January and July are usually the best months for promotions. However in this "strange" market period it is not uncommon to see “sale” signs in the shop windows, or to come across discount offers, 3×2 deals or similar reductions – which are all aimed at supporting demand and restarting the markets. This is why I’ve decided to propose an article on this matter, in order to explain why, when and how to use promotions.
“Is it necessary to always tell the truth when dealing with clients?” this is one of the most common questions we receive from those who take part in our courses. As the creators of the Sales Ethics method, our only answer should be “Of course!”. In fact it is not so easy to be always completely sincere with clients. Not so much because of the budget and sales targets we need to achieve; in fact sometimes expressing our personal opinion can prove useless, if not detrimental to our clients. Let’s see how and when this might happen, and analyse what serving the truth really means!
Why dedicate an article to words? Because they have a very important specific weight. This becomes even more true when the objective of our communication is sales and it is necessary to convey trust, security and enthusiasm to our potential customer.
One of the questions that our clients, especially young freelancers, ask us most often is how they should calculate the price of the service or product they offer. Knowing how to determine the price is the first crucial step to recognising your market value. Many freelance professionals and salespeople are not very good at presenting and defending their price because they are not fully aware of how to put together a quote or estimate.
Much of our work as consultants consists in developing the commercial activity of our corporate customers. We examine and verify their business performances and assess their results not only in terms of revenue.
Chasing unpaid invoices, especially by phone, feels “rude” to most of the people I meet in my classes. For some reason we feel uncomfortable when we have to ask for payment although really that is how the wheels of commerce work: providing a certain service or goods in return for a stipulated payment.
We learn how to structure effective emails by breaking them down into their component parts and analyzing each one. Some practical tips when writing emails and understanding when, on the other hand, it is better to use other media. Read more…