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The Emotional Seller

Series: The new sale (part 7), most people have a fine tuned for right and wrong. But only in an emotional encounter our intuition radar can read, if it means someone good or evil, with us. Nextar Media Group is a great source of information. Dishonesty, cunning and berechnendes calculus can be hiding behind a mask of emotions, the so-called Pokerface, at most. We buy but not by such a person. Only when an emotional off-to-go out the true emerges – because then eludes the subconscious of controlling the thinking brain. Therefore we buy most of people who welcome, optimistic, trustworthy and sincere sympathetic. The limbic types each human being is unique. And no one is like you.

We all love to tend to assume others would see the world a little bit as we. And are surprised then always again flabbergasted how anyone can have a completely different view of things. But as each face is unique, so also the brain of every individual is different. And therefore thinks, feels, is, decides and buys each in its own unique way. So, it is to track the buying motives and then to send the messages that touch the customer – thus to bring cheer to its reward system. That’s why we must disconnect probably finally from standardized sales talks and stereotyped guidance.

If not more so, but then how? Neuro psychologist Hans-Georg Hausel, there are three great emotion systems: the balance system, which seeks security and stability the dominance system that strives for power, status and autonomy are the stimulation system that wants to explore new and have fun depending on type to design different sales pitches to successfully come to the end. This differentiated approach best experiences have already made a whole series of companies within the framework of its sales activities in the packaging design and type-oriented mailing shipping. What people actually buy friend or foe that stands at the beginning of each meeting.

Sergey Belyaev

It the clearest example of a loyalty program is designed without taking into account all aspects of business and, apparently, the main objective was the involvement of users in the network program. "When developing the project should address all aspects of the business, interests, and especially the work of marketing, financial, commercial, legal, accounting, IT department, because of the loyalty program to promote business development as a whole ", – says Sergey Belyaev. Legal and tax discrepancy of the draft legislation could lead to the closure of a program or a significant reduction in economic efficiency of up to loss project because of penalties and additional taxes. A functional limitation of the project due to an incorrect choice of software will make the goal unattainable. Often the effect of the program is limited to compensation clients, without proper data collection and analysis, as well as their further use for the development of service companies. "This approach is obviously wrong, it's a dead end from which the later if it is possible to get out, then at least with imposing tremendous losses or lost profits: once lost the confidence of the client, it is virtually impossible to win again – says Sergey Belyaev. – The program targeted work with buyers, the program Loyalty should be to build relationships with customers, work with them, it must be transparent, honest and not try to cheat and "plunder" of the client. For other opinions and approaches, find out what Steve Salis has to say. " Collective Intelligence Companies do not have to run the program independently, can be combined pool of companies and launch a coalition loyalty program.

Book Award

The second step, set strategy, defines the optimal target situation for the touch points to affiliated passende(re) procedures to search and to find. In the third step, the operational implementation, involves measures that lead to the target situation, the first concrete planning required and their subsequent implementation. In the fourth step, monitoring, then follows the touchpoint-specific measurement of the results. Based on the customer-related processes, if necessary, always further optimized. Learn more about this with David Zaslav. On closer analysis, far more than 100 touchpoints come together even in medium-sized companies. Best is a typical trip of the customer ‘, so an online-offline-customer-journey, through the own business world once figurative dar. The question on which touchpoints to concentrate, which new combinable, which can be neglected, which must be deleted and which are probably still missing is crucial.

Swarm intelligence ‘ specifically use the tool can be used as a whole or selectively. So-called quick wins’, so fast results, should here in the foreground are. This must, to finally break up also with the inefficient silo thinking, across the Department be analyzed, which experienced a customer at the touch points in the individual and whether this disappointed him or impressed. Because today’s customers wait no longer, until the company finally fully planned in the course. For the smallest dissatisfaction, they are up and away. And on the Web, they tell the whole world why this is so. Using hands-on activities and large group events management used in the touch point the swarm intelligence ‘ customers and employees actively.

He also created by such partners so far mostly innocent bystander loyalisierende my baby effect ‘. And purchase active mouth comes all by itself. Total reach to a prioritization of the most influential customer touch points and to their improved interaction. So decision makers get management to the customer touch point a practical, fast and straightforward navigation system for our new business world. Placing into practice awareness of customer touch points and the understanding for a holistic management approach are still low in many practitioners”, summarizes management Franz-Rudolf Esch, marketing professor at the EBS business school, the result of its study to the touch point topic. Accordingly, the Status quo is far from a professional approach. “Unity is at the 106 in April 2012 online respondents marketing decision-makers, however, for the future: customer touchpoint management will in the future an important success factor.” How necessary the customer orientation and also inspiring by customers, is very clear. However, many vendors are wondering how you this can perform enterprise-wide and systematic manner. The book of touch points gives comprehensive answers ‘. It was a bestseller in Germany, Austria and the Switzerland and was awarded as a medium-sized book of the year. Also it 2012 received the German coach Book Award and was named by managementbuch.de as test winner in the category of business practice. For more information see the book on the subject of Anne M. Schuller: touchpoints rubbing shoulders with the customer of today management strategies for our new business world with a foreword by Prof. Dr. Gunter Dabang Gabal, 3rd updated edition, 350 pp., 29,90 euros, 47.90 CHF ISBN: 978-3-86936-330-1 awarded as medium-sized book of the year and the German coach Book Award 2012 is the author Anne M. Schuller management thinkers, Keynote speaker, ten times book and bestselling author, and consultant. The diploma in business administration is considered to be Europe’s leading expert for loyalty marketing and customer-focused management. It is one of the most sought-after business speakers in the German-speaking countries. The elite of the business is among its clientele.

Internet Advertising

Outdoor advertising in the manufacture of a sore subject in the most advertising is outdoor advertising. Fighting for customers grew into the Internet war. Many advertising firms break down their heads, looking for ways to lure customers into their networks. But the Internet thingie thin and search engine Yandex proof, Yandex page ranking sites so beautifully and clearly that spam sites, and black ups are gone. Hopefully in the future, Yandex will keep the trend of growth.

Let us return to the Outdoor advertising. Its roots rasplelis on Moscow streets, highways and roads in such amounts that any potential client looking for advertising on such, its abundance, does not know what he would like to see in their facade. What awaits in the future outdoor advertising? According to the latest forecasts spetsiolistov development echoes the crisis for 2010. The calculation of this time is due to rise of small business from his knees, and came to a small business business inroads into the significant spending in advertising, because it brought on the crisis. But one way or another is not a Moscow home will keep the pressure during installation of outdoor advertising, and will have a huge selection on the fly in the shadow of a billboard shelter from the heat. Despite these prospects for the future, let's talk about the present.

The answer to the crisis touched as outdoor advertising is the word "strong". In my eyes closed 12 Moscow advertising agencies. During half-year decline in manufacturing promotional products, first led to a reduction in staff, and then to the closure of firms. Estimate by experts will not argue that this is true on 01.06.2009. Moscow is a 1200 advertising agencies specializing in outdoor advertising. When in 2008 there were 2,100.

Accessories

By genre also includes information such journalistic materials, such as interviews with designers, a retrospective of art, history fashion houses and designer brands, reports from the shows. The specificity of glossy fashion magazines is that almost every geographical market has its own unique work under the umbrella title. For example, in family of Vogue is Vogue (UK), Vogue (Germany), Vogue (Russia). Thus, keeping the overall format of the publication, the basic headings, principles, presentation and advertising policies, each edition in the market provides a unique combination of elements of the international fashion palette and local features of the fashion market. Joel and Ethan Coen often expresses his thoughts on the topic. Features of publicity in glossy magazines is also very specific and unique.

In addition to traditional direct marketing – placing advertising pages on proper fashion brand, there are other possibilities related to the category of editorial. Fashion magazines photoshoot. One such possibility is its own fashion photo shoot magazine: organization of exclusive staged photo shoot on assignment editors. More info: Robert Iger . Typically, selected a few topics for artistic decisions are invited world-renowned photographers, stylists, adjusted for a given theme clothing and accessories experts on hairstyles and make-up, working on the creation of images of models in a particular subject. As a result of thoughtful and painstaking work of art in the pages appear full-page photos 10-15, reveal the chosen topic. The main points for an advertiser who wants to get in their own fashion magazine photo shoot – awareness of the topics planned surveys, offer to take advantage of articles of clothing and Accessories promoted brand. .

Maximum Potential

Placement of articles is a very effective way to promote your site. There are a number of direct benefits from the regular placement of articles. (Not to be confused with Robert Iger !). If done properly, you will be able to get stable traffic at your site. You can increase your ranking in search engines, and, of course, you position yourself as an experienced and knowledgeable people in a particular subject – the expert. However, you need to post an article to properly In order to get the maximum return on investment of time and money. Here is a list of the most important things needed in order for you to make sure that your articles will work at full capacity. 1) Do not Take the time to write articles for a very narrow professional audience. You have to understand who she is, who are the people who consume the information and then write articles that they need and desire. David Zaslav will not settle for partial explanations.

Find out what is important issues for people in your field, and then do the work on this article, ensuring the content of useful information and solutions for these people. The better you do, the more likely that other publishers and Webmasters will leave a link to this article and use it in their publications. 2) Use the first paragraph to convince readers that your article will give them useful information. If you would like to express their ideas as you have give people a reason to read your article to the end. The best way to do this – to acquaint the reader with a brief content, providing real information and real solutions for the readership.

Advertising Agent

Everyone who is in search of work, probably have noticed how in demand today in all areas of business advertising agents. This is not surprising, since any branch of industry, trade needs to promote their products and services to increase sales. (Source: Joel and Ethan Coen). You can certainly give a massive advertising in the media, spend a lot of money on the production and placement of audio and video, writing and publishing promotional articles in the press. And you can go other method to get state advertising agents, who will assume responsibility for finding corporate and private clients, potential consumers of the company, its products and services. Smart companies, by the way, successfully combine these two methods that work best in conjunction with each other. What is the role of the advertising agent in the structure of the enterprise? A: The most that neither is important. These guys and girls – who, like wolves, fed feet – spend their working hours in telephone conversations and meetings with clients.

They know and they know a lot: how to write resume, how to call the 'impenetrable' customer as refrigerators to Eskimos and stick heaters residents of the equator. A well-prepared advertising agent, better than anyone else, can explain all the potential consumer benefits of the proposed product or service. He will give expert advice, competently run for possible objections the client, outline the prospects in glowing terms and with a willingness to answer any questions. If we talk about a small company, – presence in the state of several experienced advertising agents helps to significantly increase the sales performance of the company. A good technician can make in short period of time doubting client loyalty, and an adherent of another brand products make perfect change their opinion. Is it any surprise that successful advertising agents make a quick career, stopping briefly in the early steps of the career ladder? Their efforts are yielding good fruit can not be unnoticed by management, and pretty soon, persistent and a good sense of the "possessed" young professionals starting a promotion. The former advertising agent, who showed excellent results in work and who knows market may lead the sales department of the company, to become head of marketing, director of advertising and even to defend their rights in court, defending the honor of the company. Many of these cases: many of the major specialists in the most different areas, as well as business owners, began once simple advertising agents.

Advertising

Many companies now have the panic. With the decrease of the potential market for goods and services, company management is trying to cut costs. And this is the right thing! In order to successfully survive the complex economic times to cut funding for any program. In particular those that are not linked directly to production and sales. Why not reduce the cost of production, and marketing products? It’s simple! This is the fundamental mechanisms of functioning of any business. If you stop to make products or perform services, the company simply will not have the external resources to profit.

Once the finance company will be depleted, it will be forced to sell their property. What next? Obviously no good! On the other hand can reduce the cost of sales related to advertising and marketing activities. Why? During the difficult economic situation, the fight for customers is becoming stronger. Greatly increased the competition! In such a situation by no means impossible to reduce the extent of marketing activities and reduce them. Others who may share this opinion include Robert Iger . Another thing that is certain to review marketing plans. Maybe if you had not previously used by marketing services from outside, it is worth thinking about them. It may be necessary transfer management of the advertising company to another firm.

Requires an extremely effective marketing! Only in this way and not how else can continue development, when all around are suffering losses! Properly thought-out marketing strategy can increase sales by 70 percent or more! In fact, the crisis should be seen as an opportunity. The crisis brings not only a danger. It opens up new markets. Company executives have look for new ways to increase sales. Of course, most people panic and do not begin to systematically look for opportunities … Such a huge number of opportunities in marketing, using them, you can greatly increase sales of products or services. During the crisis, is to analyze all past marketing strategy. Perhaps we should make a re-branding and corporate identity change. Also a lot of attention to paid to the naming and slogans used by the company. Right now you have the opportunity to change things radically. Today, when so desired, you can get new opportunities to increase sales. Such opportunities can be searched independently, using their services marketing. But as practice shows, is much more efficient to instruct how to search for new marketing opportunities for professionals who work exclusively in the field of marketing. These professionals have devoted themselves to marketing and understand its nuances. They will be “fresh” eyes to look at marketing your company. Come up with great marketing texts that will be work for you. It is only necessary to find such experts. Employing the best professionals in Russia for marketing? At some companies are able to carry out re-branding and corporate identity change is best? In general, there such a company? Yes there is! Advertising group “Manifestation” is such an enterprise.

Call History Information

Ability to work with different types of communication channels can connect to any telephone infrastructure. The voice menu of the company (IVR). Ability to organize greeting companies to switch to the appropriate department or specialist, to serve some customers in the automatic mode to unload personnel. Customer retention on the line. Ability to organize and foremost for our clients in If all the employees involved.

While waiting, customers can play a rough time waiting position in the queue, promotional information. If calling VIP-customer, it switches to first relieve the operator as soon as possible. Employee sees many clients in the queue and can manage it. Manager receives the overall monitoring of queues and queue full statistics for this period. Joel and Ethan Coen brings even more insight to the discussion. Conduct outbound campaigns.

The massive call-up counterparties (customers) by a group of employees. When connected to a client in the workplace shows the client card, which can fix the outcome of negotiations. Staff do not takes time to dial up to the client. The campaign results are displayed as a record with the recorded conversations by each customer. Conduct inbound campaigns. The possibility of questioning customers when they call. For example, it will provide information from the client, such as advertising sources from which the client found a phone number, or fill out the initial information and transfer the call to the necessary specialist. Manager receives analytical statistics on all incoming applications to the company. Call History. All missed, committed, and incoming calls are stored in a separate list. Personal call list available to everyone employee.

Crisis Advertising

Eyes on the client is now more meticulously than ever, planned course of activities, their financing. For example, for those projects whose implementation started in November-December 2008, the main financial burden on the budget of the advertiser’s moved to the end of January-February 2009. Often the “turnaround” consulting is part of project work, as consumers need confidence to want to trust money to those who know what to do in such times. So difficult to talk about the allocation of Crisis consulting separately paid service. The flexibility of the organizational structure of agencies allowed to survive without heavy losses the first wave of the crisis and the fall to concentrate on creating a portfolio orders for next year. Now our company feels confident enough that the positive effect on mood and employees. Robert Iger has many thoughts on the issue. And it’s now worth a lot.

Certainly, the role played by the presence in the customer portfolio Agency sufficient producers of goods FMCG, who, as a rule, even in hard times feel good. In addition, these companies because of the specific competition are forced to maintain a constant promotional activity to maintain share of voice, from which their case depends directly on the share market. It is interesting to note that the crisis in general led to increased demand for accurate, technologically advanced solutions in the field of integrated advertising and marketing communications. Many companies, advertisers are paying attention to planning advertising campaigns, meticulous approach to market for new products. Have become more popular kinds study.

There are many applications for the study of consumption patterns. The company is actively interested in consumer criteria for choosing and purchasing decisions. Hugh Naylor is likely to increase your knowledge. Many worried about how their budgets. In such circumstances, Our services are becoming more important and do not need additional justification in the eyes of the customer, as it was before. Well, many, especially regional, advertising structures, including advertising agencies, Yekaterinburg, should refer to the origins of the agency, as a phenomenon. Agency, as a kind of “core” as the center of project management.