Saturday, May 30th, 2020

The Do’s and Don’ts of Sales and Marketing

By Ellen Rohr on Jan 31 2011 • Filed under Marketing

Sales and Marketing tips.

Welcome to the third post in the Do's and Don'ts series. Previously, I revealed tips for Business and Balance and Making Money. This time around, the tips will cover Sales and Marketing (see below). My final post in the series will be coming up next week, and it deals with Getting Things Done.

Getting it Sold! Sales and Marketing Pitfalls and Windfalls

  • DO whatever it takes to make a customer happy, even if it means giving them all their money back. If you honestly think you are being taken advantage of, then…
  • DON’T work for that customer again.
  • DO spend more time asking questions than pitching your product.
  • DON’T make a sale if it isn’t in the best interests of the customer.
  • DO create a bulletin board of all your marketing pieces. Everything should “match” and reinforce each other. Make sure you are presenting a consistent, clear image.
  • DON’T forget what they are really buying: TIME. Their time. Because of you, they don’t have to spend their time worrying, wondering, calling around, shopping, or cleaning it themselves.
  • DO ask the customer for feedback. Send a report card, or follow up with a phone call.
  • DO ask for the sale every time.
  • DON’T worry when they say, “No.”
  • DO ask if you can ask them one more question.
  • DO ask, “What made you say, ‘No?’” and see if you can fix it.
  • DO feel free to say, “No” to customers who won’t let you make a profit.
  • DON’T discuss poor performance in a crowd.
  • DO acknowledge great performance in front of as many people as possible.
  • DON’T underestimate the power of a handshake, a smile and a sincere, “Well done!”
  • DO anything and everything that will make you stand out in the crowd.
  • DON’T use low prices as your selling advantage. The advantage disappears the moment someone dumber than you offers a lower price.
  • DO switch to Flat Rate pricing (instead of Time and Materials) because your customers want to know “how much” before they buy.
  • DO feel free to call it something other than Flat Rate. Up Front Pricing, Contract Pricing, or "No Surprises" Pricing.
  • DO offer service with a smile. Look around at all the wrinkled, frowning faces in this world. Smiling is a nice thing to do. Customers will respond to it.
  • DO keep score in the sales game. Competition is good fun and good for you.
  • DO read a Zig Ziglar book. Zig is the Godfather of Sales.
  • DO listen to old people. You are going to be old someday, if you’re lucky. And you’ll want the plumber to listen to you.
  • DON’T gossip.

To see the other Do's and Don'ts lists, check out The Do's and Don'ts of Business and Balance, The Do's and Don'ts of Making Money, and The Do's and Don'ts of Getting Things Done.

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