Last time I shared four practical tips for how to develop a compelling offer – Make sure it’s a desirable topic, craft a juicy title, add on a tempting bonus and get clear on the value before you settle on the price.

Today I want to begin talking about how to present that offer in the most appealing way.

People prefer to accept help (and hiring you is one form of accepting help) from those they know, like and trust. So whether you’re reaching out to a potential client through an online promotion or through a one-on-one conversation, establishing rapport is the first and most crucial step in the process.

Instead, many heart-based business owners mistakenly focus on what they think of as “selling” when it comes time to present an offer. And that actually goes against their spiritual beliefs and values.

I totally get it. I used to get caught in the same trap, thinking that marketing and selling my expertise was something entirely separate from delivering it. The problem with that separation is it automatically takes you out of your place of strength (that centered and connected place you come from when you’re in the flow of working with a client).

Trying to create rapport with a potential client when you’re not feeling connected to your purpose means your head may be engaged, but your heart is not. You’ll likely find yourself:

*) Avoiding talking to people about your products and programs for fear you’ll be rejected

*) Sitting in front of the computer staring at that promo email you’ve written, knowing it’s not what you want to say but not sure how to fix it

*) Putting out a desperate “Oh God, please buy!” sort of energy that sends people scrambling in the other direction

Well, we certainly don’t want that!

If this happens for you, the good news is I’ve got a simple strategy for centering yourself in your power as you engage in any kind of “selling” interaction.

When you sit down to write a promo email, or pick up the phone to talk with a prospective client, or meet someone at a networking event, say these words to yourself:

* I’m so glad I’m here. (this creates excitement)
* I’m so glad you’re here. (this creates gratitude and anticipation)
* I know what I know.” (this creates confidence)

From there, you won’t have to feel like you’re selling, you’re just connecting – both to your purpose and to other person.

When They Feel the Love, They Love What You Have to Offer

You have a purpose here on the planet – to share your gifts and your special brand of transformation from a place of love and service. The more fully you step into the power of your True Self in your business, and come from that place as you talk with potential clients about what you have to offer, them more they’ll love you and find your offers irresistible.

So it’s both the simplest, and most vulnerable, thing to do. Be you. Yes, even when you’re “selling.”

Helen Graves, Grand Poohbah of Crackerjack Online Marketing Strategy, offers practical online sales and product marketing tips to create long-lasting client connections. She can be reached via www.CrackerjackOnlineMarketing.com.

Sign up for her free special report on product launch strategy, “How to Create Desire So Your Products and Programs Sell Like Hotcakes,” at www.Product-Campaign.com

Article Source:http://www.articlesbase.com/marketing-tips-articles/how-to-present-your-offers-with-love-so-your-audience-will-love-your-offers-1628800.html

Please Note... All links within articles are placed by their author-owners and not by this blog.Products with in those links may or may not be the best in the world.If it sounds too good to be true it could be a scam.Articles are posted for their info,ideas and or entertainment value only.

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“We generate quite a few leads from the free trial of our software, but not enough leads convert into paying customers. What can we do?”

It’s a question I’ve been asked by clients, seen on LinkedIn and other online forums, and a problem I had to help solve while working in the marketing/PR department of multiple software companies. Since free trial offers are a main source of lead generation for many B2B software companies, it’s imperitive that these leads are converted if sales revenue goals are to be met.

Free Trials Alone Won’t Sell Software

I believe the root of this problem comes from the mentality of many software marketers that once a prospective customer uses their software they’ll love it, and once they love it they’ll eagerly pay money to have it. The prospect will convert from lead (free trial user) to paying customer without much influence from marketing or sales because the software will basically sell itself.

Unfortunately this way of thinking doesn’t take into account:

• Prospects are probably not only using your free trial, they are also using other vendor’s trials for comparison

• Prospects are busy and may only spend a few minutes with your software then not use it again

• Prospects may not understand how to use your software correctly and therefore not experience its full value

• Most B2B software sales involve several people making the purchase decision, so unless all of them are using your free trial, you’re not influencing everyone you need to in order to close the sale

Focus on Lead Nurturing

Having a lead nurturing program specifically for free trial users is the most effective method I’ve found for converting them into sales. It’s important to note that free trial users are usually further along in the sales cycle than most leads, meaning they’re usually past the ‘information gathering’ stage and into the ‘evaluation’ stage. Follow-up contact with free trial users needs to focus on providing information that makes it clear:

• How your software is different from and better than competitors
• How using your software is better than trying to solve their problem themselves

Lead Nurturing Tactics

There are many ways to nurture leads, but here are a few that I’ve found to be successful. If at all possible, invest in marketing automation software (such as Genoo) and a solid CRM system (like Salesforce.com) to ensure timely follow-up and the ability to track the success of your lead nurturing program and optimize it for even better results as time goes on.

Email

When prospects submit their personal information to register for your free trial, offer a simple way to opt-in to receiving emails from your company. To encourage prospects to opt-in, offer a valuable ‘how to’ guide or other marketing asset that they immediately receive.

Send a confirmation email to all prospects thanking them for registering for the free trial, and include a link to brief instructional materials or FAQ document that they can download to ensure they use your software trial correctly. If you offer customer support to free trial users, make sure to explain how to get help. Ask the prospect if there are other people in their organization who are evaluating your software who would like to participate in the free trial, and provide an easy, fast way for them to send the trial info to colleagues. If possible, send the email from the salesperson that is assigned to the lead, and provide that salesperson’s contact information.

If free trial users haven’t converted into buyers by a certain time period (whatever is appropriate for your particular software) and have opted-in to receiving emails, send them a link to a document, video, podcast, or other marketing asset directly comparing your software to competitors. You might also send a link to a case study describing the success of a customer that is similar to the prospect. One client I worked with had great success with a case study we did on a customer that had switched to their software from a competitor.

If it’s possible, send prospects a link to an ROI calculator or some method for prospects to calculate how much money or time they can expect to save or amount of revenue they can expect to generate, etc. by using your software.

Direct Mail

Use direct mail to send marketing materials discussed above to prospects who don’t opt-in to emails. You can send the materials themselves, or send postcards with links to get the materials online.

Phone

The salesperson assigned to the lead should call the free trial user 2-3 days after they register, simply introducing themselves and inquiring as to the user’s experience with the trial so far, if they have any questions, etc. Ask prospects what problem(s) they’re having that drove them to evaluate your software, which is a good way to break the ice and engage the prospect in a conversation about their needs and how your software can help solve them.

Kim Cornwall Malseed, principal at MarCom Ink, has over a decade of global marketing, public relations, analyst relations, and inside sales experience with Fortune 500 and startup high-tech companies. As the founder of B2B technology marketing and PR firm MarCom Ink, Kim has worked with clients on marketing strategy and implementation that significantly increased lead generation and sales conversions, leading to improved revenue. Check out the B2B Technology MarCom Blog for more practical advice on what works – and doesn’t – in B2B high-tech marketing.

Article Source:http://www.articlesbase.com/marketing-tips-articles/how-to-convert-b2b-software-free-trial-users-into-paying-customers-1484383.html

Please Note... All links within articles are placed by their author-owners and not by this blog.Products with in those links may or may not be the best in the world.If it sounds too good to be true it could be a scam.Articles are posted for their info,ideas and or entertainment value only.

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