Marketing Your Business Online
As a business you can't afford to ignore the Internet Age; in 2002 there was an estimated 605 million people online around the entire globe, today this is estimated at over a billion users worldwide.
By using the Internet to market your business an entire world of potential customers are opened up for you, rather than just your local town, city, or country.
Some Facts:
• According to Forrester Research Inc approximately £2.5 billion worth of goods and services were sold online to US and European customers in 1998, more than double the 1997 figure.
• In the last six months more than a third of households have made a purchase online, this is double last year's figures – Forrester anticipate this will reach 40% of households by 2009.
• In 2004 the top 400 retailers totalled online sales of around £25 billion, in the US this accounted for over 58% of all retail sales.
• Online sales grow by 25% each year.
• Over 40 million potential customers used the Internet last year seeking out local information; even if your focus is on the local market, you still need to be using the Internet to make sales.
Every day customer confidence in online shopping soars; this is relevant to you as a business whether you sell to consumers or business to business.
Having a website isn't just about having a 'presence' on the Internet any longer - just so that you can show that you are a legitimate business, it's about connecting with customers via the Internet, and making sales directly from your presence on the Internet, because believe it or not most of your potential customers are highly receptive to this.
If you don't have a website yet and have been in business longer than six months, something is very wrong with your marketing strategy - and if you do have a website but aren't using this as a portal to gain Internet custom in addition to your offline marketing, again, something is very wrong with your marketing strategy.
Some Reasons Why You Absolutely Need a Website
No boundaries: As already mentioned, the world is your oyster when you utilise the Internet as it is meant to be utilised; for most business there should be no geographical restrictions for your customer base.
Speed: Time sensitive materials can be released instantly, no need to wait for the layout designer, printing firm, and then post to deliver the latest incentives or news to your customer base.
Convenience: Customers can loose (or bin) your business card and brochures, they can't 'loose' your website, which gives them ready access to your contact information should they wish to work with you/buy from you again.
In addition they can find out information about your services and/or products at a time that is convenient for them, rather than being tied to your business hours which may not suit them.
Getting a website, ensuring it is well designed and practical for making sales is just half of your slog unfortunately; your next step is ensuring it is correctly marketed so that potential buyers can actually find it using a search engine search.
The most popular method of finding goods and services is via a search engine - therefore once your website is designed and launched you'll need to pay attention to search engine optimisation to ensure that potential customers can actually find you.This is just one way of marketing your website, albeit one of the most important.
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Overcoming Objections Over the Telephone
Overcoming Objections Over the Telephone
In sales, one of the things you will be doing a lot of, is making phone calls. You can't escape it. It just comes with the territory.
Making phone calls is really not all that bad. The thought of having to do it, is actually much worse than having to physically sit down and do it, and once you get on a roll, it's never as bad as it seemed.
The part of making cold calling sales calls that you will find to be most painful are the objections you will be faced with, such as, and most annoying, is the hang up, which doesn't happen as often as people think.
In this particular case, I have no answer on how to meet this challenge, my suggestion would be, not to stress over it, just move onto the next phone call.
Another objection you will be faced with is:
I'm not sure. I have to think about it.
My suggested response to this objection would be:
I understand that you need to think about it, but perhaps there is something I did not explain clearly enough, is there anything you would like to go over one more time?
Or . . .
I know when it comes to making a commitment over the phone that it is easy to become lost in the confusion of everything that has to be done and understood, is there anything I can go over with you one more time.
If that doesn't get them talking again, then let them go by politely asking for their permission to follow up with them in a few days, and, if you could possibly send them out some literature, along with your business card.
Another common objection is:
I have to ask my spouse.
A good response to this objection would be:
Is your spouse available at this time? I would be happy to speak with him/her.
Again, if this does not work, then let them go, and politely ask to send out literature, and follow up with a phone call.
And one other objection you may run into . . .
I have already taken care of that, or I am working with someone else.
If you are hit with this objection, it is most likely your prospects way of telling you they are not interested.
On the other hand, if they tell you they are working with someone else, it never hurts to take a chance, and ask your customer if they would like to see if you could get them a better price, or even a better product. It can't hurt, and if they are interested than go for it! If not, than let it go right there, and move onto your next prospect.
And remember, challenges are nothing but obstacles on your path to greatness!
Jay Conners has more than fifteen years of sales and marketing experience in the banking and mortgage industry, and is the owner of J. Conners, Mortgage leads reviews
a mortgage resource center for mortgage brokers, loan officers, and lenders. He is also the owner of Www.callprospect.com a mortgage lead company, specializing in fresh leads. Jay Conners can be contacted via e-mail at conn1229@yahoo.com
3 Ways To Overcome pricing Challenges by J.Conners
How many times have you had a customer say to you; I've been shopping around and XYZ mortgage company can get me a better rate and won't charge me any points.
well . . .
The lower rate might hold some truth to it
but lets face it . . .
Nobody works for free!
Here are three things you can do too win your customer over when faced with rate and pricing challenges.
1. Sell Yourself
When a customer is shopping around, the information they give you is usually false, because they are bluffing. You can't blame them, they, like all of us, are looking for the best deal possible.
With this in mind, tell them what you can offer them based on what limited information they can provide you with.
During this process, stick to your guns, and give them all the information you can about as many products as you can, this will let them know just how knowledgeable you are, and you will earn their respect.
Don't waste your time asking questions about the programs offered to them by other banks, and telling them the rate they were quoted was probably an ARM, they will find this an insult to their intelligence.
Be as courteous and honest as possible, tell them if XYZ bank can get them the rate they quoted you, than they should go with it, they will admire your honesty.
Finally . . .
Ask them for their name and phone number so you can follow up with them in a weeks time, and assure them that they can call you at any time with any questions or concerns they may have.
2. Availability
When confronted with the challenge of having to deal with your competitor's lower rate, make your customer aware that although you might not be able to match the rate, what you can offer them is superior customer service.
If you take this route, you must be committed to it.
Let them know that they will be able to call you any time, night or day. You can start by giving them your office number, as well as your cell phone number.
Let them know that you will be more than happy to meet them one on one at your office, or you can arrange to meet them at their home at a time convenient for them.
Clients like to know that they have an advocate they can trust and depend on. Supplying them with this comfort zone means a lot to them, and more often than not will win them over.
3. Buying Time
Sometimes you need to buy time in order to prepare yourself.
When a prospective customer hits you with the rate obstacle, the challenge can be a tough one!
Tell your customer that the rate they have been quoted is a very good one, and that you would like to do some research to see if you can possibly come up with a better one.
Take their number and assure them that you will call them in no less than twenty-four hours at the most.
When you call them back, you will be prepared with the information you have gathered on the products you are going to introduce to them, along with possible rates. Even if you are unable to come up with a better rate, they will be impressed with your knowledge, and best of all, the effort you were willing to put forth!
Jay Conners has more than fifteen years of sales and marketing experience in the banking and mortgage industry, and is the owner of J. Conners, Mortgage leads reviews
a mortgage resource center for mortgage brokers, loan officers, and lenders. He is also the owner of Www.callprospect.com a mortgage lead company, specializing in fresh leads. Jay Conners can be contacted via e-mail at sales@callprospect.com
