Category: Small Business Marketing

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Close More Sales

Sales CoachingNo matter how great your services and products are, they cannot benefit the world if you don’t sell them.

Adding a list of services and products on a website and hope people will come is just foolish.

Take also in consideration that your best sales will be in person, either on a conversation , on stage or on the phone.

If you struggle to get people to say yes, you need to fine tune your sales strategy.

We are all in the business of generating sales. Marketing and sales are not the same thing and marketing only without a sales strategy will not lead to good results.

Possessing certain skills, especially the critical skill of knowing how to sell, increases the odds that your business will thrive.

Every move you make and everything you say either attracts people  toward you or repels them from you. Details when selling count a lot.Let’s create your own sales process, presentation or class. Together we’ll use the best in new sales strategies and NeuroMarketing.
Together we create the sales presentation you’ll use over and over again. Learn it once and use it for the life of your business.Best of all, you won’t have to be pushy.Here is what we’ll cover:

  • Selling blocks & emotional issues
  •  Establish, create and deliver the right impression instantly
  • How to differentiate your offer.-  Deliver clear, memorable messages
  • Develop a practical sales process for your unique business that increases revenue
  • Identify and eliminate the common mistakes that are costing you sales, time and energy
  • Attracting high-quality clients who can afford your services
  • Asking for the sale without coming across as pushy
  • Hit the buy button on your prospect’s brain
  • Communicate in a clear concise way
  • Effortlessly follow-up

Contact me for a initial consultation: 801-842-9765 or buzz@buzzbooster.com

 

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The buying brain

Our brains are not good at judging absolute values but it loves to compare values and benefits.

For example when buying in a supermarket you see a box of cereal beside another box of cereal with 20% more.

You can use this when comparing 2 of your different products or services

The buying brain

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Selling strategies for restaurants

Eating out is something we can always postpone. That is not a good things for restaurants.

NeuroMarketing tells us a lot about selling more to customers when going out.

First we need to understand to which age group we are catering for. Different age groups have different expectations and we need to honor those expectations if we want to be successful.

One thing to have in mind is that boomers love to go out but they are going less and less to restaurants. Boomers expect to have an experience when they go out. Good food and a good time.

Unfortunately going out to eat has been more of a burden than a good experience. Service in restaurants has declined quite a bit and not much training is done with servers. So much easy to stay home than go through that.

Once in the restaurant, you can have a menu that makes people buy more.

  • Avoid prices with dollar signs or decimals. People will spend more if you don’t add those to the menu.
  • Use fonts that are harder to read when explaining the dish.
  • Premium price products should be separated from lower-priced products.
  • A study showed that people’s brains experience more pleasure when they think they are drinking a $45 wine instead of a $5 bottle. Even when it is the same stuff.
  • Price can change the experience of the product.
  • Discounting can reduce the experience

Selling strategies for restaurants

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Make buying less painful

buying strategyWe don’t like pain and spending money brings pain to all of us.

There are a few things you can do to avoid this pain when selling.

Asking prospects to prepay for your services is one of them. It mutes the pain. It also provides you with cash flow and avoids other headaches.

Bundling offers will also work. The brain likes bundles, we have a hard time pointing what costs what in a bundle.

Want to experience pain when buying? Try sushi. Each piece has a determined price. Very painful.

Taxis follow the same pattern and are very painful. Why would you follow these patterns? You would just sell less.

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It is not only price

We tend to think that all the prospect thinks about is price. Many times we are afraid of price increase because we think clients and prospects will fly away.

The real truth according to neuromarketing is that cost is not the only variable that causes pain in the mind of the consumer. Fairness or unfairness of the deal plays a big role too. How you present your services or products will dictate the fairness of the price.

A simple way to deal with the pain of spending money can be to ask for credit cards. Some how credit cards seem to take away the pain of spending.

 

Credit card

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The Age of Secret Menus

frings-at-burger-king

It used to be rare to find a restaurant or fast food restaurant with a secret menu. One that has been around for some time is the secret menu at In-N-Out Burger.

Now it is popping everywhere. Panera Bread released its secret menu a few days ago. All of the options don’t have bread. Panera wants to try a new, healthier menu and by creating a secret menu they avoided the costs of creating new paper menus and kept the wall menus simplified. According to an NPR interview, they believe it is a cheap way to test new products and some free PR.

But the real reason why secret menus work is because of a simple concept brought by Maslow. The need for belonging. We all want to belong to a group and a select group that knows about a “secret” menu is even better. It brings mystery and rituals to the process. Mystery and rituals in businesses make people connect and stay.

The brain cannot cope with unanswered questions so it wants to be around until it has all of the answers – and rituals keep us engaged. Note that McDonald’s has a great example of ritual in the menu. The Mc10:35 can only be ordered at you guess it, 10:35am.

Restaurants are unfolding their secret menus but any business can incorporate mystery and rituals in their process. We have an entire audio on this topic that you can get for free at BestBuzzGift.com

Here are a few other restaurants with a secret menu:

  • MCDonald’s has the Monster Burger and the McGangBang. not all stores are caring the secret menu at this point. The Mc10:35 is a special sandwich that can only be ordered for ten minutes each morning, during the changeover from McDonald’s breakfast menu to its standard menu at 10:35 a.m.
  • Chipotle’s has a secret menu with several options. The Quesarito is one of them.
  • Starbucks: Biscotti Frappuccino, the Cinnamon Roll Cappuccino, and the Captain Crunch Frappuccino and the Raspberry cream cheese cappuccino.
  • Taco Bell’s: Chili Cheese Burrito, Double Grilled Quesadillas, and the Enchirito, which is an enchilada stuffed with beef, beans, cheese, diced onions, and topped with red sauce.
  • Burger King: Suicide Burger, Frings.
  • Subway: Pizza. While the pizza sub used to be a staple on Subway’s regular menu, it was removed when the company began pushing its healthy eating initiatives.
  • Jamba Juice: Green Gummy Bear Smoothie
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NeuroMarketing and Storytelling

StorytellingThe human brain is wired for narrative. This is why business storytelling is so important.

People make most of their decisions based on unconscious emotions as opposed to rational logic. Data dumps, dense PowerPoint slides and pure stats do not emotionally connect people with your idea. The best way to do that is with “Once upon a time…”

When absorbed in a story, people detect fewer inaccuracies and inconsistencies. More importantly, they don’t seem to care about the errors. However, when reading dry and factual content, people seemed more critical than when reading a story.

By linking your ideas to commonly known stories, you are leveraging a previously established neurological path in your audience’s memory. They will be able to more easily associate your ideas with that known path provided by stories. This way your ideas become more meaningful and memorable.

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Consumers in Latin AmericaGet Social With Brands

The internet may be a global phenomenon, but browsing habits differ widely from region to region and from country to country. One example: the different ways internet users in various countries interact with brand social network presences, as observed in a recent study.

In Latin America, 70% of consumers in Brazil, 72% of consumers in Mexico and 64% of consumers in Argentina agreed that they were “very much” or “somewhat” likely to regularly check brands’ social media pages. In Brazil and Mexico, just 12% in each country considered themselves very unlikely to check in on them.

infographic
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Consumer Behavior facts

Did you know?

  • Color increases brand recognition by 80%. Brand recognition direct links to consumer confidence. red, orange, black and royal blue attract impulse buyers

 

  • People go to Facebook to find out 2 things: does someone want to be my friend, and can I express myself?
  • They post on Facebook to do 2 things: to get others to appreciate them, or support them. 

  • 70% of people only use their tablet at home

  • 85% of all brand purchases are made by women.

  • 75% of consumers buy nothing (or buy less) if there are not enough employees at the store.

  • Over 30% of consumers are purchasing luxury goods to reward themselves

  • 28% of luxury consumers said they got a good deal through Facebook or Twitter or a blog.

  • Consumers will watch videos 60% of the time they find them on retail sites

  • 66% of consumers will watch a video twice if it is informative.

consumer