Need sales training in Melbourne? (Get in now for Oct 9-10)

A quick update for any readers in Melbourne who need to improve their sales skills and win more business. On October 9-10 I will be running my proven Selling With Confidence program in Melbourne (venue in CBD).

The 2-day program has been refined over the last 4 years to provide an interesting and practical strategy for dealing with clients and gaining their commitment.

It's not about pushy, slimy sales 'tricks'. It is ALL about building trust and using a structure to gain a clear insight into what your client wants, and how you can present your offer to them in a way that seems like a 'natural fit'.

Get all the details on the course here.

Only a few seats are left.

Retail and technology main sources of new wealth.

Here in Australia the BRW magazine publishes an annual 'Young Rich' list. It's fascinating reading. One of the most interesting comments from a BRW writer says:

Retail and technology are still the principal sources of Young Rich fortunes. While these sectors are extremely crowded, they also have relatively low barriers to entry - anyone with a computer can start a web-based business, and budding fashion moguls can start building their empires by designing T-shirts in their bedroom. That said, the businesses that survive and prosper need robust processes and systems plus good marketing and distribution.

This goes to show that a good idea is only the start. Businesses grow from hard work and the right strategy and systems.

Data from the report shows that the Retail and Technology sectors account for 20% each of the Young Rich list. Services (other) makes up only 4%, and just 1% of the rich list comes from the Transport sector.

Geographically, New South Wales has 35% of the Young Rich, with Victoria claiming 29%. Queensland has 18%... with a surprising 11% residing overseas.

And it's good to see that 'marketing' gets mentioned as a key success factor. Need help with your marketing?

Viral Email. Should you bother trying?

The other day in Sydney I was discussing the use of 'viral' email marketing messages with one of the delegates at my sales training course. If you don't know, a viral email is one that is sent from person to person (like a virus) because the recipient thinks it is cute, funny, helpful, goofy, or just worth passing on.

From my perspective, the problem is that research shows only 15% of these viral email campaigns are successful in getting people to forward the emails on. And that is for emails that have been specifically designed to be interesting enough to catch on as a 'virus'.

The research also highlights that only 3% of 18-24 year olds pass on messages. Whereas 10% of the 45-54 year age group have forwarded a viral message.

So my advice for most businesses is to focus on communicating information your clients and prospects will find helpful. The objective is to attract them to your business - not to be entertaining.

We all remember some TV ad's, radio ad's or quirky video's that caught our attention. But how many of us can remember the product, service, or purpose of those same messages? Not many I would bet.

Some people in the creative/agency world might think my comments are too rational and 'left brain' thinking. They might argue that prospects respond to the creativeness of viral emails.

Yes... I agree that being 'creative' can attract attention. But the real business challenge is to convert that attention into revenue.

Using Email Marketing to Boost Your Business

Ever wondered how to use email to really get better results for your business?

In Brisbane on Wednesday September 26 I will be presenting a half-day workshop called Using Email to Boost Your Business. This workshop is part of the educational program offered by my new venture Solutions Found.

At the workshop I'll be presenting the facts about how to use email as an effective part of your marketing strategy.

I'm tired of seeing the hyped-up promotional seminars where unsuspecting business people sign up for services they don't understand... and often don't need.

If you're in Brisbane and need better results from your email activities why not check it out.

Being the best doesn't mean you will win.

In reading this article from the Sydney Morning Herald blog I was reminded of a few recent conversations with clients - about how to present to a group of buyers. The bottom line is that the best service or product doesn't always win the sale.

In one case my client presented to a buying team (a committee). The presentation was mainly a summary of the written proposal. Pretty boring!

When you are presenting, you are selling. And when you are selling you must make efforts to discover what the prospect is really looking for. In the case of the group presentation you really should know (or at least have some idea) about what the concerns are for the individuals you are presenting to.

You need to win over the individuals - give them a reason to want your service.

To find out the sort of information you need, you may do one or both of:

1. Ask around before the presentation. Find out who will be there. See if you can have a brief chat about their major issues, or requirements. Or ask their colleague for some insights.
   
2. Structure your presentation so you ask some questions at the beginning, and then get around to covering those specific areas of interest during your presentation.

If your business hangs on the success of presenting to groups, make sure you know what the 'hot spots' are for your clients business overall - as well as for the individuals that will influence the purchasing decision.