Forums: Discussions for entrepreneurs and small business.

That`s a good question Craig. Something I should ask myself.

Have you ever read "Purple Cow" by Seth Godin? In this day and age, with EVERYTHING bombarding EVERYONE to buy, it`s no wonder why most consumers act like the detainee... it`s a natural reaction and urge to ignore all the advertisement that takes everyone`s time up. So to stand out, we must do exactly that... have a product or service that stands out --- then the customer will be more than willing to get their hands on something unique.

My website automates personal emails to visitors telling them my own story and how I can help them solve their problems and create financial wealth through training and hardwork... I establish dialogue by calling them and getting to know their situation. I provide a blueprint and assistance, along with leadership and training. I know there are alot of other people in the MLM business who are doing this, so I need to find a way to be unique and stand out! Have a great day.

Chris

I like asEZasABnC`s reply and believe it was well said.  Whether we are selling a product or service, or trying to persuade someone into purchasing a product, it is important to listen and pay attention to `buying signs`.  The sale doesn`t start when someone says no.  Buying and selling is a 24/7/365 process.  It never ends.  You have just sold us on posting a reply to your topic and we have gladly accepted and replied to your post.  We just have to apply different tactics when different situations arise.  The most persuasive people are those that are excellent at listening and paying attention to others.  Many people say no because they may not understand the entire picture.  Many people are "sold" on picking up a product once they understand the value.  The buyer likes to feel that he/she is in control of the decision.  These people seldom make decisions because they were persuaded--at least not your satisfied customers.  People make buying decisions based upon how they feel.  If you can become a master of listening and paying attention to others and tapping into their feelings, the sales conversions will increase.  When you make people feel comfortable, you can overcome many objections.  There are many cases where people will buy from the pushy salesman, but the chances of that customer becoming a repeat customer will be very grim.

Thank you Seth.  You said it so well!

I just started a series of articles on Web E-marketing and "selling" on one of my blogs.  It occurred to me recently that since there are very few professional (by my definition) salespeople in this world, how can we expect small business owners to know the skills required to market and ultimately sell their products and services?  Can not....

Most successful small business owners stumble into success that is the result of being at the right place at the right time.  It is what they do when times are difficult that separates the achievers from the non-achievers.

The article can be found at http://these-n-those.blogspot.com/2009/07/admit-it-if-you-are-clueless-about-what.html



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What originally caught my attention is the interpretation of the word "sell," and sales etc.

When we say that selling is 24/7, I think we really are saying that marketing is a constant. But in the quote at the start of this topic, the concept is that "selling" is more about converting a no to a yes, than about persuading a person to buy something.

That`s what I hadn`t really thought about much, previously.

When someone says yes, there`s really no selling going on. The person`s already convinced and becomes a buyer. If someone has questions, and hasn`t yet said yes or no, then there`s a demonstration taking place.

The selling part of a demonstration is to build a feeling of desire in the person. As that desire builds, the watcher sells themselves, so to speak.

But when someone has seen the product, then said no they don`t want it. That`s when real selling begins. I tend to agree with the logic, but what`s important is that it shines a different light on the concept of selling. And I like having different perspectives. :-)

When  they say "no" it can really mean "NO!" or it can mean "not yet, I need to know more" before I buy.  Web marketing does not offer you the chance to face your prospect belly to belly to make that determination, however.


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DIY SEO Coach and Mentor
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Ah...but we can conclude that someone has said "no" in Web marketing by looking at the number of click-aways from things like Google Analytics. Then we have to decide if we`re being found in the search engines but not the right product, or if we`re just not convincing enough to keep people on the site.

That`s quite a tall order for either a -
A.  non-saleperson, or
B.  struggling entrepreneur starting on the Web....
and I`m not sure whether "bounce rate," pages visited, entry pages, exit pages, time spent on site, etc. gives either enough information to draw those conclusions.



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DIY SEO Coach and Mentor
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I`m not so interested in whether understanding customer communication is a tall order or not. What I see is a tremendous number of people who aren`t sales people, or who don`t have a lot of Web understanding, whose business ideas are languishing.

So many people have a passive outlook on e-commerce, selling something or running a business. The figure that just because the showed up, the world will drop what they`re doing and buy the products.

Obviously, it`s not true.

Then there are countless self-help books on how to do this or that. But those don`t seem to be doing much about the problem either. So all we can do is say the same things over and over, but maybe in slightly different ways. Perhaps one of those modified ways will spark some new thoughts. :-)

Simply put, those you talk about just don`t get it...while the World Wide Web passes them by.  But, I confess I was the same until the advent of affordable high speed access.  But if you`re running a small business, do you really have the time to become a student of Web marketing?


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DIY SEO Coach and Mentor
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If you don`t take the time, then you won`t be running the small business online for very long. :-) So presumably, that person`s goal would be to stay with a physical, brick-and-mortar store.