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Increase Your Chances of Making Sales in 5 Easy Steps

Motivating your prospects isn’t enough to convince them to make purchase decisions. It would be difficult to motivate people without knowing their preferences. Learning what motivates them in buying a product or availing a service should be your main priority. This is to give you higher chances of influencing them to take action.

Convincing them to purchase your product allows you to highlight the benefits of what you’re offering. Knowing their needs, on the other hand, gives you an idea on what kind of things they’re interested in and how to satisfy them.

Before you even get to know your prospects, they already have their own set of preferences and expectations that drive them to act. Be careful not to sound too aggressive or desperate in presenting your offerings without first knowing what affects their decisions. This is where asking questions takes place.

Give your prospects enough time to share important things about themselves. This will help you discover something valuable that you can use in addressing their concerns. Otherwise, you’ll unintentionally lose their attention and interest.

In his book, The Secret of Selling Anything, author and speaker Harry Browne tackles how selling is easy. He mentions that the secret to salesmanship revolves around this guideline: Find this prospect’s motivation and appeal to it.

Browne emphasizes the importance of recognizing each prospect’s motivation to increase your chances of making sales. Follow these five easy steps inspired by Browne’s ideas as your guide:

Step 1. Identify their motivation.

Making Sales: Motivation

According to Browne, asking questions that stimulate your prospect’s interest are effective in convincing them to open up and disclose whatever it is that matters to them a lot. Though selling is your main goal, understand that you need to prioritize client concerns and distinguish their inner motives before your own satisfaction. This is where you ensure that the prospect you are talking to is qualified for your offer.

Knowing their motivations also allows you to recognize their present needs. Harold Maslow’s motivational theory explains how each stage of human need (physiological, safety, love and belonging, esteem, and self-actualization) helps presenters determine their existing concerns before selling. This is why asking them persuasive questions prompts them to talk about their personal experiences. This, in turn, gives you an idea on how to relate those motivations to your presentation.

This also involves identifying possible factors that influence their buying decisions. How you appear credible, beneficial, and unique plays an important role in your business success. Once they find you trustworthy, they’ll warm up to you and express their interest in your offer.

Don’t pursue your personal agenda without letting them do the talking first. Take time to listen to prospects so you can easily craft questions that offer solutions to their problems.

Step 2. Reiterate the main points.

Making Sales: Presentation main points

Once you’re done discovering what triggers their motivations, gather the information and organize them accordingly. Whether you’re conversing with a prospect who unexpectedly asks for your advice, or you’re pitching to a business person, condensing their thoughts in one sentence or two will help you determine their main interest.

In this phase, Browne has mentioned the importance of deeply understanding what your prospects are up to. Reiterating their ideas lets you see if they’ll agree or not. This also lets them know you were listening while they were talking. If you notice some disagreement on their end, clarify things by going back to step one – identify what motivations through substantive questions.

This will serve as your guide in meeting their expectations for a particular product or service. Don’t hesitate to provide follow-up questions that will enable you to comprehend the intended message. It would be better to complete the first two steps before going over the third one.

Step 3. Introduce your offer.

Making Sales: Making an offer

Before you even start communicating with your prospects, they already have a question in mind: “What’s in it for me?” Addressing this will make your pitch more appealing and give you their undivided attention. More importantly, you’ll be able to successfully answer this question once you identify what their current needs are and understand their problems.

At this point in time, you’re ready to discuss what you want to sell to the customer. Do this by explaining your brand’s features and benefits in a way that appeals to their present motives. In this way, you can filter your points into something that’s beneficial to your prospects, satisfying their needs.

Since maintaining audience attention is one of your goals, include only what’s relevant to your listeners. Imagine pitching to your prospects without being aware of what they’re currently looking for. You’ll end up wasting both your time and energy, even losing people’s interest. This is why it’s vital that you know their exact expectations to effectively get your message across.

Step 4. Answer their questions.

Making Sales: Answering question

After you’re done explaining how your brand will benefit the prospects, anticipate responses on their part. Although some presenters look at inquiries negatively, they can become your ladder to success. Think about it: if they’re not interested or they don’t care about your offer, your audience can just easily ignore your pitch in the first place.

Objections are different from rejections. The former is common in any transaction between a prospect and a sales professional. This is where the probing strategy is most effective. When they raise a question or an objection, it could be because they didn’t fully understand your point. In this case, consider explaining your ideas in detail and focus on your main points. Doing so enables you to reiterate your message and clarify each point being discussed.

Browne states that using the listen-agree-suggest method can help you turn these objections into a “yes”. By lending your ears and listening to what they have to say, it’ll appear that you value and respect their sentiments. After hearing their side, provide your agreement and propose a better recommendation that will help them obtain what they want.

Step 5. Seal the deal.

Making Sales: Seal the deal

The fifth and final step of the selling process is closing the deal. Once you discover their motivation, clarify each idea, present your offerings, and respond to their concerns, you can proceed to a more persuasive approach in the sales process. For some, this might be one of the most difficult parts, but it can be also the most exciting. This is where you’ll summarize the entire conversation and convince the prospects to make purchasing decisions.

Aside from ending your pitch with a well-designed presentation deck and a powerful call-to-action, you can create a sense of urgency that’ll entice them to take immediate action. Discounts or promos may help in persuading people.

As much as possible, convince them to decide now rather than tomorrow. Activate their impulse factors and keep the momentum. Make the most out of your time and see how it’ll all be worth it.

One Step at a Time

Making Sales: One step at a time

It’s no secret that not everyone will be pleased with your offerings. However, it shouldn’t be an excuse to quit trying.

Before making a sale, identify your prospect’s needs to avoid wasting both your time and effort. Remember, your job is to help your prospect meet their objectives and reach their goals through your offer.

Although sales focuses on getting higher numbers, rushing won’t help. You need to follow each step carefully to attain your goal. Try this technique and see how it can improve your pitch from this day onwards.

To craft a more direct presentation, contact our team of professional designers today and ask for a free quote!

 

Reference

Browne, Harry. The Secret of Selling Anything. 2008. Accessed June 21, 2016.

3 Tips on How to Improve SEO Writing for Your Business

With our increasingly digitized lifestyles, technology plays an even bigger role in society.

For businesses, the playing field has moved online. The Internet’s influence on people can greatly improve or ruin a company’s reputation. Beyond traditional marketing tactics like network expansions, the Internet now serves as the main arena where entrepreneurs vie for customers’ attention.

One way to improve your digital marketing strategy is through SEO writing for your company’s website or blog. Sometimes, SEO writing can be tricky, especially if you have lots of competition online. Fortunately, we’ve compiled three tips to improve SEO for your business:

Strategic Keywords

You want to be the first thing people see in a search engine when they look up something related to your brand offer.

More website views mean more people are becoming interested in you.

If you follow up on this interest with frequent correspondence and an effective sales pitch, you can best convert leads into sales.

But how do you come out on top when there are other sites competing for the slot?

Dave Davies, Beanstalk SEO Services CEO, suggests in his article on Search Engine Watch a strategic use of keywords in your entries.

These keywords are the things your potential leads will be typing in the search bar.

They act as the middle ground between your company’s specific services and the customer’s more general concerns.

Be exact with a keyword that will lead a prospect to you, but don’t overdo it.

Instead of individual words, use phrases to qualify your keywords without making it look like blatant marketing.

There’s no fixed formula to coining the right keywords.

Give yourself options before settling into what feels most natural and effective.

Relevant Content

The most important thing in your blog post or website is the content.

You may have all the right keywords, but without solid content to back you up, your post will fall flat.

Keep your writing original and fresh.

Be mindful not to duplicate content. Jayson DeMers, founder of Seattle-based social media marketing firm, Audience Bloom, provides useful tools that help you gauge your article’s originality.

These sites include Copyscape and Copysentry, which analyze your content for you.

If you want to keep yourself on a Google search’s first page, update often and avoid re-posting existing entries.

Besides, frequently updated material that keeps up with people’s changing interests attracts more attention.

You may be able to draw people in at first click, but the trick is to keep them reading. Consider your page’s bounce rate compared to how many online viewers actually interact with your site.

Limit the number of bounces you get by publishing material that’s worth reading to the end.

Consistent Branding

To make your site link-worthy, its content should bear your brand.

Once a viewer goes through your site, they’ll want to know who you are.

Establishing a personal connection with the client is as important outside a pitch as it is during your presentation.

People are more willing to invest in something familiar to them.

Use your posts as a springboard to bring your services to the viewer’s attention.

Introduce your business and foster a link between you and your virtual audience to gain their trust.

However, this doesn’t mean you’re stuck with a limited set of topics that revolve around your services.

Expand to related areas that will broaden your scope while keeping your identity.

It also helps to include links to your references within the text.

This associates you with authority sources, or other credible sites.

Conclusion

Writing with SEO can improve your overall digital marketing strategy.

Choosing strategic keywords and creating unique content showcases your brand and improves your online marketability.

Simply being on top of a search list doesn’t guarantee lead conversion.

But bringing in enough interested people to your page raises your chances.

After the initial contact with your prospect, don’t forget to follow up.

If you play all the right cards, they might even invite you to deliver your sales pitch in person.

References

Bounce Rate.Google Analytics. Accessed November 2, 2015. https://support.google.com/analytics/answer/1009409?hl=en

Davies, Dave. “How to Find Profitable Keywords For Your Website.” Search Engine Watch. March 29, 2012. Accessed November 2, 2015. http://searchenginewatch.com/sew/how-to/2164520/profitable-keywords-website

Demers, Jayson. “7 Advanced Ways to Improve Your Site’s SEO.” Entrepreneur. September 30, 2014. Accessed November 2, 2015. www.entrepreneur.com/article/237819

Demers, Jayson. “How to Make Sure You’re Not Publishing Duplicate Content.” Audience Bloom. August 14, 2013. Accessed November 2, 2015. www.audiencebloom.com/2013/08/how-to-make-sure-youre-not-publishing-duplicate-content/

Featured Image: “SEO” by NOGRAN s.r.o. on Flickr.com

The Most Important Slides Your Pitch Deck Needs in a Sales Pitch

The number of slides in your presentation depends on two things: your audience and the type of presentation you’re delivering. For sales pitches, there are some things you need to keep standard, like your company background, what you’re selling, etc.

Want to know the information you need for your slide deck? We’ve taken advice from renowned entrepreneur Guy Kawasaki and listed down the most important slide content of a sales pitch.

Company Background

Before anything else, let your audience know who you are. Prospects will be less likely to listen or invest in you if you don’t provide your background information. Give them an overview of your job description, and company. This should include its name and a brief of its history.

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This part of your pitch doesn’t have to be lengthy at all. It shouldn’t take more than one introductory slide. Use this as an opportunity to squeeze in your company contact details. Your goal is for potential customers to call you up after your pitch.

Value Proposition

Once you’ve gotten introductions out of the way, it’s time to go into your business plan. Describe the problem or opportunity and present your product as its solution. Don’t be vague about your descriptions. Discuss how your product solves the problem and highlight what sets you apart from others who offer similar services. Avoid wordy slides and lengthy speeches too. Diagrams and flowcharts will drive home your point faster. Also, take this as an opportunity to present a demo or a sample to give them an idea of what they’ll invest in.

People don’t just want to hear about how good you are. They want to see how effective your offer really is. Showing them your product at work can convince them of what you’re capable of doing.

Financial Projections and Current Status

While you’ll want to impress investors during your pitch, you should also stay factual and realistic. Run your audience through a feasible timeline of your project. Build up your journey from your current status to what you hope to accomplish, both in the long-term and the short-term. Prepare a financial forecast, possibly for the next three to five years. Include an outlook of what the near future looks like for other key metrics as well. Tell people how far you are in your timeline. Some updates you can include are how much funds you have and how you plan to allocate them to achieve your objectives.

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Once you have this information, explain the actions you’re taking to fulfill your forecast. Enumerate your present accomplishments, and expound on how they contribute to your business goals.

Assuring your listeners that you’re on your way increases the likelihood of them investing in you.

Seal the Deal

Your PowerPoint’s content should reflect all the key points to discuss with your audience. An introductory slide establishes who you are and where you stand. After establishing rapport, explain your product or service to people. Without being too technical, describe its value and how it differs from any competitors. Have diagrams and flowcharts replace complex data. If available, give a demo or a sample to concretize your point. Give a three-to-five-year forecast of your product’s progress, and keep the audience on track of where you currently are in your timeline. Cover all these points, to give investors a better perspective of your business.

Once you’re done fleshing out your presentation content, it’s time to figure out your design. Consult with our SlideGenius experts today for a free quote!

 

References:

Kawasaki, Guy. “The Only 10 Slides You Need in Your Pitch.” Guy Kawasaki. March 5, 2015. www.guykawasaki.com/the-only-10-slides-you-need-in-your-pitch
Markowitz, Eric. “7 Deadly Sins of Sales Pitching.” Inc. April 18, 2011. www.inc.com/ss/7-deadly-sins-sales-pitching
Okyle, Carly. “The Only 10 Slides Needed When Pitching Your Business (Infographic).” Entrepreneur. March 18 2015. www.entrepreneur.com/article/244098
“Key Performance Indicators.” Klipfolio. n.d. www.klipfolio.com/resources/kpi-examples

 

Featured Image: “Encore Event Planning Seminar-38” by SpokaneFocus on Flickr.com

Canons of Rhetoric: Using Presentation Language with Style

We started this blog series off with the relevance of invention and arrangement in crafting presentations.

This post focuses on the third canon known as style, or expression.

If the first two phases were concerned more with what is said, style concentrates on how it’s said.

It’s often thought of as ornamentation, which means “to equip, fit out or supply.”

However, style is more than frivolous decoration of ideas.

Let’s see how it can create a bigger impact in your pitch.

Here are the five virtues of style explored:

Correctness

Effective use of language is an important aspect of public speaking.

Presenters need to ensure clear and precise communication to captivate audiences and command their attention.

Even the most minute mistakes can attract rabid ridicule.

Error-free communication can keep you away from hostile comments and reactions.

Apply the nuances of language such as vocabulary, syntax, and grammar into your speech to secure your credibility.

Clarity

Making your audience “read between the lines” is a solid presentation killer.

It can trigger disinterest, especially if people don’t identify with your vocabulary and speaking style.

Be comprehensible to everyone.

Use strong verbs to add a punch in your message.

Keep your sentences and paragraphs short to avoid jumbling different points.

Speak with smarts and clarity to better connect with your viewers.

Evidence

This virtue of style doesn’t necessarily mean providing logical proof.

Evidence tackles language’s appeal to emotions.

It focuses on eliciting emotional responses from the audience.

Don’t just verbalize facts. Introduce arguments creatively.

Share some evocative experiences or stories to make your message more persuasive.

Use vivid descriptions that appeal to physical senses for more impact.

Propriety

Proper decorum must be observed in all instances, including professional speeches.

With respect to style, words should fit with the subject matter.

This concept governs the overall use of language with accompanying moderation and timeliness.

Gauge the event you’ll be speaking at, and try to measure the expected level of formality needed.

Develop your message and modify it to the given circumstances, occasion, and viewing audience.

A measured approach speaks volumes when presenting yourself as a consummate professional.

Ornateness

Ornateness is about building beautiful imagery and strong rhythm.

It adds impulse to truth with the power of poetry and metaphor.

Straight facts can end up boring your listeners.

You can spice up your presentation with sayings and expressions.

Explore classic figures of speech like alliteration, onomatopoeia, and antanaclasis

Smart use of idioms and turns of phrase add creativity and add fun to your idea.

Conclusion

This rhetorical canon embodies strong speaking skills which multiply the effectiveness of any idea.

With the right mix of virtues, effective style touches people’s emotions to create greater impact.

Delivering a speech isn’t just about going over a list of facts and data.

It’s also about communicating truth with poise, form, and finesse.

Master this canon to satisfy your audience’s appetite!

 

References

Classical Rhetoric 101: The Five Canons of Rhetoric – Style.” The Art of Manliness. March 13, 2013. Accessed October 16, 2015.
Virtues of Style.” Silva Rhetoricae. n.d. Accessed October 16, 2015.

 

Featured image: “Procession on the Ara Pacis (I)” by Institute for the Study of the Ancient World on flickr.com