The Right Sales For Small Business

Unfortunately we’ve all had a negative experience with a sales person, yes? How about the constant up-selling you get from the Target employees ringing you out? Maybe someone was trying to talk you into something you didn’t want?

Sadly this gives sales a bad name yet commerce wouldn’t move forward without it. If we’re running a business we have to play the role of a sales person.

As an entrepreneur you are instantly at an advantage because you are most likely passionate about your product/service. This passion is picked up naturally by everyone you come into contact with. This isn’t always enough though.

A step further is to get your potential customer/client to agree with everything you are saying because it is honest and true.

For example, when you go into Radio Shack looking for a pair of walkie-talkies the conversation with you should go like this:

Sales Assoc: “How may I help you today?”

You: “I’m looking for walkie-talkies.”

SA: “Walkie-talkies are very useful. How will you be using them?”

You: “Yes, I’m hoping they can help me on my camping trips.”

SA: “Great, we have ones specifically for camping and outdoor use.”

A lot of agreement is going on and this leads the customer forward to make a purchase. If the SA said something like, “Are you buying these for your kids to play with?” then they can lose confidence in the SA because the narrowness of the question which has taken them down the wrong path.

When talking with your clients or in your copy for your advertising, or even on your website you need to make sure you are getting your customers to agree with everything you are saying. Make it short and quick too or else their attention fades and they tune you out.

Cross-selling is a selling technique which involves a company selling a product to a customer, then brings there attention to a product that can be used to compliment the one already purchased. A great example of this is with Amazon.com. You have probably noticed this when you add a product to your cart on Amazon, you see an offer below saying customers who bought x also bought y, or may we recommend the following add-ons.

Now, up-selling simply involves cross-selling items that obtain a higher profit margin or higher value. A company’s sales strategy should always involve cross-selling and up-selling to increase their sales revenue.

There are several ways to encourage customers to buy additional products:

• Responding to the customers needs – It is important when cross-selling that the agent the customer is talking to is friendly and easy to talk to. In the majority of cases, a customer agent is tied to a script which they have been trained to use, this can often be frustrating to the consumer. The agent has to be polite at all times, and answer every question fully and correctly. This makes cross-selling and up-selling easier, as the customer responds better to an agent they like.

• The agent’s knowledge of the product – A sales agent must be highly knowledgeable on the product range they are selling. This is very important. The agents have to be able to explain to the customer (with some conviction) why they need the product, and why they should pay more for it. Why should the customer buy x instead of y? They should know all this so that they can convince the customer and successfully cross-sell their products.

• The advantages of the product – Most of the time agents fail to fully explain to the customer the advantages of taking such an offer. It is important for the customer to be able to visualize how the product will be useful for them. Give them the best mental picture possible for the product you’re trying to cross-sell. A customer will tend to get excited when they can actually picture what it’s going to be like using the product. Once a customer knows what they are getting, you can then go in for the cross-sell or up-sell.

• The cross-sell and up-sell technique – After taking down customer details, talking about the main product, and the cross-sell and up-sell, the customer may tend to feel a little overwhelmed by all the information. If the customer rejects the cross-sell or up-sell, there’s a very good chance that they will reject the main offer all together. So to prevent this, talk about the main product first of all, and get them to buy that. Then take down the caller’s information before offering them the cross-sell/up-sell. This way they will be more incline to go in for everything.

InSO have great experience in selling, as we have the pulse of the audience, professionally trained staff, and we always exceed the client’s expectations on cross-selling campaigns. Call our team of experts now on 626 531 6080, or click here for a free quote for our offshore order taking services.

We all experience up selling, most frequently for example at fast food restaurants, when you are prodded to order extra items, be it french fries or deserts, and you have all participated by agreeing to the prodding and ordering whatever  additional items that  are  being pushed.

Another successful strategy we all have experienced is down selling,  occurring when a potential customer does not close on the sale, a less expensive option is suggested and frequently settled on.

Both strategies work very well, as evidenced by the extensive use of them in so many retail situations.

Perhaps you should review your sales and marketing strategies and determine if there is opportunity for either strategy  in your sales and marketing efforts.

The simple point being once you have actually attracted a potential customer into your lair, you need to find a way to help  them participate in as valuable a buying experience as possible.

This principle can apply to any sales opportunity, if the small business owner considers this approach, he most often can devise both up selling and down selling options.

Review your sales efforts and make certain you provide for such options and are implementing strategies to include them in your sales presentations. Train your sales people to sell in both directions when appropriate.

While visiting Nottingham we decided to go for a Chinese meal. Just down from our hotel was an restaurant called ‘Big Wok’, which looked enticing at £10 for all you could eat.

Now normally these ‘pile it high and sell it cheap’ establishments skimp on quality for the sake of price, but we were pleasantly surprised. For the nominal price you could go up several times with your plate to a buffet section in the middle of the restaurant to help yourself to a variety of well presented Chinese food. And that also included a ’sweet’ section for afters.

So how did they make their money, being so cheap yet good quality? Well, they probably made a bit on the drinks, which were not included in the main price, and the place was absolutely buzzing, with all the tables occupied. We worked out that at least 200 people at £10 a head per weekday (and more at the weekends) would soon result in very respectable profits, certainly compared to other places that charged more but had less covers each night.

I had seen this phenomenon around the corner at a local restaurant chain which offered main courses for as little as £5, but then you knew they were making up for it on the drinks and other courses. They were also packed during prime hours, being a very popular haunt for taking the family out for Sunday lunch.

What’s the verdict on this? Can you afford to reduce your prices down during this economic downturn to get the punters in? If what you offer continues to be exceptional value, not tainted or reduced in quality to accommodate the cheaper prices, then you will maintain your status and keep your clientelle who will stand by and support you, and will still be there once everything starts to improve.

Both these businesses are working on their customers’ greed, understanding the state of their wallets, and providing a solution which is plentiful food at very good prices in convenient surroundings at suitable times.

Now – can your company adapt to this mind-set? Hmmm, not all of us are in such a position to accommodate this practice, but we can all be aware that offering a few good quality products at low prices can act as a lost-leader towards gaining more in up-selling or by increasing the ‘bums on seats’ capacity. Both seem to win in the end.

Marketing is a skill that every freelance writer has to develop. Having good sales skills can prove to be profitable to your writing career. There are several ways that writers can up-sell to their clients and earn more money.

Do your best with every assignment you have and provide good customer service. If your client likes the job you did on an article, offer to do another. Clients will come back if they like your work and if you treat them well. It is a good idea leave things open ended at the end of a project. This can be done with a simple, “Please let me know if you need anything else,” or “Feel free to contact me in the future if you need more writing done.”

Keeping your writing skills sharp and learning about different styles or writing or genres can be helpful as well. For example, if you write articles, you may also write press releases. If you are a good blogger, you may be able to put together ebooks based on posts, or vice versa. As you develop your writing skills, expand your service offerings and keep practicing your new prowess. It is a good idea to pick a specialty, but don’t limit yourself. You can probably put together enewsletters, website pages, sales letters, or an autoresponder email series.

If you have skills other than writing, these can come in handy as well. Desktop publishing, editing, graphic design, and other skills like these compliment writing services. Let your client’s know that you also provide these services because they might need them, or they might refer a friend to you.

Sometimes clients are looking to work with a single writer to take care of their needs for an extended period of time, so the up-sale could be effortless. If you maintain a good rapport with repeat clients, they are likely to buy your writing services repeatedly.

Offer your additional services to clients, or simply make them aware that you have those skills. Having a diverse portfolio will help you in this effort. Making the most of every opportunity is better than constantly digging through writing job listings and applying for new work relentlessly. There is nothing wrong with searching for work frequently, but sometimes you can find more work with the clients you have already won over.

I was talking to a client the other day and he was clearly in panic mode. All of his customers were cutting overhead, slashing prices, and basically panicking over this troubled economy, envisioning doom and gloom for the foreseeable future. There’s no question, it’s a bit more than just scary out there. And thanks to the media, we are constantly reminded of this nearly every minute of the day. But I like to think I’m a glass half full person and where there is water, we just might be able to turn it into wine. Consider some of the places where your customers may need to cut and the solutions you can deliver:
• Could it be they’ll be cutting traveling expenses to conferences and seminars? Your opportunity: Offer webinars and teleclasses that don’t require travel but still offer a wealth of educational resources from you, the super VAR.
• Are they putting major projects on the backburner or possibly evening canceling them? Your opportunity: Offer maintenance agreements and managed services instead of new equipment that will allow your customer to continue to do exceptional business with existing infrastructure.
• Have they downsized their staff: Your opportunity: Promote your service capabilities and up-sell or cross-sell on services they used to perform in-house.
Look for the silver lining. Leverage your customers’ budget cuts to find more opportunities. Think about all the products and services that you offer that actually might help your customers during these unstable times. If you can help your customers be successful, the wine will be sweet!

Up-selling is a concept I have been thinking a lot about lately. The book The E-Myth Revisited by Michael Gerber explains how the idea of franchises combined with upselling have helped businesses become successful – but how do I transform this into my own business?

I want you to visualise a pizza base, which is an excellent medium for adding things onto. Not just tomato sauce and cheese, which adds value anyway in creating a Margerita, but all the extra toppings which make the pizza individual and appropriate for its consumer. You can add many different toppings to enhance the product, and its the combination of these when added together creates the final effect.

What if your blog was just a Margerita, serviceable on its own, but a bit boring? OK, it tastes nice, and it seems to do well, but do you think extra features would help?

Consider mushrooms as a link to other websites, peppers as a link to your newsletter signup page, chillis in the form of your picture, olives as RSS feed options, anchovies linking to your categories and tags, pepperoni as your social networking links, pineapple for your recent visitors and tuna to show past comments.

As long as all these ingredients are your favourites, it doesn’t matter if you put them all on at once! Although they all have an individual purpose, explore combining these tastes to see what effect they have. Test and measure the responses. Rearrange the positioning to highlight specific items. Work with your widgets!

But don’t forget the tomato and cheese, which should relate to the blog posts, as these are the mainstay of your pizza. Good quality and value should always be on the menu.

How does this relate to upselling? ‘How to beautify your blog’ offers a series of packages that can be added to the main staple, the blog itself. Investigate this concept and give me feedback – does this sort of thing appeal to you? More ingredients cooking away are advice on exiting posts and how to write them effectively, plus all the other marketing elements of blogs I am researching into. Should be the making of the most fantastic pizzas (sorry, blogs) ever!

Because it was sort of an uneventful day at Michael’s, I’m going to inaugurate a new feature in Waiternotes: Today’s Featured Customer Type.

The list is long, and filled mostly with irritating people. I suppose the reason I (we) have such a list is that the morons stand out, stick in your memory. While the cool people blend in, simply because they’re the vast majority. You’d typically have one or two of these a night, while the other twenty customers were perfectly normal.

As we go on, see if you recognize these people. If you’re a waiter, you’ll remember. If you’re not a waiter, maybe this type is you, or your father-in-law. And let me know if I’ve missed a particularly offensive characteristic of this character type.

The ‘No’ Lady

From the moment she walks through the door, she seems to be girding for the battle to prevent you (the restaurant) from getting any of her money beyond the absolute minimum.

The hostess might first encounter the ‘No’ Lady when asking if her party would like to have a drink in the bar before being seated.

‘No’, she responds curtly. <Crisp shake of the head.>

When you meet her at the table, the perfunctory solicitation of a cocktail order gets the same response: ‘No.’ Like a murderer hooked up to a polygraph. 

‘Iced Tea, then? Soda?’

‘No.’ She’s shaking her head before you finish asking.

Never mind up-selling, you’re not selling anything here.

Get ready to cringe when you launch into the specials. She’s shaking her head so soon, so fast, you wonder if she has a nerve disorder. She breaks you off in mid-sentence describing the Veal Scall –

‘No!’

Too bad the other guests were listening intently. She actually interrupted you.

Maybe I’m old, cynical, or just plain mean, but nowadays when this happens to me, I do one of two things:

1. I stop in my tracks conspicuously – mid-sentence, mind you – and say, ‘Okay. I’ll give you some time with the menus.’ And I walk away.
2. I smile at the ‘No’ Lady and say, ‘Okay, then you won’t be ordering the Veal, but maybe these other folks here are interested in hearing about it.’

Ditto for all possible add-ons during the meal. Appetizer? Salad? Dessert? After dinner drink? NoNoNoNo. Her ass is clenched so tight, I’m surprised she doesn’t blow out a lower disc.

Of course, the ‘No’ Lady isn’t totally the ‘No’ Lady. She’ll gladly say ‘Yes’ to more free water, more free bread, more lemons for her fish, every extra sauce you can possibly bring for free, and extra candies that come with the bill.

Speaking of the bill, there’s a high likelihood she’ll either be pulling out a calculator or a pocket tip chart. Equal odds that her contribution to the bill will involve single dollar bills, even coins. Notice that there is no chance in this scenario that she’s not going dutch.

Fortunately, you, the waiter, had the chance to ‘No’ her back:

‘And we’d like to have separate checks,’ she says.

‘No.’

* * * * *

There’s no such thing as a completely uneventful day at a restaurant, of course. Today at lunch I had but three tables. A single, $5. A nice six-top, $60 on a $330 check. And a couple enjoying a birthday to whom I really gave great service. That was $53 on a $147 check. Walked with $100.

Don’t ever get in a bad enough mood to give any less than the best you can do. I wasn’t in a bad mood at all today. However, that table could have been as nondescript as two cocktails, two salads, two entrees, and ‘Thanks for coming.’ Instead, I did every possible thing in my power to make it an enjoyable meal.

They were an attractive couple in their late-twenties. They had not alerted anyone it was her birthday. My first approach, I noticed her give him a kiss, then put something back in a box. I got no other clues through the meal about a birthday.

In fact, it didn’t matter to me anyway. I could tell they were having a special day, enjoying each other and the meal immensely. Michael’s is not cheap, so it seemed obvious they were treating themselves.

I decided such an occasion deserved a free dessert. Michael’s will give a dessert to anyone for anything – B-day, Anniversary, Graduation, for any problem that’s occurred during the visit, or just because the server or manager thinks they’re ‘cool people.’ At an expensive restaurant, it’s our way of just saying thanks for coming here.

I decided, with the B-day hunch, that they would warrant a dessert. I ‘fired’ a Baked Chocolate Pudding – an advance-order dessert like a souffle.

So it came that they asked for the check when I cleared their table. My timing on the baking time was perfect, and I returned with the check and a birthday dessert as a complete surprise to them.

Further, when it happened that I was right – it was her birthday – I got the digital camera, took their picture, and printed up a Michael’s souvenir photo.

Amazingly, the picture thing didn’t seal the deal. They’d given me the check at that point and said I could keep the change. I didn’t look inside until I finished with the photo printing.

Then, of course, I made a point of visiting them again and thanking them for the generous tip.

You have to understand how people feel. Waiters often forget that their customers have the same feelings they do. If I gave someone a 33% tip on an expensive check, I wouldn’t expect to be acknowledged beyond the ‘Final Thank You.’ But if that extra acknowledgment did happen, it would make me feel good.

En un entorno como el actual en que la crisis se deja notar en nuestra compañías a través de la reducción de la demanda, los costes de adquisición de clientes aumentan, la comunicación masiva pierde efectividad y, en consecuencia los márgenes y la rentabilidad se estrechan, es el momento de recordar la frase de Peter Druker - Todo lo que se puede medir se puede mejorar – en consecuencia dado que la mayoría de las acciones del marketing se pueden medir es a través de ese análisis por donde se debe empezar a tomar medidas para enfrentarse al entorno actual. 

El éxito en épocas de desaceleración depende de la capacidad de la empresa para adaptarse y de aprovechar las oportunidades. Pero seamos realistas, no esperemos milagros. Mas tendiendo en cuenta que en épocas de crisis  todos acabamos dándole un excesivo protagonismo al corto plazo, aparcando la estrategia a un lado, antesala del comienzo en los recortes de los gastos de adquisición.

Lo primero aunque resulte obvio es volver a los orígenes del marketing – satisfacer y adaptarse a las necesidades del cliente. Por ello es tiempo de detectar y aprovechar nuevas oportunidades y tratar de maximizar el más importante activo: los clientes. Para ello se deben repensar, considerar y relanzar nuestras políticas de fidelización de clientes, prestando especial atención a las acciones de venta cruzada, que nos lleven a aumentar el valor de nuestra cartera, y garantizar la rentabilidad, para ello es el momento de plantear soluciones innovadoras que superen las expectativas de los clientes y ofrezcan ventajas competitivas, más allá del precio. Hay que plantear propuesta de valor claramente diferenciada, dando más importancia a la innovación, el  conocimiento de las necesidades y deseos de nuestros clientes; en este sentido es fundamental la aplicación de manera más efectiva y constante de técnicas de segmentación, predicción y análisis de pautas de conversión, a través de herramientas de inteligencia de negocio.

A continuación, en la implementación cabe plantearse nuevas estrategias de contacto a través de la diferenciación de las fases de adquisición, maduración y fidelización; estrategias que permitirán optimizar la relación con el cliente así como la generación de ideas de ingreso adicionales a lo largo del ciclo de vida del cliente. Así por ejemplo, en la fase de adquisición cabe plantear productos sencillos de comprensión rápida, en la fase de maduración el objetivo debe ser fortalecer la relación con el cliente incrementando su la rentabilidad y; en la fase de  fidelizacion debe enfatizarse en soluciones que maximicen los ingresos a través de productos mas sofisticados que a su vez faciliten la recuperación de clientes en fase de abandono.

Relación a lo anterior, merece especial atención el papel de los centros de atención al cliente como protagonistas de las políticas de fidelizacion y de venta cruzada, aprovechando cada contacto como una oportunidad de mejorar el conocimiento del cliente y detectar una necesidad que se puede transformar en una venta potencial.

En línea con planteamientos anteriores y en base a la situación actual, un mundo cambiante, cabe plantearse la necesidad de una nueva visión del marketing de clientes. Una nueva visión en la que la tecnología toma un mayor protagonismo y que se podría sintetizar en prestar mayor atención a la innovación, el poder de la tecnología es creciente y esto es algo de lo que debemos tomar conciencia para realizar nuevas ofertas o simplificar procesos, por ejemplo a través de la comunicación en tiempo real vía sms o e-mail. Asimismo, debemos entender la manera en que la interactividad ha supuesto un cambio radical en la comunicación con el cliente siendo cada mas importante en el servicio esperado, aquí toman mayor protagonismo los centros de atención al cliente. El siguiente elemento en esta nueva visión es la individualización, o acercamiento “one to one”, gracias a un acertado conocimiento de los clientes, se puede ser más eficiente en las segmentaciones y sacar un mayor beneficio de las mismas. Por ultimo, la información que supone el mejor conocimiento del cliente con objeto de ofrecerle un mejor servicio; asimismo, un mejor y más acertado conocimiento de las expectativas de los consumidores y las necesidades nos permite proponer servicios y productos adaptados a ellos como un elemento clave en la fidelización cliente.

Tomando en cuenta esta nueva realidad podremos construir y sostener una relación más fuerte con nuestros clientes y diferenciarnos de los competidores desarrollando estrategias adaptadas, medibles y rentables.

Por ultimo, Las personas y los equipos, en un entorno cambiante como el actual, adquieren un mayor protagonismo de cara a ejecutar esta visión; es el momento de motivarlos, incentivarlos y adiestrarlos convenientemente para que lleven a cabo su misión con éxito.

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Articulo publicado en el Suplemento “Vista 360″ del diario Cinco Dias en Noviembre 2008.

Why Telemarketing? and Why Pro-Sales Solutions?

Telemarketing provides you with immediate feedback & valuable information that can be quickly analyzed.

Why Telemarketing??

Telemarketing consistently outperforms all other forms of marketing and is the most powerful, cost-effective marketing vehicle available today. Telemarketing is a powerful, multi-billion dollar marketing vehicle.

**It should be part of your marketing plan. **

Why Pro-Sales Solutions???

Pro-Sales Solutions knows that telemarketing is the only marketing medium that allows you to adjust your strategy midstream and make any changes at any time necessary to increase results. With telemarketing, you can change both your offer and audience with just one phone call. Since, we can either develop or use your current scripts … telemarketing scripts can be edited with a moments notice.

Why Telemarketing??

Newspaper and magazine ads, radio promotions, billboards or direct mail demand little or no immediate attention. They can all be ignored. Not telemarketing!!  When the phone rings, the natural response is to answer it.

**Rarely do you just ignore it.**

Why Pro-Sales Solutions???

Pro-Sales Solutions has developed an extensive portfolio offering integrated teleservices. We have spent years building the knowledge and experience it takes to serve the industries of today.

At Pro-Sales, our dedication and experience is what separates us from other telemarketing companies.

Why Pro-Sales Solutions? All Pro-Sales Solutions employees are well educated and continual take updated sales classes to learn to engage customers in dialogue using open ended questions.

Why Telemarketing? Telemarketing is the ultimate marketing tool. Some popular outbound telemarketing applications include appointment setting, lead generation, surveys, market research, list cleaning, database update, seminar registration, fund raising, phone sales, and client reactivation… just to name a few.

Why Pro-Sales Solutions? Pro-Sales Solutions specialize in all forms of outbound telemarketing. All programs are personalized to your individual needs. Do you need to combine outbound telemarketing applications? No problem.

Many outbound telemarketing programs we develop for our clients have more than one objective.

For example, some of our clients combine appointment setting with database update, others combine phone sales with up-selling.

Your wish is our command!!   1-877-4-PSS-CALL

Das Up-Selling ist eine aktive Form der Absatzförderung, in der dem Kunden nach seiner eigentlichen Kaufentscheidung höherwertige Produkte der Leistungen angeboten werden, um den Gewinn zu steigern.

Cual es el objetivo del marketing? en el caso del “brand marketing” es crear notoriedad, reconocimiento y una actitud hacia la marca, “que deseas que los consumidores piensen o sientan”. En el caso del marketing de respuesta directa el objetivo es motivar a la acción, “que deseas que los consumidores hagan”.

Así la publicidad de respuesta directa excelente consigue atrapar la atención, proporcionando una oferta que provoca una respuesta, lo que supone el inicio de una relación entre el consumidor y la empresa. Así, de una manera muy sintética, las características que definen las comunicaciones de respuesta directa son aquellas: dirigidas a prospectos de alto potencial, que tratan de motivar una acción solicitando respuesta, que son grabadas en una base de datos, fácilmente medibles a través de la utilización de códigos de identificación únicos y, basadas en un retorno de la inversión positivo.

En cuanto a los elementos claves para la definición con éxito de una campaña se pueden sintetizar: en la selección de la audiencia objetivo (50%) seleccionando aquellos prospectos potenciales mas afines, la oferta en si (30%) que es lo que tienes y que hacer y, la creatividad (20%) el arte de un buen copy.

El desarrollo de una campaña de marketing directo es un proceso consistente entre otros en: establecer los objetivos, investigar, decidir la estrategia, definir el plan de test, decidir la oferta, desarrollar la creatividad, producir print, dataprocesing, personalización, el envió, etc. Y sobre todo el analizar los resultados y, reiniciar el proceso.

Sin profundizar en este proceso, la gestión de la información sobre clientes/prospectos y sus interacciones con la compañía suponen uno de las claves del éxito de la misma, ya que supone la memoria grabada de la relación con el cliente, lo que permite calcular el “lifetime value” de los clientes: segmentando el valor, diferenciando el tratamiento a tus clientes en función de su valor, optimizando el activo cliente. Así mismo, permite analizar al  cliente para otras oportunidades de negocio (cross selling y up selling), prevenir el abandono e identificar prospectos de alto potencial.

En cuanto a los principios creativos del marketing directo, tal como se comenta al inicio, el objetivo es atraer la atención del prospecto, a través de proporcionar una oferta de una manera eficaz y obtener su respuesta. Para lo cual un elemento clave es el mensaje, el copy, el arte final y el formato. Si se seleccionan cuales deben ser los  principios básicos que han de regir las comunicaciones directas, habría que destacar: Enfatizar en los beneficios sobre las características, conducir la oferta, diseñar con claridad por encima de la estética, la utilización de un tono personal, el hacer una llamada clara a la acción, el facilitar la respuesta y, el eliminar riesgos.

En relación al primer punto, “enfatizar en los beneficios sobre las características”, los beneficios hablan sobre el cliente (hay que ponerse en su lugar). Por ejemplo: características: nuestro servicio de atención al cliente esta formado por especialistas que atenderán sus necesidades. Beneficio: puede descansar tranquilamente sabiendo que cuando lo necesite nuestro centro de atención estará disponible para resolver lo que necesite.

En relación a “conducir la oferta”. El objetivo del copy es dirigir una oferta. Debe atraer la atención, explicando la oferta y conduciendo la respuesta; no se trata de crear un sentimiento (a menos que el sentimiento dirija la acción).

En cuanto a “Diseñar con la claridad sobre la estética”. La respuesta directa es menos sobre la creatividad, y más sobre transmitir un mensaje claramente, enfatizando, en decir cuanto más con menos.

Cuando el objetivo es motivar una acción, los beneficios deben ser fácilmente observables rápidamente. El individuo tiene que ser capaz de comprender la razón para actuar y no dudar. Así la primera regla del marketing de respuesta directa es: Actúa !!.

En relación a la cuarta característica, “usar lenguaje personal”, “yo a ti”. Las comunicaciones de respuesta directa deben tratar de crear una relación personal entre el anunciante y el receptor. Así se debe tratar al redactar el copy que este suene como si una persona real habla a otra persona real: cercano, calido, amigable y, objetivo. Un elemento importante es hacer uso libre del tu, buscando crear una emoción, contar una historia y, evocar empatia. Aunque por obvio no menos importante, en cualquier comunicación debe tratarse de evitar la jerga o palabras técnicas.

En cuanto a una de las características mas importantes “Hacer una clara llamada a la acción”. Se debe tratar de transmitir de una manera clara y frecuente que deben hacer, se debe decir de una manera clara y directa que deseamos que hagan y hacerlo de una manera directa y, si es posible añadir urgencia en la oferta.

En relación a “Hacer fácil la respuesta”, esta es la única vez en la que la elección es buena en la respuesta directa. Ofrecer múltiples vías de contacto: teléfono, cupón, e-mail, Web, etc. Se debe tratar de eliminar cualquier obstáculo que dificulte la respuesta.

Por ultimo “eliminar riesgos”. Se trata de pensar sobre que podría hacer al prospecto dudar y trabajarlo, estando seguro que la proposición es creíble, para lo cual un buen elemento puede ser incorporar garantías o la utilización de testimonios.

Help4customer is a privately owned India based BPO Company which has been in business processing to provide wide range of experience to our customer with world class BPO solutions. With the infrastructure and levels of expertise we have the notion of becoming a high service provider with low-price becoming its market advantage as quality comes for free.

Help4customer provides Call Center Services of all types divided into inbound call center services, outbound call center services etc. Our inbound services include Customer Service Support, Interactive Voice Response, Web Management, Scheduling Appointments, Office Mgt, Help Desk, Order Taking and Order Processing etc. Outbound services at help4cutomer include Telemarketing Service, Product Promotion, Lead Generation & Qualification Mgt, Campaign Management, Market Intelligence Services, Up sell & Cross Sell Campaign, Voice Broadcast and Debt Collectionetc.

At Help4customer we use combination of process expertise, offshore resources and Six Sigma quality management and to provide our client’s with maximum cost reduction, highest process quality improvement and over n above 24 X 7 environments to help them in every stage of their problem.

We offer onsite consultancy services to clients both in India and overseas. Typically deploy our engineers at client sites, affording an opportunity of working out of their ‘natural habitat’ as it were. The advantages are numerous, with close and frequent customer interaction and first hands feel of the situation thereby meeting whatever standards the customer adopts. Our goal is to deliver competitive call center services at all levels that exceed client expectations. Help4customer believes in remaining focused on helping its client’s needs at various fronts & services. Being less expensive is just one of the benefits you get by allowing us the opportunity to serve you.

The Operational success lies in our working methodology and human capital management to ensure high quality of work and timely delivery. We strongly believe in our operating model in which we define the processes for each project and utilization of latest emerging technologies to meet the requirement of our clients. We have a professional quality team that ensures quality delivery at each and every stage of our pre-defined process.

By Jim Connolly – www.jimconnolly.com
Here’s a powerful marketing tip, which will show you how to massively increase your sales very quickly.  It’s also a super-fast way to boost your cash flow and sky-rocket your profits!

In order for us to begin, I need to ask you something:

“What additional, valuable products or services ‘could’ you offer to your existing clients, which they would be happy to pay you for?”

This is a key marketing question; because selling additional services to an existing client is easily, the single fastest way to MASSIVELY increase your sales and profits! It’s an exceptionally high leverage marketing activity, because the return you get is totally disproportionate to the amount of time and effort required.

The reason the results are so amazing, is that you already provide a GREAT service to your clients and they already trust you.  This means that buying an additional product or service from you is a VERY easy decision for them to make. There’s no risk attached because they already know how brilliant you are!
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Selling additional services to existing clients

Here’s a recent example, based on a client of my 12-month marketing program. This particular client came to me because he needed to quickly and dramatically increase his cash flow and profitability.

His company provides IT maintenance services to around 120 local, small businesses.  I suggested he find another service to offer his existing clients - before thinking about winning new clients.  He said that a few of his clients had asked if he provided an online data back-up service; which he did not.  So, he looked for prices, to see how much it would cost to provide the service and found that he could make an average profit of around £500 a year, per client, by offering this service.

I sent out a well crafted marketing email to his clients and in just 48 hours, we generated £21,000 (over $40k) of pure profit for him! Because this is an annual service, payable in advance, the end result was an immediate, MASSIVE cash flow boost!
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Leverage the potential of your existing clients before looking elsewhere

Before you spend a penny seeking to win new business from new clients – make sure you are not missing out on a windfall profit opportunity from within your existing client base!
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Selling additional services helps retain clients too

Not only does offering a wider spread of services to your clients make them more profitable to you, they are also far, far less likely to leave you for another provider.  To replace the provider of one service is relatively simple, but to replace a service provider who looks after 3 or 6 or more of your needs is a very different matter.

When you provide more services to a client, you also provide more value and the marketplace ALWAYS rewards value!

Selling additional services to existing clients is easy and extremely profitable, so what’s stopping you?

Yes it is true, Airtel is offering Hello tunes for free and the last day is 22nd of August 2008.

Here is the msg, please read it carefully

Set Kangal Irandal(Subramaniyapuram) as your HelloTune for FREE.Rental of Rs15 for 1st 3 Mths & Rs30 from 4thMth onwards. SMS HTNEW to 700.Offer till 22-AUG-08!

I am sure many of you would have received similar msg from Airtel, may be the song are regional ones.

I am happy that Airtel has partially implemented my idea of Hello Tunes, here is the link to the post.

By the way I like the up selling ideas of Airtel, If you use pre – paid card you will have an Idea of what I am referring to.
Enjoy.

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