3
WAYS TO GET MORE SALES WHEN YOU ADVERTISE
Author: Bob Leduc
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... <mailto:BobLeduc@aol.com?subject=Postcards>
Phone: (702) 658-1707 (After 10 AM Pacific time)
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