Friday, October 26, 2012

Sales Made Easy For People Who Hate to Sell

There's an old adage in business: The more you tell, the more you sell.

But I found a better one: The more you help, the more you sell.

Or, simply, Help and Sell.

Specifically, the more you can deliver value to prospects before they've given you a nickel, the more nickels they will eventually give you ... along with lots of dimes and dollars.

This blog is an example. I don't get paid a nickel to share ideas here every week. But it brings me plenty of search engine love from Google, not to mention an interview on Fox News a few months back.

Another way to "help and sell" is to deliver real value when you follow up with prospects. Don't pester people with empty-headed emails to "check in" or "loop back and see how you're doing." Pheh.

Instead, your follow-up messages should give people ideas they can use to improve themselves and their businesses. (You do follow up, don't you? Good.)

Here's an example: Just last week, I sent the following email to a prospect, because I thought the article I mentioned would be of genuine help to him:

Have you had a chance to consider my ideas from last week about writing a promo piece for you? Please let me know when you get a chance!

Meanwhile, here's an Inc. magazine article that's relevant to our discussion -

... particularly numbers 6 and 7, which I can help you with on a monthly basis!

The result?

He called the next day to ask if he could hire me to help with number 7. "Sure," I said.

That's the whole point of marketing: To cause people to call or email and ask, "Can I hire you?"

So, this week, try to help more -- and see if you don't sell more.

Resource: If you want to put an end to "feast-or-famine" syndrome in your business, the free Client Cloning Kit can help. Grab your copy here

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