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Automation Review
As your business grows a periodic review of systems may uncover new candidates for automation. Many manual tasks that are repetitive in some way can, in whole or in part, be automated. By analyzing the detailed steps of a task and translating those steps into programming logic, software applications -- large or small -- can be developed to automate these processes.
Examples of small tasks that can be automated are: Automatically format or insert content, move content from a form to a database, respond to email inquiries. Many of the tasks you're currently performing manually are candidates for automation.
Examples of larger tasks that can be automated are: Complex systems for moving information, repurposing information, providing control panels for running automated tasks, and on and on. These may apply to procedures that are performed on a monthly or quarterly basis, such as reporting and may include multiple platforms, programming languages, and security levels.
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Yes!
~ Almost anything that involves pressing a key on your keyboard.
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No!!!
~ Talking to your customer
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Everyone Markets!
Automating internal business systems can help free up time for managing the direction of the business, support higher sales goals and cut costs to improve profits.
What can people do when time is freed through automation?
~ Automating tasks mean people are freed up to talk to customers and prospects, which improves sales.
~ They are freed up to review customer accounts which improves customer retention.
~ They are freed up to organize and improve systems which means a business that runs better and products that perform better.
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SHOP TALK Cont'd
presentations, my prospects will buy from me," you may be falling into the trap of "unpaid consulting." The largest and best client we have today was sold without a presentation.
How did it happen? We spoke to the "real" decision maker and made sure that we had addressed the "real" issue. After that, it was all down hill. If you spend lots of time and money on presentations and are not getting the return you want, try stopping the presentations and focusing more on what the decision maker is really looking to gain by adding your product or service.
A great presentation may cause a "fence sitter" to get off the fence. However, if you rely on your presentation to convince, persuade, entice, or motivate a prospect to buy your product or service, you put too much pressure on yourself and your prospect.
Conceptually, prospects should be "sold" before you make your presentation. They must develop a view of your product or service as the best fit for their problem, need, or challenge during the development process. By asking the appropriate questions, you can help your prospects define their problems, their challenges to be met, and their needs, wants, or desires to be satisfied, from the perspective of how your product or service would do so.
Your questions help them paint a picture of what they want - a picture that looks a lot like your product or service. That way your prospects approach your presentation predisposed to buying. You do not have to convince them, you only have to demonstrate how your product or service will fill their needs. © Sandler Systems, Inc. All rights reserved. You can find Joseph at www.joediliberto.sandler.com
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FREE $20 COFFEE CARD
SHARE AND WIN!
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We are what we repeatedly do. Excellence, then, is not an act, but a habit.
- Aristotle
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SHOP TALK
What's going on in your marketing world?
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THIS MONTH:
Can a Great Presentation Turn
the Tide of a Sale?
By Joseph Diliberto, Principal
Sandler Sales Institute
Sandler Sales
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How many presentations do you make each week, each month? Presentations are a killer for most small businesses. Often, we even measure the number of attempts to the number of presentations we make. We end up putting a lot of pressure on ourselves to make a good, or even great, presentation.
The quality of your work is important. However, if you are thinking, "If I make great
(Cont'd)
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Business Resources
Good Advice