5 Ideas for Profit and 5 More for 2010

Looking for Profit or Better Value from your Marketing and Sales?

Let's cut straight to the chase:

1. To get the best ideas for new products and promotions from your team in a brainstorm don't just ask "has anyone got any new ideas please?" If you do that it's like asking for "Any ideas please?" at the beginning of a meeting. You get many more if you give specific guidance for example: "we want ideas for new a new version of our vacuum cleaner that will appeal to car owners, truck drivers in Europe and North America - all ideas in within 3 weeks, a holiday token for the best idea and recognition in the appraisal system for all input."
2. The best way to get good at online business is to learn from offline... many businesses who market through websites successfully have first developed a proven offline business. Research by Dr Alan Rae who presented CIM seminars showed businesses often worked through a variety of channels and the directors who were confident meeting customers, and clear communicating their offers. This made it easy for them to design both website and face to face selling materials.
3. To cure fear of cold calling on the phone, concentrate on getting the script right, create a natural communication that makes sense and then speak clearly rather than trying to focus on "selling". Clarity and confidence is key whilst of course your offer needs to be worthwhile - better or lower cost in the customer's mind.
4. Writing for business is about putting the offer up-front, turning features into benefits and benefits into offers. John Drewry our partner and trainer in this area uses the Traffic Lights Test to highlight words in green for offers, orange for benefits or red for everything else. This is a good way of approaching selling and telesales too.
5. Try swapping your sales people, their enquiries or territories around: the number of opportunities that go wasted because certain people get on with others. When a different person calls the prospect or customers an opportunity can arise. No blame needs be attached, it just happens like that.
6. to 10 includes:

• suggestion schemes - why they don't work (usually) but how to make them work
• complaints - they can be a godsend
• old enquires - a gold chest if handled in a certain way
• swapping jobs
• getting speakers in to speak to you people - we have an idea that could make your people better, fitter and safer

To find out more on the above arrange an appointment with Peter Eales by calling 01202 706 975 or email peter@oisolutions.co.uk
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