Why Customer Centricity Will Win You More Business (in 2020)

SlideModel

Customer centricity is a buzzword you can hardly escape these days. But, despite so much talk, few companies actually understand how to keep their customer focus sharp and, more importantly, why this area is worth more attention. What is Customer Centricity?

2020 69

A Quick Read on Prospect Theory and Loss Aversion

SlideModel

Prospect Theory or the loss-aversion theory in behavioral economics and behavioral finance, aims to determine people’s decision making and their tendency for loss aversion. What is Prospect Theory and Loss Aversion? Prospect Theory vs. Utility Theory.

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How to use email to prospect and grow new business at this moment

SpeakerSue Says...

“How do I prospect for new business now?”. So IF you’ve already connected with ALL your past customers, previous and current leads, it may be time for you to grow new opportunities. Or maybe you were lucky enough to change jobs just before covid-19 and really don’t have a network of [almost] ideal customers.). The way to prospect now (and before and after) is to provide thoughtful, helpful, relevant content your buyers might truly benefit from knowing.

2020 40

Your secret equation for prospecting success

SpeakerSue Says...

You can create a pretty decent knowledge-based prospecting email that elevates your offering, creates a bit of distinction and enables a friction-less experience to maybe gain attention and traction. Every bit of warmth you add (respect, care, authenticity, customer-centric focus) creates a desire to read further and maybe even take the next step with you. Care + personalization = engagement. Personalize your touchpoint. Evoke authentic emotion. Make the next step friction-less.

How not to prospect- learned by accident

SpeakerSue Says...

What I learned is that people really don’t know how to prospect or sell! High performing sellers make it desirable for prospects to want to further a conversation with you. Finally, every presentation I deliver is customized for your team, brand and needs so if you’re looking for practical, fun sales training, please email or call: +1-480-575-9711. A client called looking for a facilitator and what he needs isn’t in my wheelhouse.

Why offering promotions when you’re prospecting is stupid

SpeakerSue Says...

They gave you a 25% off promotion that you can use when prospecting. When you prospect based on a discount, you devalue everything you offer. Top performers don’t prospect by discounting. They prospect by building excitement and value. So unless you have a clear strategic plan (like getting your foot in the door) or you are the McDonalds of your industry and proud of it, do not prospect on a promotion.

Customers don't always enter through the front door

Speak Schmeak

Do you respond to business e-mails and phone calls in a timely manner, or do you come across to prospects as unprofessional and unresponsive? Customers don't always enter through the front door.

Cover Letters - Creating Illusion They Are Custom-Made (5 musts)

Jane Genova: Speechwriter - Ghostwriter

However, employers and prospects for our business services are mandating: no generic cover letters. The good news is that we can retrofit our pattern letter to come across as custom-made for that particular opportunity. The search for work has become increasingly time-consuming.

2016 61

Product-Led Growth (PLG): The Ultimate SaaS Business Growth Strategy To Pursue

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Superior UX (user experience) and CX (customer experience) are the two key battlefields with the most at stake. As we highlighted in our previous post on customer-centricity , most buyers are no longer interested in the product itself.

2020 52

5 Ways to help your prospects buy from you

SpeakerSue Says...

” This explains why some sales people exist even though they bring no value to the prospect. One person posted his response: “I listen only to prospects that are ready, willing and able to buy. Become your customer.

2014 60

Customers don't always enter through the front door

Speak Schmeak

Do you respond to business e-mails and phone calls in a timely manner, or do you come across to prospects as unprofessional and unresponsive? Customers don't always enter through the front door.

Tips to Better Prospecting with Hosted Buyer Appointments

SpeakerSue Says...

“We don’t need to prospect,” my client said, “Our funnel is overflowing but we aren’t getting new business. We go to these hosted buyer things and come back with a boat load of new prospects. ” By prospecting. Hosted buyer appointments can be an awesome way to start a trusting relationship with a new customer. But prospecting doesn’t end at the show floor.

Buyer 43

Bypassing "Old" - Sell What You Can Do for Employer/Customer/Client

Jane Genova: Speechwriter - Ghostwriter

Of course, there is no guarantee that the employer or prospect will buy. Call it The Ageism Effect. So many over-50 are stuck with the mindset that they are "old."

2018 52

A Quick Guide to Buyer Personas

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HubSpot provides a succinct definition: A buyer persona is a semi-fictional representation of your ideal customer based on market research and real data about your existing customers. Start with Basic Customer Research. Your current customers are the best source of information.

Buyer 52

The Sales Myth: Delighting Customers Converts Leads

SpeakerSue Says...

If you sell luxury products, it’s likely that you want to delight your customers. Too many salespeople misunderstand the directive and think they need to concede more and lower prices so that they don’t have to say no to their valued customer/client/guest.

2014 52

Does Delighting Customers Really Drive Sales?

SpeakerSue Says...

Is it possible to truly delight customers? Developed from the HBR article, “ Stop Trying to Delight Your Customers” , it actually recommends that you should delight them. Delighting today’s customer means making their life easy, being efficient (or if you’re dealing with a socializer-type personality, being social – and knowing the difference), and creating an effortless buying experience. Can you truly delight your customers?

2014 46

Sales presentation outline

The Presenter's Blog

Here are eight ideas for creating a sales presentation outline that targets your sales message onto this specific customer, in this specific moment. No two customers are alike, so time spent customizing your outline will infinitely raise your chances of success. by Peter Watts.

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Why should your prospects trust you?

SpeakerSue Says...

Fabulous customer service. These orders got me thinking about what the companies did that was so important and how we, as salespeople, can help our prospects feel so charmed with us. Help your customer by answering their unasked questions and you’ll not only delight them, you’ll convert the lead to booked business: • Prove to me you’re trustworthy (Reputable recommendations on LinkedIn, blog posts, association memberships).

Step-By-Step Guide to Creating a Viable Go to Market Strategy

SlideModel

Conquering a single market or customer segment is never enough – there’s always room for expanding further. At this point, you will need to prepare a new marketing strategy and a new marketing plan for reaching more customers. Customer journey : How does the typical sales cycle look?

2019 53

How Our Thinking Impacts the Bottom Line with Kris Plachy

Speaker Launcher

2:55. * Guiding your customer to your funnel. The Wealthy Speaker Podcast Building your speaking Business business foundation find more buyers finding prospects marketing processing sales funnels supporting business growth systemsWhat does it take to create a positive mindset?

2020 69

What is Behavioral Economics: Your Quick Guide 

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Loss Aversion and Prospect Theory. Prospect theory (or loss-aversion theory) analyzes why we value losses and gains differently and how this tendency impacts our decisions. Learn more about loss aversion and prospect theory from our previous post.

2020 58

Why Customers Don’t Buy From You

SpeakerSue Says...

Imagine this: You are lucky enough to sit next to a prime prospect at a luncheon event. The main reason customers don’t buy from you (when you have something that they want) is because you, the salesperson, skipped important trust building steps.

Successful Marketing Means that You Identify Prospective Clients

Fripp THE Executive Speech Coach

Successful marketing means that you identify prospective clients and position yourself in the market so they choose you over your competition. Their comments, especially negative ones, will help you tailor both your product and your approach to other prospects. These prospects had distinctive demographics. Is there a system in place to put your product in the customers' hands and return their money to you? Looking for more business?

Boost Your Virtual Presentation Skills: 3 Tips You Need Now

SpeakerSue Says...

Sue provides engaging, fully customized virtual training that will energize your team – and their sales results. To learn more about virtual training possibilities custom fit to your needs, please email Sue@SpeakerSue.com or call (+1-480-575-9711). Zoom fatigue is real. How many meetings can a person attend in a day and stay sane? But lucky you! You have a sales presentation, lunch n’ learn to facilitate.

2020 40

3 Tips to Avoid Wasting Your Time Selling – or Your Prospects

SpeakerSue Says...

How often does it happen to you that you’re fully prepared to help your customer but they aren’t prepared to move forward? Make 2013 your best ever by valuing your time and approaching each prospect in the most prepared, professional and profitable way!

Do your potential customers forget about you?

http://delicious.com/akarrer/prospeaker

by Tom Kulzer Your web business probably gets product inquiries from potential customers around the globe. Inquiries come via email and your web site, and you try to send information to each hot prospect as quickly as you can. Ask your prospect why he hasnt yet placed an order?

Use smart email messaging to sell past crisis

SpeakerSue Says...

Prospecting for new business may take a back seat, while communicating with loyal customers takes precedence. Next, whatever you do or say, these words (that I read in a prospecting/follow-up email today which prompted this post) should never, never, never be used: “I am pleased to inform you that due to the coronavirus situation…”. BONUS It’s time to revise your prospecting/follow-up emails. For some, it’s time to stop prospecting and start engaging.

2020 40

Using LinkedIn to Fill Your Sales Funnel with Jennifer Darling

Speaker Launcher

Jennifer works with organizations who want to connect with, engage with, and activate their customers to increase sales. Jennifer is an expert in using LinkedIn to fill your funnel with prospects so you can get more customers. During this podcast, she answers questions so many of us have about LinkedIn, including: * Who are the most predominant customers on LinkedIn? How do you fill your sales funnel?

Public Speaking: Send Your Client a Customized Flyer

Great Public Speaking

Within a few minutes after completing the call, you fax your customized public speaking marketing flyer to the client. You had a pre-printed shell ready to customize a public speaking flyer for the client. * Then I fax or mail the flyer to the customer.

Flyer 52

Email Communications during Crisis: Part 2

SpeakerSue Says...

Being visible is key because if you think your mailbox (and those of your customers and prospects) is flooded with messaging now, just wait until things start to get better. Communication Skills Email Tips Featured Selling Skills email as a sales tool hospitality and hotel sales Hospitality Sales how to say it to sell it interpersonal communications skills Power Sales Writing prospecting sales skills sales success sales training say it to sell it SpeakerSue

2020 40

Why applying psychology to sales messaging accelerates results

SpeakerSue Says...

help prospects see how they’ll accomplish their goals and use messaging that ensures they feel sure of success. By updating your messaging and applying smart, authentic, proven psychology principles, you can count on sky-rocketing results and make buying easier and more satisfying for your customer too. According to multiple research sources, more than price, hotel decisions are guided by imagery and feeling.

2020 40

Public Speaking: Send Your Client a Customized Flyer

Great Public Speaking

Within a few minutes after completing the call, you fax your customized public speaking marketing flyer to the client. You had a pre-printed shell ready to customize a public speaking flyer for the client. * Then I fax or mail the flyer to the customer.

Flyer 52

The One Absolute Must-Know When Selling by Email

SpeakerSue Says...

Here is “The One Absolute Must-Know When Selling by Email”: Your customer is the center of the universe. If your emails, conversations and processes revolve around you, instead of them, you’ll always be looking for new customers. But what matters most to the customer? (Ah, Your customers – all customers! Revolve your message and procedures around your customers. You won’t have to even read this entire post (or have to click to learn more!).

Email 40

Are you discounting when you don’t have to?

SpeakerSue Says...

Excite customers with authentic, emotionally sticky messaging. Inspire prospects with fresh ideas (like I’m trying to do here for you!). From prospecting to follow-up to closing the sale to nurturing the next one, what you say and how you say it matters. Even when texting or WeChatting or whatever informal written communication tool you use to communicate with your customers, tell your distinctive story!

They want a proposal. Now what?

SpeakerSue Says...

It’s about: sounding human, showing care, personalizing, localizing and customizing, being customer-centric in an obsessive way. And that takes emotion, care, customer-obsession. Finally, every presentation I deliver is customized for your team, brand and needs so if you’re looking for practical, fun sales training, please email or call: +1-480-575-9711. “Send me a proposal,” they say. Why do they want you to send information? So they can see space, rates, dates?

Make the short list with this one change to your next proposal

SpeakerSue Says...

You just spoke with your prospect and he told you everything you need to know about what is important to him, his client, his org. Replace them with fresh, modern, customer-first templates. Email Sales Writing Email Tips Featured Selling Skills email as a sales tool hospitality and hotel sales Hospitality Sales how to say it to sell it Power Sales Writing prospecting sales mastery sales skills sales success sales training say it to sell it SpeakerSue

2019 40

The Best Never Cold Calling Script

SpeakerSue Says...

Do not ask this stuff: So, [prospect name], I see you went to [college]. A recent client insisted his team start with an authentic touchpoint – something the seller learned about the prospect. Finally, every presentation I deliver is customized for your team, brand and needs so if you’re looking for practical, fun sales training, please email or call: +1-480-575-9711. “The Best Cold Call Script Ever” just appeared in my inbox.

2019 43

3 questions to never ask in email

SpeakerSue Says...

If you have to wait for the prospect to answer you, you have to rephrase the question. ADDED BONUS Once your customers love you and want to have the conversation with you, the way you ask your questions won’t determine your success. Until that point, when prospecting and initiating a relationship, eliminate all of these questions and watch your sales success grow! Why is it that so many emails get absolutely no response? Let me count the ways.

Email 40

Attract more customers: 4 must-apply ideas to improve your email

SpeakerSue Says...

If you’re using email to prospect (and who isn’t these days?) You want to attract more customers? or just to connect, consider if you’re (inadvertently) forcing them to reject your offer. Forcing may be too strong a word, but the way you communicate with them, specifically, the way you write, will either be a turn off or not. Here are 4 must-apply ideas to improve your email: 1. Plan your message. Think of it as a grocery checklist.

Email 40

10 Principles of Successful Upselling

SpeakerSue Says...

When a customer clearly, plainly, provocatively says, “Well, we’d like something nicer than the standard lunch in the meeting room, maybe, your restaurant or something…” and you ignore that completely, you have stolen from your client, your company, and yourself.

2013 63

How to follow up lost sales

SpeakerSue Says...

If the prospect phones you to let you know that “they went in another direction”: •Thank them for letting you know and. If the prospect emails you to tell you that they selected your competitor: 1. You worked hard to win the business but you didn’t. Now what?

Sales 60

“I have a hot lead” and other lies we tell in sales meetings

SpeakerSue Says...

Because every program I present is custom crafted to that specific client’s needs and company culture (which allows me to work with clients who compete because their needs are different and their culture’s always are), I always ask for lots of examples (writing, phone scripts, etc) so I can do what I say I will – design a practical and precise program to help them convert more of their prospects into happy customers. Write a better prospecting email. #2.

Using Your Selling Systems to Convert Sales

Speaker Launcher

Many moons ago when I was working as an agent for speakers, I developed my own customized system for selling. From the moment I connected with a prospective client, I documented the process and often, after a number of communications via phone, email, and mail, I would convert the prospect into a buyer.

2018 51