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Three
Ways To Get More Sales When You Advertise
By Bob
Leduc
Here
are three powerful marketing tactics you can use to get more
sales the next time you advertise. All three work for any
business. And you can use them effectively on the Internet or in
traditional media.
1.
Promote One 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 one 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 two 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 three 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 that didn't buy from you. You need it
to follow up.
Use
these three 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.
Copyright
2001 By Bob Leduc
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...
Email:
BobLeduc@aol.com
subject:
Postcards
Phone:
(702) 658-1707 (After 10 AM Pacific time)
Or write:
Bob Leduc, PO Box 33628, Las Vegas, NV 89133
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