How to Overcome Barriers to Sale

Knowing Your Role, Your Goal and Your Obstacles Sales. It is always the key obstacle between getting started and becoming successful. Without sales, no one makes money. Without sales, no products are sold. Without sales, no one gets paid. Without sales, there is no profit. The fact of the matter boils down to this one …

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The Power of Increments in Selling

An increment is a small change. If you count to ten by going from 1.1 to 1.2 to 1.3, then you are counting in increments. In psychology, increments are a powerful concept that have been shown to accomplish incredible things. And in selling, this psychological concept becomes an incredibly powerful tool. So what is an …

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How to Create a Winning Facebook Page

How to Create a Winning Facebook Page

If you’re going to be successful in Facebook advertising, then it is crucial to have a great page for your business to begin with. Your Facebook page will act as a hub for your business and will provide a convenient way for people to reach you to ask questions, learn more about your brand, or just decide to follow you even if they don’t end up clicking on the advert itself.

But what makes a winning Facebook page? How do you ensure that you will be making the right impression and building a big following? Let’s take a look at some tips that will help…

Branding

What is absolutely key when creating a great Facebook page or any kind of marketing material, is that you have a strong brand. This should be used to tie your Facebook page, your website and any other elements of your business together in order to create coherence and consistency across your messaging and to help give your campaign a more professional sheen.

The key to this is consistency. That means that every social media channel you are on should use the same imagery with the same logo and same name and this should also be present on your main website. This ensures that your audience will always know that they’re on the right page and will help to reinforce your brand and improve your visibility and awareness.

Note that your branding doesn’t just mean your logo. It also means having the color scheme for instance and the right imagery for your cover image.

Call to Action

It is now possible to include a call to action button right on your Facebook page. This can be something like a link to your website for example and it’s a great way to ensure that your Facebook page helps you to convert visitors into leads and customers.

Description

While your logo and your cover image should somewhat hint at the topic of your site and Facebook page, it will be the description that explicitly lays it out for your audience. This is important as it can help to sell the vision you have for your business and convince more visitors to hit like and become followers.

Again, the key here is coherence and having a single, powerful message throughout all of your marketing materials, your adverts, your logo and your site. This way, you will hopefully strike a chord with your audience and bring more people on board!

How Much Should You Spend on Your Facebook Ads

How Much Should You Spend on Your Facebook Ads

One of the great things about Facebook Ads is that it is entirely flexible in terms of your budget. You can set not only how much you are willing to spend per day but also how much you are willing to spend on any single click on your ads.

But while this flexibility is good news when it comes to finding the right audience, it also adds to the challenge somewhat as now you’re going to have to decide how much you should be spending on your ads – with such freedom, there’s a whole lot more to think about!

How do you calculate this and ensure you get it right?

Working Out Your Conversion Rate and Profits

The first thing to do, is to calculate what your precise profit is each time you turn a visitor into a customer. What are your overheads on each product (your ‘cost of goods sold’) and what is your asking price?

Next, ask yourself what your conversion rate is. For every 1,000 people who visit your website, how many people buy a product? It might be one, it might be .01 or it might be 50. Whatever the case, this will now allow you to work out how much each visitor is worth to you.

So if you have 1,000 visitors and 2 of them earn you $30, you’re making $60 per 1,000 visits. That means that your visitors are worth 6cents each to you. That in turn means that you can afford to pay 6 cents per click and guarantee you will breakeven. If you pay 5 cents per click, you should be guaranteed to make a profit.

Considerations

There are a few complications and considerations however that make this a little less straightforward than it may initially appear.

For starters, you need to consider what your ‘customer lifetime value’ is (CLV). In other words, some customers might order more than once and that means you can afford to pay a little more.

The other thing to consider is your cash flow – and the fact that you might not perfect your adverts right away. You need to save a little budget in order to experiment with things like targeting and therefore to get the perfect conversion rate. Make sure you don’t burn through your entire budget on day one then and save some for experimentation!

Advanced Targeting Strategies for Facebook Ads

Advanced Targeting Strategies for Facebook AdsOne of the biggest advantages of Facebook Ads is the ability to target your ads specifically at particular audiences. This means that you can ensure only people who are likely to want to buy from you see your ads and that you aren’t wasting any of your budget on clicks that don’t end up converting.

Facebook, like many other social networks and advertising platforms, allows you to target your ads based on all the usual demographics such as age and sex. Where Facebook goes above and beyond though, is in providing you with advanced tools to target people by a range of different factors. Consider some of these impressive options and build them into your own campaign…

More Specific Targeting

Firstly, Facebook Ads allows you to target your audience based on a lot more metrics than just those main two. You can also target based on location for instance, by selecting a location on a map and then deciding how far outside that location you want your marketing to spread.

Better yet, you can also target your audience based on their hobbies and interests – so that you could sell a weights bench only to fitness fanatics for instance. You can also look at your audience based on things like their likelihood of owning property, thereby ascertaining whether or not they’re likely to have the space for your weights bench.

Advanced Filtering

Being able to choose these specific stats and show ads accordingly would be impressive enough on its own. However, Facebook goes above and beyond by allowing you to filter your audience by looking for specific combinations of those elements and even by excluding people in certain groups!

Remarketing

Like Google AdWords, Facebook Ads also offers the handy ability to remarket. This means that your showing people ads after they have already been to your website and shown an interest in what you’re selling. If someone lingers on the checkout button and changes their mind for instance, you can later show them your advert at a time when they may be filling a little more impulsive.

Custom Lists

Even more handy is the ability to create your own custom audience. You can do this by using emails collected for a mailing list for example and Facebook will then attempt to assign each of those emails to a relevant Facebook contact. They can even find you more people to advertise to who fall into similar categories based on your list!

Copywriting Strategies for Your Facebook Ads

Copywriting Strategies for Your Facebook Ads

The right copywriting for your Facebook ads can absolutely supercharge your profits and help you to see breakthroughs in your sales and conversion rates. While targeting and your choice of image are important, it’s the text on your ad that will eventually cause viewers to either click or pass up on your ad and this is why you need to think carefully about how best to phrase it.

This post will help you get your copy just right for getting the right kind of person to click on your ads and hopefully order your products and services.

The Title

The first thing you need to concentrate on is the way you write the heading of your advert, which is initially what will grab attention and ensure people take notice of your ad. Remember though, the objective is not to get lots of clicks but rather to get the right people to click. Thus, you may find it actually makes sense to try and put some people off of clicking your ads so that you aren’t paying for visitors who won’t be interested in your brand. Make it very clear what it is you’re selling/what your site is about and even consider including the price in your ad.

The Description

You only have a very limited number of characters to play with in your description so it needs to be good. Try to make your product sound appealing by focussing on the value proposition – how will your customers’ lives be better as a result of ordering your product?

At the same time, think about how you can remove the barriers to sale. These are the concerns that might prevent people from wanting to buy your products – perhaps they’re worried it won’t do what they want it to, or maybe they’re concerned about buying from an unknown brand. Making it clear that you offer a money back guarantee can help for instance, as can making it clear that your order process is very quick and easy.

Finally, remember that you can show a lot more information in an image. Think about what your image will be before you write your text as this way you can ensure that the two complement one another rather than covering the same ground and essentially becoming redundant.

Don’t forget to experiment and to try altering your text over time to see if it can improve your CTR and conversions!

The Five Phases Of the Sales Process

So, I got to thinking about my old sales jobs. I’ve worked in retail sales, outside sales (home services) and advertising g sales (radio).

Since most of you probably need to know what an automated sales funnel is.

Back in the day, I was taught that there are five basic phases of a sales relationship and three main “temperatures” of prospects.

Today, I’ll help you understand the five phases and how they apply to an online sales funnel.

The five phases are

INTRODUCTION

SURVEY

RESEARCH

PROPOSAL

CLOSE

INTRODUCTORY PHASE OF SALES

During these five phases, you move a prospect closer to the sale of your product or service. The closer they are to buying what you’re selling, the “warmer” your prospect is.

That’s how the practice of “cold calling” got its name. When you’re making cold calls, you are calling people who are so far away from buying from you that they’re considered “cold.”

Your task in cold calling is to introduce yourself, get to know the prospect a little, and see if you can introduce a solution for a problem they may not have even thought they had.

This is the introduction phase. But, it helps if you’ve done a little bit of work before you get fully into this phase.

When I was working in a hone services sales position, it was a huge benefit that most of the people I cold called knew the name and reputation of the company I worked for.

This was due to a lot of things this company did before I ever picked up the phone.

They publicized their company well.

They built a good reputation.

They did their research into the ideal customer.

They had their entire sales process built into a system of forms and an easy to replicate system.

So, I include some of this as the Introductory phase of the sales process.

You’ve probably seen one of Tai Lopez’ videos on YouTube. He’s all over the place. He’s building his name recognition. He’s building a brand.

You watch him at first because of the flashy, expensive cars and houses he “owns.” Maybe even the bikini-clad women in those cars and cribs.

But, those are just the shortcuts he uses to get you to watch his videos.

Once you start watching, he starts introducing you to his business system that has helped him “buy” all these cars and houses. (They’re really props rented for the videos)

So. Tai is entertaining (gets your attention) and informative (has a message of positive change).

This is your primary task in the introductory phase of sales. Get the prospects attention and teach them something they don’t know that could change their life. Even if it’s something SMALL (it should be) the result should be noticeable, positive change.

SURVEY PHASE OF SALES

The next phase, after you’ve got their attention and demonstrated you know what you’re talking about, is the survey.

This isn’t an actual series of questions, but it could be.

The survey is an evaluation of the prospects struggles and reasons why they may. Red your solution.

Doctors run blood tests, x-rays, and ask the patient questions to help them diagnose the patient. This is how they conduct their survey phase of the sales process

Figure out what it is you need to know to properly diagnose the problem. Ask questions, evaluate the financials, experience their customer service… just get the proper diagnosis. This is what they’re paying you for with their attention and time.

RESEARCH PHASE OF SALES

This next phase can almost be just as demanding as both SURVEY and INTRODUCTION combined.

Using the previous two phases, you’ve qualified your customer by answering the following questions for you:

  • Do you understand their problem?
  • Can you (honestly) help solve their problem?
  • Can you help them in a way they can afford your solution?

Use your understanding of the problem to report that problem back to the prospect.

The termite treatment specialist would explain how dead tree roots under the foundation makes it easier for termites to make it into their home and let them destroy the wood products and eventually their entire home.

Or, it could be the moisture level inside the crawlspace.

Or, it might even be the previous existence of termites in the home.

By properly surveying the property and knowing what to look for, the termite treatment salesperson will know if any existing damage is previous or current. And, he’ll know if it is caused by termites or by sone other pest, like powder post beetles or carpenter ants among other house destroying pests.

Now. Once the problem has been identified, the research phase quickly follows.

RESEARCH PHASE OF SALES

For the termite prevention salesperson, he needs to know the different types of treatments available. He needs to know the strengths and weaknesses of each treatment that is available. He needs to be able to understand each treatment’s strengths and weaknesses when applied to the prospects situation.

And, once all of those questions are answered, he’s able to move into the presentation, or the PROPOSAL PHASE

PROPOSAL PHASE OF SALES

Just like the young suitor understands. If you handle the previous phases properly, the proposal phase is the easiest phase of the five

You’ve already determined what your customer NEEDS. You’ve already heard the customer TELL you what they WANT. You’ve already collected all of the solutions available to the customer. You’ve already discovered the best solution you can offer.

All you have to do now, is set the stage, make your pitch and hope for the best.

This phase relay totally on your presentation skills. Practice your sales presentation over and over again. Or, standardize the presentation. If you only have one product that solves one problem, your proposal and presentation becomes simple.

It just makes the survey phase more difficult and frustrating because you’ve limited your collection of prospects significantly.

In your proposal phase you want to do the following:

Restate the customers WANTS

Report the customers PROBLEMS

Respond with the customers SOLUTIONS

React to the customers QUESTIONS

Request a course of action by the customer

If you need some help preparing your proposal, let me recommend that you study the six components of a plot.

You must follow this form and be a good story teller to keep the customer involved.

(I’ll write an article on this soon. If you don’t see it, ask me for it in the comments below. )

Anyway, always be thinking about how you can follow this form in your presentation:

Exposition

Conflict introduction

Building Conflict

Climactic Conflict

Decompression of Conflict

Conclusion

Set the stage for your customer. Introduce them to their problems and their needs. Show them how bad their situation really could be if the antagonist (their problems) take over. Introduce the protagonist (solution). Show how they’ll lose if they don’t choose your solution and how they’ll succeed if they do.

This is when you spin the elements of plot to your benefit.

Just stop the story right here.

Stop. Wait. Let them ask a question. Let them make the next move. Let them take the next action. Let them say the next word.

Just stop.

Think of this as the “cliff hanger” in your favorite tv series episode.

You’ve just entered into the most important game of stare down you’ve ever played. Don’t lose. Just. Be. Patient.

When they move. The sale is done. You’ll know if you’ll make it through to the next phase of the sell – the close.

CLOSING PHASE OF SALES

I used to HATE this phase of the selling process. It always frightened me.

That’s because I used to think of the sales process as a “pass/fail” situation. And, I didn’t have a full understanding of these phases, how they worked together and depended on each other.

Today, I can’t WAIT to get to the close. Why?

Because this is REALLY where I get to HELP people!!! Even if they say “no,” I’ve helped them gain a good understanding of their true problem and how they can fix it. And, I know they’ll remember that I could’ve fixed it for them.

The close IS a test. But, it’s rigged! You really win. EVERY TINE!!!

As you enter the closing phase, you briefly remind them of the two options available to them. And, you ask them which one they will choose.

When you make it here, you’ve won!

You’ve taught them something they didn’t know.

You’ve kept their attention all the way through.

You will learn how to be even better next time.

You’ve won! You’ve used your brain to make the world a better place for someone!

And, if they buy, you’ve made sone money on the side. Well then, you ROCKED it!!!!!!!