How to Spur Sales Using Triggers

Triggers are psychological techniques that are designed to motivate and inspire your prospects to buy the product you are selling. Kevin Wilke, co-founder of Nitro Marketing notes that "There are at least 30 different triggers you can use to make your prospects agree to practically anything you propose. They all include a ‘psychological code' that activates a person's buying sequence. For example, some of these psychological triggers include mental engagement, using patterns and ‘linking.'"

Triggers are not as complex as they might at first appear. Their goal is to allow you to tap into your prospects' desires, and use that knowledge to craft an irresistible offer, presenting your product or service in a way that is most appealing to them. "People make all decisions based on emotions, and then justify it with logic," Wilke says. “This is especially true when it comes to making a purchase."

Wilke offers the following examples of trigger tactics:

• Linking —"Linking presents your product by linking it to something the consumer can relate to," he observes. "Humans naturally store experiences and knowledge, and then recall those experiences by linking them to something new. A good example of linking is the marketing that was originally used to sell smoke detectors. Smoke detectors were ‘linked' to a person's nose. The ad copy described smoke detectors as a ‘nose on the ceiling' that ‘sniffed' the air for smoke."
• Storytelling — This is a good way to attract attention and engage an audience. Using a story that's interesting, and that includes one or more of these triggers can be extremely powerful in selling your product.
• Harmonize — It's possible to "harmonize" your product and marketing with what's already working. "Realize that you must first go with the established way of doing things in order to accomplish your goals and pattern yourself with what's already effective," says Wilke. "This will allow you to employ psychological triggers that already work without you having to figure them out. By modeling the competitors in your market, you remove a lot of the research and guesswork. You can study their work to figure out all the triggers they use, and why they work so effectively."

For triggers to work, it's vital that you study your prospects, their wants, desires and ways of thinking, advises Wilke. "Even the language that they use when talking about your topic is important," he adds. "Using their exact language in your sales copy and within your psychological triggers will have a huge impact in your sales. Look at other marketers that are selling a similar product effectively, and see how they're using triggers effectively."

Brad Harmon is the President at a leading financing company, First Star Capital (http://www.firststarcapital.com/ ). Brad is a frequent contributor to online publications and newsletters, and is the author of this blog on commercial financing topics.

How to Answer the Phone

How you answer the phone will tell the caller many things about your company. It is always more than just lifting the phone to your ear and saying a simple “Hello?” There are many things you can do to win and lose business just by answering the phone.

Be sure to pick up the phone before the third ring. Picking up after the first ring is even better.

When you answer, have a warm and enthusiastic tone in your voice. This one phone call may be the only impression the caller will get of your company. Make sure that it is a good impression.

Be sure to identify yourself and your company. No caller should ever have to ask if they have reached your business.

Always ask if it is alright with the caller if they can be put on hold. Once they are on hold, don’t forget about them. Check in with them every 30 seconds to see if they are fine being on hold or if they would rather call back later.

Just remember to always present your business professionally. Do not depend on meeting face-to-face with the customer to make the sale. Try to win their business just by how your answer their call.

Brad Harmon is the President at a leading financing company, First Star Capital (http://www.firststarcapital.com/ ). Brad is a frequent contributor to online publications and newsletters, and is the author of this blog on commercial financing topics.

Ways to Plan Ahead

With the economy continuing to appear uncertain, it is crucial to have a good business plan in place. Here are a few tips on how to plan ahead for any bump in the road:

• Have a marketing plan that takes into account an uncertain economy. “Go out and make more sales” is not a strong plan.
• Plan in detail on paper how to repay a loan or make lease payments for new equipment.
• Make sure your financials are correct – especially if you do your own accounting. This will always save you time and money.
• Have a plan for any emergency. What do you do in the case of a flood, earthquake, fire, etc? Definitely answer this question in regards to the safety of you and your employees.

When you plan ahead, you are ready for any problem you may face.

Brad Harmon is the President at a leading financing company, First Star Capital (http://www.firststarcapital.com ). Brad is a frequent contributor to online publications and newsletters, and is the author of this blog on commercial financing topics.

Business Blogging

Businesses are always trying to grow the best they can, especially on the ever expanding Internet. One way to get your business more attention, to grow your “links back” to your website, and to keep you customers coming back for more is to frequently post blogs. Here are a few tips when you blog for your business:

Be sure to be original when you post your blogs. Other than obvious copyright infringements, people like to see new and original content.

Have a goal and stick to it. It may seem overwhelming to blog every day, or even a few times per week. Try to blog on schedule because it shows your viewers you are both consistent and reliable – something every customer wants to see.

Always have a link to your website at the end of end blog. No one hates free advertising. It also helps search engines like Google and Yahoo to see that there are other sites linking to your website which in turn increase your standing on the search results.

Blogging is easy and extremely rewarding for your business. Whether you are a biodiesel equipment company just getting into the Internet or a graphic design studio with years of experience, blogging will help your business to grow.

Brad Harmon is the President at a leading financing company, First Star Capital (http://www.firststarcapital.com/ ). Brad is a frequent contributor to online publications and newsletters, and is the author of this blog on commercial financing topics.

Good Questions to Ask Yourself

It is always good, as a small business owner, to review your goals and plans - especially when buying new equipment. Without a solid business plan, many businesses could be wasteful in their investments. Ask yourself these questions while looking into your new equipment acquisition:

• Why is the equipment needed?
• What benefits will it bring to your business?
• What are the actual savings of the equipment if it’s goal is to reduce operating costs?
• Is the new equipment to replace outdated equipment or to help you enter a new market?
• If it is to help you enter a new market, how do you plan to penetrate it?

Always thinking and planning ahead will help your business to be a step above the rest.

Brad Harmon is the President at a leading financing company, First Star Capital (http://www.firststarcapital.com/ ). Brad is a frequent contributor to online publications and newsletters, and is the author of this blog on commercial financing topics.

The Last Quarter

Although it's only September, the end of the year is fast approaching! Before we realize it, it's going to be the end of the year and if you're like me you will be scrambling for last minute holiday gifts. The good news is that the 4th quarter of the year is probably the best time of year for buying any new equipment for your business.

The last quarter of the year often offers lower rates because lenders are calendar year tax payers and they are also striving to meet or exceed their year-end numbers. In addition to lower rates, they often tend to be a bit more flexible with their criteria. This is to your advantage so why put off that purchase any longer?

Also, start talking to your accountant about year-end tax planning. The goal here is to increase expenses and delay income. You can secure an entire year's worth of tax write-offs in only a couple of months. Buy any needed equipment now before the new year. Expensing equipment cuts your adjusted gross income, lowering your tax liability

Brad Harmon is the President at a leading financing company, First Star Capital (http://www.firststarcapital.com/ ). Brad is a frequent contributor to online publications and newsletters, and is the author of this blog on commercial financing topics.