Sales & Marketing Articles For Entrepreneurs & Small Business OwnersMarketing In Unsettled Times … Resource Management, Not EmpiresUp until last year, when things really got tough (fiscally and image wise), it was commonly felt that companies went through two types of management–one that could carry them through the tough start-up period and another that could run a successful enterprise. The same group of people seldom managed the company through both phases of […] The New Rules For Successfully Landing Media CoverageThis truly is a new age in the public relations and media world. The Internet has turned the communication world on its head. Many say it heralds the end of traditional media, but I believe what is actually happening is not the death throws of one form of media, but a morphing of different forms […] Can You Do PR Without Talking To Journalists?For me, PR always has been (and probably still is) the hardest part of marketing Exceptional Thinking. Why? Because it involves picking up the phone and talking to journalists. Now, I’m sure they’re lovely people, but in my head, they’ve got three heads, sharp fangs and would happily eat me for breakfast. And that’s why […] Fire Your Advertising AgencyThere is a startling way for most dealers to double their business – fire their advertising agencies. Dealerships spend an enormous amount of money on advertising for new customers. Unfortunately, often that money is wasted. The money is wasted because the agencies are strictly placing ad dollars in media and doing production. Often, the ad […] Complete Sales Freedom In Two Years Or LessMany sales people tend to always be chasing the next customer and worrying about the next paycheck. The good news is that this is unnecessary and can be fixed forever in two years or less. Sales people can eliminate future sales and income anxiety once and for all. What’s the key to creating freedom? It’s […] Car Sales 101: A Case StudyThe time had come for my wife to get a new vehicle. Let’s take a look at the good bad and ugly of her experiences. What occurred during her visits is a microcosm of what happens in automobile dealerships every day. My wife decided to look at several different vehicle options. She visited three dealerships […] The Powerful Sales PersonCustomers don’t buy vehicles, and sales people don’t sell vehicles. Customers buy solutions to problems they can feel emotionally. Sales people are the conduit that helps customers discover those emotional solutions. People buy from people. Customers generally do business with people they like and trust. Your customers don’t walk out of your dealership telling you […] Building Your BusinessHave you made the commitment that automotive sales is your career choice? Unless you commit, it’s impossible that you will take the necessary steps to create the business you desire. Long-term thinking in addition to short-term goals are keys to continued success. When you first enter into a sales position, 80 percent of your time […] The Power Of ActionI was recently invited to be a guest lecturer for an entrepreneur class at the University of Cincinnati. In the question-and-answer portion of the program, the professor asked me to sum up what I felt was the most important message I could stress to the class. My reply was one word – ACTION. At a […] Five Tips For Beginning Sales People1. Educate Yourself Don’t wait for managers or anyone else to give you the sales education you need. Unfortunately, the automobile industry has been stuck for years in a, “Throw them in and see if they can swim mentality.” Some dealerships take new recruits to a meeting room and have them watch training tapes for […] Face The DragonI’m a big fan of a Canadian television show called the Dragon’s Den. The premise of the show has budding entrepreneurs pitch their product or business idea to five venture capitalists who then decide if they are willing to offer funding. This is a great example of selling because the business owners are asking for […] Order-Taker or Sales-Maker?Charlie the sales guy talks to his first customer of the day. He has been dealing with this account for several years and the conversation goes something like this, “Hi, Alan. Just thought I’d drop by and see if you need anything this week. I notice that the white bell-hoppers haven’t been selling well but […] Keep The SaleDoes this sound familiar? After dozens of phones calls and emails as well as several face-to-face meetings, you finally reach an agreement with a prospect who is intent on buying your service, product or solution. “Whew! Another sale done,” you think to yourself. But, wait. Before you start counting your commission it is critical that […] What Customers Hate About YouRecent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven. 1. Not listening. This was the most cited reason customers dislike salespeople. Too many salespeople neglect to listen to what their customers or prospects say which means they fail to address the key issues that their customer has stated as […] Take Out The TrashIs your head trash piling up? The term “head trash” came up during a conversation with a colleague and he used the phrase to describe the mental garbage that affects the performance of most sales people. Head trash is a collection of limiting thoughts or ideas that prevent you from taking specific action that will […] Sales Lessons Learned From Selling In A RecessionThe past year was definitely interesting. Some sales professionals prospered while others suffered. I spoke to one person who doubled his income—and he works in automotive sales! Yet, another well-established person experienced a decline of more than fifty percent in their sales. There are several key sales lessons that can be learned from selling in […] How to Get the Most Out of a Sponsorship DealBefore we go any further, it’s probably a good idea to be able to define exactly what is meant by Sponsorship. Now there are numerous different ways of defining Sponsorship, however, my preferred definition is as follows:- “An investment, in cash or in kind, in an activity, in return for access to the exploitable commercial […] How To Grow Your Home Based BusinessSummary – If you have taken the plunge and opened a home based business, you are likely interested in learning how to make it a success. The most important skill to master when working at home is marketing. How to Grow your Home Based Business Marketing is the key to financial success for any home […] Creating Success Through Emotional MarketingIf you’re spending the bulk of your time focusing on how and where to market, you could be missing the boat when it comes to building a successful business. You can have a dynamite advertising campaign, the best public relations campaign, or the most far reaching social media campaign, but if you haven’t created a compelling […] Three Common Marketing MistakesAll businesses make marketing mistakes. By identifying some of the most common mistakes, you will be more likely to avoid these mistakes in your business. #1 My Clients Want My Service / Product: Assuming that your clients want your products and service is an exercise in blind optimism. Just because you’ve created an ingenious product […] |
|
