Wednesday, November 27, 2013

Lessons Dwight Schrute Can Teach You In Salesmanship

Dwight Schrute was a Dunder Mifflin Paper company enthusiast. He loved what he sold and it showed—through numerous hilarious quotes as well as a few moments of over the top salesmanship. (If you’re completely lost, we’re referencing NBC’s The Office.) The only thing he might have loved more than selling paper was his beet farm (everyone needs a hobby, right?). While the illustration is silly, there is a valuable lesson we can all learn from Dwight K. Schrute: love what you sell. If you love what you sell, you’ll know everything there is to know about it. Your clients will be (theoretically) incapable of asking you a question you don’t know the answer to. And, when posed with an unanswered question, you’ll do whatever it takes to figure it out (partly because you’re client will demand it, but mostly because you just want to know). Next? Your passion will earn you sales. (And this makes your superiors very, very happy.) When you have genuine appreciation for your products and services you’ll be invested in showing your clients how they can improve their current situation. And always remember this: technology won’t make the sale. As much as Facebook, Twitter, and other online marketing mediums will drive curiosity and initial investigation, it’s authentic human contact that will make or break your sale. In other words, don’t worry, you’re never going to be replaced by a computer—a human voice will always be better than an automated one

Wednesday, November 20, 2013

Getting to the Bottom of the Slide: Find the Nudge to Make the Sale

Here’s a basic model for you: you want to transform potential customers into devoted ones. So how do you do this? To explain the process we’d like you to picture a slide. Not a twisty, intense covered one, just a plain old regular slide with a ladder leading up to the top. Your prospective customers are currently sitting at the flat top. And they aren’t budging. And they won’t (to purchase or act) unless something (your marketing) nudges them into action. Granted, gravity is on your side. They want to move. They’re naturally compelled to be interested in buying. But keep in mind that this desire already exists. That is not what you need to create. Your task is to align your offer with what (and gravity) pulls them to. Now, back to that nudge. It can take multiple forms. Perhaps an email, website advertisement, a sign in your window, a billboard, or a past customer’s kind words. This will start the process and get them to that critical downward angle. It’s at this angle that you will make or break this slide experience. Without enough momentum, they won’t make it to the bottom (the sale). Ensure that prospective customers (ones who’ve expressed an interest) are wooed. They desperately desire to be shown the features, benefits and prices of all that could suit their needs. Answer any questions, address any concerns and assure them that you’ll see that they are satisfied with your products and services. Remember seeing that poor kid get caught halfway down a slide because they didn’t push off hard enough so they embarrassingly had to scooch down to the base and slink away? Don’t let that happen. Friction is present in every aspect of this interaction—trying to keep them from sliding down. Poor customer interactions, confusing interface on your website, long form payment processes or simply poor salesmanship are all ways to lose the momentum and ultimately the sale.

Wednesday, November 6, 2013

The Holiday Season is Upon Us!

Are you starting to feel the stress of the upcoming Holiday Season? Worried about what to send to all of your customers, staff and friends? BC Print and Web has the solution you are looking for. We are offering quick, easy and affordable personalized Holiday postcards. In just 3 easy steps you can create a completely personalized Holiday card for each and everyone on your list. BC Print and Web will handle the design, printing, addressing and mailing. It is as easy as 1 2 3 ! 1: Choose your favorite Holiday image 2: Choose your Holiday greeting & personal message 3: Upload your mailing list To see available images and personal message options visit our website at anytime at bcprintandweb.com. For additional questions and pricing options call Dan or Kimberly at 303.320.4855. For your planning, Wednesday, December 18, 2013 is the last day to mail the postcards for delivery by Christmas Day.