Environmental Sales and Marketing

Sales and marketing is about creating an environment in which your customer feels comfortable – even compelled – to do business with you.

Do you wonder why most people today have a built-in aversion to sales and marketing? Why wonder? They do so just deal with it! Overcoming this natural resistance with proactive, polite, persistent and poignant professionalism is what sales and marketing today is all about. Remove obstacles to doing business starting with customer perception and create an irresistible urge to act. Action means the next step in the sales and marketing cycle: engagement, inquiry and finally a sale!

Here is how to become a champion at environmental sales and marketing:

1) Set at Ease – A customer comes to your shop because they find it attractive. A visitor stays on your website because it is entertaining or informative. No one goes out or their way to be sold or marketed to. Therefore do not “sell” or “market” to your customer but rather create a comfortable zone for your customer to engage you in. Let them know they are welcome and that there is no pressure. Making your customer comfortable is the first step in sales and marketing.

2) Communicate Value – The actual sales and marketing process begins with talking about value to the exclusion of anything else. Your customer does not want to hear about how great you, your company or even your product or service are. They want to hear about themselves and how you can help them. They are not your friend and they do not care about you. They care about themselves and therefore you must find out what they care about and communicate that.

3) Listen and Learn – Marketing surveys and discovery sales meetings are all about finding about what makes your customers tick. Do not assume that you know anything about your customer without giving them an opportunity to tell you about themselves. Regardless of how experienced you are selling and marketing your product or service keep in mind that every customer is unique. The art of sales and marketing is making your customer feel comfortable talking.

4) Ask Compelling Questions – Imagine a helpless family whose house has burned to the ground. “What if this happens to you?” asks the ad. It did not sell or market anything but simply depicted a scenario that viewers will want to avoid. “What are you doing about your arthritis pain?” “How long are you going to put yourself at risk?” “What is the cost of doing nothing?” These kinds of questions compel your customer to think and then act.

5) Be Friendly – The person that you like and trust most is the person you are going to do business with. Time and again customers show that they will pay a premium for service. Being sincerely helpful, courteous, respectful and honoring your customer beats price, quality and almost every other market advantage almost every time. Try it, it works. A Turkish saying goes, “a cheerful vinegar seller sells more than a grumpy honey seller.”

6) Open and Close – Once your customer is engaged you must continuously progress them towards the desired outcome of a sale. You do this by creating an open dialog that uncovers their needs and seeks to fulfill them in the best way possible. Find out what they want and then show them what they want. Point them in the right direction one step at a time and let them walk ahead of you. Open the door and close the sale.

7) Diffuse Objections – If you know what customers think that prevents them from buying then speak up about it. Talk about it in your sales presentations and market around it. Your efforts should be to engage, inform and persuade while along the way answering questions and concerns that discourage and prevent a customer from buying. Do not force the issue but simply realize that an objection turned around becomes a reason to buy.

8) Step Aside – I had originally forgotten this one last important point but here it is: once your customer is ready to buy, get out of the way! Your job is creating an environment and setting everything up to gently push your customer forward towards a sale. You have created a comfortable buying environment, providing reasons and gently removed all obstacles to a sale. When a customer says, “okay” then you say “okay” and simply take the order.

Customers like buying and not being sold to so create optimum conditions for them to buy!

Sales and Marketing Extras

There are the usual sales and marketing techniques that every business does, like standard operation procedures for business. What else can you do to stand out? This is a key in getting more sales. Standing out is what gets you noticed and if it’s in a good way, more sales will be coming your way. Here are some other things you can do rather than the usual sales and marketing 101.

1. Tell the world you exist by word of mouth – Some people have forgotten how well word of mouth works. You can have all the promotions in the world; word of mouth is a classic that always works. Just make sure that the word being passed around is something positive, business is not like a celebrity. Bad publicity is just bad. Simply telling people you know casually, people in your neighborhood or family and friends about your business, about any promotion you have or an upcoming sale can boost sales up.

2. Event Organizing – This is a great treat for many people. Organizing a simple event won’t cost much and you’ll gain exposure. For example having a hotdog eating contest. People love to watch, you ca make sales during the even or give out coupons so people will visit you, offer something that attracts people aside from the excitement of seeing a man chow down on 20 or more hot dogs.

3. Competitions – This is more exciting but needs more planning as well. Having some kind of a competition that will attract a lot of people. It can be a pageant, dance contest, singing contest or maybe even a concert featuring a local celebrity. One day, maybe the really big stars.

4. Clothes and accessories – Free models you say? Yes, giving things out for free to people like shirts, pins or bracelets gets you free exposure and free models that’s go around here and there. You can have your logo marketed in another city and that’s exposure from afar for a very small cost.

5. Sponsoring – This depends on what you’re sponsoring for, and what your business is. Restaurants and hotels commonly sponsor pageants because people go to watch it and have to eat and sleep somewhere, so it’s a good match.

6. Good service – This is the most important part of sales and marketing. When you have the people giving you a chance to show them what you have to offer, do it right. Now you may be the perfect gentleman who opens the door for his lady customers, but make sure that you’re staff does the same. All around, your business should have great service. With great service you can get more people to help you out with all the above strategies as well.

How to Outsource Sales and Marketing

The success of any business greatly depends on successful sales and marketing. Deciding how to outsource sales and marketing is a great way to ensure that your business will grow and allows you to focus and improve other areas of your business.

Sales and marketing is an essential part of any growing business. You can choose how to outsource your sales and marketing to a qualified provider or company. There are a few things to consider when deciding to outsource:

  1. What do you want to achieve?
  2. What is your time frame?
  3. How many people do you need to work on this?
  4. What aspects of your business do you want to focus on?

When you have assessed your needs you are ready to learn how to outsource sales and marketing. But there are other factors to consider, ensuring that you are successful.

Project Planning

This is essential to your business plan. As mentioned earlier, you need to address various needs and finalize your business plan before you take action to avoid common mistakes and miscommunication. When looking at freelance providers request their work history and portfolio to assess their skills and qualifications. Also make sure that the line of communication will be open at all times. You will need to provide them with all your requirements and information needed to successfully market your business. They will also need to communicate any suggestions and improvements they might have. Keep in mind that these providers are generally experts in their fields and can provide you with valuable advice.

There is a saying, “If you fail to plan, you plan to fail”. This is especially true in any business. Sufficient planning is essential and you can anticipate every possible problem and put solutions in place. This is vital when you are learning how to outsource sales and marketing. This is the backbone of any business and will directly influence your income and ultimately your business’ success.

Project Management

Once you have completed the planning process you are ready to start your project. When you learn how to outsource your sales and marketing your business needs to will be in good hands; however you need to be actively involved to ensure the smooth running of your projects. Constant communication is key; you also need to be able to give constructive criticism and be open to any suggestions that will benefit your business in the long run.

You need to assess the quality of the work provided and the results that you achieve by doing this. If you are not satisfied with the work of your freelance partners, let them know what you disapprove of and ask for suggestions from their side. Once again, communication is key. You can even set aside time for a weekly conference call to ensure everyone is on the same page and everything is going according to plan. If there are any problems you can find solutions immediately and prevent a situation from arising.

Learning how to outsource sales and marketing is a great way to improve your business and online presence. When choosing a quality freelance company you can be sure that your business will reach new heights in no time.