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I Advice - How to Outsell Your Competition & Beat the Market - Every Time
As a business leader, you are constantly reading publications, studying their content and consistently reading articles about your competitors. Having heard that what others say about you is weighed more heavily than what you say about yourself, you understand the value of PR. Now, you want to be interviewed and need to know how to be newsworthy and how to hit the PR Jackpot.Select Ideas that Sell. You (or your PR firm) need to devise irresistible ideas. Here are some Leads that Hook Editors:1. “Unique” astounds. Unforgettable people, places, fresh ideas or unique opportunities.2. Success sells. Strategies to increase power, politics, prestige or profits.3. Money talks. The high side and the low side of money. When money is no object, how is value determined? What is low budget, but worthy?4. Luxury tantalizes. Luxury living, luxurious people, luxurious places, luxurious products.5. Money is wise. Avoiding hidden costs, getting the best rates, negotiating best value or the best terms.6. Secrecy intrigues. Confidential secrets or sources revealed.7. Seasons Celebrate. Seasonal tie-ins (check with magazines well in advance, six to eight months
Tip3: Increase the lifetime value of existing clients
Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b) renew their contracts.
If someone only rang you when they wanted to sell your something or get you to commit to a new contract what would you think about them? What feelings and emotions would you associate with them?
When a new opportunity came up in your business would you ring them or would you ring the salesperson who stayed in contact with you?
It’s obvious isn’t it
This idea has been in use for twenty-five years, by my Vermont Rotary Club, and has been a tremendous success. The concepts used in this fundraiser are general to any successful and profitable fundraiser.This fundraiser is a fundraising idea where the outcome, of sports results, is used to decide winners. Since each ticket has two teams, for a given week, that are randomly assigned, the fundraiser is best described as a sports-based raffle. However, this "raffle" has the added thrill of the buyer being able to root for a team's outcome, if a certain outcome will enhance the chance of winning. It is enjoyable for ticket buyers because it is sports-based, they win money, and they buy one ticket and can win every week over the sports season.A raffle is generally a contest in which participants purchase a ticket or “chance” at winning a prize. A raffle is an easy fundraiser to initiate, and requires fewer volunteer hours to plan and conduct than any other type of fundraiser. This raffle works so well because of the high profit margin. Total annual cost of running this raffle is less than 2% of total income. The annual cost is around $50 for commercial printing of the front of the ticket
Clients are more knowledgeable, information is easier to come by every day, and sales and marketing techniques are getting more and more sophisticated. What a nightmare!
Or not…
I believe that today you have an unprecedented opportunity to make your fortune by outselling, outmanoeuvring and outclassing your competition. It’s true that business is evolving at an ever faster pace but if you embrace this change and thrive on it you can succeed like never before.
Think about it!
Most of your competitors are sitting around moaning and whinging about the fact that they can’t keep up! Don’t be a doofus! Get your act in gear and take your market by storm.
Here’s 10 tips for outselling your competitors and the market every time!
Tip1: Work harder
Whoops! I just lost a lot of my readers! Didn’t you want to hear that? Most people I work with don’t want to hear that… at first! Today’s society is all about getting it cheap and easy. Fame comes to the fortunate… get on TV, win the lottery, make an insurance claim…
Well, maybe you’re prepared to sit around and wait for it to happen but I’m not and neither are thousands of people I’ve worked with… now. You have an unprecedented opportunity to sell but you’re going to have to work for it. Period.
The best salespeople are the hardest workers. So get over it and get on with it! Hey and you know – if you sell something your passionate about hard work can be fun!
Tip 2: Work smarter
Don’t worry, you don’t have to be a brain surgeon or a nuclear scientist to work smarter! Most salespeople go with the flow working on all sorts of activities that do not produce results. I watch them day in and day out as I am visiting with clients and amazed by the stuff they call work! You know the stuff… surfing the web somewhat aimlessly, checking email boxes, shuffling papers… What SATS (Sales Avoidance TacticS) do you use on a daily basis?
To work smarter you have to ask yourself one simple but powerful question… “What daily activities do I need to do every day that will make me more sales?”
Whatever the answers, work out how much of it you have to do and do it come what may!
Congratulations! You’re working smarter!
Tip3: Increase the lifetime value of existing clients
Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b) renew their contracts.
If someone only rang you when they wanted to sell your something or get you to commit to a new contract what would you think about them? What feelings and emotions would you associate with them?
When a new opportunity came up in your business would you ring them or would you ring the salesperson who stayed in contact with you?
It’s obvious isn’t it b
While it’s probably not true to say that the traditional 9-5 job is on its way out, it IS true that more and more businesses these days are starting to see the value of outsourcing the jobs they can’t cover themselves. Things like copywriting, PR, programming – even secretarial and admin support - are being outsourced to freelancers working from home or running their own business. But why?Well, if you’re a small business owner, outsourcing makes a lot of sense.Take copywriting, for example. Good copy for your website, press release, sales letters and, well, everything else that needs content, really, is an absolute must. But not everyone is a born writer –and not everyone has the time to learn. So you have two choices: you either do it yourself, and muddle through somehow, or you outsource your copywriting to someone else who can do it for you.Option one is certainly the cheapest option, and for new business owners struggling to deal with all of the myriad costs of starting a new business, the DIY option can seem pretty attractive. Think about it, though. If your house needed to be rewired, would you do it yourself (assuming, of course, that you’re not an electrician)? Nope,
Think about it!
Most of your competitors are sitting around moaning and whinging about the fact that they can’t keep up! Don’t be a doofus! Get your act in gear and take your market by storm.
Here’s 10 tips for outselling your competitors and the market every time!
Tip1: Work harder
Whoops! I just lost a lot of my readers! Didn’t you want to hear that? Most people I work with don’t want to hear that… at first! Today’s society is all about getting it cheap and easy. Fame comes to the fortunate… get on TV, win the lottery, make an insurance claim…
Well, maybe you’re prepared to sit around and wait for it to happen but I’m not and neither are thousands of people I’ve worked with… now. You have an unprecedented opportunity to sell but you’re going to have to work for it. Period.
The best salespeople are the hardest workers. So get over it and get on with it! Hey and you know – if you sell something your passionate about hard work can be fun!
Tip 2: Work smarter
Don’t worry, you don’t have to be a brain surgeon or a nuclear scientist to work smarter! Most salespeople go with the flow working on all sorts of activities that do not produce results. I watch them day in and day out as I am visiting with clients and amazed by the stuff they call work! You know the stuff… surfing the web somewhat aimlessly, checking email boxes, shuffling papers… What SATS (Sales Avoidance TacticS) do you use on a daily basis?
To work smarter you have to ask yourself one simple but powerful question… “What daily activities do I need to do every day that will make me more sales?”
Whatever the answers, work out how much of it you have to do and do it come what may!
Congratulations! You’re working smarter!
Tip3: Increase the lifetime value of existing clients
Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b) renew their contracts.
If someone only rang you when they wanted to sell your something or get you to commit to a new contract what would you think about them? What feelings and emotions would you associate with them?
When a new opportunity came up in your business would you ring them or would you ring the salesperson who stayed in contact with you?
It’s obvious isn’t it
A major goal for many webmasters is to build many back links for SEO purposes to get their web sites ranked higher in search engines. As a result, many webmasters spend countless hours and hundreds of dollars to build links to their web site. However, there is an easy and inexpensive way to build dozens of links that many simply ignore. Public Relations is of key importance to any company or web site and often times, a Press Release is the greatest tool web site owners have to help spread the word about their company, increase buzz about the web site or the products that are offered, and build dozens of back links from multiple, reputable web sites.Here, we will go through the process of writing and submitting a press release and include many tips and tricks to help you get the most out of your press release. A press release must be written in a special way and we will go through the process of how to write a press release and where to submit it for best results. However, before we go in depth into how you can best use a press release e need to explain what a press release is.A press release is a document that is sent out by a company or web site when something that is notable regar
Well, maybe you’re prepared to sit around and wait for it to happen but I’m not and neither are thousands of people I’ve worked with… now. You have an unprecedented opportunity to sell but you’re going to have to work for it. Period.
The best salespeople are the hardest workers. So get over it and get on with it! Hey and you know – if you sell something your passionate about hard work can be fun!
Tip 2: Work smarter
Don’t worry, you don’t have to be a brain surgeon or a nuclear scientist to work smarter! Most salespeople go with the flow working on all sorts of activities that do not produce results. I watch them day in and day out as I am visiting with clients and amazed by the stuff they call work! You know the stuff… surfing the web somewhat aimlessly, checking email boxes, shuffling papers… What SATS (Sales Avoidance TacticS) do you use on a daily basis?
To work smarter you have to ask yourself one simple but powerful question… “What daily activities do I need to do every day that will make me more sales?”
Whatever the answers, work out how much of it you have to do and do it come what may!
Congratulations! You’re working smarter!
Tip3: Increase the lifetime value of existing clients
Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b) renew their contracts.
If someone only rang you when they wanted to sell your something or get you to commit to a new contract what would you think about them? What feelings and emotions would you associate with them?
When a new opportunity came up in your business would you ring them or would you ring the salesperson who stayed in contact with you?
It’s obvious isn’t it
Most of us spend more time AT WORK then elsewhere. If you're like the rest of the working stiffs... it's about 60% up to 70% or more of your time either traveling back and forth plus 8 to 12 hours on the job for your employer. We call that full-time.One thing is SURE... it's nice to have a career path that challenges your best self and gives you joy as you work. Money, vacations, and all the other stuff folks talk about is meaningless. Life is too short to spend most of your time doing a menial job, especially one that has no sense of reward or enjoyment for you.I know, someone will say, "who cares?", if the money is right. You can get your joy later, right? Simply not true for most of us. Getting up in the morning and facing a job that you hate... will kill your spirit and take all the fun out of going into the marketplace.YOU are important!!Let no one make you believe otherwise. It's serious business when it comes to your career path and success. Don't let anyone lick the sugar off your candy when it's yours to enjoy. God has a special place in this life for YOU and my enjoyment comes from helping you discover the path.Answer these questions and you'l
To work smarter you have to ask yourself one simple but powerful question… “What daily activities do I need to do every day that will make me more sales?”
Whatever the answers, work out how much of it you have to do and do it come what may!
Congratulations! You’re working smarter!
Tip3: Increase the lifetime value of existing clients
Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b) renew their contracts.
If someone only rang you when they wanted to sell your something or get you to commit to a new contract what would you think about them? What feelings and emotions would you associate with them?
When a new opportunity came up in your business would you ring them or would you ring the salesperson who stayed in contact with you?
It’s obvious isn’t it
In this maze of medical billing and the countless number of forms, specifications and red tape, the GU0 record ranks up near the top of the list of things that drive billers crazy. The number of fields alone that need to be filled are enough to make you pull your hair out of your head. Add to that the convoluting mapping of these forms and you're in for a two aspirin night after you've come home from work. Hopefully, this series of articles on the GU0 record will help make the biller's life a little easier. In this installment, we cover the GU0 record picking up with field number 54.GU0 field 54, positions 159 - 166, is Reply ALN L08 N02. This is the response to the second question on any DMERC certification requiring an eight position response. This is another date field, similar to field number 53. This field is filled in under the following conditions: For form number 06, the date is filled in to show the start of a TENS trial. For form number 08, the date is filled in to show the date the patient was discharged from the hospital after transplant surgery. This date is ONLY filled in if the surgery was for a transplant of any kind, including heart, liver, etc.GU0 field 55
Tip3: Increase the lifetime value of existing clients
Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b) renew their contracts.
If someone only rang you when they wanted to sell your something or get you to commit to a new contract what would you think about them? What feelings and emotions would you associate with them?
When a new opportunity came up in your business would you ring them or would you ring the salesperson who stayed in contact with you?
It’s obvious isn’t it but because most salespeople only ever “chase the money” they forget the lifetime value of a client and consequently they run the risk of losing deals and clients.
One of the easiest way to increase the lifetime value of a client is to increase the longevity of the relationship. I speak to clients every day who say things like, “Well no client lasts for ever?” and “It’s normal for clients to move after a couple of years – that’s industry standard?”
When we look at the way their clients are treated they realise that they have created the industry standard themselves. Standards are set – you can change them.
How would you need to treat your clients to increase their longevity?
Tip 4: Create new products for existing customers
Another great way to increase the lifetime value of clients is to sell more products to them. There are two ways to do this…
Firstly, you need to ensure that your clients are introduced to your whole product range. Just because you know what else you sell doesn’t mean that your clients do. They’re not psychic! What’s more, if you approached them in a specific area they may well have you “pegged” as only dealing with that area!
Expand your sales possibilities by expanding your client’s knowledge of you! As a young salesman, one of my most sobering moments was when I told one of my most loyal clients that I could have fulfilled a huge deal he head just signed and he said to me, “Gavin, I’m so sorry. I didn’t even know that you did that!”
Secondly, you need to develop new products and services to meet your clients’ needs. Find out what else your clients need and give it to them. How easy is that!
Tip 5: Add value to client relationships
How do you add value to your client relationships? When I ask most salespeople that question they look at me blankly! Eventually, they usually say something like…
“I provide a good service” or… “We have the best products”…
These are what you do, they like them sure but they’re not adding value beyond the sale.
Let’s try a different question…
How could you add value to your client relationships?
Aha! Ask a better question and get a better answer! You need to work out ways to add value above and beyond the sale. Why? Because that will make your clients think of you as someone who cares about them and their business and that, in turn, will make you more sales.
There’s many ways to add value… free training seminars, product updates, ma
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