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Alan Boyer's Articles

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You Might Not Be a Successful Sales Person If ...... Jeff Foxworthy does a comedy routine, "You Might Be a Redneck if...." Here are some things that define an unsuccessful sales person. You might not be a successful sales person if.... POWER Words That Can Increase Your Sales 2-3 Times I have looked and looked for power words for my advertising. They weren't out there in someone's list, they were right there in front of me. Here's how to find your most powerful advertising words ever and they will be your own. Time Management Isn't About Managing Your Time, It's Getting Control of You Time management is more about managing you and your thoughts than about managing time itself. Doing it right can easily increase the results you produce by 50-200%. Actually it is very easy since we assume that 20 times improvement is a possibility when looking at how much time most of us waste. The Secret to Truly Successful Networking What kinds of results do you get from networking? Read further to find How to Make Your Networking results go exponential. How to Multiply Business Sales by Up to 9 Times in Just One Week--Define the Customer Value There is more than one type of customer coming to you. Define your customers by how much they are worth to you. I see my customers multiplying their sales by sometimes as much as 10 times in as little as a week by defining them this way, and finding which ones are the most valuable. Company Policy Does More Damage to Customer Service Than Anything Else Company policy is frequently the biggest barrier between customer satisfaction and your company. It can start with either o Company policy o Employee trying to do the right thing, but in their eyes the right thing is protecting the company from the stupid customer. Increase Your Referrals, Increase Your Marketing Results With This Little Twist Watch your referrals and marketing results explode by trying something just slightly different. Turn your marketing results into warm referrals. The KYSS Principle—Keep Your Sales Simple, Your Sales Closes Will Explode We often let our sales approach get to complex. There are too many decisions for the prospect to make: why should I buy, what is the value, who should I buy it from, can I afford it, can I get it cheaper somewhere else. These all of the things going through a prospect's mind. And what's worse, is that frequently we allow the prospect to wonder through that maze to his own conclusions by himself. Simplify and walk him through a simple step by step conclusion that will explode your sales close success. Lead Generation Isn't About Getting the MOST People, It's About Getting the Most Qualified People Too often we think that our marketing, advertising, lead generation is supposed to bring in the MOST PEOPLE it can. Your marketing should qualify the leads and provide only the most qualified people. Your sales department's success ratio will go through the roof, and cost of sales will drop. Increase Your Sales by Giving It Away How to Increase Your Sales by giving away as much information to as many people as you can in one setting. Your marketing leads will leap, and your sales closes will jump by a factor of 5-10. My Ads Don’t Work, So I don’t Do Them Any More Many small businesses try an ad or two. They don't get what they expects so their first response is: "That didn't work. I'll never try that again." That is the first nail in your business coffin. Your main job as a business owner is to deliver a specific number of leads every week, so instead of saying "this doesn't work" it's time to say "I'll find out how to make it work" "I'll find out how to get exactly the required number of prospects to walk through the door this very week and then do it. Read on to see how to make it happen. Jack Welch -- Winners Get Back Up on the Horse Powerful Ads and Website Material—Learn from the Best…and the Worst How to develop powerful ads and websites. Learn from the best and the worst. We must be able to identify the best ads and the worst and then learn how to copy their style and approach. Do You Hate (or Maybe Dislike) Selling? The reason most people hate, or dislike, selling is that they already have a bad perception of a salesman. Therefore, they are afraid they will be perceived as taking advantage of their customers. This can frequently cause people to not get out there to sell, or at least slow down salespeople. When you can change that perception to "being the answerman, being the helper" not only will it feel comfortable, but you will see your sales go through the roof. Test Marketing--How to Increase Your Direct Mail Marketing Response by Using the Internet to Test This is the fastest way to increasing your direct mail marketing. This article lays out the internet tools that are traditionally thought of as online marketing tools that can show the way to increase your offline marketing results significantly. SEO Hints and Tips and Free SEO Tools Here are a few simple hints and tips to improve your seach engine position through search engine optimization, SEO. I've also attached free tools to help you do it. One tool in particular will not only walk your through optimizing your site, but will teach you how to become a search engine optimization expert. Cold Calling Nightmare -- Turn the Nightmare into a Sales Success How to Turn the fear of cold calling into your sales success. Catapult Your Business—How to Get Customers to Chase You to Buy from You Most companies try to copy others, yet real success comes from finding something so unique and powerful that you stand head and shoulders above everyone else. You become a customer magnet. People literally chase you, nearly begging to buy instead of the other way around. Increase Your Sales FASTER Dealing with “I’ll Think It Over” Dealing with objections like "I'll Think It Over" will increase your sales fast. How many times have you heard "I'll Think It Over and Get Back to You?" If you've heard it more than once you probably are missing something in the sales process. Read the following article on how to prevent this from happening, and how to deal with it when it does happen and watch your sales success go through the roof. Increasing Business BIGTIME with a Successful Referral System Too many businesses leave their referrals to a random happening. Yet, success comes from having a repeatable, successful referral system. Here are some ideas to develop a successful referral system. Characteristics of a Good Leader I'm always amazed at the answers I get when I ask a group of executives to define a good leader. I rarely get the right answer. Read this article to find the answer. How to Turn a Difficult Meeting into a Positive Meeting • Have you ever seen meetings turn into battles, and sometimes people even stop contributing because they fear another battle? • Does it seem like every time someone steps up with a positive idea everyone shoots it down. • Do your meetings end without providing positive move-forward activities? Then here's your answer, read on! Customer Service Warning—What to Watch for That Indicate We Have a Customer Service Problem Discover some warning flags that your customer service is not working, that you have some very unhappy customers while your employees are telling you "It's those stupid customers." Customer Service Problems--Help Your Employees Look at a Customer Complaint from the Customer’s View Too many times employees tend to look at a customer complaint, or even a request for help, as an opportunity to do a CYA. When you hear an employee saying, "Stupid customer" that is an opportunity for you, as the business owner, or manager, to ask them to find out 1) What the customer really wanted, and make sure they get it. 2) Look for a way to prevent the problem for the next customer. A CYA statement doesn't deliver the customer what he wants, nor resolve the company problem. Why Do a Business Plan? This is the key to growing a business, multiplying a business to almost any level. There is a lot of similarity between being successful in business to an engineering design. This is what I learned from being an engineer that, when applied to business, has frequently multiplied a business in weeks. 30 Seconds to Explosive Networking & Sales This is probably one of the most impactful things you could do for your business, your networking and your sales. Using this tool to develop a your 30-second "who am I" introduction has had people rushing up to me after networking events and standing in line waiting to talk with me. Develop a POWERFUL 30-Second Elevator Speech That Could Double Your Business When someone asks you what you do, or when you've been given an opportunity to introduce yourself at a meeting, most people respond by telling people about their products and services. And the room turns off and stops listening. Here's a POWERFUL way of saying what you do that will have people running up to you afterwards to ask you how you do that, and will have people running up to you weeks afterwards. I've seen people's businesses double when they start using this principle.

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