Answer to the objection, “It Costs Too Much”
“Today, most things do. How much is too much?” The response will get you to an amount, which you can then justify or put in perspective.
Type styles
The standard type font has been Times New Roman for a long time. But many have started to use Helvetica because it is very middle-of-the-road. Some have called the type “professional and honest.”
Stage Presence Enhancers
- Keep your lower body motionless
- Use bullet points on note cards rather than a written speech
- Make eye contact with your audience
- Breathe deeply and stretch before presenting
How to give a great presentation
Quickly introduce the topic and explain why you care about it. Explain your ideas in story form with lots of details. Keep your ego out of your talk.
Regarding product or service
People want to own your product or service, but they don’t want to feel they’ve been sold. It’s important not to use sales jargon in a presentation. For example, always refer to the prospect as “owning,” not “buying.”
Regarding success
Author Marvin Phillips said it best, “The difference between ‘try’ and ‘triumph’ is just a little ‘umph’.”
Focus:
Many ads try to promote everything rather than focusing on a primary objective. You will get more attention by being single-minded in your promotions.
Behavior is different today.
Years ago, the top television program garnered about 31% of total audience viewership. Today the top program gets only about 5%. Daily time spent is now primarily on the phone (147 minutes/day), TV (113 minutes/day) and computer (108 minutes/day).
Rules of Marketing
Set goal, establish strategy, know audience, have objective, tell story, measure performance.
Make Your Headlines Powerful by Using
- Odd numbers
- Adjectives
- A list of reasons
- Starting with a verb
- Talking money
- Quotes
Promote your offer, not yourself
Many companies have their logo dominate their advertising, rather than their message. Keep the offer as the main attraction. People are more interested in what you can do for them, not how great you are.
Marketing is an emotional discipline.
As the recession fades into the past, customers who have been concerned about price are now looking for more than discounts, such as reputation, trust and positive experiences.
