I have heard many sales trainers say, "Don’t tell…sell." This is the conventional wisdom of days gone by. In today’s market, I have found the more information someone is given, the better. And if they think of you as the honest, trustworthy ‘teacher’ who gave them a good education, you are more likely to be [...]
Direct Marketing - Don´t Reinvent the Marketing Wheel
Direct marketing ideas have been tested and proven to work over a long period of time. They are concepts that have been around since the 1800’s and are still being used today by very savvy and wealthy marketers.
Pricing: Other Important Approaches To Pricing
In my previous article, I showed you the "big 4" pricing strategies, but there are other important approaches to pricing that can be very helpful in developing an irresistible price: Psychological Pricing — This approach is used when the marketer wants the consumer to respond on an emotional, rather than rational basis. A wonderful example [...]
Pricing Policies: 4 Main Pricing Strategies
Consumers, like companies, have their eye of the bottom line. That makes the right price a key element in your irresistible offer. So let’s take a moment and look at the four main pricing policies / strategies. Premium Pricing – Used when a product is considered unique and where a substantial competitive advantage exists. Premium [...]
The Irresistible Offer Does 3 Important Things
Your Irresistible Offer: As you know only too well, you are not the only one vying for your customers’ business. Your competitors are, too, and they’re doing everything they can to make their offer appealing. So you’ll have to go “one better” if you want to compete...and win. How do you do that? With an [...]
Direct Marketing Vs. Institutional Marketing
Direct marketing's birth occurred as early as the late 1800's. A man by the name of A. Montgomery Ward made a small investment and rented space on an 8 x 12 printed sheet ─ this was the first Montgomery Ward "catalogue." Sears & Roebuck followed suit with their direct mail catalog. Today there are thousands of specialty mail order houses around the country.
The Importance of Traffic and Lead Generation Strategies
Many marketers spend a lot of time and money in the production of the mail piece itself and the actual mailing of the piece. You can have a great product and an attractive sales message, but if no one looks at it or the “wrong people” look at it; you’re out of business fast.
Getting the best possible ROI for any investment of time and money is always the goal of a savvy marketer. So before you even think about how to generate traffic, you need to be sure of the who.
Anatomy of a Marketing Message
Every sales or marketing message has the same basic structure whether it’s selling a big-ticket item or laying the groundwork for that sale by “selling” a free report. An advertisement in the Sunday paper, a postcard, an online sales letter, a television commercial, and even a flyer stuck under the wipers of an automobile, all include these eight essential elements.
Lead Generation is Not A New Form of Gaining Business But it Has a New Approach
Lead generation is not a new form of gaining new business, but it now has a new approach. Rather than sitting at a trade show table for hours on end, or setting up a display in hopes that targeted consumers will complete a form, you can have leads generated and sent to you using the technology of the Internet.
Here’s how it works...
Headlines – The Ad for Your Ad
The headline of your advertisement (whether it’s a direct mail piece, newspaper, magazine, webpage, radio spot, or television ad) is the phrase or group of words that catches the reader’s or listener's attention.
If your headline doesn’t catch the reader’s attention, it has failed…and so have you. The headline is the most important part of the ad. It is 80% of your outreach effort.
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