Archive for the ‘Increasing Sale Value’ Category


Charge Your Customers More, Not Less

Now Your Can Put your Prices Up!

 

If you have Caring For Your Customer, Showering them with Gift Vouchers and Pampering them, Going the ‘Extra Mile’ with your Charm and Service, your customers will truly be in love with you. They will be telling all their friends and will be with you for a long time.

So now that you have a good relationships with your customers…

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Creating A Unique Experience

Customer Service Doesn’t Stop At Coffee and Tea


 When your customer arrives in the waiting room, make the experience special.

Tastes: Offer your special clients a Complimentary glass of Champagne or Hand-Made Chocolates. Make their choice of drinks more varied and have an array of herbal teas and coffees available for them with a biscotti or sweet treats to nibble on.

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Impress Your Customer

Impress Your Customer

By sending Thank You Letters or Simple Follow Up Notes.

 It doesn’t really matter how or why you communicate to your customer, if you want to keep an existing customer or Impress a new customer or make your existing customer step up and become an “A” Customer you need to let them know that you want them.  Every one wants to be needed and appreciated yet hardly any business adds the personal touch. Don’t wait for Christmas to thank them, do it all year.

There are many reasons to keep in touch with your customer and these are just a few:

  • Birthday cards or notes: usually get this date off their account application forms etc, but it always nice to receive a surprise birthday card.
  • Aniversary note: Just gives a gentle reminder thats its been a year since they had their last massage or 2 years since they bought their car from you and perhaps they may wish to trade it in Read More Here…

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The More Information You Give, The More You Will Sell

The More
Information You Give, The More
You Will Sell

As a general rule, 2 minute TV commercials will out-sell a 30 second commercial and a 30 minute ‘infomercial’ out-sells both again. Remember your ads are targeted at the ‘players’ – the people who want what you are selling and have the money to pay for it. They will read your ads (or watch them) if what you say is interesting and relevant to them. Some of the most famous ‘long copy’ ads include:

  • ” 6,450 words for Merril Lynch Stockbrokers—1 insertion brought 10,000 responses from interested investors.
  • ” 5 pages of text for selling Schlitz beer—within a few months Schlitz went from fifth in sales to first.
  • ” 600 word ad for Puerto Rico by David Ogilvy got 14,000 readers to send in a coupon.
  • ” 800 word ad for Mercedes Benz headlined “You give up things when you buy the Mercedes Benz 230S—Things like rattles, rust and shabby workmanship” increased sales from 10,000 cars a year to 40,000 a year in the USA.
  • ” A copy-rich Yellow Pages ad got a $40,000 increase for the owner of a video repair shop the month Yellow Pages came out.
  • ” Demtel built a $50 million dollar a year business virtually overnight with their 2 minute ads.

I could give you dozens of examples, but test it out for yourself.

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Scarcity

Scarcity

This is where you “take away” your prospect’s chance to get your product or
service. You may have heard of the “take-away close” which is used in selling.
It’s very effective. You present your case to the prospect and when he begins to
slobber so bad because he’s got to have what you’re selling, then you let him
know that there’s really not that many left — or, he’ll have to wait 6 weeks to get
it unless he orders today, or any number of other techniques for “taking away”
the benefits that he so badly desires.

In your ad or letter tell your prospect that what you’re selling:

  • is available only for a limited time;
  • is available at a discounted price for a limited time;
  • is available with all these free bonuses for a limited time;
  • was produced in small quantity . . . “We’ll be out of ‘em by the end of this week”;
  • there are only 15 seats available at the workshop;
  • there were only 150 copies printed, and if they want one they’d better act now, etc.

By creating scarcity, your prospect begins to think, “Gee, I’d better buy this
before it’s too late!”, which is exactly what you want them to think.

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Benefits

Benefits

Once you have an incredibly powerful, no-risk offer that motivates your
prospect to take action, you should make a strong guarantee that removes all of the
risk (this will only work if your product is good). Then you add in some
scarcity . . . the scarcity will hopefully motivate them to act now. Don’t beat
around the bush with this either. You’ve got to come right out and tell them to take
action now. Tell them to:
“Take the action right now that’s going to allow you to live the life you’ve
only dreamed of up ‘til now! This is your chance to learn how to … blah blah
blah — and by learning how to do it, you’re going to get this benefit and this, and
this and this! And guess what? You won’t get any of it unless you take action right
this minute.”
The fact is, you must compel your prospect to take action now. And you must
tell them in no uncertain terms that if they don’t act now, their chance to get the
benefits you’re offering them may be gone forever.
Couple this tactic with scarcity and a warning . . . and now you’ve practically
got them smackin’ themselves and kickin’ themselves if they don’t order, or don’t
come into your store, or whatever.
Try it, this really works!

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Action

Action

When you’re telling your prospects what to do to order your product or
service, you must be specific . . . you must take them by the hand and lead them
down the path. You must tell them precisely what actions they have to take to buy
what you’re selling. Remind them that taking this action will get them the
benefits they want to enjoy from your product or service. You can’t afford to
assume that your prospects know that they need to pick up the ‘phone, dial the
numbers, come into your store, and have their credit card handy. You must tell
them!

Tell your prospects what to do. People are silently begging for you to lead
them – so do it! People love it when they are being told what to do. Why?
Because they don’t have to think! And during this “closing” process, you want to
make the whole process as “think-less” as possible.. . .

Here are some tips that will make your prospect’s job of buying easier:

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Crazy Sounding Offers Can Make You Rich

Add Value To
Your Product — Crazy Sounding
Offers Can Make You Rich

There is a car dealer in Texas who runs ads with the headline …

2 Cars for the Price of 1!

He then tells how he can’t give you 2 new cars for the price of one. However,
he will give you a roadworthy used car if you buy a new car from him. Hundreds of
people did just that.

Lester Nathan a management consultant who’s helping me in my business,
created an ad offering the added value of a ‘loaner’ car for a smash repair company.

Of course the cost of these add-ons is covered in the price, however the perceived
value (in the customer’s eyes) of the add-on is far greater than the cost.

This ad doubled the sales of this smash repair shop within 3 months!

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Have Powerful Headlines

Have Powerful Headlines On All Your Ads,

Letters and Promotions

A headline is an ad for your ad. 80% of your promotion’s success or failure lies in what you say in your headline. A good headline can also be used as the opening line for your sales and telephone people.

In order for it to be effective, a headline must promise a benefit (the biggest one you can find about your product). What is the reader going to get if they read further?

All too often people talk about ‘features’ in their sales and marketing efforts. For example, a car advertisement may say”

“Fully adjustable leather seats and welded allow body.

What it should say is:

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Warning

Warning

 Warn them what will happen if they choose not to take action. Tell them
very clearly, and in no uncertain terms, what benefits they’ll be missing out on if
they choose not to take action. This tactic is incredibly emotional and, when
used correctly, will really get your prospect to “feel” the pain of remaining in
“status quo” . . . and that’s exactly what it’s supposed to do. Let me give you a
couple of examples here to show you how powerful this can be in motivating
your prospect to take action now.

Let’s say you’re looking at ordering something from the “Peter Sun
Marketing Catalogue”, and you’re acutely aware of the fact that you’ve either
got to hire someone to write your ads, or you’ve got to learn to do it yourself.
You rang around and learned that for some really good writing, you’re going to
have to pay $5,000 or more. Being the frugal person you are, you throw that idea
out the window, and decide to check into the Peter Sun Marketing Catalogue, the
close in the sales letter you would receive would read something like this …

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