Whether you are a consultant, architect, or property developer, the one thing you have in common is that you want your new development to be noticed. In the crowded world of property development, it can be challenging to get your projects the necessary coverage to make them profitable.
The competition is fiercer than ever, ensuring that you will need to employ specialist online and offline marketing skills to set yourself apart from the rest of them.
If you are looking for tips and tricks to make this your year, read on to discover five ways to make your property development stand out.
1. Include exclusive, cost-effective characteristics
If your property is going to attract attention, you want it to be because of the unique features that you have chosen to add. Choosing to include clean and tidy yet utilitarian landscaping will not only produce a charming exterior but will also invite a considerable amount of buzz. Similarly, opt to upgrade the driveway to provide a high-quality look through the addition of color or aggregate to the concrete.
Too many consultants and architects overlook the importance of rendering when attempting to make their buildings look distinctive. By applying cement to the external walls, you are going to give the property a smooth surface which, in turn, will form a beautiful-looking streetscape.
Last but not least, the small decorative touches that you may usually overlook can make a property sell fast. Update the letterbox, make sure that all spaces get a fresh coat of paint, and consider hiring a professional stager to market the interior spaces.
2. Offer a virtual tour of the grounds
With most people’s reliance on the Internet for all sorts of things, many potential clients expect to get as much information as possible online prior to visiting the physical location. One of the best ways to satisfy this need is by offering a comprehensive virtual tour of the property and grounds.
While it is always best to hire professionals to do the job, you can create a virtual property walkthrough tour on your own. If you decide to go down this route, make sure you have the appropriate camera gear to produce a high-quality video.
As with most types of photographs and videos, the best time to shoot is at sundown as the light will be warm. When filming inside the properties, remember to open all of the curtains and blinds and switch on all the lights to give the home a cozy feel. In the video, make sure to provide an appropriate balance of exterior and interior shots so that viewers can get an overall feel for the location and the amenities.
3. Add digital signage
From the moment someone sees your development until they arrive at their final destination within it, you want to have a signage system that stimulates their anticipation for this exceptional experience.
The right signage not only shows passersby where your development is located, and works as a constant advertisement. It also functions as part of your whole marketing strategy, presents a cohesive brand strategy, and allows for organic consumer experiences. After all, how often do you wander in somewhere because you noticed (and liked) the sign?
For the best in the business, contact providers of digital signage solutions who can help your communication needs through complex analysis to mastermind high-quality and cost-effective placemaking and signage solutions for your sites.
4. Get involved in the local community
One of the most significant long-term investments you can make in your current projects (and future endeavors) is to get involved as much as possible in the local community. No matter what role you play in the development of property (planner, consultant, architect), you can massively benefit from positioning yourself as a local thought-leader in the niche.
There are plenty of ways for you to develop your personal brand in this manner, and the only limit is how creative you can be. A few ideas include becoming a columnist in a local magazine, hosting free seminars on your expertise, partnering with other local businesses, and creating a referral system for your company.
5. Stay up-to-date on what consumers want
You can create the most incredible development in the world, but if it doesn’t satisfy what consumers in the area want or need, then it isn’t likely to do very well. A significant part of your overall business strategy should be to research and understand your target market. Throughout every project, you should be clear about what your target client desires and how you are going to deliver that product better than any of your competition.
Work with local real estate agents to obtain first-hand market research regarding what local buyers are searching for, and what needs are not being adequately met. That being said, your projects aren’t completed overnight, so your research needs to distinguish between of-the-moment trends and long-term patterns.
Have you utilized any of these ideas in your recent projects? What have you found to work best when marketing your new developments? Let us know about your experiences and any challenges you are facing in the comments below!
About The Author:
Zak Zakaria is a Waymaker at dezigntechnic in Dubai who also previously worked as the company’s Graphic Designer and Art Director. Zak is creative with work experience in multiple multinational agencies such as JWT and Saatchi & Saatchi. Signage design is a family business, making Zak’s personal experience with signage his longest professional commitment.
The festive season is well underway, and the adverts used on TV are some of the most memorable things about the period. Find out why they work so well, right here.
One of the most memorable things about the Christmas period isn’t the food or the presents. No, it’s the adverts. In the past few years, Christmas adverts have taken over, and have become a staple of the beginning of the festive period. But what makes a good Christmas advert and how have some of the biggest brands (John Lewis, Iceland and Sainsbury’s) created such memorable adverts in the year 2018? Well, we investigate.
We’ve spoken to a leading digital marketing agency about the techniques that some of these companies use in their Christmas advertising, be it on or off the television. In this post, we’ll be looking at 3 different ads from this Christmas season and looking at the techniques they’ve used in their advertising. Find out why these ads are memorable and impactful, right here.
One trait that almost all Christmas ads have is using emotional marketing and advertising messages in their adverts. Emotional marketing is a form of connecting with the audience on a personal level, evoking their feelings as opposed to advertising to the ‘logical need’ of the product. It’s an effective form of marketing that seems to be at the heart of most Christmas adverts, especially the 3 we’re going to look at below.
This year, John Lewis has recruited Elton John, for a sentimental advert about the history of his talent and career. You can see the advert, here:
What John Lewis’ advert does is choose to use an icon and one of his iconic songs, to establish an emotional connection with the audience. If you consider the demographics of John Lewis, they may be those that grew up listening to Sir Elton John. The message at the end of the advert is ‘some gifts are more than just a gift’ – which fits in with Elton’s talent as well as the giving of gifts in the festive period. This sentimental advert evokes a connection with the audience, inspiring them to give something to someone. This is just one example of emotional marketing.
Whilst Iceland’s 2018 Christmas ads won’t be shown on telly, it has been shared by millions of users online. You can see Iceland’s advert below:
This advert chooses to highlight a social issue, as opposed to advertising their products in the festive period. This advert chooses to bravely draw attention to palm oil, forgoing the Christmas theme. Whilst it was deemed ‘too political’ by broadcasting standard companies, the advert has made the rounds on social media, receiving massive amounts of media coverage too. The advert is impactful because it highlights an environmental and animal issue at a time where concern for the environment has never been more prominent. Whilst it may not necessarily promote, it’s effective because it is excellent PR for Iceland as a company.
Similarly to John Lewis’ advert, Sainsbury’s uses a classic song in their advert too. See the full ad, here:
The ‘Christmas play’ is something known throughout British schools, and this advert chooses to use a family song and a familiar event to create their advert. Again, it’s not an advert for their products rather it’s an emotional advert that focuses on inspiring the audience watching. This is another form of emotional marketing, making a connection with both parents and children alike.
Types of Emotional Marketing
Above you can see examples of how emotional marketing can be used. However, there’s a range of different feeling that adverts using emotional marketing can evoke in an audience. We talk about 5 of them, in the section below.
The Local Angle
Whilst this may not apply for the bigger, national companies, (however it does for some, but we’ll get to that) it’s something that smaller businesses or local businesses can use. The local angle involves getting people to care about the local community by buying local. Whilst some smaller businesses may advertise that fact that buying local is better, larger chains use community projects to inspire people to buy from them. The Co-Op, for example, funds local projects where their shops are located. People tend to care about the area they live in, so a local angle is a good form of emotional marketing.
The Milestone Angle
If a well-established business has hit a milestone, 50 years, for example, some businesses choose to use this in their advertising. The feeling evokes sentimentality in the audience, much like the John Lewis ad, by showing a progression through the years. It can be key for businesses to establish their longevity through their advertising, but it makes those who have used the brand for years feel a connection.
The ‘Love’ Angle
The love angle is showing brands and businesses care for more than just profit. Through emotional marketing, the love angle can help humanize a brand making them appear as a caring business – as Iceland has with their Christmas ad this year. It’s about creating a link with the audience making them see the brand as more than just a business.
The Aspirational Angle
Some adverts choose to provide consumers with something to aspire to. You’ll see this fairly often with mortgage companies, banks, and estate agents. It’s about giving people something to aspire to through their advertising.
Another emotional marketing technique used is the inspirational angle. Like Sainsbury’s ad, it inspires people to overcome fears. In general, it can be the inspiration to overcome adversity, challenged and more – Nike are experts of emotional advertising, especially using the inspirational angle.
These are all forms of emotional marketing that brands and businesses use all year round, not just at Christmas. Think about emotional marketing this Christmas and beyond, it’s a powerful method of marketing and advertising.
Lloyd Parkinson is a Content Marketing Executive at Revive. Digital. Lloyd has experience writing content for the purpose of marketing on behalf of B2B and B2C organizations ranging from legal services, insurance brokers, financial services, all the way to the music and entertainment industry. He conducts research and writes about an extensive number of topics. Lloyd aims to educate his readers through his creative writing by providing them with informative and valuable content. He seeks to simplify complex topics for general readers as well as writing technical content for the well informed
Let us put a simple question forward – “what is the most important thing in today’s world of competitive business?” The answer is simple – knowledge about your users and customers. If you have the power to know what’s in their mind you will be able to stay ahead of your rivals. Businesses around the world are spending billions of dollars on Big Data and Analytics to be able to know more about their users. They want knowledge of demography, users’ likes, their aspirations and everything that is required to offer them tailored products and services. After all, you need to know about the needs of your users before your competition does!
There are various methods that have been employed by businesses to learn more about their users. From survey forms to questionnaires you may have explored many means to get inside the mind of your users. But these methods lack the novelty factor. This is where personality quizzes have emerged as one of the most popular means to engage your users and know more about them. You can make these quizzes a part of your content marketing strategy and gather valuable information among your users.
What Is Personality Quizzes?
You may have been left wondering why marketers use questions such as –
Which living creature do you identify the most with?
c) Marine life
What is your favorite season?
The fact is these quizzes allow marketers to know more about the personality traits of the users. Unlike your traditional knowledge-based quiz which usually has a correct answer among many wrongs, there are no wrong answers in a personality quiz. Users take these quizzes thanks to the funny side in them and while doing so interact more with the brand and the content. For marketers, it is a great opportunity to collect valuable information a person’s likes, beliefs, and feelings which go a long way in their buying decisions. Implementing personality quizzes in your content is easy when you make use of a Personality Quiz Maker. You can create a personality quiz in no time using these tools and leverage it to promote your brand.
Additional Benefits of Using Personality Quizzes
Gather Leads –Running a personality quiz you will be able to get deep insight into your users. Since these quizzes help in understanding the personality behind the person, it is a great tool for gathering leads. For instance, if you sell hotel bookings using this quizzes you would know if users are planning a vacation and what kind of hotels are they likely to choose.
Bank on Viral Campaigning – Every digital marketer wants their campaigns to go viral. While it is impossible to plan a viral campaign such campaigns have one thing in common – they are engaging and users immediately develop a liking for them. Personality quizzes allow you to engage your audience by asking them funny questions and encouraging them to share results in their network.
Brand Promotion – Brand promotion is a never-ending exercise for the marketing team. As a marketer, you would never miss an opportunity to promote your brand. Since these quizzes increase the scope of engagement they also serve as great promotional tools.
Create a Personality Quiz
While creating a personality quiz is easier compared to some of the other marketing strategies that you may have explored in the past, you need to get them spot-on to learn about your users and realize other business goals. There are three important steps involved and we take a look at them –
Creating Outcomes – The end outcome of a personality quiz should help you learn about your users and increase your sales. So every outcome of your quiz must be targeted towards promoting your products and services. For instance, if your sell smartphone your outcomes may be identifying – gamers, photographers and business executives among your users and offering phones that are tailored to address their needs from a smartphone. Your outcomes need to be entertaining and something that the user would like sharing with others. Never work on negative outcomes as they can turn-off the users.
Setting the Questions – Set the questions such that they are aligned with the outcomes. So if you are framing questions to know about the idea of perfect smartphone for your users you can frame questions such as –
How many megapixels do you want on your next smartphone?
c) Doesn’t Matter
How big should the battery be on your next phone?
a) 5000 mAh
b) 3000 mAh
c) 2500 mAh
What kind of memory do you need on your phone?
a) 2-3 GB
b) 4 GB
c) 6 GB
Take note that in all three questions the user would choose answers based on their needs and idea of a perfect smartphone. So a Photographer may choose mostly ‘B’, Gamer would choose mostly ‘C’ and business executive would choose mostly ‘A’
Setting Logic –Once you have the outcomes and the questions it is time to leverage the information that you have collected from the users. Continuing with the example we have seen above you can set logic for the quiz in the following manner –
If maximum answers are “A”, users directed to Out Come for phones with the best Battery
If maximum answers are “B”, users directed to Out Come for phones with the best Camera
If maximum answers are “C”, users directed to Out Come for phones with high Memory
You can clearly see that using these three steps you have been able to create personality quizzes that would help know about your users and categorize them. Based on their interest and in the final step you can use this knowledge to sell your products.
Personality quizzes are a wonderful way to promote your brand and at the same time learn about your users. Create a personality quiz and you would lend the edge to your marketing campaign.
Mark Gill is a writer and marketing expert. He specializes in interactive content and spends most of his time online looking out for new things and implementing the best possible solutions for his work. Making a mark in the online world he constantly explores new trends in content marketing and uses them to increase engagement and ensure success. He has always strived for perfection and is surely on the path to achieving it.
The business industry today is characterized by increasingly high levels of uncertainty and change. Different kinds of business engagements proliferate. This goes to show that many people are brave and confident enough to delve in the infinite pool of business industry.
One factor that adds up to the growing competency in the industry is the use of internet and as you may notice, many online stores are gradually emerging. Hence, the competition among these online businesses becomes undeniably high. Online retail shops have faster increase in sales and profit compared to the real boutiques. And this is the primary reason why personal branding is intensively needed and crucial for every online retail business – your brand must be unique, catchy, and creative.
Branding strategy is the most difficult thing in the process of planning a marketing plan and it is the biggest problem of businesses because it has to be something big since it is a vital step in creating an effective company identity. And this article is here to give you the best way on how to gather audience in order to ensure your online retail business success.
1. Create your business plan
With billions of already operating online businesses, it will not be easy for someone who just started to immediately gather sales and generate growth. The shoppers have to dive into the pool of many other online shops that is why you must have to know how you will get the client’s attention by marketing or how you can utilize the potentials of search engines. The vital role of creating a business plan starts here to help you find the way to the top using the critical components like financials, marketing, and operations. This is also the most critical part since it will be the blueprint for your success. And the ultimate guide to business plan starts by knowing who will be your target audience and what your target market is. And doing some research about this is important in planning.
So the ultimate guide to the business plan is: first, research about everything. Second, write down your plan, followed by an exquisite summarization, and then apply it to your business. After that, you have to monitor everything that is happening in order to make a judgment whether your plan is a success or not. Also, always keep your business plan open for revisions for improvement. Never get scared of trying things you never tried before because that is what people need right now – they need something new.
2. Select an appropriate business structure
After establishing your business plan, it is now the time to choose the appropriate business structure that would get you the best. There are different types of business structure; it can be a sole proprietorship where all the profit as well as income, losses are taxed to a single person; on the other hand, partnership is when two or more parties share the responsibility and works with mutual efforts; other more complex structure of businesses includes a corporation for an already well-established businesses and the hybrid kind of partnership called the LLC or the Limited Liability Companies.
The different business structures are all viable choices you can choose from but you have to know that all of it comes with their respective benefits and risks. It is important to know this especially for those who are just starting to build an online retail brand. To select an appropriate business structure for your online retail store, you have to consider the essential factors like the financial requirements of your business, its level of flexibility, the tax options, liabilities, and lastly, you have to think long term. Always remember that every decision you make will largely influence your online business someday.
3. Choose your products to sell
It is important for a starting online retail brand to have that specific product they goal to market. In finding a product to sell online, build an interesting and catchy brand that will surely catch your client’s attention. You can also try looking for an opportunity gap by observing different Amazon ads to identify what the customers actually need since supplying demands from the other online store will surely turn everyone’s head towards you! You can also try the same thing on finding opportunities in keywords and try finding a product to sell online using search engines. You have to be opportunistic and identify every pain point of customers. Use your experience, its either you consider the customer’s passion or you go to market your own passion or play safe and start capitalizing on trends early!
4. Consider getting barcodes for your products
UPC or universal products codes are consisting of 12 uniquely arranged numeric digits that place to a specific trade item for the purpose of scanning them at the point of purchase. If you have so many products or if you are selling on a wholesale basis, you must consider having these barcodes.
In getting barcodes for your online retail success, you have to set up or create an account at GS1US.org that will give you an opportunity to create as many barcodes as you need but if you are just a few items, you can simply skip that GS1US.com and head directly through their certified partner like the createbarcodes.com.
5. Implement your Inventory System
The inventory system is the set of policies and guidelines needed in order to monitor the inventory or level of products available and must be maintained in order to meet the future demands. This is important in order to know when will the products need to be restocked to adequately respond to the customer’s needs. Having your own storage or warehouse will help you in familiarizing what you already have and what you are lacking It will also help in stabilizing your products price due to avoidance in your supplier’s rising rental costs plus it can also give you an extra income by letting other people rent out of your stuff. But having a storage room or a warehouse can be expensive plus you have to deal with the struggle in transportation, maintenance works, and product loss or damage. Implementing your own inventory system will ensure your online retail success! It will keep your products regulated and you will never get short of it!
6. Purchase your domain name
Domain name acts as your permanent address online that is why it is important to immediately have one the moment you decided to open your own e-commerce website. A domain name will make you look more professional, trustworthy, and credible, plus it will help in promoting your brand awareness. Some of the most popular platforms you can find are Shopify, Bigcommerce, and Wix eCommerce. Shopify can give you a free domain name or you can also purchase your own domain name that is exclusively yours.
In purchasing your own domain name for the online retail success, choose a good domain name first and pick a domain registrar. If you are already decided, you will be filling up some important details necessary for your registration. If you are concern about your own security and privacy, feel free to use a business name and contact information rather than your own personal identification. Once you are already finished on your domain name’s registration, the desired URL is now yours but that doesn’t mean you have a website because it still needs to be built and hosted which is done separately.
7. Create a website
The website is an important element in today’s business industry. Most people try to look up about everything on the internet first before they go and buy it. That is why your website has to be something that will leave a great permanent mark on the consumer’s first impression since it will last!
If you are problematic in looking for someone to create a website for you, here are the five trusted e-commerce website builders you can choose from: first is the Shopify which is one of the most popular and best website builders nowadays; second is the Wix eCommerce that is a pure drop and drag website builder because you can practically just put anything you want in any place you desire; third is the direct competitor of Shopify and is called BigCommerce; fourth is Weebly eCommerce which is said to be the easiest to use; and lastly is the Squarespace Commerce that offers a very classy, stylish, and simple templates.
8. Setting up your shopping cart
The e-commerce shopping cart is said to be the heartbeat of the entire existing online retail stores on the internet. It is your online store catalog and serves many roles in your website. It can even handle the costumer’s order and back-end inventory infrastructure.
In setting up a shopping cart for your online retail success, the following tools might help you out: the 3dCart which serves as the e-commerce existing storefronts; the AgoraCart that provides a series of template or support your own code base; the visual shopping cart from Avactis; the CubeCart that provides many options to the business owners; and the ProductCart that features hundreds of different shopping carts.
9. Start your online retail and spread it.
Marketing strategy is important to ensure your business success. To start your business, launch your online store and offer varieties of discounts. This advertising strategy will be surely effective once you see its impact towards your sales.
Launching your business starts with preparing your social networks and making sure that your email marketing is ready. It also necessary that you already have a launching space that would greet your clients the moment they access your website. And make sure that you are already done your keyword research, you finish installing Google analytics in order for you to receive any incites.
10. Maintain and continue to learn what trends today
After finishing all the things that were mention above, you are now ready to run your own online retail shop. The only thing you have to keep in mind is to maintain your business and keep it going! Always remember that you have to be open and continuously try to do something new. You can either follow the trend or become the trend. You just have to learn constantly for your business sake. It is a fast-changing world so you have to be flexible enough to catch up in order to ensure your retail growth and success.
About The Author:
Alexe Chasanov is an e-commerce community manager in California. She also works as a consultant for a start-up company to help them in their marketing and growth hacking efforts. She loves writing about fashion trends here and there, and on her free time, she loves outdoor sports and martial arts.
Electronic Commerce, better known as “E-commerce”, is one of the best marketing strategies of today. It is the buying and selling of products or services over the internet. Take note that any form of a business transaction conducted electronically is e-commerce.
When it comes to selling online, how can a seller drive sales to its e-commerce website? The answer is by creating compelling and attractive content. Here are some tips on how to create powerful content for your e-commerce website in order to drive sales.
Feature Lots Of Benefits In Your Headline
Your headline can significantly affect your sales – that’s why you need to make it appealing and convincing. You need to grab your visitor’s attention to convince them to stay and read what you are offering. It’s best practice to create a headline which explains what the product does rather than what is it. By doing this, the visitor has a better incentive to continue reading your page.
Avoid Keyword Stuffing
This is one of the common errors made by marketers. Search engines such as Google don’t allow those sorts of SEO tactics today. If you want to drive sales, you need to have high search rankings. For that to happen, you need to choose your primary keywords carefully. You also need to position them in the right places such as in the title, start, and end of context – that’s all.
Add Credibility To Your Content
When creating content, it is vital that you build trust, so that visitors can trust you. This way, they will be less hesitant to buy from you. One of the best ways of building trust or credibility is by posting testimonials. It’s important that these are genuine testimonials from true customers. You can also build credibility by adding credentials, background details, and experience. This is another good way of convincing readers that you are legit and trustworthy.
Avoid Duplicate Content
If you want to improve sales, then take the time to write about your products individually. Duplicate or generic text/copy can now be easily tracked by Google which can be detrimental to your business if it results in lower rankings for your e-commerce website. If that happens, it will be much more difficult for you to attract visitors via organic search.
Change The Appearance And Formatting Of Your Content
Let’s face it – only a few will read your content from top to bottom. Many people usually just scan the content and only read the words or phrases that they think are important. So the best practice here is to:
Add sub-headlines to emphasize critical messages
Use bold or italic fonts when listing the essential benefits of your product or service
Vary the length of your paragraphs
Use bullet lists to highlight key points
Leave the right-hand side ragged
Avoid Grammar, Spelling, Syntax, and Formatting Errors
Having incorrect grammar and spelling in your content will undermine the clarity of your message. It can also create doubt in mind of readers – which can result in potential lost sales. Make sure that your content has a professional look.
Use Ethical Urgency To Convince Readers To Buy Now
When it comes to driving sales, your content must have a sense of urgency towards your readers, encouraging them to buy now. The best place to use this approach is towards the end of your content, which is usually near the call to action. One of the best techniques for inspiring a sense of urgency is by offering a limited time price discount.
Include Images In Your Content
One of the most powerful sales tools for an e-commerce website is the images being used. If you want to boost sales, then try to ensure you have as many high-quality pictures of your product or service as possible. It’s equally as important to test the placement of these images in order to find what has the maximum impact on your online sales. For example, you could test positioning them to the left of your product description versus to the right. You could also test adding images to your cart page as well, in an effort to decrease checkout abandonment. Test as many variations as you like and see what works best for your website.
Driving sales doesn’t have to be that hard, so long as you know the right things to do. The next time you sell a product online, let this post be your guide for creating a powerful content to drive sales, boost your web marketing ROI and improve your eCommerce conversion rate.
About The Author:
James Spittal is the founder of Conversion Rate Optimisation and A/B testing obsessed digital marketing agency, Web Marketing ROI. They help brands with high-traffic websites optimize their conversion rate using A/B testing and personalization.
Many entrepreneurs, no matter how confident they appear to hate the idea of sales calls. And to be quite honest the way this guy in this post describes cold calling I am right there with them. The only time I ever did cold calling was when I took a gap year to Australia. As a broke backpacker you take pretty much any job you can get and I landed a job cold-calling for a charity.
I can’t remember if it was commission only or low pay and commission… the only thing I remember was the utterly awful and depressing office we were in. The boring sales scripts and the depressed look on everyone’s face.
You’d think that working for a charity it would be more rewarding right? Well actually I think it made it worse – you basically have to guilt trip unsuspecting people into giving up their money for a cause they probably weren’t thinking about until you showed up in their house.
6 hours in and I looked just as depressed as everyone else in there. I did try to crack a few jokes and cheer people up but it didn’t go down too well with the boss and I walked out (might have been fired – can’t quite remember) of the job on day one having made zero sales.
Pretty sure at that time I had about 50 dollars in my bank account but my thought process was I’d rather sleep outside on a beach and look for volunteer work than waste my gap year inside some stuffy, awful depressing office.
9 years later as Chief Happiness Officer at a Content Marketing Agency sales calls are part of my life again. And, I actually enjoy them.
In fact, I am pretty sure I enjoy it more than the clients, which is why I have now set up our site to take payments through the website instead of forcing them on a call with me.
As a work at home – sometimes work in a cafe entrepreneur I LOVE connecting with other entrepreneurs. It brightens up my day to speak to other people doing great stuff – and more so I love speaking about how we can help them and add value to their business.
Rejection is still a part of the process. I don’t close every call, in fact probably the majority aren’t closed straight away. But it doesn’t phase me.
Technically it is pretty much the same deal. I have a rough path to take on the call i.e a script, I am speaking to someone who I hope will give me money and rejection are very likely. So, why is it different to the Australian job?
I’m going to outline some core differences here;
THE SECRET METHOD TO FEELING CONFIDENT DURING EVERY SALES CALL
PRE-QUALIFY YOUR CALLS WITH CONTENT MARKETING
One of the reasons I love having sales calls is because the people I am speaking to have already told me they want my help. As a Content Marketing person I know that means they probably know quite a lot about me already. They have probably read several of our blog posts, researched our company online, read some guest posts, checked out our social media posts. Maybe even looked me up on Linkedin.
They aren’t going into the call totally blind. They know what I do, they like my vibe and they want to see if I can help.
This is the value of authentic Content Marketing. You want to attract the people onto your sales calls who you want to work with and enjoy speaking too! My writing is a bit quirky, a bit creative, honest and quite raw.
I don’t mind testing new content ideas out and being open in my communication. SO, I tend to attract clients who are quite similar to me & that’s great because those are the types of people I want to work with.
Maybe that’s a bit strange – wanting to work with people like you… but UM who doesn’t want to work with people they get on with?!
MAKE SURE YOU KNOW EXACTLY WHAT YOU ARE OFFERING
I fell into the trap as a newbie entrepreneur of having a very vague list of activities I could do for someone. I’m sure your skillset if you looked at it, could cover quite a broad spectrum. BUT, if you aren’t really specific about what you offer then your sales calls are going to end up vague and loose direction.
Your clients want you to provide a solution to their problem. So it’s your job to figure out what their problem is and show that your solution can help them solve it. Not come up with some random solution you might be able to offer. I hope that is a clear distinction for you because it has helped me a lot!
FEEL CONFIDENT IN YOUR ABILITY TO PROVIDE VALUE
This one can be tough. It’s a chicken and egg situation, you need to feel confident about your skills to get your first client but how can you be confident without having your first client and doing a good job for them?
When I first started moving into a more content focused offering I did small jobs for free to get feedback. How did I know if I was any good? Would people actually pay me for my writing? I took a number of small writing jobs which could be delivered in a few days.
The clients I had were blown away by the work I did for them and it really gave me the confidence to focus on creating content. I even asked them what they believe I should have charged and I got back several hundred dollars which at the time seemed CRAZY to me.
I still get fear come over me about the results we provide, I have very high expectations and put a lot of pressure on myself there. But I constantly remind myself that we are all on a learning curve and we can always improve. And, the positive feedback from our clients continues to come in creating an Agency which is growing organically as much as through our Content Marketing efforts.
To be that says we should feel confident in our abilities!
So, remember, a piece of praise, a referral, and a thank-you are very, very important. Always celebrate when you receive them and remind yourself of them every time you communicate with your product and service.
We love to create awesome websites for small businesses! It is our passion and goal to help as much as possible people with a beautiful online presentation that represents who they are and what they stand for.