Tuesday, March 27, 2012

Develop the Selling Skills

Articulate and lively, shiny shoes, a friendly smile and attitude of urgency, was no longer considered important in the art of selling. A salesman treats customer or prospective customer like a friend or brother, and listen more than talk. This sales technique seems to be more successful.

To succeed in business, it takes actually only one, the buyer or consumer. Technology, luxury building, management informations systems, and any other elements deemed necessary for a business it would be meaningless if nobody is willing to pay for products or services. Clearly, every effort should support the central theme: the consumer.
Now the question arises, how much of your knowledge about your customers? Why do they buy from you? And if you make the sales meeting as a means of information, or management can use it as an opportunity to get market information from the field?

In dealing with customers or potential customers, a salesperson should be a good listener and questioner, sensitive to the needs of others, understand well the products he sells, and more of an advisor who relaxed rather than busy workers. A salesman does not have to force yourself to sell a product to people who do not need it.

Emphasis here is more closely approach through building relations. Mutual trust, and long-term relationships rather than sell, and quickly. With such an approach, will be able to create a lasting customer.

How should be a good salesperson? This question can be answered with the revealing definition of a bad salesperson. A bad or poor salesman could not hear well and pay attention. Pressing others, talking continuous, attacked, and soon forgot the client after successfully selling its products. He/she is also too much more talk about the technical characteristics of the product rather than the advantages they can provide the products he sells. He did not understand who the target, not to set priorities and do not follow the strategy. A good salesperson is opposite of that.

Sales techniques
There are several approaches that should be mastered by salesperson.
Behavior approach technique, a method that emphasizes a behavioral approach, showing how a salesman in touch with people with different personalities. There are also techniques to communicate from the start of a salesman meeting to leave the consumer.

How to overcome three major obstacles often faced by a salesman - skepticism, mind, and the disregard of potential customers-if you find an perfunctory attitude towards the products you offer, then you should investigate because maybe he just did not know that in fact he needs your product.

Faced with skepticism, a salesman does not need arguments. We should appreciate his attitude and immediately divert the conversation to positive things. The main thing is the attitude of the capture rate signs of wanting to buy. A salesman who is 'ready', will have no difficulty capturing the desire signals to buy from a prospective customer.

A good salesperson should be able to put yourself in the client or customer side, ask questions and listen to good answers and try to explain enough. That way a prospective customer will be more open to give information about their needs and wants.

In marketing, there are some psychological barriers. Consumers have negative perceptions of some types of products that typically include a new product or new technology product.

Other perceptions could well as over be considered too high a price when a new product on the market. Perceptions such as these certainly are not easily 'fixed'. Marketers are required a greater role. The most important thing is how the attitude and personality in the face and deal with consumers.


Wednesday, March 14, 2012

Do not Underestimate the Competitor

News came earlier this year, Kodak - camera and film company of the United States 133 years old - which became pioneers of the camera and photo printing formally apply for bankruptcy protection.

The world stunned because Kodak is an important player and asset of photo history. Compliments of Kodak has never subsided. Kodak photo printing is always last long. However, the company was fun playing quality, and may forget the marketing, aggressive sales, and market surveys.

The fall of the Kodak and a number of companies from other brands really reminds us that idleness is the beginning of the fall. Not easy being the number one company in the world. Actually, if Kodak wants to survive, in theory, it is not difficult. As a giant corporate, it had funds for research, market surveys, marketing, sales, and promotions. Of some of these factors, there must be ignored by Kodak.

Of course not just Kodak which is wind up like this. There are many other giants which suffered for being late to react, or react but not effective. A number of airlines that are very famous now marginalized by the new airlines - a few number are from Asia. In the world has a lot of drama ups and downs of the corporate or entrepreneur. The point is, do not underestimate with the competitors. There is need quick reading of business situations, tactical plans, brave, and quick to make the best decisions.


Tuesday, March 13, 2012

Branding Logo and Corporate Identity

Your brand is important! Even more important today, when consumers looking for the best product they could afford in all categories. For essential daily needs, a strong brand that provide a guarantee for consumers that they have purchased the best product. Strong brand can put you on the top list will be considered consumers. The success of brand builds confidence!

It's nice to have a well-known brand in the eyes of consumers. Although the brand was hit by the crisis, consumers still choose it. Strength of the brand owned can reduce consumer disappointment.
The brand image would be very helpful in marketing activities. Because, if a company has had the power of brand image then indirectly the product will do the marketing on its own.

Historical factors are important in building a brand. But not only the historical that is able to create a strong brand image. Apparently there are some marketing strategies related to the creation of brand image. Apparently there are some marketing strategies related to the creation of brand image. Among them can be created through the power of the variables service marketing mix. Such as product variable, if the product offered by the company has a good quality will indirectly be a brand image.

Likewise with the power of other variables such as, pricing, promotion models are used, the type of distribution channel, the process of delivering services, the presence the performance of a company employee, and the company commitment to the promise made to its customers.

The Importance of Logo
A good branding helps guide the public and users of a product. Although a very famous company, the logo is still important. A company including small business should have a special logo. Although the name is very well known company in the world, but it was not enough. The company needed a logo as identification. If not has a logo, it will be difficult for company branding.

A logo is a graphical presentation of the brand which will be representative of the company in the brains of the audience. When the audience face of a particular graphical form as a stimulus, the brain will give meaning through association with certain attributes. Association between graphic form with certain attributes that make this image, which if that graphic form (logo) is representative of a company. This is called a corporate image.

The relationship between a Logo with corporate identity
Corporate identity is what offered by the company. Corporate image is the audience perception of the proffered identity. A logo is part of a physical identity, so often called a visual identity. Visual identity is expected to give a universal meaning across geographic and cultural boundaries. A logo is expected to be a window to get into the the audience's perception. So designing a logo can no longer just imagination.

One of the principles in making a logo is Convey the right messages. A logo should be designed to convey a message that would communicate to the audience. The selection of meaning, color and shape should match the message you want to be communicated to the the audience. Because a logo can be interpreted as the big messages in a small space.

Logo changes may be required including the companies that you feel comfortable in its position. If there is a logo change, the people feel for a change. But implementation of changes to the logo is very expensive. So that the other aspects of corporate identity needs to change with changing the logo, and the most difficult is to change employee behaviors.


Tuesday, March 6, 2012

How to Sell on eBay

In these trying economic times, lots of people are looking for ways they can make ends meet. some are trying to build an online business. There are plenty of sites on the internet offering products and services to people all over the world. Plenty of e commerce sites, online stores and other platforms offer wide selection of products for every day use.

However, plenty of people like to sell their products on line because of the reason that it is obtainable to individuals who are sitting miles apart. There's various online stores such as eBay which can give you a chance to sell your items online. eBay is thought about to be most popular sites on the net which is obtainable to people from various parts of the world.
Many people have started an ebay business. In the event you are planning to be one of them and are wondering how to sell on ebay and have your own eBay business but unaware of how to sell on ebay, below are some of the steps about how to sell on eBay which you can follow and earn money from your home. Here are simple steps that will help you get on your way:

Step 1: Create an account
First of all, you have to create an account. The registration process is very simple and you have to provide basic information on the registration form. You could see the account information of other sellers so you can provide information which can attract more visitors.

Step 2: Research on eBay
You need to identify your market. Before you go ahead and dive in to eBay, take time to find out, among all the products you are interested in selling, which items sell and which do not. This is of the secrets of how to sell on ebay successfully. Do a small market research because this will be of help to you later on.

It is highly recommended that you must have complete information about how to sell on eBay. In order to do so, you ought to browse on this site and see what others are offering and what people are purchasing. This is of the most important steps on how to sell on eBay. You will come to know about the latest tends and preferences of people.

Check out the competition. Part of how to sell on ebay is to know as much about your competitors as feasible. You need to see what other sellers within your intended section are doing and get a feel of what their strategies are. Spot any flaws because those are the areas you can address. This is where you can beat them. Knowing how to sell on ebay gets simpler one time you are aware of your competitors.

Step 3: Find a product that you would want to sell
Find a supplier for the product that you are intending to sell. Look at over because you need to get the best rates. The secret of how to sell on ebay successfully is finding suppliers that can give you lovely deals so you can make a respectable profit. If the prices on ebay are higher than the prices of the supplier, you are well on your way.

Step 4: Create an effective listing
The most important step of how to sell on eBay is to generate lovely and impressive listing. You need to select the item which you need to sell. Make positive that the user must be able to understand about the products and the way it will benefit them. Plenty of sellers do not keep this important step of how to sell on eBay.

Describe your product shortly and crisply. The description should contain complete features of your product including its age, size, dimensions, working condition, color, features, etc. Never hide anything or add any feature extra that is not in your product.

Step 5: Upload Images
To make your product more impressive, you can add images of your product. Pictures have more impact on the mind of a visitor / your potential buyer. This is most effective way to attract people. Ebay allows you to load up to 3 images, so uploads its pictures from various angles.

Step 6: Provide payment options
People like to have various payment options. This is one of the most important tips about how to sell on eBay. Some of the options are credit card, PayPal, check and bank transfer. You can choose your own.

Step 7: Submitting the listing in the Gallery
One time you have submitted the listing in the gallery, a thumbnail image of your product will appear which is visible to the buyer.


Thursday, March 1, 2012

What Marketing Mistakes should Every Small Business Avoid?

You feel you've done marketing activities with the optimal, but the results have not been seen. Maybe you have one of the following seven mistakes in marketing. This is a list of the major mistakes that are often experienced by marketers.

1. Expects the customer coming self
One thought that often owned by marketers is to provide quality products and services then the customers will come by itself. This will not happen, unless your brand is already well known and have very loyal customers. Although your store is located in a strategic location, attractive shop display, have quality products and services that spectacular, but customers will not come as long as you do not do marketing well.

Create a unique value proposition to your target market. New products are always flooded the market, presenting a lot of choices to consumers. If you do not do marketing, consumer awareness of your products will increasingly fade with time, lost by awareness of competitors' products.

2. Have No Specific Target Markets
The second mistake that you believe that your products and services suitable for everyone. So, in your marketing activities are not targeted to a specific target market. Indeed, the company is not targeting a specific target market for fear of losing potential market segments. However, the result would not even catch the market value of products / services given to them.

Although you try to capture more market segments, focus on your primary target market. Prepare a unique value proposition for each segment of the potential market, so that they also see that you also provide value products.

3. Just imitates competitors' marketing strategy
The third mistake that marketers often get caught up to follow the marketing strategies of competitors. Competitors launched marketing strategy, which was then a huge success, so the marketers are tempted to do the same. In fact, your competitors may be larger, so if you are in direct competition with it, then your chances to win is small.

Do not follow a successful marketing strategy of the competitors away. There is a strategy that suits you, but there may be many differences. Aggregated and choose a strategy that suits your own conditions and needs. For example, invites competitors to a price war, let it go. You should focus more on value, not just price. Give the best value for consumers, by providing their needs and unfulfilled desires. Perform differentiation, and give reasons for customers to choose your product than competitors.

4. Less of Research and Testing
The fourth mistake is the inadequate research and testing before running the marketing activities. Marketing has been implemented, but in fact the results are not in accordance with expectations. So, before running the marketing activities previous research and testing should be done. Find out what the customer wants and needs. Perform due diligence before you make decisions related to marketing, whether it's price, supply, packaging, promotion, and others. Get feedback from your previous customers.

5. Regard Marketing as Expenses
Companies often look at marketing as an expense rather than investment. Marketing is not an essential part of business strategy. This is a fatal mistake. As a result, the company did not allocate enough resources to the field of marketing. Consequently receiving the money that goes into the company is also reduced.

Meanwhile, the marketing is different, because it would attract money into the company, not just spend the budget. Therefore, companies should allocate sufficient resources to marketing, so that marketing activities can be performed by optimal and contribute some revenue to the company.

6. Do not Know Customer Acquisition Cost
Another mistake is the case that management does not know exactly how much it costs to acquire a customer. Thus, there is no statistic that measures the customer lifetime value. In fact, this information is important for marketing decisions. By knowing the cost of customer acquisition and customer lifetime value, then you'll know how much you should invest in marketing.

Often companies invest more than the customer lifetime value, thus resulting in deteriorating financial condition. So, before doing the marketing activities, know first customer lifetime value of your potential customers.

7. Only focus on the acquisition of customers, not keep it
You must understand that your business can work well at this time are partly derived from existing customers, and the fraction of new customers. mistake that often happens is that marketers are focused solely on acquiring new customers, and forget about the existing customers. Relationship that has existed by existing customers are not supervised properly, but instead pursue new customers. Existing customers missing, while new customer acquisition costs are higher, as a result of unfavorable financially.


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