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This objective of this newsletter is to clarify and debunk the world of electronic advertising. If this does not interest you or is not in your line of work, please kindly unsubscribe below. We certainly don't want to clutter your inbox with irrelevant material.
SEPTEMBER SPECIAL - Don't Miss Out!! February 2016 is our Transportation Month. We are offering 50% off our advertising schedule for our Transportation Monthly Special. This offer is valid through 30 September 2015 with commitment and payment received by 30 September 2015.
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The Dating Game
Are you dating your sales prospects? If not, you should. There are many parallels between sales and dating.
It may seem awkward to walk up to someone you do not know and ask them out on a date, but essentially, that is what sales people do every day.
As with dating, it is important in sales to be genuine. Being sincere when establishing a relationship is important. People can see through false claims and lies. Sales persons should never lie to prospects. Customers are more likely to make a purchase from someone who is trustworthy.
As with dating, the first impression is crucial in sales. Getting off on the right foot with your prospect is very important.
According to an article in Entrepreneur Magazine, we've all been told that kissing on the first date is a faux pas. And this same advice can be applied to B2B marketing. A long-term goal should be to build trust with your clients and make them into lifelong customers.
Some sales people are too aggressive in their approach because they just want to close the deal, but forget the dating process of wooing their prospect. Most people would not jump into a marriage before dating someone. I am not referring to taking your prospects out to dinner or anything along those lines. I am referring to paying attention to them, learning about their needs and how your products and/or services can fulfill them. Sales can be lost by overly pushy and aggressive sales people, but they are won by attentive listeners.
It takes time to build trust and rapport, and build credibility with your prospects. You cannot rush prospects to close the deal if they are not ready. Entrepreneur goes on to say that instead of pressuring clients into buying now or clicking here, you should focus on giving information. Therefore, more effective B2B calls to action would be those that ask the customer to "Learn More," "See What Makes us Different" and "Get More Information."
Furthermore, salespeople need to be genuinely helpful. Listen closely to what your prospects are saying, and offer solutions that meet their needs. This will help you gain credibility. If you do not show a profound understanding of your prospects' needs or how your products and/or services can help, credibility will be lost.
Remember that you may not always seal the deal on the first date. Sometimes a follow up meeting or second date is required before a buyer is ready to commit. Effective communication with your prospect is necessary in establishing an ongoing relationship.
Remember that the golden rules of dating in sales are: always listen intently, establish a level of trust, and add value to the conversation.
Helen Roush is Vice President, Sales & Communications Sciences of Paperitalo Publications. For more information on Paperitalo Publications, feel free to contact: Curt Gifford Helen Roush
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More Paperitalo Resources on Marketing...
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ABOUT PAPERITALO PUBLICATIONS
"Paperitalo" (pop-er-ree-towel-o) is Finnish for "Paper House." We produce and distribute, electronically only, many publications dealing with all matters in the pulp and paper industry worldwide. You can see a list of these here. Additionally, we broadcast live, and in podcast form, from Pulp and Paper Radio International.Our print publications are the highest ranked publications in the pulp and paper industry worldwide according to alexa.com. We publish our and our major competitors' Alexa rankings each month here. We currently experience around 20,000-plus clicks, or as we like to call them "touches", every day from around the world. This means on average, every minute of every day, slightly more than 14 people choose to click on to one of our publications or podcasts.
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Paperitalo Publications, LLC
4018 Keeneland Court
Duluth, Georgia 30096
678-206-6010
Vice President, Publisher & Editor--Steve Roush
Sales & Account Manager--Curt Gifford
Regional Sales--Art Burgess
Vice President, Sales & Communication Sciences--Helen Roush
CEO & Executive Editor--Jim Thompson
Administration Manager--Allison Gifford
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Paperitalo Publications
4018 Keeneland Court
Duluth, Georgia 30096
678-206-6010
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