Personal Development and Success Marketing

Quote:

Originally Posted by terriz

So when you market training, to me "putting it in a box" means packaging it as a specific result in a specific period of time: "Learn how to close sales 50% faster in 30 days!"
Terri Z

Terri, is it also possible that the "result" --at least the anticipated result that the buyer envisions is more immediate. Plunking down x amount of dollars to reinvent themselves? An emotionally gratifying purchase.

Does anybody remember Charles Atlas and the ads that ran for years targeting the "97 pound weakling"? That was probably the most successful marketing campaign about personal development in history.

Gary...

I deal with the box , opened on a table..throw it all out there and use waht works.

This way, I attract like minded clients/prospects.

The people who may be looking for solutions in a box, in my experience, are institutional businesses: Banks, insurance, etc.

There is little call for personal development in these arenas that will be paid for by the corporations.

However, if you are talking about groups of independent sales practitioners, there you have more options.

gotta go but will continue with this dialogue.

Joanne Victoria

http://www.JoanneVictoria.com

Quote:

Originally Posted by Gary Boye

I have a question. I would like to get some insight from people here who market training and training tools, as well as personal development venues. Everything from fitness to selling skills to personal motivation, etc. I would also be interested in replies from potential buyers or subscribers for such intangibles--I think that means all of us.

My question is this: In the areas described above, are people looking for solutions "in a box"? I'll assume most of you know what that figure of speech means--but if not--I'll elaborate on it down the road.

Any opinions would be greatly appreciated.

I've been to Tom Hopkins boot camp, seminars, Rick Grosso traing camp, Brian Tracy seminar and a few lesser known sales trainer seminars and I'm a sales trainer myself. Any sales training is only good if the person recieving the training is willing to utilize it. In the box, outta the box, no where near the box, it does'nt matter it's always up to the individual to use what they are trained.

Quote:

Originally Posted by Joanne Victoria

However, if you are talking about groups of independent sales practitioners, there you have more options.
http://www.JoanneVictoria.com

Joanne, thank you so much for your input.

Specifically, when you mention "groups", are you referring to categories, like demographics or psychographics? Or are you referring to insitutionalized groups--for example, trade organizations for specific industries that might sponsor training venues? Or something else?

Quote:

Originally Posted by klozerking

I've been to Tom Hopkins boot camp, seminars, Rick Grosso traing camp, Brian Tracy seminar and a few lesser known sales trainer seminars and I'm a sales trainer myself. Any sales training is only good if the person recieving the training is willing to utilize it. In the box, outta the box, no where near the box, it does'nt matter it's always up to the individual to use what they are trained.

The topic was on the marketing of personal development programs--not the value or varying results. The latter has been discussed on other threads.

Quote:

Originally Posted by Gary Boye

Yes, I hear that from some people in sales, and from people who teach less conventional methods. In a certain context, I often say something similar myself. Do you have an opinion? And in terms of this thread's query, would an unconventional method or model be more likely to be perceived as "a solution in a box"?

I appreciate your input. I'm trying to work something out in my own mind.

I have re-read this thread a few times and am still not clear on what you are looking for, but as a consumer, when I see an "unconventional" method, I tend to look at that as marketing--or "slant." They are trying to somehow distinguish themselves from the crowd (understandably). However, I personally tend to be suspicious of some of these approaches because they often make claims that seem to defy logic--of course that is their hook--purposefully designed to get your attention and somehow promise you success without effort.

Also, in response to your "in a box" question, I think it would make a difference if this product were marketed to brand new salesmen who would want to walk away from your program with all the tools needed to embark on a successful career in sales or if you were marketing to existing sales people with a method to improve their performance by targeting one specific skill, such as prospecting. In this case, the result would be more narrow.

I'm assuming you are asking because you are considering the marketing feasibility of a sales program of some type. I have benefitted tremdously from many of your posts, but I will tell you that the very best advice I ever received from you came from your post on my thread "approaching the big boys" where you told me how to stop intellecutalizing my approach and become a human being soliciting assistance. I don't know why, but that really set off a light bulb for me and has affected the nature of my contact with people at every level from the point forward.

It you can teach people how to stop using a sales formula and re-introduce the human factor into their sales equation, I think you would will develop a quickly growing body of loyal followers who will get life- and career-changing results from your program.

Like reading this thread, I like lots of context from lots of perspectives BUT I think we all have a tendency to look for something in a box that is efficient, effective, and a magical tool to make us immediately successful. Of course there is nothing that concise to be found upon request.

I'll admit that I look for magic formulas and quick answers for immediate gratification and instant success YET I know this is a game I play knowing better - that everything is contextual and relational.

I found a book a few years ago and began a study of it looking for help, looking for something that would help me fix myself up and "sell" better - looking for a quick fix-up. Today, a few years later still in study, the thesis of this book having to do with re-inventing the selling process is becoming how I do business and it has rather than box me in open me up.

At the same time I continue to look at other perspectives and training materials because it's my nature to be curious and interested - there's always something to be learned.

I don't know if this answer will be helpful to anyone or not, but it's as close as I can come in a quick posting with no thought other than what's just come out describing how I look at this topic.

Quote:

Originally Posted by RainMaker

It you can teach people how to stop using a sales formula and re-introduce the human factor into their sales equation, I think you would will develop a quickly growing body of loyal followers who will get life- and career-changing results from your program.

Please elaborate. Even better, perhaps you can start a new thread on this.

Quote:

Originally Posted by SalesGuy

Quote:

Originally Posted by RainMaker

It you can teach people how to stop using a sales formula and re-introduce the human factor into their sales equation, I think you would will develop a quickly growing body of loyal followers who will get life- and career-changing results from your program.

Please elaborate. Even better, perhaps you can start a new thread on this.

I LOVE what RainMaker posted. The "human factor", in my opinion, has to do with genuinely caring about the person you are selling to. Do you care about what they need? Do you listen? If you are selling something that will improve their life in some way, do you convey that to them in a way that they understand it?

If you aren't doing those things, all the tactics in the world won't work (they might work on a limited number of people, but you ain't gonna get no repeat sales!)

IMHO. RainMaker, not to put words in your mouth -- if you meant something different, please share!

Quote:

Originally Posted by terriz

I LOVE what RainMaker posted. The "human factor", in my opinion, has to do with genuinely caring about the person you are selling to. Do you care about what they need? Do you listen? If you are selling something that will improve their life in some way, do you convey that to them in a way that they understand it?

If you aren't doing those things, all the tactics in the world won't work (they might work on a limited number of people, but you ain't gonna get no repeat sales!)

IMHO. RainMaker, not to put words in your mouth -- if you meant something different, please share!

Bravo!

Personal Development and Success Marketing

Off Topic Forum