How risk reversal can grow your business?

There are two guys who sell horses.

Guy 1 – Met with a family who were interested in buying a horse. He told them, “give me R30 000, take the horse home, and at the end of the month let me know what you thought about it. If you don’t like it, bring it back and I’ll either give you another horse or else I’ll give you your money back”.

Guy 2 – He told the family, “the horse is valued at R30 000, but here’s what I recommend. I don’t want you to pay me; I want you to take this horse home. I’m going to transport it to you, I’ll bring you some hay and feed, and I’m going to bring you a brush so that your kids can brush the horse, I’m also going to show your kids how to care for this wonderful animal. I want you to keep the horse and ride it for a month, enjoy it, understand it, feed it carrots and apples and at the end of the month, if you don’t love this horse, I will collect it and you don’t owe me a cent. If you do like the horse then pay me the R30 000”.

Which guy do you think sells more horses?

These two different sales approaches describe risk reversal perfectly. If you can reduce or even totally eliminate the risk of doing business with you, then converting your prospect into a buyer becomes exponentially easier!

You make it easy for them to do business with you. If your business can remove the risk of doing business with your prospects and customers, then you will come close to winning every deal.

Right now you are thinking “this idea won’t work for my business”. Don’t be sceptical, risk reversal can work in any industry and for any business, all it takes is creative thinking. Risk reversal is creatively demonstrating that you can eliminate the risk in the mind of the customer.

Reversing risk is a brilliant differentiator and it can set you apart from your competitors. It positions you in the minds of prospects and customers as the obvious person to do business with. They simply feel that they cannot lose.

John Lloyd is a business growth strategist, award-winning marketer, speaker, trainer, columnist and author of the book Smart Thinking for Crazy Times.     

Visit John at www.brandstorm.co.za and subscribe to his free newsletter.

Do you need a speaker who will educate and inspire at your next industry conference or a trusted advisor who will increase profits, multiply sales and magnify marketplace positioning?                                                      

Contact John today – john@brandstorm.co.za

You have more potential than you can use in 100 lifetimes

It’s not what you’ve got; it’s what you use that makes a difference.’ – Zig Ziglar

One of the greatest tragedies of life is that so many people underutilise their personal potential. I know people who can sing, I mean really sing, but they don’t do a single thing with this blessed gift. I know people who could write masterpiece fiction or non-fiction novels, but never produce a single paragraph. I personally know a few people who have tremendous talent and ideas for starting and developing their own businesses, but they never do.

Why?

I think that most of them don’t really understand the possibilities of their limitless potential. They don’t see the value in what they have to offer the world. They continuously minimise their talents and abilities, and never achieve the goals or dreams planted deep within their hearts.

Please, if you’re one of those people with a book, a business, a new career, a hobby, a poem, or a song inside of you, take the skill you’ve got, and take it to the max. Use what you have. Don’t wait until you have everything you think that you need to succeed. That day will never come. Just take what you’ve got, and then give it all you’ve got.

My four recommended steps to maximising your unique personal potential: 

Step One: Recognise that you have talent

Take a look at yourself. What special talents do you have? What skills have you developed? What interests you most? What are you good at? These things make up your unique personal potential.

It may take some time, but you were given special talents and abilities with which you can serve others. Look around you. Are there needs that exist that you can service? Helping other people should be the foundation on which you build your future.

You might help other people by selling them a product that simplifies their life. Or you might provide a service that makes their life easier. Look deeply within yourself. You will discover, and recognise your unique personal potential.

Perhaps you are not fully optimising your potential in your chosen profession. Take a look around. Is there room for improvement? Could you apply your skills to enhance a certain system or process at your workplace? It is empowering to know you have personally made changes that improve service, add value or increase productivity.

Step Two: The Power of Intention

It is not enough to just have potential. You need a catalyst to set it in motion. Your dreams or purpose provides that motivation. Find something that excites you, something that will keep you excited even when times are challenging. Develop a burning desire to fulfil your dream. That driving force and desire will energise your unique personal potential. 

Step Three: Take massive action

Put your unique personal potential to work. Many people avoid this step because they are afraid to take risks. Stop procrastinating, get out of your comfort zone and take massive action. The process of manifestation (thoughts and feelings) is useless without the vital third component – action!

Step Four: Maximise your potential

Now you’ve put your unique personal potential to work, what next? Keep adjusting and improving. Take what you learn at each step and improve. Optimise and leverage your unique personal potential by continually growing and developing yourself. You have unique unlimited personal potential; the only question now is: Will you maximise it or will you let it lie dormant? It’s your choice!

Your life is a one-time deal. Make the most of it.

‘You must live in the present, launch yourself on every wave, find your eternity in each moment. Fools stand on their island opportunities and look toward another land. There is no other land; there is no other life but this.’ Henry David Thoreau

John Lloyd is a business growth strategist, award-winning marketer, speaker, trainer, columnist and author of the book Smart Thinking for Crazy Times.     

Visit John at www.brandstorm.co.za and subscribe to his free newsletter.

Do you need a speaker who will educate and inspire at your next industry conference or a trusted advisor who will increase profits, multiply sales and magnify marketplace positioning?                                                      

Contact John today – john@brandstorm.co.za

Welcome to the 21st century of effective selling – have you joined yet?

Most salespeople are selling as if they’re still working in the last century. Old school sales practices no longer work. Period!

The internet is constantly changing everything. For example, today the sales process starts long before a salesperson even speaks to a customer. The customer is now researching their options on Google long before they introduce themselves to a salesperson.

The key fundamental differences are:

Old-school selling

  • The salesperson is positioned as the company representative‘Here is our product or service.’
  • A sales pipeline is created by working historical lists of existing accounts or being handed another salesperson’s cold leads.
  • The sales process starts with the sales people sending out letters, brochures, making cold calls and trying to set up appointments.
  • Social networking only happens face to face at industry gatherings, long costly lunches, golf and other sporting events.
  • The salesperson’s job is to convince and persuade through pitches and pressure.
  • Marketing buzz is created with costly branded advertising, fancy campaigns and special promotions.

New-age, 21st century selling

  • The salesperson positions themself as a trusted advisor. ‘You have a problem, how may I help you?’
  • A sales pipeline is created by mining and creating conversations between prospects and you and your company on Facebook, LinkedIn, Blogs, newsletters and Twitter etc.
  • The sales process starts long before a customer ever talks to a salesperson by researching on Google. The impact of your website and online profile plays a very important role here.
  • All sales is social networking – on and off the web. Prospects come from a friend of a friend. Referral, high-trust and relational marketing are the keys to success with this larger sphere of online reach.
  • The salesperson is strategic, consultative and collaborative. A trusted advisor.
  • Marketing buzz is created with education-based marketing, seminar marketing, article marketing, informative client-focused newsletters, You Tube, Facebook posts, blogs, tweets and key word management for search engine optimisation. These online marketing options are measurable, low-cost and timeless; they never stop reaching new prospects.

If your current sales performance is sluggish or declining, then I guarantee that your sales force is using an outdated and old-school sales approach. The internet has changed everything about professional selling.

Can you double your sales? Do you want to double your sales? The choice is yours – sales distinction or sales extinction? Choose wisely!

John Lloyd is a business growth strategist, award-winning marketer, speaker, trainer, columnist and author of the book Smart Thinking for Crazy Times.     

Visit John at www.brandstorm.co.za and subscribe to his free newsletter.

Do you need a speaker who will educate and inspire at your next industry conference or a trusted advisor who will increase profits, multiply sales and magnify marketplace positioning?                                                      

Contact John today – john@brandstorm.co.za

Welcome to the 21st century of effective selling – have you joined yet?

Most salespeople are selling as if they’re still working in the last century. Old school sales practices no longer work. Period!

The internet is constantly changing everything. For example, today the sales process starts long before a salesperson even speaks to a customer. The customer is now researching their options on Google long before they introduce themselves to a salesperson.

The key fundamental differences are:

Old-school selling

  • The salesperson is positioned as the company representative‘Here is our product or service’.
  • A sales pipeline is created by working historical lists of existing accounts or being handed another salesperson’s cold leads.
  • The sales process starts with the sales people sending out letters, brochures, making cold calls and trying to set up appointments.
  • Social networking only happens face to face at industry gatherings, long costly lunches, golf and other sporting events.
  • The salesperson’s job is to convince and persuade through pitches and pressure.
  • Marketing buzz is created with costly branded advertising, fancy campaigns and special promotions.

New-age, 21st century selling

  • The salesperson positions themself as a trusted advisor. ‘You have a problem, how may I help you?’
  • A sales pipeline is created by mining and creating conversations between prospects and you and your company on Facebook, LinkedIn, Blogs, newsletters and Twitter etc.
  • The sales process starts long before a customer ever talks to a salesperson by researching on Google. The impact of your website and online profile plays a very important role here.
  • All sales is social networking – on and off the web. Prospects come from a friend of a friend. Referral, high-trust and relational marketing are the keys to success with this larger sphere of online reach.
  • The salesperson is strategic, consultative and collaborative. A trusted advisor.
  • Marketing buzz is created with education-based marketing, seminar marketing, article marketing, informative client-focused newsletters, You Tube, Facebook posts, blogs, tweets and key word management for search engine optimisation. These online marketing options are measurable, low-cost and timeless; they never stop reaching new prospects.

If your current sales performance is sluggish or declining, then I guarantee that your sales force is using an outdated and old-school sales approach. The internet has changed everything about professional selling.

Can you double your sales? Do you want to double your sales? The choice is yours – sales distinction or sales extinction? Choose wisely!

John Lloyd is a business growth strategist, award-winning marketer, speaker, trainer, columnist and author of the book Smart Thinking for Crazy Times.     

Visit John at www.brandstorm.co.za and subscribe to his free newsletter.

Do you need a speaker who will educate and inspire at your next industry conference or a trusted advisor who will increase profits, multiply sales and magnify marketplace positioning?                                                      

Contact John today – john@brandstorm.co.za