Tom Howe came in last week and did his website optimization class with us again. We had 18 people come in and run through in three hours how to get rich, search-engine friendly content onto their websites, how to get registered with the different search engines, and how to measure their results. They left with detailed handouts and powerpoint information, and solid steps on how to move forward.
But if you missed this class, don’t worry – we’ve got Tom roped in for another couple months.
100 Ways to Promote Your Business – June 16 (6-9pm)
Social Media Marketing – June 23 (6-9pm)
Website Search Engine Optimization – July 13 (6-9pm)
Successful Selling – July 20 (6-7:30pm)
Social Media Marketing – August 3 (6-9pm)
Top 15 Legal Risks of Business – August 24 (6-9pm)
And remember, all of our upcoming classes can be found at http://www.mercycorpsnw.org/what-we-do/seminars/
Lots of small business owners have a passion for what they do, and know that they put a lot of time and energy and thought into their work. But there’s often a gap between that knowledge, and how customers respond to a product or service, and whether they actually make the decision to purchase it.
Tom Howe‘s hour long seminar last Thursday was a step towards bridging that gap. Like Susan Rich, he emphasized that you’re not selling a product, but a benefit. And when you sell, you have to listen and read cues to try to figure out what that customer wants. He reminded the audience that much of selling is intuitive, and depends on good communication and being genuine and honest about the passion behind your work and why you’re good at what you do.
But he also noted that going about selling with a strategy can help in the long term. He suggested that people keep a sales manual, where they keep track of what sales objections they’ve gotten, along with possible responses. And, in what many people found to be most useful portion of the class, he ran through an extensive list of the possible benefits you could associate with your product. He provided those benefits and all his presentation slides in electronic format so that participants could use the class to soak it in and go over all the notes later.
“So much was helpful – it helped me focus on tools and see what I was already doing well”
“Everything was useful! All the benefits I could give my customer that I hadn’t even thought of”
“I’m not good at marketing and sales, so I liked the fact that it covered the basics and more”
Near the end of February, we hosted a web optimization seminar from Tom Howe, a practicing attorney for over 25 years who owns two technology companies. Going through the evaluations from his class, I realized they spoke for themselves:
“An excellent and informative presentation. Information was presented in a concise and clear manner. Presenter was professional, effective, and prepared. Well done – thank you! Awesome!”
“Great information! Time well spent. Just what I needed.”
“This was amazingly helpful – useful – thorough – imperative! Well presented, organized, straightforward.”
Tom will be presenting with us again on March 4th on Successful Selling.