Shock therapy for apathetic buyers

September 2, 2010 By Spencer Leave a Comment

Seth Godin poses an interesting thought about business competition in his blog post Better than nothing. His premise says it’s not the competition you are competing against it’s the apathy of the customer.

I surmise this as meaning your product or service is lame, uninteresting, or shockingly similar to your competitor. It is the same old thing – boring.

What can you do?

Give your company, brand, and product or service a unique position in your market. Be different. Be interesting and new. Go wild it may just be the spark you need to get the buyers attention.

Create a notion of scarcity. The offer ends at mid-night. There are only four available. You get the idea.

Design, plan, and deliver a full court press to market your new brands new unique position to those apathetic customers. A full court press means a marketing and advertising campaign that delivers a minimum of six touches.

Make you advertising material memorable, news worthy, even shocking.

And if all else fails move on to a market that has upward potential and interested customers who have cash to spend.

Filed Under: Feature, Sales Tagged With: , , , , ,

I know I know

September 1, 2010 By Spencer Leave a Comment

Life is just too dang hard. The breaks never come. There is no hope.

Do you catch yourself in a pity party? Do you find yourself internalizing these words and thoughts? Some people do. Those that remain stuck do.

You, I suspect, are not one of those people. You are one of the few that see light when it is pitch black, or water when there is nothing but a dry lakebed. That is the spirit. See what you can and deliver it to your mind. That is the power of change, courage, and possibility thinking.

Do these things:

1. See what you want in your minds eye.

2. Create an “I am” statement.

3. Read it 100 times per day.

4. Visualize success.

5. Feel success in your mind and in your heart.

6. Cut off all possibilities of failure.

7. Get up when you fall down.

8. Keep you eye on what you want.

There are a hundred more ideas I could share here. You get the picture. Think about what is good, what is possible, and go get it. Stop wavering, wandering, and second-guessing yourself. You are a powerful person and have the ability to be, do, or have anything you choose. And that is the key…

Choose to have it!

Filed Under: Feature, Motivation, Personal Development, success Tagged With: , , , ,

The Final Yard in the Game of Sales

August 18, 2010 By Spencer Leave a Comment

In sales success is found in the last yard of the game. You can share, present all the features, advantages, and benefits you like for 99 yards and if you don’t drive the distance of 100 yards you get nothing. There is no second place in sales. Sales is a “winner take all” sport.

As a side note, if you are droning on about features, advantages, and benefits and forget that real selling is about creating scarcity, club status, and what’s in it for the prospect you are going to get beaten each time. Start creating that unique advantage of owning what you sell.

If you are unwilling to drive that last yard of the game you might as well have taken yourself out of the game, stayed home, and not wasted your time and your prospects time. It can’t be said enough, success in sales lies in that last yard. The last yard is where you find success in your effort or realize the brutal honesty of your inability to close the deal and go home empty handed. You gotta start asking for the sale. After all you just went 99 yards down the field toward a sale, choose to dig in and drive that last yard for the reward.

It is my opinion that most sales people fear that last yard. That fear stems from a low self-image of themselves and they begin second guessing their ability. Here are two genuine words of advice “Stop It!!” Write yourself an affirmation to overcome your fear. Read it before every sales call and start asking for the sale. Engage in that last yard to success in sales.

Maybe some salespeople over complicate that last yard of the game. Stop over thinking that last yard. Start believing you have the right to ask for the sale. After all you just invested 99 yards. Make that last yard as simple as possible. Just ask for the business.

Filed Under: Feature, Goals, Sales, success Tagged With: , , , ,
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