The Difference Between Sales and Marketing and How to Succeed at Both
Read More: What is the difference between sales and marketing?
People often confuse the two or assume they are one and the same.
Ann Sieg provides a great definition:
You use marketing to bring you qualified prospects and use sales to close the deal and build relationships with people.
In other words, the definition of marketing is everything you do to reach and persuade prospects to give you a chance to sell them. Sales is what you do to close the sale and get a signed agreement or contract.
In the world of internet marketing, the marketer drives people to the website, and the sales person is the one who forms a relationship with the prospects and closes the deal.
Good marketers and sales people have one thing in common: they both begin by putting their customers first and developing strong customer relationships.
To be effective at both marketing and sales, you need to identify your target market and understand their needs.
What are their hot buttons and core emotional desires? People buy with their emotions and justify with logic. So before you start rattling off a bunch of features, ask yourself, ""what does it mean to them specifically and how will it benefit them?"
Seven Reasons People Buy
Good marketing and sales start with understanding what your customer wants.
If you know what people want, then you're 90 percent of the way there.
So how do you find out what people want?
Talk to people one-on-one. Listen to the requests they make, the questions they ask and their complaints. Also, look at the information they make public on forums, blogs and other social media. These are a goldmine of information about what people want.
Supplement your research with an understanding of the 7 reasons people buy:
1. Make money
2. Save money
3. Save time
4. Save effort
5. Improve health
6. Increase pleasure
7. Elminate pain
Why Don't People Buy from You?
In most cases, negative emotions are a lot more powerful than positive emotions. Too often, sales focuses on why people should buy from you vs. why people don't buy from you.
There are typically four reasons people won't buy from you.
1. They don't know you
2. They don't want what you're selling
3. They don't want what you're selling more than what they would have to give up to get it
4. They don't believe you
Make their concerns and doubts the focus of your attention first.
This is especially important in network marketing, given how skeptical most people are about this industry.
Its funny that most network marketing companies say "we don't sell products we just share information". That helps people who are afraid of sales feel less intimidated by the process. But the truth is that network marketing does involve sales. It also requires marketing.
Be honest, upfront and straightforward with people. Not only will this earn trust, but it will allow you to differentiate yourself. The bigger you make your claims (about your business or product), the more you blend in with everyone else. Tone down your claims and show genuine concern for people's interests. Its a win-win solution.
Get Your Free Report
In order to market yourself online, you have to know WHO you want to attract, HOW to attract them and WHY they should do business with YOU. In other words, you have to nail down your target market, learn effective attraction marketing techniques, and identify your Unique Selling Prosposition (USP). Get your free report "Ten Steps to Finding and Attracting Your Ideal Niche".
Views: 1,520
| 
Comments: 38 
I love the 7th reason people
I love the 7th reason people buy (eliminate pain) - understanding your customer and tapping into their core wants and desires is crucial to success in any business..
7 Great Reasons....
I love the 7th reason people buy (eliminate pain) - understanding your customer and tapping into their core wants and desires is crucial to success in any business..
Folks don't like salesmen!
We hate going to the car lot and being "mobbed" by the SALESMEN there. So in network marketing we avoid the dreaded "S" word like the plague. However, if a company doesn't move product, it won't be in business for long. Seriously, you've gotta sell something and be darn good at it, or you won't make money either.
Depending on how you've set up your online network marketing business either your marketing get's folks onto your list where you then close the sale in person OR your marketing get's folks to your sales page... then it closes the sale for you.
So folks shouldn't be afraid of "selling" they just need embrace the ideas that Cindy presents here to figure out how they want to go about it... then get good at that method.
Live Your Dreams!
ShellyB
The-Rat-Race-Rebel
Making the Sell
The internet has made it possible for people to sell just about anything, but with increase online competition you don't get people on you list without them getting to know you. Then when they like and trust you, if you can satisfy any of the 7 reason Cindy listed you've made a sell.
Pursue Pleasure and Eliminate Pain
From a psychological standpoint, every decision people make in life ultimately boils down to those two aspects. In simplistic terms, people move towards that which is pleasurable and away from that which is painful. Cindy does a great job in this article of showing how your marketing and sales effort can improve if you understand this basic tenet of human motivation.
Distinguishing between the definition of marketing and sales then allows people to develop their skills in both arenas, and know when it's the appropriate time to focus on which area.
Peace and Abundance,
Deborah
Sales vs Marketing
Good clarification here. I used to think they were the same, just like I thought that network marketing didn't have to involve either. Boy, was I wrong!
Stubbornness can get in the way when people don't think that training is necessary to learn the essentials of sales and marketing in order to succeed. And, to use the 2 in the correct manner; by building relationships instead of heavy pitching and empty promises.
In straightforward sales and marketing, being genuine will win every time!
Right On Key, Cindy
This was right on key, Cindy. I like how you explained sales and marketing. If anyone's confused about these key terms, your article gives great justice into the explaination.
Thanks Cindy,
Donna Wells
The biggest sell is YOU
Cindy,
You have once again reminded us that in marketing the key is knowing ourselves and the people we want to sell too.
When we Know ourselves, understand our market, deliver tons of value and willing to build strong relationships with others, knowing how they are thinking and feeling brings about easier sells through trust.
If you find that you are a desperate marketer, focusing on the money, rather than the person and their needs, this merely translates into few or no sales. The tone of desperation will also come out in your marketing strategies.
Internet Attraction Marketing is much much easier than through pitchy sales tactics and misleading marketing ads.
Once we establish our core values and focus on our prospects needs we will find success.
Always well done Cindy,
Thank you,
Angela James
Every Business Must Sell
....something, in order to stay in business. That same business must market what they are selling. One is not much good without the other. Whether it's word of mouth, newspaper, radio, TV or the Internet, businesses must advertise/market their product or service.
Love your 7 reasons why people buy. It's so true that people buy for their reasons, not ours. People want to know what's in it for them. Why will buying from me help them?
Thanks Cindy. Great article!
Michelle Moseley
Marketing is the Key.
Cindy,
Great article. I agree with you. I feel that marketing is the key. If we provide the answers that prospects are looking for, they are attracted to us.
For the most part, they have already been sold. That's good for me because I'm a lousy salesman.
Scott Hubbard
I'm a little surprised....
I must say here, that one of the main reasons I have found that people say NO to you in network marketing opportunities, is what I call the definition of the word NO as it applies to our sales model...No means, "I do not see me doing what you are doing." Our ability to show the prospect that they CAN do it, and help them understand that they will enjoy the process and business is the skill we need to attain.
Masterful Content
This simple article conveys the intergration of the sales & marketing process in clear concise way.
I especially like the 7 reasons people buy from you.
Excellent article.
Solutions
Great Post,
If you listen to what a person really says, they give you the opportunity to create a solution. When you create a real solution to what THEY need you make the sale.
Afraid of selling?
Great article. Yes, I believe every human is in sales. Thanks for the distinction between sales and marketing. I love how you brought the relationship side into the process!
People love to buy...
...but they hate to be sold. It is so very important to really LISTEN to people when we talk to them. They WILL tell us what they want. The key is to let them. Especially people who are new to network marketing or direct selling make the mistake to 'talk people to death' about the great features and benefits of their product or service. They are so excited that they forget to listen what the customer/prospect really wants.
Do YOU want to marry ME now?
Great article Cindy
After reading your article, I think to the analogy of relationships. When you want to meet people and "find love", you MUST be a marketer, not a seller. You have to present yourself, listen to the other person (the prospect), take time to discover each other and know the person.
After some time, you start to tell the person about your product (your real YOU INC.). You gain trust, you are honnest. And finally, BAM, you make the sell and marry this person because you know him /her and respond to his / her needs!
But that take time, truth, relationship....
It is exactly the same in internet marketing. I do not want to marry a salesman the first time I meet him!
When the internet marketer create a real relationship based on trust and knowledge about the prospect, he will be able to sell easilly, even if he do not really care about. This marketer will understand what the other is looking for, is afraid of, and he will be able to answer the need of the prospects.
Real relatioships take time to establish. Every time you use shortcut, you failed and need to start again.
Internet marketing is a question of time control, and patience, strategic patience.
Looking at many people in internet marketing (and I would not named them internet marketers, but sellers), mist of them would not understand this major issue you presented in a highly simple and efficient way.
Have a great day
Lelia
http://newmarketing4dummies.com
The truth shall set you free.
The truth: People don't know they want your product (assume they never previously heard of it) and they don't care about solving your problem (selling the product). Marketing is making them aware of the need for the product and that they need you to provide it. Sales is getting them to the decision point that what they have to give up to get it is worth less to them than what value your product provides (return on investment). Everyone wants to get percieved value through personal gain on their resources (time leverage, comfort, wealth, influence, etc). When they make that personal committment to obtain that goal, you then just have to take the order and pocket the money after you deliver the value.
Taking Care Of Business
Hi, Cindy. Great Article! You are right on the money with 'People buy for 7 REASONS'. I have heard it before... and it is programed into my subconscious now... That people buy based on Emotion.
Build Relationships. You Want People to KNOW you, LIKE you, and TRUST you. Thanks again, Cindy!
Derek
Marketing & Sales
...are both inter-twined. In order to sustain any business growth you can't have one without the other. People buy for many reasons, mainly emotionally and then justify it with logic. Other reasons for buying may be:
1- desire for gain
2-fear of loss
3-comfort & convemience
4-security & protection
5-pride of ownership
6-satisfaction of emotion
Great article Cindy, we all must understand how to utilize marketing so that sales can happen.
Marketing & Sales
...are both inter-twined. In order to sustain any business growth you can't have one without the other. People buy for many reasons, mainly emotionally and then justify it with logic. Other reasons for buying may be:
1- desire for gain
2-fear of loss
3-comfort & convemience
4-security & protection
5-pride of ownership
6-satisfaction of emotion
Great article Cindy, we all must understand how to utilize marketing so that sales can happen.
Excellent!
Good, concise article.
"To be effective at both marketing and sales, you need to identify your target market and understand their needs"
This should be the first thing we see in the morning and the last thing in the evening. Wonderful!
I Don't Know You!
It's extremely hard to sell something to someone you don't know, remember those old school marketing tactics from years past it was pretty frustrating back then. But now it doesn't have to be.
Building a business online is not that much different than building one offline people like to do business with someone they know and trust and building relationships is a huge part of that. Nice article Cindy.
I have always known the difference...
I have the marketing end down. I am just not a sales person-regardless of online or off. I need to develop that closing skill. How about some tips on how to catch that!
Know how to do both
You hit the nail on the head...An effective marketer knows how to market and sell. Knowing one without the other will not produce results.
Thanks Cindy for a great review of what a target market is and how to make the sales process about them!
To Clarify.
Marketing is the Umbrella that encompasses two main tasks.
1** Create demand...that involves Lead generation.
2** Sales Funnel...Qualfying and closing.
It is like a coin with two sides...the coin is Marketing.
Sorry but I have noticed a little bit of confusion in your article.
Selling Using the Consultative Approach
Hi Marianne,
You raise a great point. When it comes to sales, I'm a big fan of the consultative approach, and in particular Michael Oliver. Here is some more information about that for you! http://tinyurl.com/yke6h8m
All the best,
Cindy
The umbrella
Hi Roger,
I think we're saying very much the same thing. Marketing brings you the potential customers and sales closes the deal. I agree completely. You could argue that sales falls under the marketing umbrella, and that's fine. But the fact remains that they are two processes, both of which require an understanding and focus on the customer in order to be successful. Thanks for your feedback!
Very True..
No matter what you are selling if your potential client is not sold on You then You are wasting your time..
Focusing on the Negitive
Cindy
This is really a great article. Many people write articles about sales and marketing and point out how to sell this way or how to market that way. You have very wisely taken it a big step further and shown people why others don't buy from them. By looking at these very well thought out concepts people can easily understand why they didn't make the sale and can take the necessary steps to correct the problem and increase their success.
Keep it Real
I like how at the end of your article you explain how important it is that you be true and honest to those you come in contact with. It's much easier to keep it real with people each and every time you engage with them then to try and be something your aren't. My rule of thumb, if you wouldn't use the product or service yourself, how can you possibly expect others to.