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Hub You - How to ASK for Business -- WITHOUT appearing Pushy --
Do you know booklets are now used for marketing?The booklets which are deemed as just an ordinary type of small panes that are fastened together with card cover are now recognized by many business-minded individuals as an effective medium that offers great marketing potential. What’s great about them is that they are very handy in the sense that they are easy to mail to your prospects.What to Consider? When you want to make a nice-looking booklet, you should consider on what to make. This means you have to make your mind up on how you will do it, will you
Educate. Inform. Show and tell. Introduce your product through sampling. Try our product and compare it to the competition. Build your creditability with value-added service and NEW offerings in the future.
Remember AIDA? Get their Attention. Create Interest. Cause Desire. ACTION!
MAIL-ORDER AND THE INTERNET
A little background.... I spent 4 years of my early career in th
Web Advertising is the business of drawing public attention to goods and services on the internet, and is performed through a variety of methods. It is an important part of promotional components for marketing your business that attempts to create, expand and maintain a collection of customers.So, web advertising is a big business, and getting bigger every day. If you're trying to build your business on the Internet, or trying to profit from the success of your site, you need to understand how web advertising works. Prices of web-based advertising spaces are depe
Never lose sight of the importance of providing a “reason” to buy BEFORE you attempt to SELL anything to a client/prospect.
In the current business climate you have to GIVE first. The very first question from a buyer is.... what is the BENEFIT to ME? Why should I change from my present supplier?
GIVE in advance of asking a prospective client/customer to buy from you. Don’t even bring up your service or product BEFORE you have completed your investigative homework.
YOUR PROSPECT ASKS --
Does my company need your service? Do we need your product? Do you have the QUALITY that we expect (demand)? Can you match your competitors pricing? Discounts? Delivery? Is your customer service better than our current supplier? Why should I change?
Your prospect is saying, “what have you done for me lately?” What is your USP (Unique Selling Proposition)? Are you DIFFERENT from the rest of the pack? Give me your elevator speech. 30 seconds! What do you do? Give it to me straight to the point and quick.
ADVERTISERS ARE SHOUTING
Huge FULL-page ads fill our local newspapers. TV overwhelms us with the latest fashions. The car manufacturers are “shouting” their best deals. “Infomercials” are “selling” us everything from diamonds to bread-makers. Magazines are bulging with STUFF. Copywriters are telling us we can’t LIVE without it. Subtle persuasions are invading our psychic to motivate action.
INSTITUTIONAL ADVERTISING
After the pretty girls and cute guys, what’s next? From the school of mail order and Internet marketing an “Institutional” AD does not compute for us. In advertising “vernacular” (mine) it is known as “NO action” advertising.
Name recognition is the game. Accountability is the same. Just LOOK at me. Do nothing! NO suggestions are made for me to take action. By some of the more “astute” promoters it is called “awareness/image” marketing.
SALES ASSOCIATES
Too many “on the road” salespersons follow the same logic. You, as a business owner or manager, have a continuing imperative to educate. Train. Teach the basics. ASK for the order! When you have done your “homework” it is OK to ask for a response. A commitment to buy.
Many don’t ask for the order because you might be considered high pressure (pushy!). Once you have earned the ear of your audience (buyer) then it is up to you to “bring home the bacon”… get the order! One way or the other, you have to ASK. Lead to a conclusion.
Educate. Inform. Show and tell. Introduce your product through sampling. Try our product and compare it to the competition. Build your creditability with value-added service and NEW offerings in the future.
Remember AIDA? Get their Attention. Create Interest. Cause Desire. ACTION!
MAIL-ORDER AND THE INTERNET
A little background.... I spent 4 years of my early career in th
Vincent bought a 1,500-piece jigsaw puzzle from Robinson’s Department Store for his wife. He writes:‘After spending two months on the puzzle, she was upset to find a last piece missing. We searched the house but the piece eluded us. At our wits’ end, we went to Robinson’s for help.‘To our great surprise, the staff, without asking another question, simply opened a new box of the same puzzle and assisted us in searching for our missing piece. Today, we are loyal shoppers at Robinson’s – need I say more?’Imagine the scene as Vincent, his wife and the s
Your prospect is saying, “what have you done for me lately?” What is your USP (Unique Selling Proposition)? Are you DIFFERENT from the rest of the pack? Give me your elevator speech. 30 seconds! What do you do? Give it to me straight to the point and quick.
ADVERTISERS ARE SHOUTING
Huge FULL-page ads fill our local newspapers. TV overwhelms us with the latest fashions. The car manufacturers are “shouting” their best deals. “Infomercials” are “selling” us everything from diamonds to bread-makers. Magazines are bulging with STUFF. Copywriters are telling us we can’t LIVE without it. Subtle persuasions are invading our psychic to motivate action.
INSTITUTIONAL ADVERTISING
After the pretty girls and cute guys, what’s next? From the school of mail order and Internet marketing an “Institutional” AD does not compute for us. In advertising “vernacular” (mine) it is known as “NO action” advertising.
Name recognition is the game. Accountability is the same. Just LOOK at me. Do nothing! NO suggestions are made for me to take action. By some of the more “astute” promoters it is called “awareness/image” marketing.
SALES ASSOCIATES
Too many “on the road” salespersons follow the same logic. You, as a business owner or manager, have a continuing imperative to educate. Train. Teach the basics. ASK for the order! When you have done your “homework” it is OK to ask for a response. A commitment to buy.
Many don’t ask for the order because you might be considered high pressure (pushy!). Once you have earned the ear of your audience (buyer) then it is up to you to “bring home the bacon”… get the order! One way or the other, you have to ASK. Lead to a conclusion.
Educate. Inform. Show and tell. Introduce your product through sampling. Try our product and compare it to the competition. Build your creditability with value-added service and NEW offerings in the future.
Remember AIDA? Get their Attention. Create Interest. Cause Desire. ACTION!
MAIL-ORDER AND THE INTERNET
A little background.... I spent 4 years of my early career in th
Career transitions are exciting. They place you on the verge of something new and challenging and prompt your mind to think in a whole new way. One of the most important concepts to focus on when you are contemplating a career transition or are feeling very dissatisfied in your work is your life purpose. We all have a central life purpose and if we can fulfill that purpose through our work, we will be more successful, more productive, and happier in all areas of our lives. Marcia Bench, founder of Career Coach Institute and creator of the Authentic Vocation Model states
INSTITUTIONAL ADVERTISING
After the pretty girls and cute guys, what’s next? From the school of mail order and Internet marketing an “Institutional” AD does not compute for us. In advertising “vernacular” (mine) it is known as “NO action” advertising.
Name recognition is the game. Accountability is the same. Just LOOK at me. Do nothing! NO suggestions are made for me to take action. By some of the more “astute” promoters it is called “awareness/image” marketing.
SALES ASSOCIATES
Too many “on the road” salespersons follow the same logic. You, as a business owner or manager, have a continuing imperative to educate. Train. Teach the basics. ASK for the order! When you have done your “homework” it is OK to ask for a response. A commitment to buy.
Many don’t ask for the order because you might be considered high pressure (pushy!). Once you have earned the ear of your audience (buyer) then it is up to you to “bring home the bacon”… get the order! One way or the other, you have to ASK. Lead to a conclusion.
Educate. Inform. Show and tell. Introduce your product through sampling. Try our product and compare it to the competition. Build your creditability with value-added service and NEW offerings in the future.
Remember AIDA? Get their Attention. Create Interest. Cause Desire. ACTION!
MAIL-ORDER AND THE INTERNET
A little background.... I spent 4 years of my early career in th
You will succeed at business-to-business direct mail sales lead generation if you master three calculations, and your response rate is not one of them. Your response rate tells you only a small part of what you are doing correctly.I am assuming that you have a sales force, and that you use what is essentially a two-step sales process. First, you generate a sales lead. Then, your sales force closes that lead with a sale. But how do you figure out what level of response rate you want? By looking at three of the most vital numbers in B2B direct mail lead gen
SALES ASSOCIATES
Too many “on the road” salespersons follow the same logic. You, as a business owner or manager, have a continuing imperative to educate. Train. Teach the basics. ASK for the order! When you have done your “homework” it is OK to ask for a response. A commitment to buy.
Many don’t ask for the order because you might be considered high pressure (pushy!). Once you have earned the ear of your audience (buyer) then it is up to you to “bring home the bacon”… get the order! One way or the other, you have to ASK. Lead to a conclusion.
Educate. Inform. Show and tell. Introduce your product through sampling. Try our product and compare it to the competition. Build your creditability with value-added service and NEW offerings in the future.
Remember AIDA? Get their Attention. Create Interest. Cause Desire. ACTION!
MAIL-ORDER AND THE INTERNET
A little background.... I spent 4 years of my early career in th
Several years ago I was sitting in the office of a very successful businessman. He was the CEO of the company. He had finished interviewing me for a sales managers position.As we approached the end of the interview he turned to me and told me that he was very impressed with me ...so far. He then paused dramatically and said,"Show me that you know how to sell....SELL ME THIS PENCIL."The next ten seconds seemed like an eternity to me. I had been selling for many years. However, this really put me on the spot."SELL YOU A PENCIL?" I thought. "I d
Educate. Inform. Show and tell. Introduce your product through sampling. Try our product and compare it to the competition. Build your creditability with value-added service and NEW offerings in the future.
Remember AIDA? Get their Attention. Create Interest. Cause Desire. ACTION!
MAIL-ORDER AND THE INTERNET
A little background.... I spent 4 years of my early career in the mail-order business. Long before Sharper Image and many others appeared on the scene. A good experience with some unusual turn of events.
Mail order and Internet marketing have much in common. Very similar tracking abilities regarding sales and sources. No guesswork allowed. Spend DOLLARS and we expect SALES. No in-between options for the mail order or Internet guru.
If an AD fails to pay for itself then you regroup and punt. Try another route to reach your goal. You test the headlines. The “body” copy of the letter. Name lists. Op-in lists. The by-word in mail order and Internet marketing is TEST, TEST and TEST some more.
You’ve heard the 'link' in Real-estate values. Location! Location! Location! If you are in the right place (selling) it can mean increased profit. Buying? You will pay a higher price because of the location.
Build your home in the “right” neighborhood. If not, then you may come up a few hundred grand short on “sale” day. Good advice to remember when you buy/build a new home.
Every industry seems to have a “connector” to success.
You or I will never understand the physic of the marketplace. Trying to find the “trigger” that will make your subscribers (customers) or prospects respond takes constant testing. Asking for the order in many different ways.
Action Tip: Good business owners GIVE first. You don’t have to shout when you have the goods. Each customer/prospect is different and needs to be understood. Test everything you can. Educating your customer/prospect is primary to your success. Keep an open mind. Ask questions. Learn and grow.
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