Sales letter articles
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- 2007-11-13 22:16:19 - Create a killer product by writing your sales letter first!
- You may not realize this, but when if you are in the early planning stages of developing a product, the best thing you can do is STOP and write the sales letter first! "But wait a minute (you might be thinking)... this sounds totally 'Bass Ackwards' doesn't it?" It sure does but it REALLY works too... And here's why ... When you envision a product, prewriting the sales letter first ...
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- 2007-11-13 22:16:19 - Why are we all so afraid?
- What can strike terror into the heart of even the most successful sales professional or entrepreneur? Cold Calling. What can crush self-confidence, destroy self-esteem and leave even the most seasoned sales professional quivering with humiliation and defeat? Cold Calling. But why? Every culture has its myths and stereotypes, and one of ours is the stereotype of ...
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- 2007-11-13 22:16:19 - Another warm lead
- Saturday morning, I sat in my pajamas, sipping strong, black coffee and petting Ms. Kitty Cat. The telephone rang. Usually on a Saturday morning, I screen my calls, but this morning, expecting a friend, I picked up. The caller was not my expected friend. She was a financial advisor from American Express. She asked if I had received the mailing I'd requested. Wendy: I didn't request a...
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- 2007-11-13 22:16:19 - Your voice is your instrument
- On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of meaning. On the telephone, you have only your voice and the words that you use. The way that you use your voice can make or break your conversation. Imagine that you are telling a bedtime story to a child. You would not drone on in a bored ...
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- 2007-11-13 22:16:19 - Talking to a prospect as if to a friend
- While working with a new coaching client, I asked to hear her sound bite. Everyone needs a good sound bite. A sound bite, sometimes also called an "elevator speech," is a 10- to 15-second commercial on what your company does, offers or stands for. Use it when you meet someone new in business, use it at networking meetings, and use it on the telephone as part of your introductory calling ...
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- 2007-11-13 22:16:19 - Take the contract with you
- I learned something very interesting this week. Thankfully, what I learned was really at no one's expense. What I learned is that when you are on a sales call and you believe there is a possibility (even a remote one) that you may close, always take your contract or letter of agreement with you! This does not apply if your contracts are so complex that it takes a team of attorneys to sort through ...
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- 2007-11-13 22:16:19 - Building relationships
- A conversation: The Salesperson: "I don't cold call-I want to build relationships." Wendy: "Huh?" Recently I've had a number of conversations with sales professionals and entrepreneurs who tell me they do not cold call because they want to build relationships with prospects. I'm confused. Who says the two are mutually exclusive? Every r...
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- 2007-11-13 22:16:19 - Qualifying your prospect
- How do you respond when an absolute stranger calls, at work or at home, and begins to ask questions? "Are you the person who??" "What is your marketing strategy?" "Do you own or rent?" Even, "How are you today?" Are you annoyed and put off by these questions? Do you respond, "I already have a vendor," "I'm not interested," "Se...
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- 2007-11-13 22:16:19 - Eighty percent of success is showing up
- The above quote, "Eighty percent of success is showing up." is from Woody Allen. It was particularly appropriate this past weekend. I went to take a dance class. My favorite teacher was back in town for a short time. I was thrilled and ready to dance! This teacher is incredibly talented, an excellent dancer, good choreographer and her class is high energy and fun! I had often wond...
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- 2007-11-13 22:16:19 - Doomed before you dial?
- Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to me and said, "Thank you! I learned so much! I learned 'Don't Take No for an Answer.'" Another participant standing to his side exclaimed, "No! What I learned is, 'Don't Make No Your Answ...
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- 2007-11-13 22:16:19 - Do your words betray you?
- What do the words that you use say about you? What is your basic message? Do your words support that basic message? As a business owner, entrepreneur or sales professional, part of your message must be of confidence and authority. You always want your prospect or your customer to see you as an expert in your field, as someone who is credible and someone who is knowledgeable. Sometimes, the ...
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- 2007-11-13 22:16:19 - Forgive all ebay sins!
- Over the years, I have been amazed at the "blinding" greed and reckless approach to commerce that some business owners have employed. Lying to customers, selling inferior merchandise, and not offering refunds, left a firestorm of irate customers in their wake. Without fail, all of this "ill will" led most businesses to bankruptcy, and in some cases, Federal Prison. I realize that not ever...
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- 2007-11-13 22:16:19 - The art of cold calling
- I know, don't groan. You have to do them if you want to get properties and make money. Believe me, I used to hate cold calling. For those of you that have read our book, "Who Makes It Happen: Back On The Road To Success With Creative Real Estate", remember it used to take me an hour to get on the phone and then after 30 minutes I was ready to hang up. I've learned over time to not think of ...
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- 2007-11-13 22:16:19 - 9 ways to keep clients coming back for more
- A lot of effort is put into getting new clients. We all know our client base will change. Previous clients can move to a new area, sell their business, close down, or change their priorities. So finding new business is always important - but so is keeping your previous clients. Here are nine ways to keep previous clients coming back for more! 1) Provide exceptional service. Sounds obvious, ...
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- 2007-11-13 22:16:19 - Your ad -- who cares?
- Junk mail. We all get it. And it goes straight to the trash can. How do you make sure your marketing piece doesn't end up in the round file?Give it the 'who cares' test. You have approximately five seconds to get your prospect's attention. Make those five seconds count! Start with a grab 'em headline. Follow with a transitional sub headline. Make the body coun...
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- 2007-11-13 22:16:19 - Five keys to make your cold calls sizzle
- Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After I said, "Hello," there was nothing but monotone dialog until I interrupted him a minute later. It sounded like he was reading a script... but he wasn't (I asked).When you make calls trying to sell your products or services to your prospects, don't forget to be yours...
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- 2007-11-13 22:16:19 - Psychological tricks in selling
- ----------------------------------------------------------Permission is granted for the below article to forward,reprint, distribute, use for ezine, newsletter, website,offer as free bonus or part of a product for sale as longas no changes are made and the byline, copyright, and theresource box below is included. ----------------------------------------------------------...
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- 2007-11-13 22:16:19 - Selling services
- Selling a service isn't the same as selling a product. Your prospect is buying an intangible. There are no shiny buttons to show off. You and your company are the visible representations of the service. You need to live up to them in your image. (marketing) And in how you "court" the prospect. (sales)When you're marketing, you focus on opening your prospect's door. You're part of the day-to...
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- 2007-11-13 22:16:19 - Ten top tips for terminating telephone terror
- 1. Make telephone callsFew things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing. 2. Make a lot of telephone callsIf you have only one prospect to pursue, that prospect becomes overwhelmingly ...
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- 2007-11-13 22:16:19 - 7 pitfalls of using email to sell
- * Are you sending e-mails to prospects instead of calling them?* Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls?* Do you wait and wait for return e-mails from prospects that will give you the green light to move the sales process forward?Sad but true, these days most people who sell for a living spen...
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- 2007-11-13 22:16:19 - 7 ways to stop selling & start building relationships
- Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.I was inspired to write this article after a few coaching sessions with a client named Michael, who sells a technology solution. Michael had been struggling with a mental block about how to detach from the traditional sales ...
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- 2007-11-13 22:16:19 - The anatomy of a sales letter
- When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought he had brought wonderful new life to the world. What he really did was create a monster. He took a bit from here and another piece from there and sewed it altogether. Then he was distressed to see how things turned out. Many marketers create their own monsters in the form of sales letters. They throw everything into them and th...
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- 2007-11-13 22:16:19 - Why people use long sales copy
- Have you ever wondered why some people use long sales letter? Here is the answer: These people newer bothered to find out what the potential customer wants. If you know exactly what your potential customer wants, you can be short and to the point. So, Mr. Marketing Genius comes along and wants to sell something.Instead of finding out what the target audience wants, that "g...
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- 2007-11-13 22:16:19 - Stuff we make up about our prospects
- ? Go through the "no's" to get to "yes." ? It takes X number of "no's" to get 1 "yes." ? Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many people hate cold calling! Who wants to hear "no"? Who wants to ...
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- 2007-11-13 22:16:19 - Selling commodities
- "How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?" That's a question I'm often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive global economy means that no one can keep a competitive edge in their product for...
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- 2007-11-13 22:16:19 - 5+5 = your dream
- JOHN DI LEMME ON "5 + 5 = Your Dream" I know your thinking...Okay John, 5+5 does not equal 5 so let me please explain. Let's start with a question. How many times have you heard that you need to have a "long term" goal and be focused for the entire length of that "long term"? In this article, I am going to focus on a 5 year goal and explain how you will know if you are truly on...
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- 2007-11-13 22:16:19 - Miracles are your responsibility!
- John Di Lemme on "Miracles are your responsibility"Miracles are your responsibility! What does that mean? Simple...You have a responsibility to create miracles in your own life. The responsibility lies on your shoulders. You cannot blame anyone else, and you can't look outside of yourself for someone else to create the miracles for you. In this article, I'm going to break down the word &quo...
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- 2007-11-13 22:16:19 - I am a habit
- JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of people hear this word, a negative thought pops up in their minds. Typically, most people think of a habit being negative. The secret to your future lies in your daily habits so ask yourself right now, "Are my habits today going to help me achieve my WHY in life?" This is a life-empowering question if you truly ask it and listen for the ...
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- 2007-11-13 22:16:19 - Ten quick etiquette tips for business lunches
- Knowing what to do when meeting a prospective client forlunch, or going to lunch with the boss or colleague can beconfusing at times. Here is a quick list of items toremember: 1. Be in the present moment with whoever you are with.Limit glancing around the room. It's a sign that you arelooking for something better. There is nothing worse thanhaving a conversation with...
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- 2007-11-13 22:16:19 - Selling -abilities : part 2
- In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability. In this article I want to discuss how to sell ...
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