How to motivate prospects to act NOW

Motivating prospects to act on your offers NOW, leads to more sales for you. Obviously you will need to talk about the positive things in your offer to people in a variety of ways. This will be about benefits of implementation, advantages in dealing with you, opportunities to act before others, new ideas and the value of acting decisively within certain time frames.

Here are some steps you can take to get your prospect to want to do business with you quicker.

Identify your customers. Develop in-depth profiles of your customers. Know precisely whom your company wants to influence. You may have a number of “ideal” clients for your services.

Get inside the customers’ head. Talk their language, ask them what they want, when they want it and how they like to pay for services. If assuming you know your customers is the first fatal flaw, assuming you know what they want is the second.

Pull the customers to you. Once you clearly understand what drives the customers, create a “magnetic pull.” Send direct-mail pieces, make electronic contact, create effective newsletters; conduct seminars; place articles in trade, business or consumer magazines and advertise where your customers are.

Your goal is to present your company as a valuable, unequalled resource. Let customers know that you understand their business, the issues they face and the steps to take to make their business or life more successful.

Turn up the power. Seek new ways to enlarge the magnetic force by identifying and focusing on additional prospect niches. Constantly seek new opportunities to pull customers to your company, product or service.

Keep your hands on the controls. Marketing is an integral part of a company’s total, ongoing operations. It’s not something you turn up if sales are down or turn off after a new service is launched.

Write short, sharp blogs of a "How to" genre that directly relate to your customers

Following these ideas helps put your company and its salespeople in the position of being wanted by the customers - which is just where they must be, in order to make sales.

Today more than ever before, with businesses fighting for that elusive “edge”, bottom lines that can change in months and new commoditisation of products these time honoured adages do represent volume-building opportunities for your sales people.

You can get the profit-improvement message across via email, social media, online sites or snail mail. The trick is to be constantly alert, in your reading and rounds, for ideas that will help customers reduce costs, increase revenues, save time and boost employee productivity and morale.

Transmitted profit-improvement tips should be practical, applicable and clearly explained. If you can, spell it out how and why a particular organization profited from the idea, to help customers better visualise its value. Let them psychologically own the idea.

Send the article and clearly mark it Attention: Important Person with their name and title. It might pay to phone the company and confirm their correct title and spelling of their name.

IBM’s Office Products Division latched onto the values of idea dissemination a long time ago. It periodically distributed idea exchange newsletters (dubbed “Industry Trends”) to reps nationwide, to clue them in on sales-building brainstorms that paid off, on the principle that if it works for one it may work for others.

You can apply the same strategy and broaden your approach to include many customers, whatever business they’re in.

What do you know about your prospects and clients that they get excited about? Things like golf, motor sports, coin collecting, music, travel, gardening, fishing and other hobbies people enjoy are a constant source of enjoyment for them away from work.

Find out what these interests are and start sending your contacts interesting snippets of information, websites to visit, YouTube articles, LinkedIn connections and news articles.

The key point to keep in mind is that transmitted ideas do not have to relate to your own company’s products and services. They can describe ways to compete more effectively, cut absenteeism, use the computer more effectively, service customers better…you name it.

If you like the idea, here’s a title: TIMELY TIPS. How better could you show customers you care? What customer could not help but feel obligated in return, but without feeling hunted?

This article is reprinted with permission from Jim Prigg CEO and founder of Knowledgemaster International (KMI) Pty Ltd. KMI is an online resources company that delivers practical communications, interaction, sales and soft skills tips, tactics, techniques THAT WORK.

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