PDF Archive

Easily share your PDF documents with your contacts, on the Web and Social Networks.

Share a file Manage my documents Convert Recover PDF Search Help Contact

19 sales steps .pdf

Original filename: 19-sales-steps.pdf

This PDF 1.3 document has been generated by / Mac OS X 10.10.5 Quartz PDFContext, and has been sent on pdf-archive.com on 20/02/2017 at 07:55, from IP address 24.80.x.x. The current document download page has been viewed 337 times.
File size: 250 KB (7 pages).
Privacy: public file

Download original PDF file

Document preview



Do you know: Internet is the #1 place people turn to when searching for information
about local business. A nearby sushi bar? A barber shop? A ower shop?
It's an amazing time if you run a website or online marketing campaign (and if you don't,
you really should) because 71% of all North America adults shop online and 78% go
online before they buy anything

not an option, its a must

Modern-day successful entrepreneurs work in different fields, but they all have something in
common. They mastered their sales process. The world of sales is blowing up. It’s a $500
billion dollar industry that employs over 15 million people in the US alone. Sales itself is
undergoing a transformation. One could call it the acceleration or automation era. Over
decades sales process became a complex machine with many moving parts like regular and
digital marketing, advertising, branding, online presence, social media, Google and Youtube
optimization, and so forth. If you studied sales in college or business school, here’s some
bad news: You’re way behind the times. Today’s sales strategies are a far cry from those
textbook examples. In fact, for small businesses, what sales means has changed completely.
Modern strategies are now much more practical and easy to apply in our technological age.
The problem is… the sales process is an ongoing process that never ends. There is no
100% done state. It is always a work-in-progress, no matter how good the results. And, if you
are like many small businesses have to manage ever-expanding to-do lists (stuff you should
be doing or could be doing) and watch your pennies, you need to get creative. Here are The
19-Step Sales
Boosting Strategy checklist to help you with your sales.
This checklist is not an answer to all of your problems. You’re still going to have to figure out
what works for your individual business. Everyone of them is different. We can give you the
guidance you need to figure those things out on your own though, and that’s extremely

Different kinds of products require different kinds of ads


☐ Why do real estate ads look so different from ads for ice cream or cosmetics? The answer lies
in our psychology. Social psychologists have discovered that we don’t make all buying decisions
the same way. We spend lots of time and energy on decisions concerning expensive purchases,
like cars and houses. In such cases, a wrong decision could significantly influence the course of
our lives, so we need to consider all arguments carefully for and against that purchase. If you are
selling, expensive products speak to the logical parts of the consumer’s brain. In other words, you
need to provide facts, statistics, and other evidence.
In contrast, buying decisions for products with lower relevance, like food or gas station trinkets,
are made quickly and intuitively. In these cases, we use those parts of the brain responsible for
emotion and intuition, and we’re more influenced by superficial images and cues, like colors and
smells. If you are selling, lower relevance products speak to the emotional parts of the consumer’s
brain. A flashy ad full of colorful, pleasant images, catchy slogans, and/or celebrity testimonials
could do the trick.

Use neuromarketing tricks
☐ Why seeing someone else’s beaming smile puts a smile on our face as well? It all comes
down to mirror neurons. Companies seek to exploit our mirror neurons with their advertising to
entice us to buy. Because our mirror neurons respond to “targeted gestures,”, i.e., images of
someone sipping a soft drink or lacing up a new shoe, this makes them invaluable to marketing. If
you own a bar, decorate your walls with pictures of happy people and offer significant discounts to
your first customers. Your bar should look like a place where people enjoy their time, have fun
conversations and good drinks to accompany the perfect setting.

“Everytime you smile at someone, it is an action of love, a gift to that person, a
beautiful thing.” Mother Teresa

Captivate all the senses, especially smell
☐ Appealing only to your potential customers’ rationality is not enough – you also need to pull the
right emotional strings. Smell generates 75 percent of our emotional reactions. Positive emotions
generate high sales. Nike once did an experiment in which customers evaluated identical Nike
shoes, one in an unscented room and another in a room with a floral scent. Astoundingly, 84
percent of participants in the scented room rated the shoes as superior. You should be aware of
how clients and customers experience the place where you sell. Every type of business has a
signature smell, like the smell of leather in a shoe store or coffee in a café. Ask yourself: Does my
business smell like it should?

"Nothing is more memorable than a smell. One scent can be unexpected,
momentary and eeting, yet conjure up a childhood summer beside a lake in the
mountains". Diane Ackerman

Tell a story
☐ Promoting your brand in the age of the Internet and social media is easy. Getting people to pay
attention is difficult, and getting people to share and care is even harder. Forcing them to take an
action or buy is almost impossible. Often when trying to spread an idea, people make the crucial
mistake of getting rid of the story behind it for an empty slogan. While slogans can be useful at
getting an idea to stick, they’re not very useful for inspiring people to take action. This is where
stories and examples are most effective. For example, the fast food chain Subway profited
immensely from the (true) story of Jared Fogle; a seriously overweight man who managed to slim
down to a healthy weight with a simple diet of two Subway meals per day. No slogan in the world
can match a story like this. Tell your story on your website, video explainer, your bar’s menu, stick
a banner on a wall of your coffee shop or any other surfaces. Unleash your creativity the more
you use it, the more creative you will become.

"Great stories happen to those who can tell them." Ira Glas

Use SUCCESS formula to make your stories sticky
☐ Successful stories, advertising campaigns, and ideas that stick recognizable share
characteristics that can be summed up in the mnemonic SUCCESs

Simple – find the core of any idea

Unexpected – grab people's attention by surprising them

Concrete – make sure an idea can be grasped and remembered later

Credible – give an idea believability

Emotional – help people see the importance of an idea

Story – empower people to use an idea through narrative

Use ROT formula for your headlines
☐ Your headline is your advertisement's heart – it should make people stop when they’re flipping
through the pages of a magazine or surf through your website. Spend more time on writing the
headline than on any other part. If you aren’t creative with headlines, here’s a great formula to
follow: The ROT formula (Results - Objections - Time). You can also mix and match R, T, and O
to get a fast headline.
Result: Learn to speak Spanish
Objection: Even if you have poor English skills
Time: in 20 days
Learn to speak Spanish in 20 days even if you have poor English skills!

Lay down the plan for your sales message with AIDA formula
☐ AIDA stands for
Attention: Get the attention of your customer.
Interest: Keep your customers interested with interesting facts.
Desire: Make your customers really WANT to buy it.
Action: Get them to take the exact action you want.

STEPs 8 - 19 (Online marketing hacks for all kind of
small businesses):

Get a website
☐ Get a website if you still don’t have one. We can’t stress enough how important a website for
your business. Over the last decade, the internet has brought about huge changes in the way we
live. The online store will not replace your brick-and-mortar shops entirely but can bring an
additional dimension to them. One example of this trend is the fact that Apple products no longer
come with instruction booklets; rather, buyers are given an online link to the information.

Define the main purpose of your website
☐ In one sentence, define the main purpose of your website—what will it do for your business?
Will it promote your location? Attract new customers? Explain a product?

List key facets of your business offering
☐ List key facets of your business offering that support the purpose of your website, the promise
of value to your customer, and your lead line.

Decide on up to three of the “Most Important Things”
☐ Focus your list and decide on up to three of the “Most Important Things” (MITs) you need to
share with your potential customers on the internet. Write as short statements.

Outline the text for your site
☐ Use your MITs to outline the text for your site. Approach it as marketing copy, which will
present information and motivation for your website readers to become customers.

Start on a rough draft for each of your site sections
☐ Study a few other websites you admire, and/or competitors’ sites, for ideas on how you will
develop your website copy. Start on a rough draft for each of your site sections.

Write the full copy for your website
☐ Use your outline about your MITs and your lead line to guide you as you write the full copy for
your website. It doesn’t need to be long, but make it clear and from the heart.

Present readers with Facts, Inspiration and Action
☐ Remember your purpose, audience, and promise as you complete the copy. Present readers
with Facts, Inspiration and Action—what you want them to know, feel and do.

Launch your website with some essential building blocks
☐ While each website has a unique design tailored to its audience, there are seven core
elements that form the foundation of their business. Launch your website with some variation of
these essential pages:


About Me (optional)



Resources (optional)

Privacy (optional)


Decide do you want to launch your website alone or hire a freelancer
☐ If you are really tight on a budget, try to do it by yourself. Sign up to do-it-yourself services to
create your own website (Weebly, Squarespace, Wix, and so forth.) Follow the instructions on
each screen to complete the signup process and add the business information that will be shown
on your website. The cost of ownership for the website you have created by yourself will vary
between $500-800.

Hire a freelancer locally
☐ Alternatively, you can hire a freelancer locally or through services like UpWork, Fiverr, etc. If
you don’t have experience working with marketplaces like UpWork we strongly recommend you
to stick with local service providers because even freelancers with five-star feedbacks can be a
bad fit for your business. You can lose your time and money if you are a rookie in this field. Again,
stick to local freelancers/agencies, or at least only work with those online freelancers who were
recommended by your friend or colleague. Prices vary depending on company’s geographical
location as studios from higher priced cities and countries charge more. Professionally designed
a site for a small business will vary between $2,000 - 5,000. This is the entry level price point a
developer or company will charge to put together a proper site for your business. By “proper” I
mean a website that is branded, has a unique logo, some thought has been given to fonts and
colors, has additional functionality like a customized opt-in forms and image sliders. Is not a
generic template, is coded with up to date standards, is optimized for search and speed, is
usually powered by WordPress on the back end. The professionally designed site for a small
business with basic e-commerce requirements will vary between $5,000 - 7,000.

Use all available online marketing tools and channels
☐ Optimize your online presence by using all available online marketing tools and channels.
Interestingly, many assumptions people have about online marketing are completely wrong.
First, don't make people search for your telephone number or email address. Display your most
important contact details on every page of your site. Also be sure to include video and graphical
content. This is good for SEO rankings, and it keeps visitors on your site for longer periods of
time. It also makes your site more interesting. Be sure to research what keywords people are
searching for online and figure out how to entice these people into finding and exploring your
website. Properly optimizing your website for search engines may well bring in customers, but
don't rely on this strategy exclusively. Establish a presence on social media sites, advertise
elsewhere online, and be sure to name your website in offline campaigns as well.

Establishing your online presence and marketing can be very time-consuming and easily
become your full-time job. Well, in the meantime you have to keep up with your business. Do
you wonder how to get it all done? We understand how hard it is. We’ve been in your shoes.
One stop solution for all website and online marketing needs. Subscribe to BizzEngines
services and laser focus on your regular business activities. Spend more time leading
your business


Underhill, P. (2008). Why We Buy: The Science of Shopping. New York: Simon &
2. Heath, C. & Heath, D. (2007). Made to Stick: Why Some Ideas Survive and Others Die.
New York: Random House.
3. Dooley, R. (2011). Brainfluence: 100 Ways to Persuade and Convince Consumers with
Neuromarketing. New York: Wiley.
4. Lindstrom, M. (2010). Buyology: Truth and Lies About Why We Buy. Crown Business.
5. Whitman, D. E. (2008). Cashvertising: How to Use More Than 100 Secrets of Ad-Agency
Psychology to Make BIG MONEY Selling Anything to Anyone. Career Press.
6. Jantsch, J. (2011). Duct Tape Marketing Revised and Updated: The World’s Most Practical
Small Business Marketing Guide. Thomas Nelson.
7. Cialdini, R. B. (2007). Influence: The psychology of persuasion. New York: HarperCollins
8. Medhora, N. (2013). This book will teach you how to write better. Self published.

Related documents

19 sales steps
12 website benefits for small businesses
from local to global how to expand your business overseas
free proven subscriber report pdf
sinema films tv nyc production companies
ecommerce seo checklist

Related keywords