Stop Screwing Up Your Sales Letter

 
"Sales Letter"... that's your web site's sales page. The page with the carefully written copy designed toconvince a visitor that they will benefit from buyingwhat you are selling. I began direct marketing before the internet and learnedthe basics of mail order marketing. I am glad to saythat many webmaster have adopted the teachings of theold time, direct mail copy writers. They learned thehard way what would sell and what would not. Mail order means spending thousands of dollars on every mailing....
 

Leave a Better Voice Mail Message

 
Yesterday I received a call from a financial planner named Richard doing a cold call. My policy is to always return those calls which help me to understand why I would personally benefit from doing business with a sales person. This one didn't, so it ended up getting deleted. This is what he said. "Hello, Scott. My name is Richard ______ and I'm with ABC Financial in Phoenix, Arizona. We do 401K's for employers. My number is 480-555-1212. Please call me back." That was it. Nothing compelling....
 

A Quick and Simple Tip For Gaining Customers

 
In the course of my career, I've had to deal with a lot of vendors-software companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable. I'd like to talk about two of the more memorable vendors, and the simple technique that they used (perhaps unknowingly) which made them stand out in my memory. As my bio shows, I have the letters "Ph. D." after my name; however, I seldom use that title, except in my various writings and official correspondence....
 

Top 10 Ways to Maximize Your Approachability

 
After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I've learned one thing: none of them address what approachability means. Or maybe they just don't take the time to define it, stress its importance and offer suggestions on how to maximize it. That research was my impetus for writing The Power of Approachability. I wanted to give people a clear picture of what the idea meant, along with many small tips and suggestions to put that idea to use - one conversation at a time....
 

How to Write Effective Selling Proposals

 
Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to write effective selling proposals can be critical to your success. Some proposals are written in response to an RFP (Request for Proposal) or RFI (Request for Information). Organizations that go to the trouble of writing RFP's want to receive highly structured proposals, as this makes it easier for them to compare responses from various bidders....
 

Color Psychology Will Make Or Break Your Sales Success

 
Color psychology is the biggest question I receive on aregular basis. The reason being is it's importance. Coloris a trigger that is associated with traditions and used inmarketing over the years so well that they must be honoredor sales are lost. Color will also trigger reactions. It is a given. This iswhy you must know how to choose the right color for theright reaction at the right time. Because of a color's relevance to success in marketing, Ialways like to continue sharing and repeating in some cases, what colors to use and when....
 

Why I Hate (Most) Benefit Statements

 
Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a client who is putting a new prospecting program together. This client got a series of benefits to use in selling from one of the senior sales reps of his company. Here's a few of them: "Thousands of successful Installations" "Extraordinary number of referrals" "Unparalleled commitment to our clients" I'm just curious... do any of these things sound like the benefits YOU are supposed to be talking about with YOUR customers?...
 

Leads, Prospects, and the Huge Gap Between

 
The leads marketing delivers to the sales team never seem good enough. Either the leads are "bad" and are wastes of a salesperson's time, or there are just not enough "good" ones. If sales had more good prospects, the company would have more sales. Perhaps sales and marketing could work together more successfully if all agreed on what is a lead and what is a prospect. A lead wants what you have, pure and simple. Somehow they've gotten the idea that what you have will improve their situation, so much so that they're willing to raise their hand and identify themselves....
 

Are You REALLY Listening?

 
Being a good listener requires more than just keeping quiet while the other person is talking. Do you hear everything that is being said? Do you understand it completely? Here are some tips on how to become a more effective listener: FOCUS in on the basic message. Try to pinpoint the main ideas the person is expressing. Ask yourself what the speaker is trying to say. If you're not sure, ask. "Bill, I believe what I heard is-Am I on track?" UNDERSTAND what is being said. Keep asking yourself if you understand what is being said....
 

Stop Telemarketers, Do Not Call List or Not

 
American consumers have spoken and have done so loudly registering 50 million telephone numbers with the FTC's National Do-Not-Call list since the registry debuted in July. This new telemarketing sales rule, which was scheduled to take effect October 1st, recently encountered two legal battles which could diminish the rule's intent - to allow consumers to fight back against annoying telemarketing calls. The first legal battle against the national list occurred in Oklahoma where a federal judge ruled that the Federal Trade Commission did not have the proper authority to oversee the do-not-call list....
 

Don't Waste My Time!

 
Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual's are called time wasters. Time wasters come in every shape and form but they usually possess a few consistent characteristics - they ask a continuing stream of questions, take up loads of our time, and seldom end up buying anything. What is particularly interesting about these situations is that many time wasters don't set out to be that way. It is usually our fault that this happens because we don't control the sales process....
 

Business is Great; I'm Just Not Selling Anything!

 
Awhile back you had a great idea. An idea that you thought could make you a decent income, with very little effort. Then, you had another great idea-to sell your first great idea on the Internet! What better way is there to market and sell your idea to the world, you thought. So, you bought a domain name, found a web host, and hired a high-priced web designer. Before you knew it, your new business was up and running on the web. With the help of a search engine optimization firm, your site shot to the top results of Google and Yahoo....
 
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