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Change Is Threatening Your Business
Change Is Threatening Your Business Copyright 2003 Bob Leduc You cannot grow a business today by simply repeating what you did successfully in the past ...or even recently. Clever competitors and new technology are producing changes that will...
HOW TO OVERCOME THE 4 REASONS PEOPLE DON'T BUY FROM YOU
Sales are produced by people. It doesn't matter if you're selling lemonade to tourists or airplanes to governments. Even on the Internet, every sale is the result of a live person or group of people deciding to buy from you. Unfortunately, many...
Open Your Introduction With A Firecracker Moment
The number one requirement, whether you are a business owner or an employee, is to be able to say what you do, and say it with influencing results. Through testing, I have seen, experienced, and received feedback that an elevator speech no longer...
Reach Your Web Site Goals By Attracting the Right Visitors (Part 2 of 2)
An important question to answer when creating or revising a Web site is "What are the goals of this site?" because the answer will drive your site design and marketing decisions. In Part 1 (...
Using a USP to Quickly Connect With Prospects
The acronym USP (Unique Selling Proposition) was created by Rosser Reeves, marketing expert in the 1960's. Over time, his concept has been used by others, called different names by different individuals and pretty much has taken on a life of its...
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3 Simple Marketing Strategies
3 SIMPLE MARKETING STRATEGIES
Copyright 2002 Bob Leduc
These 3 simple marketing strategies work for any business.
You can implement them quickly and produce immediate
results. They won't cost you much money. And the sales
growth they generate continues as long as you continue
using them.
1. CREATE A SPECIAL COMBINATION OFFER
Combine several of your products or services into a Special
Combination Package with a price lower than the total cost
of buying each item separately. Promote it as a Special
Offer for a limited time. When you pass the expiration
date, replace it with another Special Combination Offer
using a different selection of products or services.
Special Combination Offers increase your total sales by
motivating hesitant customers to buy now so they can get
your "good deal". Special Combination Offers also increase
the size of your average sale. And bigger average sales
generate more total profit for you.
TIP: After you develop 3 or 4 different combinations you
can continuously recycle through the same series of offers.
This enables you to continue promoting Special Combination
Offers without taking the time to create new ones.
2. SINGLE OUT A SMALL CUSTOMER SEGMENT
Look for a narrowly defined niche within your targeted
market. Identify a specific group of potential customers
with a strong need (or desire) for the benefits provided by
your product or service.
Create a special version of your advertising catering to
the specific concerns and needs of prospects in this new
market. Customize your sales message so each prospect
perceives your product or service as the perfect solution
to their unique needs.
For example, one person selling a lead service to small
businesses noticed that many of her clients were network
marketers or real estate agents. She created a customized
web site for each of these 2 niche markets. The sites
looked similar. But the content was different. A visitor to
either site could assume the lead service applied
exclusively to their industry.
BONUS: A highly defined, small niche market also insulates
you from competition. Other small businesses are likely to
overlook it. And large businesses completely ignore small
market segments.
3. ESTABLISH A SUBTLE REFERRAL PROGRAM
Referrals from customers are
easier to sell than cold
prospects. And they don't cost you anything. It's too bad
you get so few of them.
You can generate a continuous flow of referrals with a
simple but subtle Customer Survey. Send it to your
customers by postal mail, email, fax or post it on your web
site. The survey I use asks only 3 questions:
1. What did you like best about our (product or service)?
2. What can we do to improve the value of our (product or
service) for you?
3. Who else do you know that wants to (state the benefit
provided by your product or service)?
The first 2 questions focus attention on the benefits you
provide. Your customers are more likely to volunteer
referrals at the 3rd question when they are already
thinking about the value of those benefits.
BONUS: You also gain something from the answers you get to
the first 2 questions. The first question often generates a
response you can use as a testimonial (with your customer's
permission). The second question may provide an early
warning of a problem you need to correct ...or it may alert
you to an opportunity you can exploit.
Select one of these simple marketing strategies and start
using it in your business. It won't take much time or
effort and you'll see results almost immediately. Then
repeat the process with each of the other 2 strategies
until all 3 are part of your marketing system. You'll enjoy
a permanent increase in your sales volume for a very small
increase in your expenses.
Bob Leduc is a Sales Consultant with 30 years experience in
building successful businesses. He just released a revised
and completely updated New Edition of his manual, "How To
Build Your Small Business Fast With Simple Postcards", and
several other publications to help small businesses grow
and prosper. Email: BobLeduc@aol.com Subject: "Postcards"
Phone: 702-658-1707 after 10 AM Pacific Time/Las Vegas, NV
About the Author
Bob Leduc is a Sales Consultant with 30 years experience in
building successful businesses. He just released a revised
and completely updated New Edition of his manual, "How To
Build Your Small Business Fast With Simple Postcards", and
several other publications to help small businesses grow
and prosper. Email: BobLeduc@aol.com Subject: "Postcards"
Phone: 702-658-1707 after 10 AM Pacific Time/Las Vegas, NV
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