On theNinth Day of Selling my sales coach gave to me….
REVIEW OF YOUR CONSULT METHOD
Ah, “the consult”. That’s where the magic happens. So let’s be sure all your “tools” that you use is up-to-date. Here are some examples:
Photogs do you have your latest and greatest photo album done to show off? The one that you have been wanting to get completed since June?
Planners are your examples of timelines, layouts, design and decor photos up to date? Do you have other things to add?
What do you use at your consults to show your “works”? Laptop? iPad? Update all your images and processes….. let’s reflect your best work. (Nothing says lame when you are showing off your stuff from 2008).
Do you have latest testimonials to show from clients?
Whatever your process is, review, update and get ready!
On the Sixth Day of Selling my sales coach gave to me….
A BLOG REVIEW
If you were paying close attention to Fifth Day of Selling you probably thought that I accidentally left out your Blog when talking about your Website revamp.
Nope, your blog is so important (especially to us vendors who use Flash websites) that it gets its’ own personal day.
Some of you may think that just because your potential clients or current clients aren’t making comments on your blog, that mostly vendors are reading it. You are most likely very wrong.
So stop and take a fresh look at your blog. Besides the yummy goodness of free wedding information and portraits, is it really simple for the average blog reader to access your website and contact you for a prospective consult? Does it have a link that states something about your company and what services you offer?
As you know, blogs aren’t a hard selling tool. But it is still, very much, a selling tool. I’ve given plenty of sales consults where I didn’t have to spend much time talking about myself, the team or our philosophy. They already knew, by the flavor of the company blog. It’s selling you!! So be sure that if they like what they are reading, they can easily find out more about you!
ps You may want to consider your Facebook Fan page in this as well. And your Twitter page. Is it branded with your logo and photo?
On the Fifth Day of Selling my sales coach gave to me….
A WEBSITE REVIEW
Update your photos with new brides and grooms. Review your About page and update. Check information on your Bio to ensure accuracy. Be sure that your Contact information is clearly listed (telephone number, mailing address, email address and please, PLEASE what area of the country you are located in). Change the copyright date at the bottom to reflect the new year. Double check that your Contact Form is still working. And so on…
You’ll want to utilize the same skills you did yesterday with your website wording. Review to ensure you have action selling words and phrases that most of your potential clients use to find your site. You’ll check your Google Analytics to see what words to beef up.
Remember the ease of the navigation and content is more important than the look and feel of your site. You will be bored LONG of your marketing and branding look before your potential clients will be.
Keep things simple. Your first photos on your site should draw a person in, because you only have a couple of seconds.
For selling purposes, remember to have at least your starting prices. Statistics show that is what clients want to see.
On the Fourth Day of Selling my sales coach gave to me….
This day is gonna be a good one. Take out all your marketing materials and lay them out on a clean table. Don’t forget your auto-responder emails, proposals, media packet, agreements, biz cards, etc. All of that should be included.
Now be careful, this is NOT a re-branding exercise (because let’s face it … that could take months). However you do want to keep your branding in mind. You are going to review all of your marketing materials paying close attention to your wording. Does your marketing and sales information reflect your company’s image? Or does it sound like everyone else?
Here’s an example (for planners):
We are a full-service, chic, boutique, luxury wedding planning company that offers our client a special and Â perfect wedding day. We make your dreams come true with our professional bridal consultants that work tirelessly just for you.
I fell asleep writing that as I’m sure you did reading it. Look I’m not throwing stones. I’ve had the “Come to Jesus” meeting with our own marketing wording.
Why is this important? You want the right client for you and in order to do that, let’s not trick all the potential clients that will view your information. Be authentic and transparent with your wording. If your target client is really the mother of the bride, then be sure you are “speaking” to that person. If you’re hip and edgy, then let that shine.
One more thing. Please…. if you can say your message in 10 words then do so. Reduce the clutter of wording, because trust me, your potential clients are not reading it.
i plan spectacular events for a living. i usually say what everyone else is thinking. i've been fortunate to have been trained by some of the best when it comes to sales. i love to teach. come in and stay awhile, or better ... come see me in person speak. i would love to have a drink with you. xx saundra