Archive for July, 2011

Jul
22

Sales Training Video: How to Improve Your Sales Performance Through Webinars

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Sales Training Video: How to Improve Your Sales

Performance Through Webinars

In this video you will learn:

  • How to reach out and connect with your customers in a really easy way with impact.
  • What is a webinar and how it can be used.
  • Why using a webinar is powerful.
  • How to show your customers the perspective you have to influence the buying decision
  • The three different types of webinars

Through applying these ideas you will increase the amount of information you learn and do so in a productive manner. Based on applying what you learn you will be able to implement and get the results you know you deserve

Let me know what you think and please comment and share below

Ray Stendall

Categories : Marketing Strategies
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Jul
14

Sales Training Video: How to Improve Your Sales Performance Through Knowing Your Numbers

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Sales Training Video: How to Improve Your Sales

Performance Through Knowing Your Numbers

In this video you will learn:

1) What it really means to know your numbers in the sales process

2) What the important ratios are that you must track

3) Why knowing your numbers is critical to your success

Through applying these ideas you will be able to increase your sales confirmation ratio.

Based on applying what you learn you will be able to implement and get the results you know you deserve

Let me know what you think and please comment and share below

Ray Stendall>

Categories : Sales Training
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Jul
13

Sales Training Video: How to Improve Your Sales Performance By Getting Customer Buyin

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Sales Training Video: How to Improve Your Sales

Performance By Getting Customer Buyin

In this video you will learn:

1) What is a strawman proposal?

2) What should be included in a strawman proposal?

3) How prospects will help you create the right proposal that serves them?

4) How to deal with sales resistance and sales objections with a strawman proposal?

Through applying these ideas you will be able to increase your sales confirmation ratio.

Based on applying what you learn you will be able to implement and get the results you know you deserve

Let me know what you think and please comment and share below

Ray Stendall>


Categories : Get New Clients, Sales Strategies, Sales Training
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Jul
11

Sales Training Video: Improve Your Sales Performance Through Better Customer Communication

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Sales Training Video: Improve Your Sales Performance

Through Better Customer Communication

In this video you will learn the right questions to ask yourself to make sure you connect with your prospects in the right way.

How to connect with your market based on their demographics

Through applying these ideas you will learn how to connect with your audience based on how they want to connect with you

Let me know what you think and please comment and share below

Ray Stendall

Categories : Entrepreneurship, Sales Strategies, Sales Training
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Jul
07

Sales Training Video: How to Improve Your Sales Performance Through Gaining Specialized Knowledge

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Sales Training Video: How to Improve Your Sales

Performance Through Gaining Specialized Knowledge

In this video you will learn:

What is the learning process?
What is a learning plan?
What are the different learning modalities and how should you use them?
How to carve out time to learn using dead time
How to organize the information for maximum use using my secret tool!

Through applying these ideas you will increase the amount of information you learn and do so in a productive manner. Based on applying what you learn you will be able to implement and get the results you know you deserve

Let me know what you think and please comment and share below.

Ray Stendall

Categories : Entrepreneurship, Sales Strategies, Sales Training, Specialized Knowledge
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Jul
06

Sales Training Video: How to Improve Your Sales Performance Through Managing Perception of Sales

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Sales Training Video: How to Improve Your Sales

Performance Through Managing Perception of Sales

In this video broadcast you will learn:

What is the role of a salesperson or account executive?
What is your perception of sales?
How do you guarantee long term success with your clients?

What did you think of this Sales Training Video? Please comment and share.

Ray Stendall

Categories : Sales Training
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Jul
05

How To Get New Customers | How To Get New Clients | Small Business Marketing Part 6/6

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How To Get New Customers | How To Get New Clients | Small Business Marketing Part 6/6

Enjoy this video and transcript.

Please comment and share.

Thanks so much

Ray Stendall

Hey, congratulations for making it to the end of this video series all about getting customers quicker, faster, and easier than you ever thought possible through building a relationship with them online so that they know who you are, look forward to talking to you, because they know that you might have a solution that can get them from where they are to where they want to go.

So we've covered quite a bit of ground, and this is our last video. This video's all about, how do you get them to take an action? You're sending content to them; you're helping them with your blog posts, your articles, your videos; you're really adding a lot of value to them. They are absorbing your content.

At least they're not opting out of your list, because you can tell when they opt out when it's basically they're saying, you know, "I had enough of you and I'm going to leave." Now you don't know for sure exactly who is watching every bit of content. I mean, you can go and research it every time you send a piece of content out, but for the most part let's assume that a portion of your list is watching your content on a regular basis, and they really appreciate what it is that you have to offer.

So, from time to time, which is really like one in every seven times, you want to make an explicit offer to connect with you. Now, what most people do, is they make this mistake, and they make this request to connect with them to take an action too many times. See, there's different grades of actions.

There's an action to come back to your website, which is fine. You can keep inviting people back there. There's an action to get them to purchase a product or service if they can buy through the web. If you can't buy or sell through the web, then you're going to need to take another kind of an action, like ask them to contact you through your contact form so that you can have a conversation and that you can begin the process of live communications back and forth.


See, the thing is is that you don't want to rush this process, but at the same time you don't want to be too slow. So my suggestion is, as you go through the process of providing value and content and rapport with your virtual audience, out there in the Internet, wherever you are.


There's gonna come a point where you're going to want to escalate the conversation, and as you do that, my suggestion is this. If you are in the services business, if you're in a business particularly for a high dollar value, you're gonna to want to talk to them. Nothing beats talking to somebody, especially when they have to take out a whole lot of money out of Hip National Bank, if you know what I mean.

So, you're going to ask them to go to a form on your website where they basically provide their name and any other pertinent information that you need to be able to have an intelligent conversation with them. And you just ask them to fill out this information, and if they want to contact you, they do.

See, the ball is in their court. You're not pressurizing them. You're giving them the opportunity to learn how you, specifically, can help them out.

So, that's one suggestion that I have. I'd recommend that you put a video on your contact page which provides a little bit of instructions and encouragement. Because you don't want them to come to the page and then bounce off the page. Right? You spent all this time and effort to get them to know who you are.

You want them to fill out that information.

Another idea for you is, when they do provide their contact information, you want to have a systematic way of following up with them and take them through a sales process. That's something that I cover in my Flight Plan Methodology. Now...and I'll make some more videos about that as well to help you out.

A key point that I want to share with you as well is that if you have something that you can sell online, then you're going to basically drive them from your email application, using, let's say, AWeber, to a sales page. And on your sales page, that's maybe where you are going to have a video that explains your story of how you basically identified a problem, found the solution, how you were able to help additional people, which gives you some social proof, and then ultimately identify the benefits and then a call to action for them to purchase the product.

That's if they can buy it through an online mechanism, through a website. But if they can't, you really want to have that conversation. So that's the next piece of this puzzle. And the...you can get more sophisticated. These are the basics. Now what I mean by more sophisticated is that based on what your prospect buys from you, they can then be put into other lead funnels.

And a lead funnel then will kick off other messages and other content which will take them from where they are to where they want to go, because you can have multiple products that help them get to where they want to go. Now that's more complicated, and to do that you're going to have to have other systems that can help you do that.

But for now, what I've shared with you is more than enough for you to really make some serious waves, money, and impact in your marketplace, irrespective of what you do. And this works particularly well for higher ticket price based items. But even if you have a

business like a restaurant where, let's say, the average cost of a meal is twenty bucks, you can still use a lot of ideas that I'm sharing with you to create an experience and an environment and incentives for people to come and visit with you and to give you referral business. Because it all starts with building a relationship.

So, if you enjoy this type of content, I really enjoyed making it for you. I hope you got a lot of it. I'm really trying to give you some really tactical and specific things that you can do today that can make a difference. Because there is no use in watching the stuff like education and just sitting there and entertainment.

This is not entertainment, folks, this is education. And it took me a long time to figure out a lot of these things. I hope it shortens your path to get to where you want to go. And if you enjoyed this content, come back to my website raystendall.com or businessthoughtoftheday. Take a look at the two videos that are up there.

Let me be in contact with you directly. And let me help you. I really hope you have a great day and look forward to connecting with you live soon. Take care.

Categories : Entrepreneurship, Get New Clients, Marketing Strategies, Video Series
Comments (0)
Jul
02

How To Get New Customers | How To Get New Clients | Small Business Marketing Part 5/6

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How To Get New Customers | How To Get New Clients |

Small Business Marketing Part 5/6

Let me know what you think of this video and enjoy the transcript below.

Ray Stendall

Hi. This is Ray Stendall. Welcome to this video series all about getting customers quicker, faster and easier than you thought possible through building relationships using online technologies, so that when you talk to a prospect, they are happy and eager to talk to you, because you have already provided a lot value to them. If you haven't watched the other videos in this series I really encourage you to do so. We've really covered quite a bit of ground here. We've talked about how you can put content out on the web. How you can take that content on the web and attract the right people to a lead capture page, obtain their information, in exchange for something that they want, an ethical bribe, and go forward with that in terms of the follow up mechanisms and how you stay in touch.

So where we are right now is something really, really special I want to teach you about. And what this is something that I discovered that is really powerful. And, its basically, you do a pattern interrupt, in your follow up sequence. See a lot of time what happens is, you opt into something. And someone sends you a message, and send another one, and another one, and another one, and so on and so forth. It takes actually quite a few impressions before you start to have an affinity towards the person sending you these messages, assuming it's great content and adds value of course. Now a pattern interrupt is when you basically interrupt that stream of activities and you take them on a slightly different path.

The path that I want to suggest you do is, you show them how you, through your products and services, have gotten great results for somebody else or results in your own life through using your products or services. If you're in the information business, you might talk about how your information has. How you've benefited others or how you learned what you learned and were able to become successful. So lets again, take our example with the mortgage broker or the real estate agent. What you might do in this case is use a customer case study, where you showcase the problem that was at hand. What the objectives were, what the problem was. So the problem, the objectives and how you went about and solve the problem and, ultimately, what the result was at the end of all of this.

So you're trying to show a path of the person that you helped before they got this result that you help them get. So this where before they met you. This what life was like, this was, quote unquote not so good. And then you understood the issue and then you helped, guided them to a point where you helped them solve the problem. So now they are in a better place because of knowing you.

So when you are able to represent a case study like this, in the middle of a sequence of providing value and knowledgeable content, you are starting to position in the minds of the person who's watching this video or listening to this audio that, you know you might be able to help that audience member.

So they start thinking, you know, I'm kind of in that situation. I'm a first time home buyer, I'm not exactly sure what type of house I need.

I am not exactly user how am I going to get financing.

I am not exactly sure how I am going to go about dealing with the inspections and making sure you're not buying a house which has a bunch of problems.

Right?

You're kind of getting to see how the worries and the concerns that the audience person has watching this video
can be dealt with by showcasing somebody that you help move to this process. And the reason you do this is because you want to see it in their mind that you potentially could be somebody who could help them as well. So if you like this video, I want to invite you back to my website, like I normally do, come back to RayStendall.com, take a look at the free video training that I have, for thirty minutes of awesome video training on building marketing and selling your products and services. If you've all ready done that, go to business thought of the day, I give awesome business thoughts, personal development thoughts every day Monday through Friday with action items, not just the thought.

I'll tell you some ideas that you can consider to improve your life and business. So this is Ray Stendall, wishing you the very best, stay tuned for the next video that's coming up real short, very soon, actually tomorrow as long as it's Monday through Friday. You're gonna really enjoy it and I hope you got a lot out of this video. I enjoyed making them for you and I hope you're going to be able to use this information to better your business.

Categories : Get New Clients, Marketing Strategies, Video Series
Comments (0)
Jul
01

How To Get New Customers | How To Get New Clients | Small Business Marketing Part 4/6

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How To Get New Customers | How To Get New Clients |

Small Business Marketing Part 4/6

Enjoy this video and let me know what you think. Please comment and share with someone who needs to hear this.

Ray Stendall

Hello again, this is Ray Stendall, thanks so much for coming to this channel. I'm going to teach you the next step in the process of getting customers quicker, faster and easier than you thought possible. So far in this video series, we've talked about creating free line content, putting it out on feeder sites.

Attracting people because you're sharing a message that resonates with them, resonates with the problems they have relative to what they're trying to accomplish because you understand their buyer trail because you already did the customer analysis which I discussed in the previous video series. We've talked about bringing them to a lead capture mechanism which is just my fancy wording for a page that captures their name and email address.

We've talked about how you could create such a page in terms of using video, in terms of using some copy that explains the benefits of the ethical bribe. And we've even talked about what goes into an ethical bribe. One thing I didn't mention in the last video what I'm going to mention here is don't make your bribe cheesy.

Okay, don't make it like something you just come up with in a couple of hours and call out, "Woo, it's such a great bribe," because it's not. See, the bar is going up and up and up. The quality level has to be there. So I want to recommend you take some of your materials. Really think about it.

And you may say, "Hey I don't have material. I'm not a speaker, I'm not an author, I have a business." Well that's fine. What I want you to do is, I want you to think about: what are those frequently asked questions that a customer would have? And really dive into answering them and come up with a nice way of representing it.

Spend some time and effort on it. And you can tell the difference between a special report that's just been, you know, slapped together and something that is more detailed as well as more thought has gone into it. It doesn't have to be long, it just has to show that you've put some thought into it.

Now where have we got to? We got to the point where we have to think how do we get this content to them once they give us their name and email address, right? So the solution that you use for this is called an autoresponder, and there's many on the market. I've tested quite a few of them. I'll tell you names of some of them and I'm going to tell you the ones I recommend, OK?.

So there is Constant Contact, iContact, AWeber, Infusionsoft, One Shopping Cart, Vertical Response. These are just some of them. You can literally, if you just Google 'autoresponder solution' you will find a whole bunch. Now when you select an autoresponder solution, there's a couple of key things that you want to keep in mind.

One is the deliver-ability. Is your message actually going to get to who you're trying to reach. And the way you determine that is mostly based on the autoresponder's reputation with the internet service providers. Some autoresponders companies, are very lax. And what they like go out and if they get too many spam hits, it basically hurts their rating and it comprises their deliver-ability.

So that's one thing you want to keep in mind. The second thing you want to keep in mind is, is it an autoresponder solution that allows you to simply add people into your database so that you can reach out and connect with them or is it the type of solution which requires a double opt-in. Now you're probably wondering, what is a double opt-in?.

A double opt-in basically means that someone puts in their name and email address, then it goes to another page, which says "Please go to your email and check out the email that we sent you, click on the link, which gives explicit permission to send messages to them." That's called the double opt-in.

A single opt-in is when you just put in your name and email address and boom, you're in the database. Now, I know what you're thinking. You're probably thinking that "Wow!. I'd rather just have people go straight into my database because they may not actually opt-in, right?" Well, the reason you have a double opt-in is to really be very, very cautious and making sure that you're not spamming people.

And that way they have given you their permission. So it's safer, over the CAN-SPAM laws. Now what I recommend is you use two, and the way I recommend you do it use one which doesn't force a double opt-in because in some cases you import a database and then the system then goes out and emails all those people that says, "Hey! We added you to the database. Do you wanna be a part of the database?" And then a lot of people won't do that. And then you use one where the end-user actually puts in their email address and then they have to opt in. Okay?

So, the two solutions that I really like are iContact.com. You can just go to them. And what they're great for is, and it doesn't force a double opt-in. So if you go to a conference and you meet a whole bunch of interesting people, and you want to connect with them, you can just import them in. It's like, dear 'first name' and it will take the first name from your spreadsheet, 'it was great meeting you at XYZ conference, I look forward to staying in touch, and this is the website I told you about, or whatever it was.' Of course you can write customized emails to the most important contacts that you made at the conference, but I'm just giving you an example of how you can rapidly get a message out after you meet people at a conference.

I would use icontact for that. I would use AWeber a-w-e-b-e-r for your main autoresponder solution because their deliverability stats are really great. They also have some pretty good reporting and trackability. You can understand who clicked on what inside of your email. It's very important to monitor the statistics of - who is clicking on what, open rates, click through rates, all of these types of things.

If you don't know what all that means, don't worry about it. Get the solution, upcoming videos at some point I'll teach you more about this okay?.

So, when you get a solution like this, you probably want to know what does it actually do? Well here's what is does. You put in your name and email address. It goes into this database. The database ultimately is able to sequence out messages to the person. So, the person puts in their name and email address, and a message goes out, and then based on some time that passes by that you get to specify, another message goes out.

And so on and so forth. That's what I have operating with my business thought of the day. So, if you go to businessthoughtoftheday.com, you'll see that I have a system that's set up to send awesome content to you. It's more than just basic thoughts, I give you action items as well. You can see how that operates.

Now, this is called an autoresponder because it is automatically responding to your prospects. But you can also do this. Once their in your database you can then mail all of them and say, "Hi I just wanted to let you know about a special we have. I wanted to send you my newsletter, I'd like to send you this new video that I recorded."

All of these are perfectly acceptable things that you can send to your list, list of prospects. Right? So, that essentially is how it works. You place a little bit of code that the system gives you on your website or wherever you want on your blog. People put in their name and email address and they, in turn, get that free gift that I told you about because you will have put it online in some way or another and then they will get it and once they get it they'll enjoy it.

And, you'll start to build a relationship with them slowly over time. So, that's how the auto-responders part of the solution works. I hope you enjoyed that. It's a, it's a, the first time you do it, it takes a little of time and effort and understanding it. But, it then becomes really quite easy and straightforward.

And, it's absolutely critical that you do this because the because the power of your prospecting database is directly related to, all the other steps in the sales process, which I talk about on my website under 'The Flight Plan Methodology'. So, it's important that you realize that, and you start looking at figuring out how you can build your database?

How you can serve them and add value to them? And over time, when the time is right for them and for you, a deal will take place for a service or a product that you have to offer. So, this is Ray Stendall and I want to invite you now. Which is what I want you to do. I'm teaching you to do these things.

I want to invite you to my website, raystendall.com. Come back there to get access to 30 minutes of free video training, all about building, marketing and selling amazing product and services that make a difference. So, 'til we meet again I have a few more videos lined up for you. This is Ray Stendall wishing you the very best and take care.

Categories : Entrepreneurship, Get New Clients, Marketing Strategies
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