A: I have talked with a number of individuals about opening the sales call, and someone always comes back with a "don't let your prospect off the hook" response. While this attitude worked fine back in the day when you assumed that your prospect was always putting you off, you will find it challenging in today's environment.
Call enough people on the phone and you will:
- Catch your prospect waiting for a client to call them back regarding a pressing support issue.
- Pull them out of their weekly sales meeting.
- Interrupt them while they are conducting a particularly ugly performance review.
The fact is your prospect is busy. In this environment, your decision-makers are suffering from
Posted by: webmaster
on Feb 21, 2010
Tagged in: Untagged
http://www.manta.com/sales/5_questions_to_ask_prospects_0210?referid=10243&nwslttr=1
5 Questions To Ask Your Prospects To Close More Deals
By Larry Prevost, Dale Carnegie Training Instructor
"We need to put a demo together. Here is the environment it has to replicate and here is a list of what it has to do for the client. Oh, and we need this done by Friday."
That is what I heard one of our sales reps tell the tech manager.
At the time, I was working as one of the technical resources for the sales team. So when I heard this, I just knew some major work was heading my way. And I was right.
"Bob" had relayed his desires on Tuesday morning and we had to have this demo put together by Friday afternoon because that's when "Bob" had promised the client a demonstration of our system's capabilities. That gave us about three days to pull everything together. Normally, this wouldn't have been a problem. But the environment was unusual and we didn't have all of the required equipment in house to replicate their environment.
In three short days, I had to come up with a configuration, find all of the equipment, string it all together and make it work in a presentable fashion. And I had to do it all before the client showed up at 1 p.m. on Friday.
Posted by: webmaster
on Feb 19, 2010
Tagged in: Untagged
There are 2 statements that should be pointed out, their implications are substantial.
1- ”We are acknowledging that AdWords is really complex for small-business owners,” said John Hanke, a vice president of product management for Google.
What that says to me is that Google is saying that AdWords is complicated for the small business person to use. That seems to make AdzZoo a needed service.
2- Google says that more than one million businesses are listed in its local business center.
That statement can also be read as - only 1 million of the 30 to 40 (est.) million small businesses in the USA are on Google.
NOTE: Emphasis below supplied and not in the original article
February 14, 2010Ping
These Battle Lines Are Drawn in Yellow
By MIGUEL HELFT
JASON COWIE, the owner of Kingpinz Skateboard and Snowboard Shop in Houston, has done a pretty good job of getting his business noticed on the Web. Just type “skateboards in Houston” on a search engine, and his store will be among the first listed.
But one of his sure-fire ways to drive Web visitors and foot traffic — buying search ads on Google — got to be pretty expensive. Mr. Cowie, whose shop is just 1,000 square feet, found himself bidding for placement against deep-pocketed national chains, and having to spend $1,500 to $2,000 a month just to keep up.
Now Mr. Cowie is trying something new:
Posted by: webmaster
on Feb 19, 2010
Tagged in: Untagged
Northern California
AdzZoo Business Overview Presentation
& Super Saturday Training
February 27th, 2010
*Hosted by The MasterMind Ad Network*
Posted by: webmaster
on Feb 17, 2010
Tagged in: Untagged
Thank you Ryan Vanderpool
~~~~~~~~~~~~~~~~~
Client Approach Email-
Posted by: webmaster
on Feb 17, 2010
Tagged in: Untagged
Thank you Ryan Vanderpool
~~~~~~~~~~~~~~~~~~
MLM/Network Marketing Approach
Posted by: webmaster
on Feb 17, 2010
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Thank you Ryan Vanderpool
~~~~~~~~~~~~~~~~~
Posted by: webmaster
on Feb 17, 2010
Tagged in: Untagged
Posted by: webmaster
on Feb 17, 2010
Tagged in: Untagged
We have a valuable tool available to us - the AdzZoo Local Search Blog
The latest post is from Jon Coward, VP of Internet Marketing, where he discusses "Five Myths of Search Marketing"
1. Customers will beat down my door when my campaign begins.
2. I can do it myself easily, I read a book/website
3. Google gives me all the tools I need
4.There’s too many advertisers for me to stand out
5. Web Design means nothing.
~~~~~~~~~~~~~~~~~~
Five Myths of Search Marketing
The new Wolf-man movie is finally here. I’ve always had a fear of werewolves ever since I was a kid, but I know they do not exist. However, a powerful image has been created in my head that defies logic, reason and science. It chills me to the bone with logical reason why.
So, why am I talking about werewolves in a search marketing blog?
Posted by: webmaster
on Feb 16, 2010
Tagged in: Untagged
Ask the Sales Expert Q&A - http://www.manta.com/sales/past_answers/?referid=10239&detailsForId=3466
Q: What are the best ways to approach door-door sales?
— Ernest Cole
A: First, remember that door-to-door selling is a very time-consuming activity. In the time it takes you to move from one prospect to the next in an office complex, you can make 4 to 5 dials! OK. So this number is going to have a very high deviation and it's going to depend on many other variables
Posted by: webmaster
on Feb 15, 2010
Tagged in: Untagged
Hooray! The Prospect Said NO!
by Richard Fenton & Andrea Waltz
You walk out of the office, shoulders slumped and head hanging low. The meeting did not go the way you had hoped.
Shoving through the glass doors and exiting the building you heave a sigh, the words of your prospect still ringing in your ears, "No, we're going to pass." Motivation is dwindling fast. For a moment, you think about heading back to the office and blowing off your last call of the day in favor of catching up on paperwork.
But what if it didn't have to be this way?
Posted by: webmaster
on Feb 15, 2010
Tagged in: Untagged
Keith Elgin http://teamadsales.groupsite.com/ wants you to know about the following:
Google to offer Adword clients and Google Map clients new yellow bubble window for $25 to make an Ad clients ad be more noticed.
Posted by: webmaster
on Feb 12, 2010
Tagged in: Untagged
http://teamadsales.groupsite.com/main/summary
Keith Elgin wants you to know about the following
This information I am about to share pertains to search terms that AdzZoo chooses for our clients that DO NOT include a city in the search term that AdzZoo originally set up.
Let's say a clients 20 mile radius covers 5 cities, e.g. mesa az, gilbert az, phoenix az, and tempe az, chandler az.
Posted by: webmaster
on Feb 12, 2010
Tagged in: Untagged
From - "The Ultimate Sales Machine" by Chet Holmes (pgs. 66-68)
More on Education-Based Marketing
One of my clients was a multinational, newspaper company that had four bad years in a row, dropping from $1.4 billion to $1 billion in annual sales (approximately $100 million per year) and going from $400 million in profit down to no profit,
Enter the strategist. The new CEO was one of that 1 percent club— the ultimate executive—who is both strategic and tactical. The man is brilliant at spotting the big-picture strategy. He is also a total master at seeing a strategy implemented at the tactical level.
I was brought in as a sales expert. I audited four of the company's more troubled newspapers and presented my strategy for turning around advertising sales.
Before I instituted anything the company model was purely tactical. It owned more than 100 community daily newspapers in midsize cities. An ad salesperson would call up a prospective advertiser and say, "Hi. I'm with XYZ Gazette and we'd love to come and talk to you about your advertising." If the prospect was not "buying now," this was a very short conversation: "No thanks. I'm not interested."
It's the same in the circulation department of every newspaper in America: they are all tactical. "Hi. I'm with the City Chronicle. We have a special right now for subscribers." If you're not someone who reads newspapers, you're hanging up on these poor tactical telemarketers. A strategist might devise an approach that would make you want to read a newspaper. But that's snottier project, so let's stick with the ad sales example for a moment.
Picture yourself as the owner of a small-town ad agency, a body shop, a haircutting salon, or a restaurant—all mainstay advertisers every community newspaper should have. With my program the call from the sales rep now went something like this:
Posted by: webmaster
on Feb 12, 2010
Tagged in: Untagged
BusinessWeek
Wednesday January 13, 2010
Growth Strategies October 8, 2007
Education-Based Marketing Sells
Don't just pitch to your prospects—cast a wider net and offer useful information. You'll outmarket your rivals and boost sales
by Christine Comaford
In a recent conversation with Chet Holmes, one of my sales guru pals, we agonized over why so many small businesses have such a tough time ramping up sales. We decided it's because they're pitching, not educating. Seems obvious, right? Wrong. As we compared notes, I knew I simply had to write this column.
Let's say you sell telephone systems like Company X does. Before discovering education-based marketing, Company X would cold-call prospective companies and ask if they were interested in talking about a new telephone system (yuck—this is a standard product pitch). They had four salespeople making hundreds of calls per day. The result? A whopping three appointments per week. No surprises here.
First of all, every company that has a phone system that is five or more years old can probably benefit from a new system. Heck, more than 15 major providers just 10 years ago are now out of the phone system business. But inertia is a powerful force. If the phone system isn't broken—why fix it?
To get past these initial barriers, consider taking the following steps.
Posted by: webmaster
on Feb 10, 2010
Tagged in: Untagged
Thanks to Keith Elgin for the following:
Two ways to give clients a more effective ad campaign.
Posted by: webmaster
on Feb 10, 2010
Tagged in: Untagged
The following is from the blog of AdzZoo Founder John Benham - http://championsteam.groupsite.com/discussion/topic/show/285769?lpx=1
Another Great "Cold" Market Sales Approach
While AdzZoo is all about "warm" relationship marketing, our concept is s powerful that it can even work in a cold market. Below is another great approach with scripts that can help make a "cold" market much warmer using a casual "indirect approach".
The Approach (live)
Walk into the business and start looking around. Someone will ask, "Can I help you?" You simply casually and nicely say-
"Not really. I had an appointment up the road and I am just killing some time."
They will say, "ok" or something to the effect. You then say-
"I didn't even know you guys were in here. Do you do any advertising?" (WFA) You then say-
"Tell you what, do you have a card?" (or ask for the card or email address of the owner) "I have an idea I want to run by you that I think will really help you get a lot more customers."
Then simply get the card and email address and leave.
Then send them this Client Approach Email-
Posted by: webmaster
on Feb 10, 2010
Question for the Coach: On the 'package pricing' page, it says the client's links "will appear immediately upon launch of your campaign on a rotational basis." What's a rotational basis?"
It also says the landing page will average first page placement...for relevant Google searches. What are relevant Google searches?
Thanks
Steve Asked by Webmaster
Posted by: webmaster
on Feb 9, 2010
Tagged in: Untagged
Be a part of... the Historic Official AdzZoo Launch!
This 2-day event will absolutely change your entire business career. Become an AdzZoo Superstar by learning from AdzZoo's National Sales Directors, Corporate Executives, Founders and Top Earners.
Posted by: webmaster
on Feb 9, 2010
Tagged in: Untagged
Listen to Feb. 9th Conference Call With VP of Operations, Joy Pippin
This training covers the AdzZoo created landing page (web page) and it's content.
Joy discusses what it's specifically built for, what it should look like and what it's supposed to contain.
Posted by: webmaster
on Feb 9, 2010
Tagged in: Untagged
Ten Tips to Increase Your Sales
By Michael Halper
If you are a sales professional, finding a way to increase your sales has to be a top priority. Some people will argue that being a good sales person is an inherent ability and you are either born with it or you aren't. Others believe that sales is a skill and it is something that can be learned and developed. For those that believe that sales is something that can be learned and developed, below are some things that be done to improve sales performance.
Tip 1 Getting more organized
Being organized will help one to be more efficient, effective, and focused. From an efficiency standpoint, this will help save time. Time is money and shaving time here and there by being more efficient will improve productivity, drive positive results, and increase your sales.
Tip 2 Knowing your customer
Posted by: webmaster
on Feb 8, 2010
Tagged in: Untagged
You are invited to the following event:
AdzZoo Super Saturday
Business Overview & Training
Saturday, February 20, 2010
from 9:30 AM - 4:00 PM (PST)
Location:
The Clubhouse at Anaheim Hills Golf Course
6501 E Nohl Ranch Rd
Anaheim, CA 92807
Can you attend this event? Respond Here
For more information click here
Posted by: webmaster
on Feb 8, 2010
Tagged in: Untagged
Q: What is the best method for prospecting?
—crystal mccormick
A: The best method for prospecting involves first knowing and understanding your market. You need to know what your product or service provides your clients. And you need to identify the type of clients who would want what you are offering.
To understand this, you need to know as much as you can about your market and how it can be segmented along certain demographics. For instance, does your product serve a certain age group? Or does it cater to people who are in a certain income bracket? Or does your product best serve people in a certain geographic area? Once you have identified the characteristics of your ideal market, the group of people most likely to buy from you, then you use the communication methods that are best for them.
Communicate with your prospect and clients the way they want to communicate.
Here are some additional points to remember when prospecting:
Posted by: webmaster
on Feb 8, 2010
Tagged in: Untagged
~~ Burke Hedges ~~
~~ Monday Minute Newsletter ~~
"The Direct Sales Industry's Leading Training
and Leadership Development Newsletter"
www.BurkeHedges.com
www.21DayChallenge.net
_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/_/
Thanks for joining me again for another edition of the Monday
Minute. I'm often asked "How do you do it?" - everyone wants to
know HOW to build this business. And it got me thinking
about something that's even more important than "how-to".
We're going to discuss that today.
Have you ever heard the saying, "If How To's were enough we
would all be SKINNY, RICH and HAPPY"?
We all want a list to follow and someone to show us all the steps
to success. We all find ourselves asking "How did they do that?"
Posted by: webmaster
on Feb 7, 2010
Tagged in: Untagged
I had to listen to this more than once to absorb the information.
http://www.selfgrowth.com/blog/tony_robbins.html
Posted by: webmaster
on Feb 5, 2010
Tagged in: Untagged
CLICK HERE TO REGISTER FOR THE FEBRUARY 13th CARLSBAD EVENT
Feb 13th Special Event
9am Business Overview
training from 9 -1:30pm
With special guests RVP Gary Wood and Mike Johnson.
$10 for AdzZoo Reps
Guests are free!
$15 Day of the event
Windmill Banquets & Catering
890 Palomar Airport Road
Carlsbad, CA 92008
Tim Turbeville
858-337-6286
Posted by: webmaster
on Feb 5, 2010
Question for the Coach: Alex, couple of questions related to setting up a new client. Let’s assume the client want to use the a specific logo and pay for “same look” customization fee. After the initial paper work is faxed or emailed in……
1. Do we simply write on the client order form somewhere that they want a specialized landing page?
2. How do specific logos or images get set to support? Do we do this or does Support or Adsales contact the client to work out the details.
3. If we are responsible for transmitting the images, are there specs somewhere that tells us the format and size the logo needs to be?
I want to make sure I advise my clients what to expect from a communication perspective and what they need to come up with.
Thanks Alex and Paul! Asked by Webmaster
Posted by: webmaster
on Feb 3, 2010
Tagged in: Untagged
After 2 1/2 weeks they called us to upgrade their campaign from a 10 mile to a 100 mile, which we dad as of the 28th of Jan. These #'s are just from their 10 mile campaign.
Tim Turbeville
Posted by: webmaster
on Feb 3, 2010
Tagged in: Untagged
Randy Rosler is a CD based in Manhattan I was introduced to recently.
As you will see, his attitude and activities identify him as 'winner'.
Here are 'snippets' of our email conversations in the last 24 hours.
Feb 2, 2010 at 9:38 AM - Lots of good info from Joy on the AdzZoo training call about completing the AdzZoo order form…. Speaking of completing the order form, I got 3 new orders in one day yesterday! And later this afternoon I have a second conference call with a small law firm regarding starting 3 separate (Regional) campaigns for them right away (annual campaigns)…. This should be a $13,000 ad sale for one of my new CD’s! I’ll keep you posted.
Feb 2, 2010 at 10:50 AM - just sold another Regional Campaign about 5 minutes ago…. That makes 4 orders in 2 days, not including the “biggie” later this afternoon!
Feb 2, 2010 at 11:00 AM - Were any of the sales to the 'Warm Market'?
Feb 2, 2010 at 8:22 PM - I’m wiped! Very long day today (and yesterday)! I will circle back to you regarding your last to emails.
Feb 3, 2010 at 6:01 AM - yes, 2 of the 4 sales were from my Warm Market. But the majority of my sales to date have been to folks I met at Networking events and Trade Shows…. It works!
Feb 3, 2010 at 7:09 AM - Perhaps just a little more detail on how you found them:
I found them from primarily 2 places: Networking events and Trade Shows (I basically view Trade Shows as Networking events!)
Any major questions or concerns and how you handled those:
At first I was a bit concerned that I might run into people who knew more than I do about Google, AdWords and Internet marketing. But what I quickly learned is that that was just a story in my head and that after listening to your (you and Paul) webinars on a fairly regular basis, I realized that I actually know more about this than 95% of the people I speak with! I also learned that ACTION is key. Take action each and every day. When you first start out, you go from decent…. To pretty good….. to good….. to very good! And your confidence and “posture” grows every step of the way!
And finally how you helped your clients decide on the size of the campaigns:
I guide them. I take control in this area. I’ve come to learn that most people need to be led. Left to their own devices they will want to “think it over” and sometimes that can be the beginning of the end! I also listen carefully and take note of their situation. If they’re a very small business or a startup company I realize they might be cost-conscious. I often also present 3 options (Reg’l, Area, & Metro) and usually they end of with the middle choice (Area campaign), which for a small business is a good choice.
Alex, let me know if this is enough information. If need be, I’m happy to expand on this.
Ok, I’m running out the door shortly to a major trade show (“Legal Tech”) which will help me continue to “Fill the Funnel”. Betcha a beer that I come back with at least 15 new prospects some of which will become new AdzZoo customers and/or CD’s within the next 2 weeks!
NOTE: Randy will join us on theAdCoach.com webinar this Thursday at noon PST
DON'T MISS IT!
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