What Do You Say When Your Customer Asks, “What’s The Catch?”
Has this happened to you? You’re in the process of selling your widgets to a prospect. You’ve turned features into benefits. You’ve given him an amazing demonstration. You’ve attempted several closing techniques. Overall, you’ve done such a marvelous job of proving the value of your widget, that you’re convinced he’s ready to sign on the dotted...
Read MoreUnleash The Power Of P.O.W.E.R. Marketing!
I coined the term "P.O.W.E.R. Marketing" to describe five steps you must take when crafting any ad or sales letter. P.O.W.E.R. is an acronym for: Provoke a Problem, Offer a Solution, Win Trust, Evoke Emotion, and Remove Risk. Many small business owners forget some of these steps when they create their marketing materials. But the most successful sales letters contain ALL of these...
Read MoreThe Secrets Of S.A.F.E. Selling
"S.A.F.E. Selling" is a phrase I coined to help new and veteran sales professionals understand a sales situation from the customer’s side of the table. S.A.F.E. is an acronym for: Skepticism, Apathy, Fear and Egotism. These four words sum up the four major emotions a prospect is struggling with during your sales presentation. You as the sales person must deal with each one of...
Read MoreThe Best Four-Letter Word In Advertising!
What is the most powerful four-letter word in your marketing vocabulary? I’ll give you a hint: it starts with "F." Not THAT four-letter word, silly? This one won’t get you thrown out of church on Sunday morning. It’s "FREE!" Nothing pulls orders better or gets response faster than giving something away FREE. Here are 8 ways to use it in your...
Read MoreDon’t Think Your Product Is Unique? Think Again!
"Rapid Response Advertising" by Geoff Ayling has been called "the first genuine advance in the advertising industry since positioning." The book’s main focus is a concept called a ‘meme’ (rhymes with team). A meme is defined as an idea that has been so simplified that it penetrates your brain with lightning speed. You instantly comprehend the deeper...
Read More9 Steps To Creating Ads That Sell
If you’re like most small business owners, you can’t always afford to hire an advertising agency and sometimes find it necessary to create your own print ads. These nine tips will help you to design ads that get better results and make more money. 1. Start With A Headline That Contains An Important Consumer Benefit, Or News, Or Promises A Reward For Reading The Ad The...
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