Being an entrepreneur is like riding a roller coaster for days on end. You have extreme ups and extreme downs, along with anxiety, thrills and a lot of questions on what’s over the next hill. But the good thing about most of us is that we tend to approach projects with optimism and plenty of energy. In this series, I’ll share with you selling tips that can help you maintain the momentum that you normally feel at the beginning of a venture, as offered by an industry expert. It’s natural to go into business filled with optimism and excitement about what the future holds. Sadly, few of us still have that passion after the first 6 months. Any number of business and government websites will give you loads of statistics why most businesses fail, but according to marketing consultant and direct- response copywriter Craig Garber, the bottom line is, "Most entrepreneurs struggle, simply because they don't know how to attract enough of the right people to do business with them." Garber, the publisher of Seductive Selling (SeductiveSelling.com), a monthly business and marketing newsletter for entrepreneurs, says, "Re-gaining control over your business and running it profitably, is a LOT easier than you think. The problem is, few entrepreneurs really know how to consistently get new business, and many feel awkward about asking people for money. So what happens is, they waste a lot of time doing things like networking and running ineffective ads over and over again, 'hoping' things will change. Unfortunately, 'hope' is not a business strategy. If you want unconventional results, then you've got to use unconventional methods to get them," and Garber suggests trying one of these five simple strategies, for starters. Seductive Selling Strategy #1: Attract, don't pursue. Most entrepreneurs are so desperate to find new prospects, they chase down almost anyone with a pulse, who might want to do business with them. Instead, they need to change their positioning, so they're "attracting" business, not chasing it down. Pretend you're fishing -- when you cast out the right bait, you bring in BUCKETS of fish, but with the wrong bait, you come home empty-handed and frustrated. And what's the best bait to use? Keep reading, you'll find out in just a moment. Seductive Selling Strategy #2: STOP trying to "convince" prospects they need what you're selling. Let's face it, the convincing business stinks! Making someone "want" to buy something, is like making someone "want" to date you -- it's not natural! But tapping into the existing wants and desires of a marketplace is. You want to find prospects who already want to buy what you're selling, right now, and then simply show them why they should buy from YOU, as opposed to your competition. This eliminates needless "convincing," because these folks already want to buy. Do this, and you've got it made. In the next part of this series I’ll share with you three more tips that are offered by Garber, in order to help get your energy and efforts at the right level. |
