Open Preview See a Problem? Details if other :. Thanks for telling us about the problem. Return to Book Page. Preview — Sales Therapy by Grant Leboff. If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn't work anymore.
It's relationships that count. Real selling is about understanding customers' goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results? Sales Therap If you work in a small business, you have to know how to sell. Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology.
It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works. Thomas Power, Chairman of Ecademy, describes it as 'One of the finest pieces of content on how to sell better in the 21st Century. These are also free clicks, with ranking gained by optimizing your website for keywords, gaining links, getting social media traffic, and adding content to your blog. This gives you a golden opportunity to appear at the top of the search results page with nobody competing on bids. PPC is particularly vital on mobile searches. Take advantage of it.
Work hard on your website optimization, social media, and blog to try and outrank them in your area. Word of mouth referrals are essential for massage therapy marketing. But today, many of those types of referrals are online. You will get reviews online from clients. They have an influence on the decision making of new clients. Needless to say, you need to delight your clients to get positive reviews, otherwise this might happen:. Go the extra mile to really please your clients, then make a concerted effort to ask them for positive online reviews.
You can do this in person at your office, or via an email follow up. Keep in mind just how powerful review content is today — it can make or break a business.
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If you get saddled with a lot of negative reviews, think about hiring a reputation management firm to clean it up for you. Reviews are here to stay because consumers like and trust them. Work hard to get this content working in your favor. Video is an underused marketing tactic in massage. Optimize your video for YouTube search and add other self help videos to your channel. You can share this content on social media as well.
Make sure your value proposition is clear in your video script. You can get more information across in a shorter time with video than any other medium. Great for online marketing. If you want to control your marketing costs, the best thing you can do is retain your existing clients.
Be aware that even your best clients are not as loyal as you think they are. You have to remind them that you care about their business, keep them informed with health tips, and offer them occasional specials. Use an email newsletter , your social media, and CRM software to keep in contact with clients. Keep your name in front of them and update them on new massage techniques and other salon offerings.
Keep in mind that there is always some new competition just around the corner, ready to advertise aggressively and tempt your clients with special offers and discount prices. You can try to handle all these marketing tactics yourself. Difficult without time, training, and experience. This is a robust solution that evolves with the constant changes in online marketing.
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Don't see your industry? Don't worry, we work with any type of business. Contact Info What services are you interested in? Social Media Marketing. Paid Ads PPC. Digital Billboards. Reputation Management. This is not my specialty, however, I have been in your position many many times -- maybe this will help. If the product is in-tangible, then look for JV partners on the Internet.
Try to find an expert that deals with these JV opportunities like me. If the product is physical, then look for sales organizations that have networks of sales people across the country. You do the deal with the organization and the independent network of sales people sells your product. It's a sweet setup if you can negotiate a margin that works for everyone. Answered 6 years ago. You don't want to waste your time with reps who can't sell but will take your full commission role - it is not true that reps on full commission are automatically more motivated to sell - there are many reasons why someone might accept a full commission role Invite such reps to call on you, network with them to find out who are the best ones, and contact those ones directly.
Avoid recruiting in sectors that typically pay a base salary in combination with commissions as these reps the good ones at least will want to have a base. You could write a full book to answer this question. We've had great success hiring sales team members from other businesses in the same industry as our own. It helps to hire sales team members who've sold different services or goods to a similar clientele. This way, they come into the gig talking the talk - and knowing about industry expectations, vocab, best practices, etc.
Comp package will dictate the caliber of candidate you can attract to the position.
Sales Therapy: Effective Selling for the Small Business Owner
Read my advice below. This is really just a marketing problem. Always specialize and find a niche. But do not find a ditch instead of a niche.
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Let me explain. You can actually find several or even 's of niches and specialize in each. Note that this very different from trying to appeal to everybody with the same product.
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However, nobody on here will be able to tell you the gaps in the software development market. But, I can tell you how to find the answer to your question. You can do this through testing, pre-launching, and launching. Your potential customers will give you the answers if you follow the techniques below. Test, test, test. You should run several split tests using different videos within the campaign and drive customers to take some concrete, measurable actions.
This action can be signing up for a newsletter, buying a product, signing up for a White Paper, signing up for a free bonus, etc. But you have to key each of these along with the video to make sure that the actual video is driving the actual action. I am sharing other information from my other posts below in hopes that this also helps you. Boot Strapping or Million Dollar Marketing. Here is the formula. I am adding information below that I have shared with others. If you were looking for a doctor, you would go to a hospital.
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If you were fishing you might use worms even if worms disgusted you. You would not use ice cream to catch a fish even if you yourself love ice cream for obvious reasons. They only care about what they want. And understanding marketing is the key to get whatever you want in life or business. For investors, try contacting owners of existing similar companies.
They have more money and experience than you. Have them sign an NDA when possible before discussing your business proposition. I like your idea. As a matter of fact, I will go so far as say, it is a great idea. But don't keep beating your head against the wall either.
You have to get over the wall. You have to quit focusing on marketing and sales tactics and focus on a strategy. How do you to this? You have to come up with a really solid USP. Why would a customer choose you over others similar companies? Find the answer to this before you continue with your marketing strategy. Secondly, you need an irresistible offer.
Thirdly, you need to offer an unbelievable guarantee. By doing this and following the directions below on pre-launch and launch you should be a lot closer to getting real solid customers. I didn't actually invent the pre-launch or the launch. Concert goers are very familiar with winning concert tickets by calling into radio stations or winning VIP treatment, or back stage passes, lunch with a star, the list goes on.
Likewise, if you look at "professional wrestling" or boxing, or MMA, the whole fighting before the fight is just a pre-launch. Unfortunately, even heroin dealers use a pre-launch technique better than most business people. PT Barnum was doing this for circus goers over years earlier. And I can only imagine the pre-launch of the Romans for the Gladiator Fights. In more recent history, every type of business from Retail Stores to Real Estate companies have used multiple pre-launch techniques.
Believe me; tourists are bombarded with Condo deals when they visit Disney Land. This is similar, but different from lead generation, another power marketing concept along with backend sales techniques I don't have the enough space to discuss these and other powerful techniques here. But I use these techniques in my own businesses including offering free information packed newsletters and encouraging my clients to move up my sales ladder because it is best for them.
Related Sales Therapy. Effective Selling for the Small Business Owner
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