Sales Information
Understanding The Corporate Buyer
Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There's the possibility of repeat business worth many billable hours at respectable rates.
Cracking The Billable Hours Ceiling
How many of you made as much money as you wanted to last year? Don't be shy; raise your hands. Hmm, I don't see too many hands out there. What would you say is the cause of this gap between your goals and your earnings?
Successfully Selling Your Professional Services
As a professional service provider you face special challenges promoting yourself to potential clients. You may have certain restrictions on how you market or advertise. You may feel overwhelmed by the demands of being both owner and employee. You might not have a strong base of effective selling & marketing skills. In addition, you may believe that self promotion is somehow unprofessional and pushy or even unnecessary. Very often, professionals "open up shop" and expect, much like in the Field of Dreams, "if you build it, they will come."
The Damaging Admission - A Persuasive Technique
We would all like to think that our product or service is flawless. More importantly, we would like for others to believe that as well. But no matter what you sell, a drawback (sometimes several) will always exist, even if only in the mind of your reader-prospects. Either way, you MUST address the issue up front. In fact, if written properly, "the damaging admission" can actually be used to your advantage.
Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test
Business owners should be more like doctors.
How To Make An Extra $100,000.00 Each Year
HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING A FEW LINES OF SCRIPT TO YOUR ONLINE ORDER PAGE
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for $20 and walked away happy - "victim" of an impulse purchase.
Chicken Little And The Disintermediation Myth
If Chicken Little were alive today he wouldn?t be running around forewarning us of the sky that was about to fall. He?d be too preoccupied alerting everyone about another potential disaster - which may in the end prove to be just as erroneous as his first prediction. Nevertheless, if the conversations around the office water coolers are any indication, he?d still get the attention of many nervous corporate omni-smarts. So what?s the new buzz? Disintermediation!
Long Sales Letters vs. Short Sales Letters
Everywhere I turn, I'm being asked to weigh in on the issue of whether copy should be long or short in a sales letter. I receive countless newsletters on copywriting and marketing, and they are all still debating the issue.
3-Levels Of Successful Selling
Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import ? is at best, a wishful endeavor. ?Paul Shearstone 2003
Gic Number For Writing Sales Letters
When I write sales letters for my clients, one rule I always start with is The Rule of 7.
Unique Selling Propositions
If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for your Branding, your business recognition, and your sales!
Your Clients Buying What Youre Selling
Linda felt like she had reached a plateau in her cleaning business. For the past 3 years, she'd run the same ads in the same publications with the same results. She would generate enough new clients to make up for the ones she lost due to normal attrition, but she was never quite able to get beyond her mediocre success.
Sales Copy Tips
Writing good sales copy is not an art, it is a science. There is no reason to get creative here. You want to follow the formula that has been proven to work.
How Improve Conversion Rates
Do you know your conversion rates? Conversion rate is the number of visitors to your site that take the desired action against the total number of visitors in a particular period or time. Research has shown that 60% of websites do not know their conversion rates. Then how do you improve your site?s performance if you do not know your conversion rates? What do you take into consideration when making changes to your site?s design? What do you do when you have plenty of visitors yet very few of them take the desired action? What do you want your visitors to do? How are they going to do it? What is the next step for your visitor after taking the desired action?
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The Biggest Mistake In Selling!
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Consumer Effort And The Purchase Decision
It is a basic tenet of behavioral psychology that people engage in behavior that takes the least effort and provide the highest payoff. If someone see's a product as being very valuable but the effort to purchase that product is large it will decrease the value of the product and they will probably not engage in the behavior required to acquire the product.
Expert Qualities in Sales
If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.
Finding a Used Mannequin
Many stores on a budget choose to buy a used mannequin. Used mannequins are a good deal for several reasons. Many stores do not see the purpose in buying new mannequins when used ones work just as well. While some used mannequins may have slight damage or need to be repainted, most of them look as good as new. Many places offer used mannequins for rent as well.
Building Relationships
A conversation:
5 Ways to Encourage Impulse Purchases
I just bought six square pieces of spongy fabric for $20 and walked away happy - "victim" of an impulse purchase.
How To Seal The Deal In Seven Seconds
Can you close a sale in just seven seconds? If you make a great first impression, you can do it even faster. Seven seconds is the average length of time you have to make a first impression. If yours is not good, you won't get another chance with that potential client. But if you make a great first impression you can bet that the client is more likely to take you and your company seriously.
Define Your Best Customer
To be more effective at developing relationships, one should always take time to describe their best customer. This is the customer that gives you the biggest bang for your buck. This customer is the one that pays bills on time, uses you exclusively for all their business needs in your area of expertise. It is also a customer that you have an excellent working relationship. This customer knows they can rely on you for the services you specialize in and you will go out of your way to make sure that they are happy at all times. And if they are not happy, they know they can rely on you to solve the problem, fix it, and come to a win-win solution for them. This customer is the one that knows you are the best solution to their business pain.
Are You a Cultivator or a Harvester?
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Obtaining Self-Confidence
A reader recently asked me the following:
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