Increase Sales: The Internet Marketing Habit That’s Killing Your Business While You Sleep

You do internet marketing to increase sales.  There are several common mistakes you are probably making that will stop you from increasing sales with your internet marketing.  Here are a few of the most common costly mistakes I see.

Why are you trying internet marketing when there are other faster ways to increase sales?  For a lot of you the reason you are REALLY trying internet marketing to increase sales to avoid doing work you don’t want to do (like phone calls).  You are doing internet marketing to FEEL like you are growing your business when you’re really just being busy doing busy work.   You are spending a lot of time taking courses to learn more about internet marketing.  You are researching how to search engine optimize your site.  Learning has a place in your business, after business hours.  What are you really doing?

What you are doing is REPLACING the sales activities you should be doing to make more sales with internet marketing research.  Instead, you should be doing internet marketing actions ON TOP OF (AFTER business hours or the last hour of the day) what you normally would be doing to increase sales offline.  Instead of your business growing while you sleep, it is dying in your sleep if you are doing this.

Throwing Money At Internet Marketing Does NOT Increase Sales

You may be doing internet marketing looking for instant gratification.  There are much faster ways to make more sales than internet marketing.  I don’t care what the gurus are promising you.  Internet marketing to make more sales takes MONTHS of hard work.  It just does. Anybody who is telling you they can get you #1 on Google in a week is just telling you what you want to hear.  It takes time.  Deep down you know it is true because otherwise everyone would be #1 on Google.   You can do things like Google Adwords and spend a lot of money for little to no result if that’s the only strategy you are using.  A lot you just put up a website and do Google Adwords/Facebook ads and think leads are going to fill up your inbox. It just doesn’t work that way.

It takes months of consistent writing blog articles and search engine optimization and a combination of strategies to funnel traffic to your site and leads into your database depending on your niche.  If you are committed to increase sales with internet marketing and are wiling to put the time in you can be successful.  Most of your competition is looking for the quick fix.  What I just shared with you can give you a huge advantage.

The Purpose Of Internet Marketing Is to Generate Leads

You might be doing internet marketing to avoid talking to people.  If you think you’ll advertise and people will buy off your website without talking with them you are wrong.  This is the biggest mistake you can make.  Internet marketing is a tactic you use to generate leads.  It does not substitute for talking with prospects.

If a lead doesn’t give you a phone number okay that is fine.  I am not talking about people that don’t give you their phone number.  People like to buy from a person.  It has always been that way and it always will be that way.  Yes you can get a few sales on your site with great marketing and a big list of prospects after months or possibly years of good internet marketing.  Even then you will increase sales 10x or more those results if you pick up the phone and call those leads.

People like to buy from a live person.  It has always been that way and it always will be that way.

I want you to increase sales and be successful internet marketing.  Don’t waste your time with internet marketing unless you are committed to do whatever it takes to be successful.  Don’t do it to avoid doing work you don’t want to do like making phone calls.  Don’t use it expecting instant gratification to increase sales.  Lastly, by all means if you get a lead with a phone number from your internet marketing call them right away!  They have a problem you can solve for them.

BONUS – For more tips to increase sales click HERE to watch your FREE video the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: ,

Increase Sales: How to Stay Motivated & Reach Your Sales Goal

You must stay motivated if you want increase sales?  You have a goal to make more sales. I showed you how to get off to a fast start increasing sales HERE.  Hopefully, you got off to a fast start.  Even if you did not get off to a fast start you can still make a great “comeback” and increase sales enough to reach your goal and win your game.  Now you must get back on track, finish strong and hit your goal.  One of the best things you can do to help you increase results and hit your sales goal is to keep score.

Basketball games are 48 minutes long.  A Baseball game is 9 innings.  American Football games are 60 minutes long.  Your sales goal is just like those sports.  You have a goal to reach to “win” your game to make more sales or get more clients.  You also have a deadline you must accomplish it by to reach your goal.

Don’t Panic Before “Halftime”

When a team falls behind in the score early in the game they don’t panic.  Why not?  Because they know they have plenty of time to get back on track if they execute their game plan.  It’s the same for you trying to increase sales.  If you didn’t get off to a fast start DON’T PANIC!  Instead, review what you have done wrong and make an adjustment at “Halftime” just like sports teams do. A football or basketball game is never over at halftime.  In fact, many times the team that is losing at halftime makes adjustments and plays much better in the second half.  What adjustments can you make to increase sales if you got off to a poor start?  Write them down and start taking action to improve before it’s too late.

Keeping Score Will Help You Perform Better & Increase Sales

The other important way keeping score helps you make more sales is it helps you perform better.  While you are doing what you must to make more sales each day you can get excited about small successes you are having.  Short term pain of working harder or getting out of your comfort zone can be hard.  That short term pain can be more real to you than the long term benefit of reaching your sales goal.  A great way to get past that and increase sales is to measure your daily progress toward your goal.  You can keep score of your place on the sales team.  You can keep score of your income compared to last year.  No matter what you choose to measure just be sure to keep score.  It will help you hit your sales goal by giving you daily rewards to get past the short term tough days and keep taking the right actions.

BONUS – Click HERE for your FREE video the “Instant Sales Master Blueprint” for more tips to increase sales.

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: ,

A Trick You Can Use To Increase Sales I Learned From A Movie

How can Willy Wonka help you increase sales?  In this article I will share with you what you can learn from the movie to increase sales.  You are always trying to grow your sales.  You have likely found that trying to increase your sales enough to reach your sales goal is not easy.  That’s a good thing because if increasing sales was simple to do it wouldn’t make much difference in your life.

You Want it NOW!

Do you remember Veruca Salt?  She was the little girl in the movie that wanted everything NOW!  If you are like me you want sales result now sometimes don’t you?  It’s a common mistake to expect to increase sales too soon.  You may get discouraged that the results are not coming as fast as you want them.  You are probably working harder than you are used to and you want to see some results fast.  It is understandable to feel that way but it can stop you from reaching your sales goal.  Increasing sales takes as long as it takes.  You are focusing on the wrong thing.  Focusing on the results too soon will just frustrate you.  If you get frustrated you will more than likely give up on your sales goal.

Focus On Follow Through, Not On Results & Increase Sales

When you first pursue your sales goals you are building momentum.  If you take a lot of action for a week and you don’t get any sales it is very discouraging.  Instead, focus on following through on the actions you said you would take on a daily basis make more sales.  If your daily goal is 25 phone calls then success for that day is making your 25 phone calls for example.  I would recommend just focus on follow through for at least the first 30 days you are pursuing your sales goal.  You have no right to expect to increase sales if you haven’t taken enough of the right actions for a long enough time.  You will be fairly compensated for the sales actions you consistently take.  Focus on the follow through and you will get off to a great start towards reaching your sales goal.

 BONUS – Click HERE to watch your FREE video the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: ,

A Trick Learned From “The Red Carpet” You Can Use To Increase Sales

Your lead generation systems are the most important systems to increase your sales.  One of the best lead generation ideas to increase sales is to work with VIP’s.  What is a VIP?

VIP stands for “Very Influential Person”.  A VIP is someone who has a network or database of clients that would ideal prospects for your business.  How does their network help you with increasing sales in your business?

It’s Who You Know

Everyone is an important person and has a network but not everyone is a VIP.  What decides if someone is a VIP is if a large number of their network of people they know would be ideal prospects for you.

For example:   let’s say you are a mortgage broker.  Your prospect would be anyone who is buying or selling a home.  A VIP for you could be an insurance agent because homeowners have to purchase insurance.  So that means an insurance agent is going to have a list of people that need a loan for their home or will in the future and would be a prospect for you.  You as a mortgage broker would also be a VIP for an insurance agent.  Your clients when they get a loan for their home will need insurance and would be a good prospect for the insurance agent.  How can you use this idea to increase sales?

Increase Sales by Creating a VIP Referral Relationship

Your VIP and you can help each other increase sales.  You can help each other by sending referrals from your networks to each other.  That’s not all though.  The key is to bring sincere value to the VIP you want to work with.  How else can you help each other?

Start by making a list of potential VIP’s in your network.  Then contact each of them and schedule a referral discussion.  In the referral discussion bring some ideas to the discussion of how you could help each other.

  1. You can interview each other and promote the interview to each others network.
  2. You can also record that interview and use it for a marketing piece.
  3. You could schedule a local seminar where you could both speak and generate leads for each other.

Those are just a couple of ideas to increase sales for each of you.  Be creative and be the person who brings the ideas to the discussion.  Most importantly be sincere.  Don’t just come to the VIP thinking about what you are going to get.  Bring value to the VIP.  VIP relationships are about both of you increasing sales.  Don’t wait! Make your VIP list today and start contacting them.

BONUS – For more lead generation ideas watch your FREE video HERE the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: ,

Increase Sales: Features & Benefits – What’s The Difference?

I’ve been studying ways to increase sales for nearly all my professional life.  I used to work for a major retail store.  That is where I got my first training on how to increase sales.  There was a video room where they stuck all the new sales staff.  I remember the video said “features tell, benefits sell”.   It’s very clever, but what does it mean?

What’s the Difference? 

Almost everyone trying to increase sales thinks they already are selling the benefits but most are not.   Most are too lazy to sell benefits even if they understand what benefits are.  This is very basic but you may only understand it in your mind.  You may still not understand it at a deep enough level to do it and be increasing sales in your business.

A feature is what something (the product/service) is.  Features have almost no emotional effect on your prospect.  The benefit is what it DOES.  The benefit will have huge emotional effect on your prospect.  It brings to mind a quote from Ben Feldman who was the worlds best life insurance sales person.  He said “Don’t sell your product. Sell what your product does.”  You have probably heard this before.  Zig Ziglar once asked why someone buys a drill?  They don’t buy it for the speed or battery life.  They buy it for the benefit or RESULT they get if they use it.  They buy a drill to make a hole.

For example:  Your ears are a feature.  Hearing is a benefit.  A seatbelt is a feature.  Surviving a car accident where you might otherwise be killed is a benefit.

Increase Sales by Selling The Benefit of the Benefit

Things only have the meaning that WE give them.  If you tell your prospect that your product has a lower price, or more megapixels or a new design you also have to tell them WHY it should matter to them.  What does that feature do for them?  You do this by making a list.  You list all the features of your product or service.  Then next to it you list what the feature does for your prospect.

If you are selling a house with a pool tell your prospect how they are going to love swimming with their family in the summer.  How it’s going to feel to relax on a beautiful sunny day with their spouse while sipping an ice tea and getting a tan.  How they can connect with all their family having summer barbecues.  How they can be the envy of their friends that can’t afford such a beautiful home.  How they should reward themselves for all their hard work and live the American dream.

If you haven’t already, make the list of features of your product.  Convert those into what they could mean for your prospect.  Paint a picture of how their life will be better.  Put these into every sales presentation you ever do and you will increase your sales.

BONUS – Click HERE to watch your FREE video to increase your sales. The “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: ,

How to Get Bigger Deals & Increase Sales

Some strategies to increase sales are basic and some are advanced.  This article is about an advanced strategy to increase your sales.  One of the best ways of increasing sales is to do more transactions.  Once you are doing more transactions you will come to a place in your career where you really don’t have time to increase sales on a 1 to 1 basis.  This is because there are only so many hours in a day you can give sales presentations. What do you do to increase sales when your calendar is full of sales presentations?

Increase Sales By Selling Bigger Transactions

The way to increase sales after your calendar is full is to close bigger sales.  The way to increase the size of your transactions is to:

  1. Set an intention on closing bigger sales.  This might be very hard for you.  You might have a belief that you can’t close bigger sales because of the economy or because people don’t have money or whatever your limiting beliefs are.  A lot of people don’t have enough self-esteem to pursue bigger sales.   This is false.  Many times larger sales take LESS work than smaller sales.
  2. Set a written goal to close a certain number of transactions at the higher number.  It is very important that in your sales and marketing plan you document how many transactions you want to do at the higher number.  If you don’t do this it is very unlikely you will close bigger sales.
  3. Ask for referrals using a script to attract a higher-end client.  You get what you focus on.  If you ask for the type of referrals that make larger purchases you will sell larger transactions.   Watch your FREE video the “Trojan Horse Technique” HERE to learn exactly what to say to attract higher-end referrals.
  4. Find a few VIP (Very Influential Person) relationships that have a higher end client in their network.  A VIP is someone who has a network or database of leads in your target market.  Everyone is an important person and has a network but not everyone is a VIP.  I will cover this technique more in depth in the future.

Get Bigger Deals Now!

Don’t let yourself just think that closing bigger sales is a good way to increase sales.  Take action!  Take a moment right now and brainstorm on these few steps. Set the intention to close bigger sales. Turn that intention into a specific number of bigger transactions (5 this month for example). Then watch the video HERE to attract higher end referrals.  It will mean more sales and less work for you in the long run.

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: ,

A Simple Strategy I learned From A Garden to Increase Sales

Everyone wants to increase sales and make more money.  You all have personal reasons why you want to increase your sales.  You may want to pay off debt or purchase a home or send a child to college.  Those are all great things to accomplish.  Most of you don’t think about those things every day.  Most of you have more short term motivation to increase sales. You want to avoid some type of pain or you just know you want “more:” Maybe you are concerned about keeping food on the table for your family or hitting your sales quota so you still have a job.

Increase Sales By Taking Your Life Seriously

 “Most people aren’t quite sure what they want from Life, however they’re pretty sure they don’t have it yet.” – unknown

What gets in the way of increasing sales in the long run is not being clear on what you REALLY want.  What do you want to have accomplished in your life when you retire or when you are reflecting on your life as an older person?   Are you on a path to have accomplished those things?  You MUST be clear on where you want to go or you won’t really get what you want and all the work you put into your life could be wasted.

Exactly How to Discover What You Want & Start To Create It

My friend Rock Thomas taught me there are 8 gardens of life.  They are the following in no particular order.

Intimate Relationships
Family and Friends

The next step is to GET OUT OF TOWN to avoid the distractions and noise of your daily life.  Go get a hotel or go to the woods or the beach or any inspiring place you enjoy for a day or a weekend.  I like to go to a place here locally by the beach.  It helps me think and allows me an environment to believe anything is possible.

Then go through each garden and ask:

“From a clean slate with no restrictions of my current circumstances IDEALLY what do I want in my life in this area?” then write it down.

Your answer might be…”I want to learn to fly an airplane” “I want to own 5 investment properties creating residual income” ” I want to weigh what I weighed on my wedding day” or “I want to reach my Ideal weight” “ I want to be a better spouse/parent” “I want to write a book” or “I want to make a movie”

These are called “gardens” because like a garden they all require watering and maintenance to have success…..or they will die or grow weeds.  On a regular basis we all HAVE to weed our garden.

Once you have the list of the things you want in each area you are ready to turn them into goals.  This helps you increase sales by focusing your energies on actions that will create what you want.  It helps you avoid distractions that seem like a smart idea short term but don’t create what you want in the long run.  Go get your calendar right now and schedule when you will take the time to get clear on what you want to accomplish in your life.  You only get one chance at your life so I urge you to take this seriously and not just increase sales but do so for the purpose of leaving behind a legacy you are proud of.

BONUS – For more tips to increase sales click HERE to watch your video the “Trojan Horse Technique” for FREE

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: ,

One Simple Way to Increase Sales 99% of Your Competition Won’t Do

The longer I have been in sales the more weird little ways I have learned to increase sales.  Most of them don’t take much more effort than you are already doing to increase your sales.  This idea is a very simple one and you can start doing it right away.

Increase Sales by Recording Your Sales Presentation

Whether you sell over the phone, in person or through public speaking you can record your sales presentation.  There are several great reasons to record your sales presentation.  One reason is that it helps you find out where you “lost them” if you don’t get a sale from that prospect.  You could be making the same mistake over and over again in your sales presentation.  That mistake could cost you increasing sales.  If you record you delivering your presentation you may find a consistent place in your presentation where you are losing the sale.

Recording your sales presentation is also great if you are going to write a book.  If you are an expert on what you sell you can give these recordings to a ghost writer and use them to write a book.  Of course, if you deal with a lot of confidential information from your prospects you will not use their information for your book without their permission.

Before you write a book you can use the recordings of your sales presentation to create audios or videos for marketing.  You can use the recordings to drive traffic to your website or to have your prospect contact you for more information.  This will increase sales by bringing in more leads into your business.  For more tips to generate leads for your business click HERE to watch your FREE video the “Instant Sales Master Blueprint”

You Can Be There Whenever They Need You

Another great reason to record your sales presentation is that it can be a great value you add to your clients.  If are training clients, they won’t be able to remember everything you spoke with them about.  If you record your call or appointment with them they can listen to it as many times as they need to.  Recording your sales presentation will help you increase sales today and every day for the rest of your career.

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: ,

How to Use “Recycling” to Increase Sales

You probably never thought you would see “recycling” and “increase sales” in the same sentence.  Recycling or “going green” is usually talked about when we are trying to take care of the environment.  You recycle your bottles and cans.  You feel good that you do those things because you are doing your part to take care of our planet and each other.   What does recycling have to do with getting an increase in your sales?

“No” Does Not Mean “Never”

You contact prospects or leads to increase sales in your business every day.  Some of your prospects are interested right away and they purchase from you and that results in increasing sales in your business.  The rest of your prospects say “It’s not in the budget” – “We are happy with our current supplier” or possibly other objections to doing business with you right now.  What can you do with those leads after they say no that can help you close more sales?

“Recycle” Your Leads & Increase Sales

So your prospect said no to your offer.  It happens to everyone.  Things change in the mind over your prospect over time.  Customer service from your competition can drive them back to you.  The company could bring in a new decision maker that wants a solution to the problem you solve.  When a prospect says no make a note in your database to get back in touch with them and make the same offer to them every 90 days.

You can recycle your leads by making the same or a different offer to your leads every 90 days

This is how you “recycle” a lead and increase sales.  Sales failures don’t do this.  They almost never contact someone again after they hear a no and it’s a huge mistake. “Recycling” leads consistently will build your relationship with your prospect and it lets them know you are really serious about solving their problems.  This will help you increase sales and get more referrals

BONUS – Click HERE to watch your FREE Video to get more leads, the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: ,

Increase Sales: The Facebook & Twitter Mistake That WILL Cost You

Everyone agrees that using social media is an important marketing tool to increase sales.  Everyone has a social media presence now from big business to small business. What could you be doing on social media that prevents an increase in your sales?   First, let me share with you briefly how the brain works to increase sales.

Your Prospect Likes People Who Are Like Themselves

People sub-consciously notice similarities & consciously notice differences.  What does that mean?  When you meet someone at first you may not notice anything in particular about them.  Let’s say they start talking and say something you find insulting or disagree with.  Your mind didn’t notice that they have 2 feet just like you, have 2 hands just like you and 2 eyes just like you.  Those similarities to you are sub-conscious.  The fact that they said something you did not agree with is what you notice and what you will use to decide if you like that person or not.  We all have a tendency to like people who we have things “in common” with or we see as similar to us.

People sub-consciously notice similarities & consciously notice differences.

Here is a story of how this works to increase sales.  Back in the 80’s Ronald Reagan was the President.  There was a realtor who went on a listing appointment with a prospect to sell the prospects home.    The prospect had Ronald Reagan stickers all over her car and had posters in her house.  It was very clear that the prospect liked Ronald Reagan.  The Realtor did not like Ronald Reagan’s politics.  When the subject came up of Ronald Reagan, the realtor said “I like how he seems so sincere and communicates so well.”  The Realtor said that because they knew it would create a disagreement between them and their prospect and lower their chances of increasing sales if the realtor said something bad about Ronald Reagan.  They also didn’t lie to the prospect and say they liked Ronald Reagan.  It just would have been unprofessional and unnecessary to make a political statement in that situation.

Do you think that the realtor would have gotten that sale if they would have had stickers all over their car saying negative things about Ronald Reagan?  Probably not!  Why?  Because the prospect has many choices of people to do business with and if their first impression of the realtor was bad it is very unlikely the prospect would have done business with them.

Increase Sales By Watching What You Say In Your Marketing

So how does this apply to marketing on social media to increase sales?  Religion, politics and sports are very emotional things for your prospect.  They will respond strongly to any disagreements with you in those areas.  If you want to increase sales you will want to avoid making any religious, sports or political comments on your BUSINESS social media pages.  Many people have lost jobs over such statements on social media.  I don’t want you to create any kind of negativity around your business.  It will cost you one way to increase sales.

Avoid making ANY religious, sports or political comments on your BUSINESS social media pages

You may disagree with what I have said here.  That is your right to disagree.  You want to be sure you are not just disagreeing just because that is your first emotional response.  Earlier I said that religion, sports & politics are very emotional.  If you are disagreeing without first taking time to logically consider whether you have lost sales over this you may be proving the point of this whole article.  If YOU feel so strongly about your views do you think your prospect feels just as strongly?  Of Course!  If your prospect disagrees with you about your personal views they are not going to tell you.  They just won’t respond to your marketing efforts because they have so many other choices of other businesses to work with to solve the exact problem you solve.

What about if you are trying to work with a specific niche?  The exception to the rule is if you are working with a specific niche where religion is part of community you are trying to target.  For example, you might want to work with Christian Singles to help them with finding their soulmate.  In that case your marketing would have a Christian tone to it.  I doubt you are going to want to use politics or sports to help define the niche you will work with so I won’t comment on that here.  By sports I mean that if you are a Yankees fan and you promote the Yankees all over social media Red Sox fans are not going to want to work with your business and it will cost you several million chances to increase sales.

What about expressing yourself?  A lot of people I have shared this with really feel that not making religious, sports or political statements on social media would compromise them “being themselves”.   YOU are still YOU no matter what you say on social media.  I would suggest that if you want to express political, religious or sports related views then create a separate social media profile JUST for your personal opinions and messages and say whatever you want on those.

My role is to help you increase sales so I’m going to share with you various ways to increase sales.   Some you will feel great about and others you will resist.   There is a very large segment of your market that feels that mixing personal opinions in religion, politics and sports with business is inappropriate and unprofessional.  If you choose to make these statements you can do that as long as you understand the cause and effect relationship.  If we choose the behavior we choose the consequences.

BONUS – Click HERE for  your FREE video with more tips to increase sales the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

Technorati Tags: , , ,