Here's the recent articles submitted by colleen francis
Articles By colleen francis
Will Your Ship Come In Today?
By: colleen francis
Author describes how to send your ships out. A failure to prospect on a regular basis will inevitably result in irregular revenues, and inconsistent commissions. Nothing could be truer for sales professionals. Let me paraphrase: Your sales can not come in (close) unless you first send out (engage with) some prospects. Sales people that actively prospect every day (i.e. send out their ships) will always outperform those who just sit and wait.(read
entire article)
View : 215 Times
Category : Business
Will Your Ship Come In Today?c
By: colleen francis
Author describes how to send your ships out. A failure to prospect on a regular basis will inevitably result in irregular revenues, and inconsistent commissions. Nothing could be truer for sales professionals. Let me paraphrase: Your sales can not come in (close) unless you first send out (engage with) some prospects. Sales people that actively prospect every day (i.e. send out their ships) will always outperform those who just sit and wait.(read
entire article)
View : 211 Times
Category : Business
One Step Ahead: Taking Control Of Every Sales Relationships So You Are Closing On Every Conversation
Submitted as: Colleen Francis, Sales Expert, is Founder and P
Author Describes, how to take control of every sales relationships. Whether you are a business owner or part of a sales team for a medium or large-sized company, your performance as a salesperson is determined by how often you successfully close sales? Sealing the deal that translates goods or services into revenue.
Stay in control of your sales process by adopting a strategy that gets your customers to commit to a series of steps? And to stick to it.(read
entire article)
View : 153 Times
Category : Business
The Draft Approach: The Secret To Closing More Proposals In Less Time
Submitted as: Colleen Francis, Sales Expert, is Founder and P
Author Describes the secret to closing more proposals in less time. The real mastery behind closing more business in less time has far less to do with closing skills than it does with having great command of everything that leads up to the point where you and your customer are ready to seal a deal.
You must secure a specific date and time to review the draft proposal with your customer This gives you the opportunity to gauge their reaction , and respond to it while they are still engaged.(read
entire article)
View : 154 Times
Category : Business
53 Ways To Use Testimonials
Submitted as: Colleen Francis, Sales Expert, is Founder and P
Author Describes, how to take control of every sales relationships. Unsure how to use rave reviews in your business? Here are 53 ideas every business can implement to help your customers sell for you!..................(read
entire article)
View : 217 Times
Category : Business
Three Must-have Testimonial Types!
Submitted as: Colleen Francis, Sales Expert, is Founder and P
Author describe, Three Must-Have Testimonial Types. With written testimonials there are three versions you want to include in your materials. The good news is that you don’t have to get three testimonials from each client. You just need to know how to chop up a letter effectively to create the format you need.(read
entire article)
View : 175 Times
Category : Business
When It Comes To Testimonials, Looks Count!
Submitted as: Colleen Francis, Sales Expert, is Founder and P
Author says, so you've gone through the effort... collecting testimonials and putting them onto every web page, right next to your page copy to provide that critical social proof.
Specifically, they compared a very boring, unstyled text testimonial versus the same testimonial dressed up with a punchy font and graphic treatment
By making the testimonial more visually appearing, it increases the odds the reader will notice it.(read
entire article)
View : 162 Times
Category : Business
The Trust Return On Investment, Part 1
By: colleen francis
If you are like most organizations, your marketing budget has been squeezed and squeezed as customers become tighter with their spending and competitors become more and more fierce. This means that more and more, the return on marketing investment needs to be measured and maximized.
As you've read in my previous articles, the business case for testimonials is a slam dunk. Testimonials dramatically improve click through and action rates. It makes sense: social proof makes the prospect view their action as less risky if they see that others have realized the benefit they are seeking.
What hasn't necessarily been clear is how this return on testimonials compares to other marketing investments. And I do say return as testimonials do require an investment: the effort to collect, manage and publish them.
Enter an extremely interesting study by Nielsen who measured Consumer Trust in Advertising Channels. Essentially, they looked at the various ways that a business delivers its message to prospects, and determined the degree to which that prospect trusted that message. In other words, they measured the return in terms of trust.
At the very top of the list of the most trusted source of information is social proof - recommendations from peers and on-line opinions. Recommendations from people I know is at the very top, being trusted by over 90% (Trust completely + Trust somewhat).
What was fascinating about the report was the substantial difference between social proof and more conventional forms of advertising. I suspect there are few organizations that do not do some form of on-line advertising: banner ads, search engine ads, etc... Compare the trust associated with these marketing investments:
The trust levels of these marketing investments start at 41 percent and drop from there.
I'm not suggesting that businesses shouldn't advertise in these channels. What I am suggesting is:
Don't put your eggs in one basket. If you are focusing your marketing investment in these advertising channels, are you ignoring testimonials? Ensure that you are taking the time to systematically gather, review and publish testimonials. If you are struggling to find the time to do this - consider a tool like Testimonial Director.
You can take advantage of testimonials to improve the trust of these less-trustworthy channels. Add testimonials to your advertising and landing pages. Those will increase the trust return, improving the payback from these investments.
As the Nielsen data shows, social proof is the most trusted source of information used by your prospects to make a buying decision. When you think of you’re getting more bang-for-your-marketing dollar - ensure you're maximizing your trust return on investment. The financial return will take care of itself.(read
entire article)
View : 163 Times
Category : Business
The Trust Return On Investment, Part 2
By: colleen francis
Author says, in our previous article, we looked at the extremely interesting study by Nielsen who measured Consumer Trust in Advertising Channels. Essentially, they looked at the various ways that a business delivers its message to prospects, and determined the degree to which that prospect trusted that message. In other words, they measured the return in terms of trust.(read
entire article)
View : 163 Times
Category : Business
Don't Just Sit There: 5 Strategies For Proactively Getting Testimonials
By: colleen francis
When it comes to collecting testimonials, the same principles apply. Just placing a form on your web site and waiting for clients to arrive will not deliver the results you want. Instead, developing a process for regularly collecting feedback provides a systematic way to gather testimonials. Such a process would include(read
entire article)
View : 198 Times
Category : Business
