS TO GET YOUR PROSPECT'S ATTENTION FAST - WAHM.com

4 WAYS TO GET YOUR PROSPECT'S ATTENTION FAST - WAHM.com

Need New Approaches and Techniques, Take a Nice Long Nap!

When was the last time you came up with a technique or approach, a new way of doing or looking at a thing that was truely novel? 

I don’t know if you are like me in this regard, but taking the time to entertain new approaches is very rare indeed.  Why, because I’m always doing, always pursuing, taking little time to reflect, to think about new ways of approaching, prospecting and achieving the ultimate goal, which is expanding my reach and increasing monthly sales. 

Well, today, something as simple as reading an article and sleeping in late on a Saturday morning helped produce this new way of prospecting clients.

Generally, when I’m introducing myself to potential clients, I’ll send an email as a form of introduction with a promise to follow-up with a phone call in a few days.  This type approach works fine for me but today after reading this thought provoking article, (email me if you'd like to read the article as I can't add it here as Google blogs won't accept pdf's), I decided to add a new twist to the way I’ve been prospecting.  Still, I wrote that email introduction, but instead of talking about what I can do for the prospect, I discuss what my company and the client have in common. In other words, I now take a walk in his/her shoes and ponder what would make me want to do business with me, this consultant, coach, advisor.  Synergy, that’s what makes any of us want to work with another.  When I perceive that someone gets me and understands what I’m all about, I want to share myself with that person, and in turn have him/her share with me.

It’s an obvious approach to developing a relationship and yet it’s the type approach that’s been missing from the manner in which I have attempted to attract a new client.

Still, I’m writing that email of introduction that promises a follow-up call, but now, my new twist reads something like this, “You and I are trying to build strong enterprises, wanting the same thing, self sufficiency, and the ability to take care of ourselves and our families in the days and years to come.  I would welcome the opportunity to help you achieve your objective.”

So, here’s to a long nap, sleeping in on a Saturday morning and taking the time to step away from the day-to-day merry go round of life and explore that new approach that can potentially be a game changer for your business and your life.

I’m just getting started with this novel approach.  I’ll keep you posted regarding how things turn out.

If you’ve recently incorporated some new way of doing things, an approach that’s highly effective that brings great reward financially and otherwise, please share your processes so that we might all be empowered.