The Gospel Truth About Marketing
Q & A With Susan DePue, known to her loyal followers (and now to you) as The Marketing Evangelist!
Contact Susan with your questions!
Read more about Susan here.
Dear Evangelist: It is happening more and more than when I call my prospects they want to meet with me but do not have the time. What can I do?
Answer: Well, first remember that you are not alone. “I don’t have time” is one of the most common barriers put up by potential customers. Typically we can’t make the appointment due to 3 roadblocks: The client feels that there is no urgency, they have no need, or they have no money to purchase what you are selling. Let’s start with urgency. Tell them a story. Here are a couple of examples:
This example is for a technology sale:
“Wow, it does sound like you are swamped. You know I find that my successful customers are so busy. Yet, many times after we meet and updated their current technology, they find that they spend less time prospecting and more time making sales. It could be that I could save you time and make your life easier as well. You know what Einstein said, ‘Insanity is doing the same thing over and over and expecting a different results.’ Let’s meet soon to see if we can’t make business easier for you. How much is it costing you NOT to update the way you currently do business?”
This example is for a benefit sale:
“You know I understand. In fact the more successful, busier people find my services actually save them time. We take some of the everyday questions and interruptions and let our team handle those for you. Let’s meet soon to see if we can’t make life easier for you. How much time is it costing you not to have a service team like ours behind you?”
Dear Evangelist: I am hearing that times are so tough and my clients can’t spend money on marketing. I sell advertising what can I do?
Answer: This is the age old excuse that there is “no money.” You will need to build a repertoire of real stories of how your clients have increased sales through your particular advertising product. When things are tough we need to spend more on bringing qualified buyers to our business. You might want to use alternative ways to help your clients. Group all the merchants in an area together and give them a break on their ads, or have an event paired with the ads. This is time for you to get really creative and help your clients understand how much they need you and your service.
After many years of success in the insurance business, Susan DePue felt the calling to share her experience with others. She began coaching business owners and sales professionals. Eventually, Susan was certified as a coach through Coach University and completed specialized training to become a Guerrilla Marketing Certified Coach!
Contact Susan with your questions, or to arrange a free consultation on improving your sales environment. Read more about Susan here.
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