Address Objections Up Front
If you know your product has a flaw, address the issue up front in your sales presentation or advertising copy. Show why the flaw is minor and how it is overcome by your product’s other features. If you don’t address the issue, prospects may assume their objection to be a deal breaker. Then you would have no chance of making the sale.
Marketing Wisdoms
1) The biggest mistake you can make is fearing you will make one. 2) The person who makes no mistakes usually makes nothing. 3) Nothing is too small to know and nothing is too big to attempt.
“Do Not Call” Complaints
If someone inquires about your service, they may be called for up to three months, even if they are on the “Do Not Call” list. But “Do Not Call” complaints are rarely pursued according to a Dallas Morning News report. The Federal Trade Commission and the Federal Communication Commission jointly manage the “Do Not Call” list and caution consumers about limitations in jurisdiction.
Get a “Yes”
Prospects will respond with a “Yes” if you get them to say why they should want to do what you want them to do. Asking these questions will encourage them to change their thinking: 1) Why would you want to do this? 2) How ready are you to proceed? 3) Imagine you already have it. What would the positive results be? 4) What is important to you?
Successful Email
“Drip” on prospects monthly providing useful information and brand awareness. Highlight at least one call-to-action. Copy should be short, educational and relevant. Include info such as research reports, customer testimonials, and links to articles. This will build trust in you. Follow “Can Spam” laws which require an unsubscribe option, legitimate physical address and accurate “From” address.
Digital or Print?
There are frequent reports abound of Web promotions becoming successful only when aided by Direct Mail. For all the power, agility and efficiency of digital marketing, it’s hard to beat “paper-in-hand” as a way to make an impression and get prospects to respond. Direct mail commands viewers’ attention. Although not as cheap, higher response proves the value of print advertising.
Marketing Wisdoms
1) Do Something – If it doesn’t work, do something else. 2) Don’t fix the blame, fix the problem. 3) You never lose until you quit trying – the biggest mistake is to continually fear you will make one.
This professional networking site lets people on your contact list see everyone else on your list. An unscrupulous competitor, dissatisfied customer, or former employee could send damaging messages about you to everyone on your list. LinkedIn allows users to block access to your contact list. Block access to protect yourself.
Keys to Creating Better Landing Pages
1) Write as if you’re sending a personal message 2) Keep copy up-to-date with ties to current news 3) Solve readers’ problems (“Now there is a better, easier and more effective solution to…”) 4) Offer a free gift in exchange for their email address (5) Build credibility by adding testimonials or a mission statement or your credentials
Focus on the three “Cs”
(1) Concentration – Make every client feel like they are your primary concern (2) Courtesy – Being discourteous will lose you business (3) Communication – Knowledge is knowing what to say and wisdom is knowing what not to say
Building Prospects Anticipation
(1) Use words and phrases that suggest a unique experience; such as, “limited”, “exclusive”, or “by invitation only” (2) Provide intrigue with teasers such as “do not bend” or “personal” or using a blank envelope (3) Offer the first of a series; such as sending the first of three reports, which requires inquiries for subsequent reports
Why “Educational” Lead Generation Works
(1) Prospects value free information to help make complex decisions (2) Producing educational content moves prospects closer to purchasing (3) Allows capture of prospects contact information and “need state” data for future use (4) Requires fewer dollars than general mass advertising
Words that will empower you
Replace self-limiting talk with words that will empower you. A “problem” is something you dislike. A “challenge” is something you want to overcome. People don’t want to use their money for things that “cost” them. But they will spend money for products or services that are a good “investment.” Get rid of the word “impossible” from your vocabulary.
Modeling
Find prospects that look like your best customers. Analyze those customers for demographic and psychographic traits that can be replicated… where they live, what they buy, what they read, their age, their family make-up. Then get a list of similar “looking” prospects to target. They’ll become your future customers.
Adding Credibility
An effective way of adding credibility is to let your customers speak on your behalf. Their comments, set off in quotation marks, imply authority and grab the readers’ attention. Make it easy for people to provide you positive comments. Ask for testimonials with emails as follow-up to you providing a service or product. Getting negative feedback can also help correct problems.
