Are you using all 7 of these highly effective marketing tactics?
| Category: Selling Techniques | Date: 2001-04-30 |
Here are 7 well known, highly effective marketing tactics many small business owners overlook when developing their marketing program. How many have you overlooked?
1. BE UNIQUE
The best way to beat your competition is to promote a distinct advantage your customers cannot get from a competitor. This is often called your USP (short for Unique Selling Proposition). If you don't already have a distinct advantage, create one. Add something to your business you're not already doing. One network marketer I know doubled her sign up ratio by providing free sales leads to her new distributors for their first 4 months.
2. USE TESTIMONIALS
Collect and use testimonials. Testimonials from satisfied customers are similar to referrals. Both provide your prospect with evidence that your product or service produced results for other customers just like them. I've performed many tests using the same messages with and without testimonials. Those with testimonials always increased sales, often by as much as 65% or more.
Don't wait for satisfied customers to volunteer a testimonial. Instead, follow up with some customers soon after completing a transaction. Ask what they liked best about your product, service or business opportunity. You'll get many flattering compliments. Ask for permission to use them in your promotions.
3. MAKE AN UPSELLING OFFER
Upselling is a proven technique you can use to get more money at the point of sale. Customers will never be more receptive to an attractive offer from you than when they're paying you money. Offer your customers or clients the option to upgrade to a better product or service at a special price. Or, offer the option of adding a related item to the sale for a special combination price. Many will accept your offer. An upselling offer can increase your average sale by 30 percent or more without creating any advertising expense.
4. TRIVIALIZE YOUR PRICE
Demonstrate a low cost for your product or service by breaking down the price to its lowest time increment. "$325 per year" frightens many customers away. "Enjoy all of this for less than 90 cents a day" attracts them to the low cost.
5. STRESS BENEFITS BEFORE FEATURES
A feature is what something is. A benefit is what it does. For example, my favorite donuts are now delivered in a re-sealable box. That's a feature. The donuts stay fresh for a week after I first open the box. That's the benefit. Promote the benefits of your product or service before you promote the features of it. People never buy something to get a feature. They always buy to get the benefit produced by the feature.
6. FOCUS ON THE HEADLINE
Always include a headline with your ad, sales letter or webpage. Include your biggest benefit in the headline to grab your prospect's attention. Otherwise, many prospective customers won't read your promotional material. When you develop a new promotion, test different headlines to find the most effective one BEFORE you test anything else. After you find the headline that attracts the most readers you can test to find the most motivating copy for them to read.
7. MAKE AN OFFER
Never advertise without including an offer. An irresistible offer is the number one reason why people buy something. To substantially increase the response to your advertising, substantially improve your offer. Many small businesses advertise without including an offer. This is a costly mistake because it doesn't provide a reason for prospective customers to respond. The best way to get a big response from your advertising is to make an offer your prospects can't refuse.
Are you using all 7 of these tactics in your promotions? If not, revise your marketing program to include those you've overlooked. You'll immediately enjoy a big increase in your sales and profits without increasing
your expenses.
Copyright 2000
About the Author
Bob Leduc retired from a 30 year career of recruiting sales personnel and developing sales leads. He is now a Sales Consultant. 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:See details below subject=Postcards> Phone: (702) 658-1707 (After 10 AM Pacific time) Or write: Bob Leduc, PO Box 33628, Las Vegas, NV 89133
BobLeduc@aol.com?
1. BE UNIQUE
The best way to beat your competition is to promote a distinct advantage your customers cannot get from a competitor. This is often called your USP (short for Unique Selling Proposition). If you don't already have a distinct advantage, create one. Add something to your business you're not already doing. One network marketer I know doubled her sign up ratio by providing free sales leads to her new distributors for their first 4 months.
2. USE TESTIMONIALS
Collect and use testimonials. Testimonials from satisfied customers are similar to referrals. Both provide your prospect with evidence that your product or service produced results for other customers just like them. I've performed many tests using the same messages with and without testimonials. Those with testimonials always increased sales, often by as much as 65% or more.
Don't wait for satisfied customers to volunteer a testimonial. Instead, follow up with some customers soon after completing a transaction. Ask what they liked best about your product, service or business opportunity. You'll get many flattering compliments. Ask for permission to use them in your promotions.
3. MAKE AN UPSELLING OFFER
Upselling is a proven technique you can use to get more money at the point of sale. Customers will never be more receptive to an attractive offer from you than when they're paying you money. Offer your customers or clients the option to upgrade to a better product or service at a special price. Or, offer the option of adding a related item to the sale for a special combination price. Many will accept your offer. An upselling offer can increase your average sale by 30 percent or more without creating any advertising expense.
4. TRIVIALIZE YOUR PRICE
Demonstrate a low cost for your product or service by breaking down the price to its lowest time increment. "$325 per year" frightens many customers away. "Enjoy all of this for less than 90 cents a day" attracts them to the low cost.
5. STRESS BENEFITS BEFORE FEATURES
A feature is what something is. A benefit is what it does. For example, my favorite donuts are now delivered in a re-sealable box. That's a feature. The donuts stay fresh for a week after I first open the box. That's the benefit. Promote the benefits of your product or service before you promote the features of it. People never buy something to get a feature. They always buy to get the benefit produced by the feature.
6. FOCUS ON THE HEADLINE
Always include a headline with your ad, sales letter or webpage. Include your biggest benefit in the headline to grab your prospect's attention. Otherwise, many prospective customers won't read your promotional material. When you develop a new promotion, test different headlines to find the most effective one BEFORE you test anything else. After you find the headline that attracts the most readers you can test to find the most motivating copy for them to read.
7. MAKE AN OFFER
Never advertise without including an offer. An irresistible offer is the number one reason why people buy something. To substantially increase the response to your advertising, substantially improve your offer. Many small businesses advertise without including an offer. This is a costly mistake because it doesn't provide a reason for prospective customers to respond. The best way to get a big response from your advertising is to make an offer your prospects can't refuse.
Are you using all 7 of these tactics in your promotions? If not, revise your marketing program to include those you've overlooked. You'll immediately enjoy a big increase in your sales and profits without increasing
your expenses.
Copyright 2000
About the Author
Bob Leduc retired from a 30 year career of recruiting sales personnel and developing sales leads. He is now a Sales Consultant. 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:See details below subject=Postcards> Phone: (702) 658-1707 (After 10 AM Pacific time) Or write: Bob Leduc, PO Box 33628, Las Vegas, NV 89133
BobLeduc@aol.com?
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