Email Marketing Solutions | Lead Generation Tactics

How to Choose the Right Email Marketing Solution for Your Business

Email marketing solutions, specifically permission-based email marketing, can be hugely effective at helping you build your business. Email can be used to attract new customers, retain existing ones, and help turn prospects into buyers.

However…

In most cases, the email program that you use on your desktop will not be up to the job. You’re going to need professional email marketing software.

So what should you be looking for?
What to Look For in a Professional Email Marketing Software

Every email marketing solution is slightly different but there are key features that you should look for when choosing a supplier.

Here are our top thirteen:

1. Double Opt-In: Good permission-based email marketing starts with getting customers’ permission. A good professional email marketing solution should make getting a double opt-in easy. That means they will handle sending confirmation emails out to everyone who registers on your website, then adding those that confirm to your database of contacts.
2. Hosting Your List: You need to make sure that your list is hosted securely and that your provider has all the appropriate legalities and practices in place for handling customer information.
3. Forms: A good email marketing provider will help you create simple website forms for handling subscriptions. They should also offer an API (application programming interface) – which allows you to integrate their system into your website and systems easily.
4. HTML Templates: They should offer a good selection of HTML email templates for you to choose from. Some also offer template design at a fee.
5. Autoresponders: Autoresponders are small programs that allow you to send pre-written emails at set times. Autoresponders are incredibly useful as part of your online lead generation program.
6. HTML and Text: Some people prefer to receive emails as text-only. A good email marketing solution should be able to deliver both HTML and text versions at the same time.
7. Tracking: One of the major benefits of email as a marketing tool is that it allows you to track, in detail, the response to your efforts. A good system will provide detailed reports including open rates, dud email addresses and links clicked.
8. Ease of Use: A good email marketing solution needs to be intuitive and easy to use. You don’t want to have to pay an expert to handle simple tasks.
9. List Segmentation: You might not always want to send your emails out to your entire list. It is important that you can segment your list based on various information. For example, perhaps you want to send an email just to the women on your list, of the over thirty-fives or just people who haven’t received an email from you in the last 6 weeks. A good service will make all this easy and will allow you to run multiple email lists with one account. One for customers, one for prospects, one for newsletter subscribers, etc.
10. Easy Unsubscribe: You must make it simple for people to unsubscribe from your emails – a good email marketing program will automate this process for you.
11. Extras: Online surveys or forward to a friend options – the more extras you can get the better. As your email marketing progresses you may need to make use of them.
12. Support: Great services offer free support and plenty of online tutorials.
13. High Delivery Rate: Not every email service provider has the same success at getting emails delivered. Most will offer 99% or better but it’s worth checking. The best will be ‘white listed’ by the major Internet service providers – as in they will not be classed as spam email.

One point not mentioned here is price. Price is important but when you’re looking for a good email marketing solution it shouldn’t be number one on your list.

Having said that, most services that are suitable for small businesses don’t cost a fortune anyway. Prices tend to start from under $20 a month for small lists and go up from there – depending on the size of your list and features you need.
What Next?

* We Do It For You: If you need help choosing the right email marketing solution for your business, click here for more info about the lead generation services we provide

* Do It Yourself: For more lead generation ideas Download our free report

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Email Marketing Campaigns
Posted on October 7, 2009 by
Auto-responders for Email Marketing:
Boost Sales and Increase Profits

Can effective email marketing campaigns win you more business?

Yes!

Email marketing can be a great way of getting more customers – so long as you don’t fall into the trap of spamming. Email marketing is best when it’s used to keep in touch with people who’ve already shown an interest in your product or service. Targeting these kinds of people with email can help promote new products and services, close sales and create interest.

So how can you use email effectively?
Marketing Your Business Using Emails

There are many ways of using email campaigns to build customer relationship and create brand awareness, including;

* Using emails to sell

* Sending out special offers

* Using newsletters to offer advice on issues, which are of benefit to your customers or potential clients

* Building your brand in your everyday email communication

However, one of the most effective ways of using email marketing is with an auto-responder program.
Auto-responders for Email Marketing: How It Works

An auto-responder program allows you to create standard emails in advance, which then get sent out to customers or prospects at a pre-set time. You’ll need a form on your website where people can sign up for your newsletter or emails. Once they hit the “submit button” their email address is sent to the auto-responder. The auto-responder will then start sending the pre-written emails at your chosen time increments. For example, you can have an email message set to be sent immediately, so that once the lead signs up, they receive a welcome message from you.

Using auto-responders, you can create an entire sales cycle that runs automatically.

Benefits of Using Auto-Responders for Email Marketing

* You can automate the complete system. Take your time to plan the campaign, do it right and it will run itself as it continues to generate fresh leads and new inquiries.
* Most email campaign solutions come with reporting tools to tell you which emails have been opened, read, or are yet to be opened. With this reporting tool you can easily evaluate the performance of your campaign.
* With an ongoing campaign, you build trust and keep your brand in the front of the customer over time.
* Email marketing campaign is cheap to start and manage. Most companies will only charge you for the number of email addresses you have in your database.

What Next?

* We do it for you: If you’re considering using email marketing, click here for more info about the lead generation services we provide

* Do it yourself: For more lead generation ideas Download our free report

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Effective Advertising
Posted on October 7, 2009 by

A 3-Step Plan You Can Follow to Effectively Market Your Business

There are lots of ways that you can effectively advertise your business. In fact, you probably get phone calls all the time from the directories, the local newspaper or some website company looking to sell you advertising space. However, effective advertising is more than just buying lots of advertising space and seeing what happens.

Yes, letting people know you’re there is good – but advertising is expensive. That means you need a plan of attack.
Effective Advertising Research Strategies

The good news is that planning your advertising strategy isn’t difficult – you just need to ask yourself three questions:
1. Who are your customers?

All good marketing starts with knowing your customers. From an advertising point of view, you need to know two kinds of information:

* Practical information: like who they are, where they live, and how they spend their time

* Behavioral information: like what problems they’re trying to solve, how they make buying decisions and what they think about your industry

Do good research. Ask lots of questions. If you’re really stuck, try asking your existing customers – there’s a good chance that your future customers will be a lot like them.
2. What message do you want to put out there?

Once you know about your customers, you can start crafting a message to appeal to them. In the most basic terms, your message has to say:

advertising online

“I know what your problem is and we’re the best solution because …”

Once you’ve found your message, make sure everything about your advertising matches that message.
3. Does Your Chosen Method Fit Your Market, Message & Budget?

Now that you know who you’re targeting and what you want to say to them, you can start thinking about what advertising methods you’d like to try.

You can create a bit of a checklist for yourself with the answers from the questions above, along with information about your budget.

1. How precisely does it target your customers?
2. How well can you put your message across using it?
3. Is it a good financial bet?
4. What % of your budget would it cost?
5. How many customers would you need to break even?
6. How long will you have to keep spending to get results?
7. How quickly will you see a return?

With each possible advertising idea, you can use this checklist to see how well it stacks up against your needs.

For example, if you’re selling widgets, then an ad in Widget Buyer magazine would be a good bet for targeting your customers. But if the ad size is too small to get your message across, you wouldn’t see a return for months and if the price of the ad is half your overall budget, you might decide that this isn’t worthwhile.
Summary: Effective Advertising Concepts

To advertise effectively, you need to:

* Know your audience
* Know your goals
* Know your message
* Track and measure the results you see, and
* Know your budget limits

Effective advertising needs proper planning before embarking on a campaign. The last thing you want to do is lose your hard-earned cash on advertising that doesn’t work.
What Next?

* We do it for you: If you need help designing a marketing tool that promote or sell your products or services online, click here for more info about the lead generation services we provide

* Do it yourself: For more lead generation ideas Download our free report

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How to Use Direct Marketing to Generate Leads
Posted on October 7, 2009 by

If you’re looking for more leads for your business, direct marketing might be the answer. It can be cost effective, help you reach out to new prospects, and deliver fast results. Direct MarketingBut it can also be expensive and it’s easy to waste your money on campaigns that don’t work.

To use it effectively, you need to plan your campaigns well and use the right tools for the right jobs. For most businesses there are four basic kinds of direct marketing worth considering:

1. direct mail
2. direct email
3. personal selling
4. telemarketing.

We’ll take a quick look at each of them here but for more detail you can follow the links to specific articles on each topic – or feel free to get in touch to find out how we can help.
Direct Mail

Direct mail is exactly what it sounds like – sending marketing materials directly to your prospects through the mail. Direct mail can be very effective at generating results and introducing people to your business. You can also use it as a way of keeping in touch with existing prospects and customers and selling additional services and products.

Good direct mail needs to make an impact – you don’t want it to be looked at as junk mail. You also want the reader to take a specific action. If you don’t have a specific action in mind, don’t bother with direct mail – or any other direct marketing for that matter.

Where direct mail works best is when you create specific mail pieces to target specific groups. The mailer itself should make an offer and make it easy for people to respond. Finally, you should plan for some kind of follow up – with either more direct mail or telemarketing perhaps.

To use direct mail effectively, plan it, implement it and then test, test, test until you find a formula that works.

Further reading:

Closing the Sale
What Next?

* We Do It For You: If you’d like help developing your direct marketing, click here for more info about the lead generation services we provide

* Do It Yourself: For more lead generation ideas Download our free report

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5 Steps for Effective Mail Lead Generation
Posted on October 7, 2009 by

What is direct mail lead generation and how can you use it for your business?

Direct mail lead generation uses mailers to contact prospects and start the sales process. As part of your direct mail campaign, you’ll need to consider a few things including:

1. Who will you target?
2. What do you want to say?
3. What format should you use?
4. How will you follow it up?
5. How will you track the results?

With these simple points in mind, direct mail can be a cost effective and immediate way to generate more leads.
1. Who Will You Target?

The first question is to define your target market. The more you know about them the better. Try to narrow your market down to the most likely candidates and design your direct mail lead generation campaign around them. The more specific it is, the better. For example, if you sell to caterers, you might want to create different campaigns to target restaurant owners, café owners and take away owners individually.

Once you’ve decided whom you will target, you can purchase or rent a database of contacts from a reputable company. Make sure that this database has been checked against any ‘do no contact’ lists in your market. With most services, you will be able to select just the contacts you want based on criteria like location, business type, business size or any number of other factors.
2. What Do You Want to Say?

Deciding what to say in your direct mail campaign is a combination of two things:

1. What you want the reader to do, and
2. What you know about them

The content of your direct mail should identify a problem that your prospect faces, then show how your business has the solution. It should be simple to read and have a clear ‘call to action’ i.e. a clear statement of what you want the reader to do next.

If you use a letter format, a simple structure might include:

1. Headline – stating the problem and/or benefits you can offer
2. A statement of what the problem is
3. An introduction of your business as a solution
4. A bullet point list of the benefits you can offer
5. Some sort of testimonial, fact, award or guarantee to back up your statements
6. A clear call to action possibly based on a limited special offer
7. A PS to repeat and reinforce the call to action

3. What Format Should You Use for Your Direct Mail Campaign?

Of course you don’t have to use a letter format. You could decide to send a postcard, use brochures or get creative with inserts or special packaging. The decision should be based on what effect you want to create and what information you want to put across. (And, of course, cost.) Using a postcard is great for getting people to visit your website because it never needs to be opened. It wouldn’t be a good bet for something more complicated or detailed. If you do use letters, try handwriting the address on the envelope to increase the numbers that get opened. Use good quality paper and make sure you have someone proofread it before it goes out.
4. How Will You Follow Your Direct Mailer?

Even if you set up an automated lead generation system through your website, you’ll still want to do some follow up. A simple phone call normally increases the response rate. In fact, even sending the same direct mail to the same list of people improves the response rate the second time around. Plan to follow up your direct mail within a week of sending it – or find someone to do this for you.
5. How Will You Track the Results?

Direct mail lead generation can be expensive. You’ll be spending money on your list, the paper, envelopes and inserts, postage and the follow up. Even without the follow up, you should consider the minimum cost to be at least $1 per person on your list. The great thing about direct mail is that if you track the results carefully, you can find out exactly how much it costs you to attract one new customer. For example, if you send out 1000 letters and get 10 customers, each one cost you $100. If that makes sense for your business, then you’re onto a winner.

Either way, you can use this information to go back and try to make improvements. For your next direct mail lead generation campaign, try changing one thing – the call to action, the headline or the day you do the follow ups. Track the results and see how they compare. Each thing that you improve will help lower the cost of attracting new customers.

Once you find a combination that works for you, you’ll have a predictable cost of attracting a new customer. So when you need more business, you simply send out another direct mail lead generation campaign.
What Next?

* We do it for you: If you’d like help developing your own direct mail campaigns, click here for more info about the lead generation services we provide

* Do it yourself: For more lead generation ideas Download our free report

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10 Steps You Can Take to Set Up A Direct Mail Campaign That Delivers Results
Posted on October 7, 2009 by

Using a direct mail campaign can be a great way to grow your business and generate leads. But direct mail is not just a leaflet in an envelope, and you don’t want yours to be seen as junk.

Spend a little time…

Understand the basic do’s and don’ts of direct mail, and you’ll see the results of your efforts.
Setting Up Your Direct Mail Campaign

Direct Mail is a process that goes something like this:

Start with your target and develop a list

1. Based on what you’re offering, you need to compile a targeted list – the more targeted the better. List size will depend on your needs and budget but in most cases a mailing of at few hundred is the minimum you’ll need to test responses.
2. Determine your message and what you want the reader to do. Direct mail can be expensive (assume at least $1 per mailing), so the entire direct mail campaign should be designed to encourage action.
3. Decide on the physical format of the mailing. Will it include a brochure, be sent as a postcard or be a single page letter? The answer should be based on what you want the reader to do. If you want people to visit your website, you might choose a postcard because it won’t need to be opened. If you’re gunning for an immediate sale, you’ll likely need more information.
4. Decide on the content and create your message. This is where the real skill comes in but there is a simple enough structure to guide you:
* Headline: Your headline must grab the reader’s attention and should include key benefits. Don’t try to be cute; be effective.
* State the problem: You’re selling solutions to your customer’s problems. Use the opening to show you understand the problem and connect with the reader.
* Introduce your business as a solution: Then back that up with the main benefits you can offer (use a bullet point list for simplicity).
* Provide proof or a guarantee: Back up your claims. Are you the cheapest? Prove it. Proof can be statistics, awards, testimonials or examples. Provide an ironclad guarantee if possible.
* Call to action: What do you want the reader to do? Make it clear. Make it simple. Make it easy. Consider providing an incentive.
* Restate: Use a PS (the 2nd most read part of any letter) to reinforce your key points or restate your incentive

direct-mail
5. Choose a response mechanism. Depending on what you want the prospect to do, you need to create a simple response mechanism (free phone number, return envelope, or email address for example) that makes taking that step easy.
6. Compile and send your mailing
7. Do your follow up. Following up with telemarketing can dramatically improves the results from your direct mail campaigns. In fact, simply sending another mailing to the same person increases the likelihood of a response.
8. Track your results. Whatever you do, track everything and keep detailed records.
9. Run parallel campaigns to test various elements against each other. Not sure you used the right headline? Test it. Send 50 with headline A, and 50 with headline B – see which one gets a better response. Do this with all the aspects of your mailing and over time you can develop the perfect combination.
10. Repeat. After all your tests, experiments, and changes, you should have a few numbers to play with. Most important will be your return on investment (ROI). Let’s say that for every 1000 mailings you send you get 20 responses (i.e. 2%) – and those 20 responses lead to an average of $100 in new business each. So, 20 times $100 equals $2000. If the mailing cost $1 each you’ve doubled your money. In other words, keep going and find ways to triple it.

Direct mail is a tried and tested method for generating sales and sales leads. Done well, it allows you to create a system with predictable results. And if you’re not a wordsmith, don’t worry. You can outsource the writing part of your direct mailing to someone with better writing skills and a persuasive tone.
What next?

* We do it for you: If you’d like help developing a direct mail program, click here for more info about the lead generation services we provide

* Do it yourself: For more lead generation ideas Download our free report

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4 key Things You Should Consider When Running a Direct Email Marketing Campaign
Posted on October 7, 2009 by

Are you considering running a direct email marketing campaign?

Well…

If you are looking to generate more leads for your business, then email marketing is certainly an attractive medium. It’s low cost, easy to do and promises great results. However, you DON’T want to be a spammer. Nobody likes spam in his or her email inbox, and you can do more harm than good if you use email in the wrong way.

The best way to do email marketing is to focus on permission based email marketing but no matter how you use email marketing, there are a few things you should consider:

1. Where do you get your list?
2. What should your email say?
3. What format should you use?
4. How should you follow up?

Before we jump into that however, it is worth looking at the difference between bulk email marketing and individual prospecting emails.

Bulk email is where you buy or rent a list and send the same (or virtually the same) email out to everyone. The goal is simply to play a numbers game. The more emails you send, the better your chances of a small percentage actually replying. That percentage will likely be a fraction of one percent.

This is a risky tactic – your emails could be viewed as spam, which could lead to you being blocked by Internet Service Providers (ISPs) – you may even be breaking the law. We do not recommend bulk email unless you have built the list yourself, based on people who have specifically requested more information from you.

However, individual emails to specific people can be effective. If you would like to arrange a meeting with a buyer from a company, then email might be the most appropriate method for getting in touch. These emails would be personal, addressed to a known person and sent one at a time.
Where Do You Get Your Direct Email Marketing List?

It is easy to buy or rent a list of email addresses to send email to. Many of these lists will be based on people who have signed up for some kind of information and have checked the box saying that they are happy to receive further information from third party companies. This is the best-case scenario. In most cases however, email lists are either gathered illegally or are based on people forgetting to opt out of further communications.

Opting out is not the same as opting in. These people will not welcome your email and will likely consider it as spam. The only list you should really consider using is one that you have built yourself or, in rare cases, one where the list owner can prove that people have specifically requested information about your kind of products or services.

In short, tread carefully.
What Should Your Direct Email Marketing Say?

The first thing to consider is your email subject line. It needs to be interesting enough to encourage people to open the email and not just hit the ‘junk’ button. Emails should be short and to the point. Make clear what you are offering and avoid any waffle. Do not try to hide your intent or trick people into clicking links.

For individual emails to known people the same rules should be followed. It is often useful to use a mutual contact or a reference in your email to lend weight to your message.

Be clear in what you would like the reader to do and offer them a way to get further information if needed. You should not send attachments in your email and links should be kept to a minimum. Make sure you have your address, full name, and business name and telephone number prominently displayed.
What Format Should You Use For Your Direct Email Marketing?

It is easy to create flashy looking HTML emails with graphics, logos and all the bells and whistles. Unfortunately some email systems will block these kinds of emails and they will often not be displayed properly anyway. It is usually safer to stick to a simple text email with your contact details and a brief line about your business in the signature.
How Should You Follow Up On Your Direct Email Marketing?

If you are trying bulk email then you need to automate the process as best you can. A simple link to further information and, ideally, a form for them to opt in for more is all you need. For individual emails, you may suggest that you will follow up by phone. If you do mention this, make sure you do.
Summary

Sending unrequested bulk email is spam. Even if you get around the legal issues in some way, unless people have deliberately requested information from you – or about your products and services – bulk email can do more harm to your business than good.

To use email correctly, you need to build your own list, gaining permission from prospects and customers as you do.
What Next?

* We do it for you: If you’d like help developing your email campaign, click here for more info about the lead generation services we provide

* Do it yourself: For more lead generation ideas Download our free report

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5 Steps We take to Design A Marketing System Just For You
Posted on October 7, 2009 by

top

Our job is to help you create a system that both promotes your business online and helps deliver a steady stream of warm leads for you to work with.

To do that we follow a *simple 5-step process*:

1. We Work With You to Determine Your Unique Selling Proposition

What is unique about your product or service?
Why should your ideal customer buy from you and not your competition?
What specific problem can you solve for your customer to make their life better?

2. We Find Out What Your Prospects Are Searching for Online

What words and phrases are your prospects using to search for your products and services? How do they describe what you offer?

3. We Then Develop a Plan to Get You Noticed Online and Drive Traffic to Your Site, Pre-Selling Your Customers on What You Have to Offer

From online advertising to good search engine optimization, we’ll develop a cost-effective plan to drive traffic to your website.

4. We Develop a System to Handle Those Leads

Now that you have more traffic coming to your website, one of two things will happen:

1. For those who are ready, we’ll help you convert browsers into buyers using simple onsite methods and a strong call to action
2. For those who are not ready yet, we’ll develop ways to capture their contact details and nurture the lead until they are – helping you build a valuable database of prospects

5. We Test, Measure and Deliver Detailed Information Back to You

Being able to measure what’s happening on your marketing system is important so we will also install analytic tools that will give you a complete information and behavior of your customer. With the information we gather, we can assess progress and make further improvements over time.

We design a custom, measured and automated system for your business: driving traffic, converting leads to sales and building a database of prospects.

Call or email for a custom quote or to arrange a no-obligation consultation

Call: 720-319-8321

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Customer Retention Program
Posted on October 7, 2009 by

Find Out How You as A Business Owner Can “Lock Customers In” by Following Simple Proven Steps

A good customer retention program can help you reduce the costs of marketing your business. It is always more expensive to get a new customer than to keep an existing one happy and ready to buy again. Existing customers are more trusting of your offers, more willing to listen to your communications, and like the idea of dealing with a solid, regular supplier. Existing customers are your most likely source of new customers too – through referrals and positive word-of-mouth.

Attracting new customers is expensive. You’ll have advertising costs, sales costs and staff time costs to consider. New prospects are harder to convince and it takes a lot more effort to weed out the serious buyers form the ‘tire kickers.’

So why then, do you spend more time and money chasing new business? In this article we’ll outline what a customer retention program is and what it should look like – as well as how it can help your business in more ways than you’d think.
Incentive-Based Customer Retention Programs

Some programs often use incentives to reward and encourage customer loyalty over time.

For example, you could consider any of the following programs:

1. Discount programs
2. Loyalty programs
3. Card-based programs

The purpose of these kinds of programs is to encourage repeat and long-term business by introducing (normally progressive) price discounts. For products and services that compete on price – like air travel, grocery items or insurance – incentive models work well.
Contact-Based Customer Retention Programs

Incentive and price-based programs can be hugely effective where price is the most important thing. But sometimes price is not necessarily the most important thing – service levels, personal recognition and quality can all be deciders.

Contact based programs (often termed Customer Relationship Management or CRM) focus on dedicated communications channels – like customer newsletters. These are often combined with incentive and reward based programs as described above.

How to Create a Good Customer Retention Program

Before you even consider a retention program you need to make sure you’ve got the basics covered – excellent customer service and high quality products or services.

* Find ways to show customer appreciation and create a system that allows customers to give their opinion or feedback on your product or services.

* Provide information and useful content – helping your customers become more successful and get the most out of your product or services.

* Monitor results in detail – There’s no point offering discounts if they’re not increasing sales volumes.

Of course, a strong retention program should be a part of every business but if you don’t have the time or expertise to develop, implement, or manage one yourself, you should consider bringing in an outside firm to help.
What Next?

• We do it for you: If you’d like help developing your customer retention program, click here for more info about the lead generation services we provide
• Do it yourself: For more lead generation ideas

Download our free report

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Closing Sales
Posted on October 7, 2009 by
How To Dramatically Improve Your Closing Ratio

Do you worry about closing sales?

Are you concerned about coming across as pushy?

A good lead generation system should deliver a consistent stream of potential new clients and customers, but at this stage they’re only potential customers. You need to close the sale.

Closing sales makes a lot of business owners a little bit uncomfortable. It’s often seen as pushy or aggressive – something that most business owners aren’t. But it doesn’t have to be that way.

A good warm lead (i.e. the kind your lead generation system should deliver) has already demonstrated an interest in your product or service. Closing the sale is simply the next stage of commitment and should be treated in the same way as the rest of the lead generation process – as a soft-sell.
Closing Sales Tips for Business Owners

1.
Keep it simple.

Use simple terminology to explain your services. Be clear with the facts and before you close, go over the important points again to ensure your prospect is clear as well.
2.
Use emotion.

People buy for emotional reasons. Make sure you connect your product or service to your customer’s emotional benefit. The best way to engage their emotions is to paint a picture of the future benefits they will enjoy.
3.
Express clear benefits.

Turn all features into benefits for the prospect. Instead of merely stating that your teapot holds 1.5 quarts, word it like this, “A generous 1.5-quart capacity means you can sit back and enjoy yourself without having to get up and refill your kettle all the time.”
4.
Make an Offer.

But try to avoid giving away too much without needing to. Look for additional services you can provide at a small extra cost. “If you buy it today we can deliver it to your office by tomorrow afternoon.”
5.
Use a guarantee.

Reputable companies always offer some form of satisfaction guarantee. You should too. “If you’re not happy for any reason just return it within 30 days and we’ll give you your money back.” Guarantees make it easier to say yes.
6.
Assume the Sale

If your prospect has come this far, then they have shown a clear interest in what you have to sell them. The question is not will you do business but how you will do business with your prospect. When do they need the project delivered? What color do they want their widgets? Speak in the future tense and you’ll find the sale progresses much more easily. If you feel a little uncomfortable with that, try using a simple line like, ‘Assuming we go ahead with this …’ to soften your approach.
7.
Give Options

Part of ‘Assuming the Sale’ is often to provide your prospect with options. It changes the decision from ‘should we do business’ to ‘how should we do business’. “Would you like the $50 upgrade or is the standard version OK for you?”

The most important part of closing the sale is to actually do it – customers do not like making decisions. By prompting action, you increase the likelihood of achieving the sale.

But even if you don’t get the sales you’ll either:

(a) Save time chasing a client who isn’t all that serious or

(b) Find out the reasons they’re not ready to buy now – so that you can overcome those objectives.
What Next?

* We do it for you: If you need help designing a marketing tool that promote or sell your products or services online, click here for more info about the lead generation services we provide

* Do it yourself: For more lead generation ideas Download our free report

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