Mayur Gudka

I am THE BEST Small Business Marketing Consultant in North Shore, MA.

Category: Sales

Enthusiasm and Selling – Just some thoughts

Enthusiasm, I believe is to be the master secret of selling. Sure, you can learn all kinds of sales skills and techniques. But, if the customer doesn’t see you excited about what they’re being presented with, they … aren’t … buying.

Enthusiasm is the largest factor in selling. Have you ever bought anything from an unenthusiastic sales person? Correcto Mundo. Me neither.

Those who think selling is difficult are usually not enthusiastic about what they are selling to, or who they are selling to, or maybe both. These sales people need to find something else to sell, something they would be enthusiastic about.

Here’s what I believe about selling.

Key to all sales is enthusiasm, coupled with persistence and some skill.

Here a revelation (to me at least) about enthusiasm.

It’s easy to be enthusiastic when you are not worried about things in life.
It is difficult to be enthusiastic when we are worried.

Looking back, I’ve always found selling to be easy when I have had plenty of cash to fall back on. Selling was easy when I did not need that sale. I wasn’t desperate. It was easy to gather and show my enthusiasm. The opposite was also true. When times were tough, and I tell you sometimes they were, I couldn’t show enthusiasm no matter how much I tried faking it. Desperation would show instead.

As a lifelong sales person, this was an important revelation to me. I’m thankful that I realized it because now I can fix it.

Secret Enthusiasm List

Have you ever read the book Secret by Rhonda Byrne? I have. In the book, she says there are a handful of things everyone does that makes them instantly happy. She asks readers to compile such a list and keep it with themselves at all times. What if there was a your very own personalized secret list of enthusiasm? What little things can you think of that will quickly make you excited?

Here’s a snippet of my list. Maybe it will help you kick-start yours.

  • A cup of coffee or Starbucks hot chocolate
  • Donating a dollar or more to someone in need
  • Helping someone solve a problem
  • High Intensity Exercises

Do you think this post has nothing to do with you because you’re not a sales person? Let me tell you this … YOU ARE A SALES PERSON. You might not be selling a product for a living, but you’re constantly selling yourself and your ideas.

Have you ever peddled your resume looking for a job?

Ever proposed to someone or ask someone out on date?

Ever tried to teach a child right from wrong?

What about trying to win an argument?

Every person in this world is a salesman or saleswoman whether we like that term or not. And the key to being a successful sales person is one word … enthusiasm.

Did you find strong value in this post?

Twice a month, I privately share Entrepreneurship related “Super Content” (a mix of incredible ideas, tools and strategies) with a select group of people in my Entrepreneur’s Paradise.

Want to become a part of my Entrepreneur’s Paradise? Click here for more details. The content I share is addictive, inspiring and transformational. You don’t want to miss it.

Trust me, it’s that good. Get hooked, now!

Get a Customer Retention Strategy!

 

Most likely you have a customer acquisition strategy. It helps you bring new customers in. The best-in-class businesses also have a powerful customer retention strategy.

What is a Customer Retention Strategy?

In simple words, it brings your customers back to your business over and over again. So, the lifetime value of each customer can increase.

Why is this important?

The cost of customer acquisition can be expensive. Even if you can acquire your customers for cheap dollar wise, it can prove to be expensive time-wise. Having a customer retention strategy in place gets these customers to walk in without spending much of money, time or energy in marketing.

To state the obvious, working both strategies in tandem can increase your revenue trajectory exponentially.

So, how to build a Retention Strategy?

Figure out a way to keep in touch with everyone who interacts with your business either online or offline. One of the best ways to do this is by capturing their email address.

If you find your customers are apprehensive giving out their email address, offer them a incentive.

Once you have their email address, send them regular newsletter or product promotions. This will keep your business on top of their mind.

Another way to do is ask them to connect with you on social channels. This can be a bit challenging than ask them for their email address. If your customers are conducting their transactions online, then ask them to connect with you online at the end of the transaction – on the “Thank you” page. It’s called the, “strike while the iron is hot” technique. They just bought something from you. They love you. They will like your Facebook page without any hesitation.

If the customer is conducting the transaction in-person, offer them an incentive to like your Facebook page. Maybe, if they showed the cashier that they liked your page, they can get a 5% off their order. Or, maybe they can get a special gift bag that cashier keeps in the back.

Did you find strong value in this post?

Twice a month, I privately share Entrepreneurship related “Super Content” (a mix of incredible ideas, tools and strategies) with a select group of people in my Entrepreneur’s Paradise.

Want to become a part of my Entrepreneur’s Paradise? Click here for more details. The content I share is addictive, inspiring and transformational. You don’t want to miss it.

Trust me, it’s that good. Get hooked, now!

What is your Website’s Job?

It’s 2017. I used to think every small business in United States has a website. I was so wrong. According to GoDaddy, 6 out of 10 very small businesses are not online. Geez Louise! What’s going on here. Anyways, for the sake of discussion in this article, let’s assume you HAVE a website.

So, what is your website’s job? Can you answer this question? Most small businesses have trouble with it.

Let me ask you a few other questions:

  • What is your secretary’s job?
  • What is your accountant’s job?
  • What is your HR manager’s job?

These are easy questions. Business owners have no problem answering these because they have a clearly defined job function for each one of them.

Your website is really your employee. It should have a job function just like your accountant or your secretary. And it is your job to identify its function.

  • Is it to provide basic information about your business to prospective clients and customers?
  • Is it to generate leads for your business? In that case, it’d be your sales rep.
  • Do you want your website to be your customer service representative?

What do you want your website to do?

Once you clearly define it’s job function, then you can design it to fulfill that job function.

Not all websites are designed equally. A website should be designed to fulfill its job.

A website who’s job is to merely provide information and a phone number or an email address to reach the business is much simpler and much different than a website who acts as a funnel attracting only qualified leads.

If you are unclear on your website’s function or want to know whether your website is doing its job correctly or not, email me at mayurgudka@gmail.com and I’ll help you answer these questions.

Did you find strong value in this post?

Twice a month, I privately share Entrepreneurship related “Super Content” (a mix of incredible ideas, tools and strategies) with a select group of people in my Entrepreneur’s Paradise.

Want to become a part of my Entrepreneur’s Paradise? Click here for more details. The content I share is addictive, inspiring and transformational. You don’t want to miss it.

Trust me, it’s that good. Get hooked, now!

Sales: The only thing new entrepreneurs should focus on

Starting your first business? It’s so exciting.

You probably have a large to-d0 list.

May I make a suggestion? Rip that list and throw it down the drain.

There are only two things you need right now.

  1. A starter website that provides information about what your company does
  2. A sales process

You take care of the website. I’ve drafted a basic sales process for you here:

It’s a simple four step process.

  1. Identify and build a list of potential prospects
  2. Call or e mail and setup meetings with them
  3. Present your product or service
  4. Follow up for a yes or no decision

So, what is the best approach to execute each of these steps? I don’t know the answer for you.

There are myriad of ways you can accomplish each of these steps. Use the “trial and error” method to figure out what works best for you. There are books available on each of these steps with countless methods within.

The bottom line is – As a new entrepreneur, you should be focusing all your energies on selling your products or services. Nothing else.

This does one simple thing. It generates cash.

A very important thing to have when you are starting a new business.

One final tip.

Make your list of prospects as large as possible. It breeds confidence and it will show through in your sales presentations.

Good luck!

Did you find strong value in this post?

Twice a month, I privately share Entrepreneurship related “Super Content” (a mix of incredible ideas, tools and strategies) with a select group of people in my Entrepreneur’s Paradise.

Want to become a part of my Entrepreneur’s Paradise? Click here for more details. The content I share is addictive, inspiring and transformational. You don’t want to miss it.

Trust me, it’s that good. Get hooked, now!

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