Category Archives: NetCare
The blog post below is over 6 months old but it is a good way to show how important it is to use NetCare. It’s a way to talk about the best practices recommended by SEO experts to get ranked higher on Google Places and perhaps even on page 1 of Google Places. NetCare does numbers 1-5 and can help teach how to do numbers 6 & 7 ~ Alex Weiss
If you haven’t been graduated from an ivy league college, here’s your chance to breathe the rarefied air for free and close more AdzZoo sales. ~ Alex Weiss
How to Close a Sales Call
by Steve W. Martin – Wednesday December 14, 2011
Remember the last time you were being pressured into doing something you didn’t want to do? Whether the pressure came from a boss, colleague, spouse, or child, your natural response was to resist and push back. It’s human nature to resist high-pressure tactics. So, how should the closing of the sales call be structured?
I found the link to this list of “10 Best Practices” reading Phil Rozek’s blog about his 9 Known Ranking Factors of Reviews in Google Places, which is also a great list to use for your NetCare clients. ~ Alex Weiss
9 Known Ranking Factors of Reviews in Google Places
Maybe your business has 2 reviews and sits proudly atop Google Places.
Or maybe you’ve busted your butt for 40 customer reviews but still toil at #13 on page 2 of Google.
Perhaps your competitor is outranking you…even though he has 3-star average rating and you have a 5-star average.
You’re well aware that reviews influence your Google Places ranking. That’s as true as ever. So what gives?
Simply this: a review is not a review.
Numbers do matter—a lot. So does your average rating.
But Google looks at
Top trait # 5 caught me off guard. It is ‘not being gregarious’ - which Webster defines as “having a dislike of being alone”. The article goes one to say that “Overall, top performers averaged 30% lower gregariousness than below average performers.” You can sign up for this free newsletter at http://www.raintoday.com/pages/74_manage_your_subscription.cfm?broadcastID=5675&linkID=133461&ID=258601 . ~ AW
Top Traits of Successful Salespeople
If you ask an extremely successful salesperson, “What makes you different from the average sales rep?” you will most likely get a less-than-accurate answer—if any answer at all. Frankly, the person may not even know the real answer because most successful salespeople are simply doing what comes naturally.
Over the past decade, I’ve worked to determine just what those differences are. I have interviewed thousands of top business-to-business salespeople who sell for some of the world’s leading companies. I’ve also administered personality tests to 1,000 of them. My goal was to measure their five main personality traits (openness, conscientiousness,
There is a way to grab your best review on Google Places and highlight it above the fold instead of having it mixed in with the other reviews below the photos. It’s a little technical but the results are great. Check out the following image of a Featured Review from Linda Buquet’s website. – AW(Double click on the image to see it clearly at full size)
How to Use Google Places Featured Review
A few days ago I wrote about an interesting new feature I found out by chance – “Featured review” on Google Places. Unfortunately, I struggled to uncover
78% of almost anything is alot, and when we are talking about what percentage of customers are likely to buy AdzZoo products from you it pays to understand how to make that happen. ~ AW
How Science is Changing Sales As We Know It
November 18, 2011 in Prospecting, Sales 2.0, Sales Intelligence | by koka sexton
Too many sales managers are trying to build their business by using methods that have been outdated for a decade. Imagine going to a doctor that is still practicing medical advice from 1990? Sure they can give some insights and may even be able to help you with whatever is troubling you but their ability to make an impact on your health is determined on old information. Wouldn’t you rather have a doctor that is up to speed on the latest medicines, research and technology? (You don’t have to answer that.)
Understanding the science of sales and how sales intelligence can have an impact on decision makers is a major competitive advantage.
Science of Selling
There was an interesting experiment by the Universite de Bretagne-Sud in France that says people buy more from you when you act like them. By mimicking customer behavior, 78.8% of the customers ended up buying the product. Without mimicking customer behavior, buyers only made a purchase 61.8% of the time. Along with increased likelihood of buying, mimicked customers were more complimentary of the salesperson and the business.
The study abstract states:
Mike Blumenthal wrote a blog post on the issue of have more than 1 Google Place page and included this picture of a 2 headed turtle. I really didn’t know if I was writing the post to show the picture or to pass on good information. I’ll let you decide. ~ AW
Google Places Basics: Two Business Listings Or One?
Many small shop owners think of themselves as being in more than one business. They have (perhaps loosely and imprecisely) marketed themselves under two or more brands into their local market and the allure of doing so on Google Places is strong.
Should they continue to do so?
Scott of BreakTheSeal in the UK asked me how to best handle this situation. He inquired:
My predicament comes from a current client, a hair salon that also offers a specialist wig service for cancer patients.
I’m not sure whether to create 1 for each side of the business, Trinity Hair Studio and Trinity Wig Specialists, to target their individual service, or to create one for a Hair & Wig Studio. Will Google presume they’re duplicates if the same brand name at the same address is used and disregard one, if not both?
I have an insurance license so I get emails for that industry. Today’s email is really appropriate for any company that sells products involving technical information – like AdzZoo’s products. The statistics from this study are amazing – “prospects forget 90% of what you said or told them within 72 hours”. But there is a way to overcome that challenge by more than 600%. ~ AW
Insurance Sales: Weiss McGrath Retention Study
Part of the underlying mechanics of what makes video so powerful as an insurance sales tool, is that it can significantly improve both the comprehension and retention of your message.
According to the Weiss-McGrath Retention study, audio/video alone can increase message retention (after 72 hours) by more than 600% over verbal or auditory communication, and more than 300% over written or visual communication.
This study shows that your clients and prospects forget 90% of what you said or told them within 72 hours.
Which means that after 3 days, they only recall 10% of what you said to them! No wonder they don’t seem to “get it”.
They’ve forgotten all the reasons you gave them for buying!
Video Improves Sales Communication
But if you use a video,
Manta conducted this study from September 30, 2011 to October 13, 2011 via an online Zoomerang survey of 792 retail small business owners, who are members of Manta-com and have claimed their Manta business profile- The margin of error is 3-45 percentage points.(Edited and revised from original – AW)
|1. What marketing methods will you use to promote your holiday offerings? (select all that apply)|
|a. Email marketing||60%|
|b. Direct mail||22%|
|d. Advertising (TV, radio, newspaper)||27%|
|e. Online marketing||60%|
|f. Social media||75%|
|g. Special offers via your mobile application for smart phones||8%|
|h. Online deal sites (ie Flash sale sites Groupon, LivingSocial)||14%|
|i. Other, please specify||13%|
|2. How are your sales going into this holiday season vs last year?|
I get many emails every day from ‘gurus’ I follow. It is rare for me to get 2 gems in a row for the same person.
Not only do I love the questions but there is a valuable lesson to be learned about ‘listening for an answer’ when you are ‘talking’ to (with?) your prospect . ~ AW
Two Questions to Close a Sale
By Mike Brooks, www.MrInsideSales.com
I was having breakfast with a client last Friday, Spike Count of the Baxa Company, in Denver right before a training program I was delivering, and we were talking about the importance of asking questions and listening. He told me that a few years ago he was working for a company selling an IT solution, and while dealing with a sales prospect who was the Director of IT, he was suddenly in front of the new CFO of that company and had to think fast! Here is what he did.