1- Maintain a focus on your prospective clients problem or pain. Even difficult economic times are NOT about you. In sales and marketing it is always about the customer. What is your customers most prevalent problem? What do they want to avoid or what do they want to get? Keep that at the heart of your message.

2- Plan to drip on your prospects. Tougher economic times usually can mean longer decision making cycles. You must plan to follow-up more than before. Before what? Well before the internet the International Marketing Association reported an average of 6 contacts with a prospect before they moved through the “know, like, trust” cycle to buy. With the onslaught of television, radio, direct marketing and the internet advertising the time line is now between 6 and 21 times.

3- Drip with purpose. Business graveyards fill up quickly without purpose because, people aren’t interested in you! Plan to be systematic with reasons that prove you were listening to them. Something personal like a birthday, something that shows you were listening, like their interest in red wines, fine valid business reasons that are purposeful in connecting.

What are you finding is working to keep your company, your business, alive as the economy in general continues to remain stuck in many areas of the world?

How to Prevent Your Business from Death on the Vine is a post from: Courage Coach for the Reluctant Marketer

Recession Proofing by Diego Norte

Our business model is already fairly recession proof. The basics that make it that way are the very foundations of what we teach.

Choose a true market. A true market is something that over 50% of the population are interested in and are willing to pay for. True markets include:

1) Food
2) Houses
3) Cars
4) Investing
5) Business
6) Dating
7) Weightloss
Health

There are many others. As long as you are working a true market, a recession might result in fewer sales, but you will still be very viable.

People will always buy those things. They will always be interested in nicer houses and cars, looking better, having better relationships and living longer.

In October 2008 when the stock market crashed though, we did see a sharp blip in several areas. Customer who were in a true market started telling us that they had absolutely no sales for days during October. We even saw a reduction in sales for about two weeks.

There is one thing that we did that immediately corrected that blip though.

We deleted our order data in TestiVar for all price testing. We kept all other TestiVar data.

The method to do that is very simple. You simply change your template and rename the variable used for the order button. Then you go in and add all of the different priced order buttons again using “Add Variable Version.”

Why did that help?

In a recession, customers start to pay attention to price. Their priorities about what to purchase also change.

TestiVar would have eventually figured that out, but it would take months to overcome the historical data TestiVar had gathered over the prior many months.

By resetting this one variable, we were able to quickly find out that most of our products should now sell for less. A few of our previously less popular products were now selling better at higher prices though.

The net effect in the end was nearly a push. Sales and profit returned to the prior levels even though the pricing of most products was reduced and the pricing of only three products was increased.

Price testing is extremely important during a recession. TestiVar is the only multivariate software I know of on the market that does painless price testing. You simply enter several order buttons and send them to different thankyou pages with different priced hard coded. If you are using TestiVar, you can also just use a single thankyou page and set the pricing on the URL line with a ?p=1000 parameter (if the price was $10).

We looked at what our profits would have been without taking this step to reset pricing. They would have been down about 22%.

I strongly recommend that you get every single one of your products under price test. If you did your price testing prior to October 2008, I recommend that you reset the pricing data by renaming your order variable and reentering the prices to test. It could (probably will) mean a 20%+ increase in your profits for 10 minutes of work.

Thank you Diego. You lost me on some of the technical jargon, but nevertheless, solid information. The author, Diego Norte, is the creator of the Glyphius software. It's copywriting software that improves profitability using statistical analysis to mathematically study profitable ads.

So, now that you have a model that specifically identifies recession proof markets, what will you do with the information?

Sales Tip – 8 True Markets to Recession Proof Your Sales is a post from: Courage Coach for the Reluctant Marketer

Get clear on the work you want. Just as with many people who are in sales or in business for themselves, you want to get specific on the type of work you want before you set your networking to a job plan into action. Take time to identify specific industries, companies or a role that you are best suited for and would love to work.

See who you can help. As an introvert in sales for 30 years I usually find best results when leading with value first. By finding out how you can help other people first, you may find it easier to then be more direct in asking others, of another contact sphere, for help with your job search. It's like taking a break from the energy you are putting out to find a job. Clarify who you think might just need some help from you in some way now. Then, go back to your own job search.

Try social networking if you haven't already. I've only been starting to use Twitter, Facebook and LinkedIn this year even though I signed on last year. There are many recruiters online who have jobs they must fill and they want to connect with you. One of my Twitter and LinkedIn connections is a CEO of an IT recruiting organization with a highly regarded reputation. The point is, social networking is a perfect environment for introverts to network.

Follow-up. This is an important step to continues to deepen your relationships. If someone refers you to a person or company for a job they know is open, you must follow-up! First, to make contact where the possible job opening is. Second to thank the person or give an update of progress to who gave you the lead or referral. Remember, the reason the people who you know find it easy to give you a lead to a possible job is because they know, like and trust you. You want to continue to enhance those kind of relationships.

Networking to find a job - a plan, a clear goal, recharge by helping someone else, social networking and to strengthen already solid relationships. Certainly there can be more steps but these are the basics. As an introvert, does this sound like a networking plan you can put yourself into to find a job?

Job Search Tip – 5 Ways Introverts Can Network to Find A Job is a post from: Courage Coach for the Reluctant Marketer

Early in February, when helping my mom to complete her cataract surgery, I took a nasty fall resulting in a broken driving leg; my right leg. This experience resulted in the top five tips I learned from the first four weeks of being in a removable air cast:

1. When things get tough, it’s better to slow down before forging ahead.
Slowing down to analyze your best marketing approaches, your most wanted sales products or services, and putting creativity into your selling is imperative. Rushing through your “as usual” activities will not serve your sales recovery.

2. Learn to ask anyone for the help you need.
That advice, “ask for referrals,” doesn’t get too many results with a sticker on the back of an envelope or the phrase printed on the back of a business card. My introvert and shy friends please take this stretch: learn to ask for the help you need. If you need someone to make a call for you, ask. If you need someone to put in the good word for you ask. New sales in a down economy won’t happen with a passive approach.

3. Decide to follow a leader’s advice.
If you are on a sales team and your sales manager has some advice, particularly from a time they weathered a recession, then be open to putting their advice into action. Get a mentor, pay a coach, listen to a leader who has the experience.

4. Acknowledge your helpers.
When I called my husband to check on portability of health insurance, we determined he was my only way home to get me and my car home. I told my friends I was nominating my husband for “husband of the year award.” I was genuinely appreciative and grateful for all he was doing to help me during this restless time. What I didn’t even expect was his turning the notch up on his help. People want to go the extra mile when you remember them in meaningful ways.

5. Go slow again when the cast if off.
While not as dramatic as the cry “Freedom,” in the movie Braveheart, it was exhilarating when the doctor told me, “You can take off the cast now and drive.” Following his advice to “take it slowly, a little bit each day,” seems also wise advice to salespeople who get creative, hatch new ideas and want to triumph in a year that otherwise might lead their business – nowhere.

The tough economy is like a removable air cast. You can either stay immobilized and keep doing things the same. Or you can steadily and thoughtfully be consistent with a new approach for selling in a down economy.

Who knows? You may not want to return to the pre-cast days if you get better results.

And if you want to sidestep your sales performance anxieties, overcome your fear of rejection and demolish your devastating doubts , you can join me every week on Sales Tips for Introverts free teleclasses!

Sales Tip – 5 Tips to Cast Off Lackluster Sales is a post from: Courage Coach for the Reluctant Marketer

“What determines how quickly things can turn around, is how quickly you can drop the fear and harness your imagination,” Andrea Conway. A recent sales call that would otherwise have left me no results for one year of follow-up, demonstrates the speed of recovery. When you join the creativity of introversion with the verbal mastery of extroversion, the results can be astounding.

On my ride over to the new client’s office, I could see him sign the agreement which was on the passenger side seat. I knew the dates on my calendar that we already agreed on – my Planner was open to that month. My feeling was calm and confident. Regardless of how things are played out with the media naysayers, it’s true that we can control what happens.

As I got out of my car I felt excitement increase to be able to help this new client get new clients for themselves. We quickly got into rapport as I sat in front of their desk. The conversation started to change to personal; I went with the flow. The prospect was telling me they just took a major hit in commission. My internal thoughts were, “I can help you get that back quickly.” Once we moved to the business I was there for I asked, “So are you ready to confirm our coaching plan today?”

It was no surprise to me when he said he would now have to wait because of this big financial hit. He just told me this! I let a few seconds go by before I spoke. My thoughts were that while true, what would happen to them if things got worst?

“What determines how quickly things can turn around.” I asked, “What if we could make this happen in an affordable way for you without me reducing my fee? Would that help?” Needing that thinking and planning time before I had something mutually agreeable, I asked him to tell me, what would be some options they think could work. Most introverts can't always talk their thoughts aloud that quickly.

“How quickly you can drop the fear and harness your imagination.” My mind was conjuring up some options, however, not being totally prepared for the turn of commitment as they spoke, I thought and pulled it all into a creative option.

The integrity of the value of my services is maintained because my fees weren’t compromised, and a salesperson on straight commission now is excited about increasing their own results.

What happened? My fear was less than my desire to help this new client. Any fear that floated, dropped as my imagination worked for a mutual benefit. Yes, right now the worldwide economy is weak but it still breathing and alive. Drop the fear, and harness your creativity to help your clients.

Uncover how your sales skills measure up with an honest and quick assessment!

Sales Tip – Sales Grow When Fear Drops and Creativity Rises is a post from: Courage Coach for the Reluctant Marketer

As an INTJ, if I follow this advice, which I do and will, there also has to be, "Carve out a little more quiet time."

What do you think? What else would be something simple to include in your sales and marketing in a down economy? Add you comment.

Survival Selling in a Bad Economy is a post from: Courage Coach for the Reluctant Marketer

Anyone who sells has a goal to make sales. Maybe this undermines salespeople to be systematically planned and purposeful in sales follow up with their prospect. Just as with a new friend it is follow up that will turn a prospect into a customer.

Maybe you think, “I feel like I am bothering people so tend to put it off.”

You are invited to a neighbor’s house for dinner, like being invited to a prospect’s office for a meeting.

The dinner goes well; the sales meeting goes well. At the end of the evening your neighbor smiles and says, “Let’s get together again.” The meeting goes well and the prospect says, “I’ve got to think about this.”

How do you respond to each of these relationship events?

“Generally, I follow it for two or three calls and then let it go,” might be your approach.

You have a new friend you enjoy talking with. If you are an introvert in sales, you enjoy and are energized by the deep conversations. If you are extrovert, you love talking, period.

You have a new prospect and during your first meeting, you discover they have a problem when they open up to you. It’s a problem you can easily solve with your product or service.

You and a new friend really hit it off on first meeting. You are the first to call to get together again; your new friend is out of town and their voice mail picks up.

It took trust for your prospect to tell you their situation. You’ve opened up a new relationship. They just expressed regret that the timing is off.

How do you respond for the next step for your friend? And your prospect?

So here's the question:

Whether you are in business to business or business to consumer sales, it’s about relationships.

What’s your assessment of how sales follow-up can be similar to new friendship follow-up?

How would it help you if you decided, selling is a lot like building a friendship?

Leave your comment below:

Sales Tip – Think About Sales Follow-up Like Meet the New Neighbor is a post from: Courage Coach for the Reluctant Marketer

Join me on Mondays for Monday Motivation guaranteed to demolish your devastating doubts: visit http://www.askpatweber.com

How anyone can find their own empowerment during a time of uncertainty is a post from: Courage Coach for the Reluctant Marketer

- Pick up the tab for someone’s lunch at a restaurant without them knowing.
- Visit an animal shelter to see if you can help the volunteers.
- An old idea and most appropriate is to pay the toll for the person behind you.
- If you walk by or park near parking meters, find one to put money in that is showing the time is about to expire.
- Take some baked goods to your local fire department: my husband did this one year and the people loved it!
- Let someone else go ahead of you when in line at the bank, grocery store or some other shopping place.
- Send a card to your doctor’s receptionist just to say you appreciate them. I did this last year and the lady called me to thank me! It was a triple win: she said it was JUST what she needed, I felt good and I'm certain other patients ended up seeing her light up. Use my sendoutcards account to send an unexpected card to anyone you know. The cost including postage is on me!
- Smile at anyone you see today.
- You know all those coffee mugs that you have received at meetings? Donate your extra ones to a church.
- Call up a friend or two to do some good deed as a small group.
- Hug all your friends you get together with today.
- Get up early on a Saturday, brew some coffee and call some neighbors over to join you for a cup. One of my neighbors went from house to house with a full thermos on our street one year.

Any act of kindness will bring a smile on someone’s face on the worldwide holiday. This idea for salespeople is to clear your self of being afraid of rejection. There is not a thing you need to expect in return with these random acts of kindness. You only need to act, it will be fun and you will rev up your positive energy. Who knows, maybe you might even attract an unexpected benefit. Salespeople, take your kindness to the world today.

Join me on Mondays for Monday Motivation guaranteed to demolish your devastating doubts: visit http://www.askpatweber.com

Salespeople Use Kindness Day to Sidestep Sales Anxieties is a post from: Courage Coach for the Reluctant Marketer

Words That Change Minds

and, a true genius with NLP. You will be inspired by her words, regardless of your introvert or extrovert preference:

"Have you ever felt like the dove that left Noah’s Ark in search of dry land only to find more sea than ever and nowhere to land? Or perhaps you have been valiantly resisting the urge to bail out during all the disastrous news because you are determined to avoid buying high and selling low. And just when you were thinking it couldn’t get any worse… " Read more on Shelle's blog

Economy Survival for Introverts and Extroverts is a post from: Courage Coach for the Reluctant Marketer