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Here are 3 powerful marketing tactics you can use to get more sales the next
time you advertise. All 3 work for any business. And you can use them effectively
on the Internet or in traditional media.
1. PROMOTE 1 THING AT A TIME
Most people dislike making a decision to buy something when it forces them
to reject or delay buying something else they also want. They're afraid to make
a decision they may regret later. Many prospects faced with this choice spend
a lot of time evaluating their options. They can't make a clear choice so they
make NO decision at all ...and you lose a sale.
That's why it's more effective to promote only 1 product or service each time
you advertise. Develop separate ads, web pages, sales letters, etc. to promote
each product or service you offer. Limit your prospect's decision to only "Yes"
or "No" instead of "Yes", "No" or "Which
One". You'll get more "Yes" decisions this way.
TIP: Sometimes you can successfully combine 2 or more related products or services
into a special offer. But limit your customer's decision to "Yes"
or "No". Don't include an option to buy any of the items separately.
2. DRAMATIZE THE GOOD FEELING
Customers buy from you because they want to enjoy the benefit produced by using
your product or service. They want to get that benefit fast. And they want your
product to be easy to use -- or your service to produce results without disturbing
their daily routine.
Keep this in mind as you develop your ads, web pages, sales letters and other
sales tools. Use vivid word pictures to dramatize the pleasant feeling your
customer will experience when he or she enjoys the benefit produced by your
product or service.
Here are 3 examples of descriptive word pictures used by different businesses...
"No boss. No schedule. No debt. Money to buy what you want and time to
spend having fun." (Business opportunity offer)
"More prospective clients than you can handle will call you every day."
(Sales lead service)
"You'll feel good, look younger and enjoy playing active sports without
getting tired." (Weight loss product)
3. FOLLOW UP PERIODICALLY
Most prospects will not buy from you the first time they hear about your product
or service ...or the first time they visit your web site. They may be very interested
in what you offer. But other priorities prevent them from buying NOW.
You can recover many of these "almost sales" with a follow up system.
Follow up systems produce very profitable sales because they don't involve any
advertising expense.
Your follow up system can be as simple as periodically contacting previous
prospects with a new offer for your product or service.
Another effective follow up method is to distribute an informative newsletter
with topics related to your product or service. A newsletter automatically reminds
prospects about you every time they get it. This is especially effective for
marketing on the Internet where your newsletter can be distributed free by email.
TIP: Develop a method to capture and save the names and contact information
of prospects who didn't buy from you. You need it to follow up.
Use these 3 marketing tactics to make your advertising more effective and more
profitable. They will increase the number of sales you get without increasing
your advertising costs.
About the Author:
Bob Leduc retired from a 30 year career of recruiting sales personnel and developing
sales leads. Bob recently wrote a manual for small business owners titled "How
to Build Your Small Business Fast With Simple Postcards" and several other
publications to help small businesses grow and prosper. For more information...
Phone: (702) 658-1707 (After 10 AM Pacific time) |
