Posted on March 26th, 2015
Carrying over a bit about what we discussed in the last lesson -
creative without purpose junks up your sales message. Your sales
message in your advertising has to be as thought out as it is in
your face-to-face selling.
Advertising is the same thing as personal selling - just in
When you talk to someone, you don't waste time on things that
don't move the sale process. And your advertising shouldn't
Here is a fast secret to creating homerun ads.
Record your best sales pitch ...Read the rest of this entry »
Posted on March 25th, 2015
Louis Gerstner, chairman of IBM, says "you can't manage anything
that you can't measure."
Obvious, yet profound.
As we said before, traditional advertising generally only works
by chance. The truth is, all advertising is a guess. What works
for one business may not work at yours.
What worked last year, may not work today.
The key is to constantly run small tests, measure the results,
and roll out your system on a larger scale.
But if you can't measure the results - as is the case ...Read the rest of this entry »
Posted on March 24th, 2015
When you deal with agency guys and design people and even media
people trying to be marketing people, they always talk about
being creative and trying to come up with the next great
Effective marketing is NOT about creative ideas!
In fact, it is our belief that most creative types would be
better off drinking a latte in some dimly lit coffee bar
downtown or painting a picture on a sidewalk somewhere.
Thinking a ton about creativity just gets you in trouble, costs
extra money ...Read the rest of this entry »
Posted on March 23rd, 2015
This is one of the great mysteries of the universe. Some people
have called this concept divine intervention or action breeds
Here's A SECRET You Need To Learn...
People are sheep and they want to be led. They have a herd
mentality. They do what others do. We have been taught to follow
the leader and stand in-line.
Because you now know this small nugget of wisdom you can use it
to your advantage.
Because of this universal truth, the more you have going on as a
small businesses and ...Read the rest of this entry »
Posted on March 22nd, 2015
When someone is shopping for your product or service today, they
have 1000 options.
All the other competitors in town plus all the options online.
With so many options, why in the world would a customer choose
99% of all small businesses and independent sales professionals
can't answer that question.
And if you can't answer it, how can you expect your customers to
You have to create a reason. We call this reason a GPS or
Gravitational Positioning Statement. A GPS is a ...Read the rest of this entry »
Posted on March 21st, 2015
Marketing is really a simple process when you get right down to
it. The biggest mistake most small businesses and sales
professionals make and you're probably making it too...is that
you make it too complicated.
All of your marketing and sales messages must perform the
following basic and simple tasks:
** Tell the prospect why they should pay attention
** Convince the prospect that what you say is true
** Move the prospect to action
**And cause the action to take place now
Any other ...Read the rest of this entry »
Posted on March 20th, 2015
Have you ever spent an entire day twiddling your thumbs at your
desk, with a luke-warm cup of coffee? Or worse, cold calling a
whole bunch of poor souls that didn't want to talk to you and
end up with nothing to show for it - all because there weren't
any hot leads waiting for you?
Have you ever thought to yourself that your pipe-line looks like
a "Ghost Town"?
The reason this happens is simple...It's because traditional
marketing strategies don't deliver consistent results.
You can't count ...Read the rest of this entry »
Posted on March 19th, 2015
Traditional Sales and Marketing Tactics are DEAD
In your heart and in your mind you already know this is true.
That's why we've come together...you're seeking a solution.
What you're doing is not working the way it should be - or the
way it once did.
There was a time when just doing a good job was enough to
stimulate word-of-mouth or running an ad or sending a mailer
could get you some leads and deals. That's not the case anymore.
You want - and have a right to expect - more.
More leads. ...Read the rest of this entry »
Posted on March 18th, 2015
You have a bad reputation!
And it's not necessarily your fault. There were (and still are)
some bad seeds that have spoiled it for the bunch. But you have
to deal with it.
You can't turn your back and ignore it. You must face it head
on, embrace it and use it to your advantage.
There are so many new small businesses and independent sales
professionals flooding into the market daily. Some good and
let's face it, some really suck. I know it, you know it and so
do your potential customers.
But ...Read the rest of this entry »
Posted on March 17th, 2015
Are You Compliant? Take The CAN-SPAM QUIZ!
Test Your Knowledge of The Law - 22 Questions You Should Know.
ANSWER THESE STATEMENTS: TRUE OR FALSE?
The Can Spam Act went into effect Jan. 1st, but marketers have
90 days to become compliant with the new law.
The Can Spam Act Pre-empts many tougher state anti-spam laws.
You may send commercial email with falsified headers.
You must include your phone number in all commercial emails.
You may send UCE as long as the message contains an ...Read the rest of this entry »