Business and Finance

Archive for the ‘Customer info’ Category

There are value innovators do not do what was done traditionally. There are companies, such as assembled furniture manufacturing, send unarmed and other packaging, reducing costs and risks in the assembly and transport, and the gun when people receive them. Create value by reducing costs and hence to an entertainment for shoppers who enjoy putting together their own furniture. Create a good value and customer satisfaction.

WHAT DOES THE CHANGE IN VALUE

Quality Excellence is not enough <
Low prices alone are not enough
Excellent service is no longer sufficient
Customer Satisfaction is not enough

Quality Excellence is not enough. This is already a given. The customer expects not only quality but gives it as implicitly included in the product or service offered.

Prices are not low enough. Into a system of creating value by lowering prices is very risky. It starts lowering prices, but the competitor’s low, and who plays who sells cheaper and bankruptcy first.

Excellent Service is not enough. If you serve customers well, probably most of them will be very happy, but this does not mean they will keep coming if there are other factors. this alone is not enough.

Customer Satisfaction not enough. Many customers are satisfied with the care or products from a company, but there is another with a different value proposition and then, despite being consistent with the above, many were passed to the new company.

MUST EXAMINE THE VALUE PROPOSITION

Six questions designed to help you evaluate your value proposition:

1. Are we competing on price or value?
2. How we add value to customers?
3. What are the unique features or our unique value proposition?
4. Who and what is my customer?
5. My client how experienced or perceived value?
6. What can I do to add or give more value?

If we are competing on price we have to understand that this is our strategy. It is a situation of high vulnerability. I referred to this. We must be careful because it is convenient to constantly be forced to lower prices.

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Most independent professionals are torn between hating the planning and not knowing how to do it, this view is based on the few plans that I have verified that meet this standard in great detail.

There are 3 crucial steps in designing a marketing action plan for those who provide professional services:

As commodity markets grow, consolidate and perhaps decline or finished, the marketing strategies must evolve accordingly in response to the change in the mentality of the market, customer philosophy, technology or service and the level of competition faced.

1. In marketing planning has less to do with what you will do but what you will communicate and when.
Marketing in essence says: This is the situation as I understand it, that is what I have to resolve that situation, so I think you will be interested in knowing, you could benefit from this way, this is what you have to do to learn more.

So his plan is to design vehicles that carry the message and determine when and how these vehicles will be sent to your prospects in the most cost-effective and more powerful.

2. When planning your marketing you have to understand exactly where your potential customers regarding you and your service. For this reason, if for example plans to introduce a product or service in a new market, the first step is to get their attention and develop a degree of familiarity, not to close the sale of entry. Only after you have credibility, have provided information and allowing them to experience what your service can do for them, the next step forward: an exploratory conversation.

3. This conversation needs to be planned and prepared well as the steps leading to it.
What research done before the meeting? What questions to ask to determine the status, needs and challenges of their potential customers? What questions do you think would help you discover the underlying motivations and desires that lie at the heart of your prospect?

After having this list of questions you must ask what exactly is going to say about your product or service that will motivate your prospect to take the next step. What will appeal to both their concerns and their aspirations?

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I want you to imagine a Christmas tree without branches. At the bottom of the trunk rests on a pedestal at the top is a star. The pedestal is the base, the foundation or goal and the star is the realization of that goal. But you need some branches to reach the top.

Imagine that your goal is to turn prospects into customers by offering them some few sessions free (for this example let’s say you offer some kind of training, consulting, etc., but it may be a product demo). That is their goal and to reach the top of the tree and reach the star, you need to climb some branches.

So the question is: What is the minimum number of branches needed to reach the top?

Let’s see:

1. A list of people to contact and invite them to take advantage of this free session.
2. The invitation email and maybe a script to follow up by phone.
3. A schematic of the demo session.
4. Some time to practice session.

That’s it, there are 4 branches. It’s that simple. Get the list, weapon and sends the invitation, makes the follow-up calls and coordinate surely get some presentations. Then practice the presentation, provides and monitors until the end, it is important to get a “yes” or “no.” Repeat the process until you reach the clients required. Uyyy, sounds easy, well, actually, is easy. So easy it is why we take so long to get the desired results? Good question and, following the Christmas tree analogy, the answer is because people are starting to add many branches.

At first glance, 4 branches seem very slim. Then you start to “add more branches” to your plan:

“Ok, I have a list of people. Are they qualified? Hmmm, not sure / o. Do some research. Furthermore, only now I have six names and I really need to have at least 50 to start, right? Then let me first make a bit of networking to get more names. When you begin to send 50 the invitation. “

It is an idea, right? Of course, you never did that, right?

Am I suggesting that I have is simply to create a Christmas tree-type plan and throw?
Well, actually, yes, that’s what I suggest. But you can go while working in those other branches. And therein lies the difference: working with multiple plans at the same time instead of focusing on a “big Christmas tree.”

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When started my business, We knew had to sell that position myself as an expert. I learned this through the question and answer columns in newspapers, in which readers ask and answers expert. But it’s not easy writing an article, especially if it is weekly, as I recommend.

Unfortunately, you have to position yourself as an expert to write. The successful coach or consultant knows that and follow the steps to create eye-catching items and sell. Let’s see …

1. What do you want to achieve?

Before writing a word, ask yourself: “What I want to accomplish?”. Using this article as an example, I want to achieve is that people see that I am an expert when it comes to writing articles and I’m in the best position to teach on this subject (I’ve written over 200 articles).

2. A title that catches your attention and teach you something

Focus on sharing tips, strategies, or steps. These articles are the best because they teach your prospects to achieve or implement something as soon finish reading the article.

3. Play your own flute

Your article should be taught, but also considering to sell without being noticed you’re selling. Consider the following example to get an idea of ​​how I do it:
“As I wrote in my book How to Attract Free Traffic to Your Coaching or Consulting Business, writing articles is what ensures that positions you as an expert in front of your potential customers.”

Do not be afraid auto proportionate. If you teach and share good strategies precautionary is doing them a favor to your potential customers, for your services or Info Product will help. That’s the attitude.

4. Share your story

Your potential customers do not want more information. Are saturated and know that anyone can copy and paste articles and proclaimed expert.

That’s why I created the term New Age from Personal Experience ™. Basically write sharing your stories. Consider the following example:

“If you want people to buy into your web page, you need to create elements of credibility. This I do on my website through the use of photos, articles and testimonials.

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Negotiation can be done in a professional manner that can increase customer satisfaction while helping to protect the interests of both parties. First let’s look at some of the problems facing the negotiation of a bad name and then search for solutions. The lack of training in trading on the automotive industry has sales people at a disadvantage. Despite all learning must take place through action, a little preparation has to do to make the learning experience more effective. All salespeople and managers should go through a course on basic and advanced negotiation. Assuming that sales managers can automatically teach your sales staff to negotiate professionally is asking for trouble.

How managers learn to negotiate?

Salespeople should be taught to these procedures. I like to call these routing procedures. Routing procedures define the responsibilities of everyone, from the moment a client is received until they are delivered, including the necessary documentation and starts what. Included in the routing procedures are known as elements, black and white clothes. Black and white are the elements of things you should never vary your dealer. These elements are defined by their senior management and may include things such as non-price trading at a discount on the lot or ball never drops in price.

Another source of problems in negotiating is the wrong use of traditional techniques of negotiation. The “higher authority technique is a technique of always deferring to a higher authority for a decision. The technique is a solid negotiating tactic has been implemented on the ground by people in the car. That your sales manager to run more than once or twice in the negotiations is a crime. Never give the seller any latitude or decision making capacity in the negotiations leading to yo-yo effect that creates distrust in the sales person and customer.

When is the last time a sales person at your dealership was taught what to do when a client requests a lower down payment, lower payment, the increase in trade values or a reduced price? Most veteran sales at dealerships across the country could not verbally and in writing will give you at least three or four steps for each of the above charges without having to think or blink. As many objections to the negotiation there? Most charges are divided into a few categories.