Hows Your Vital Signs?
Posted on May 15, 2008
When you visit a doctor’s office, after they get your name and your co-payment, you’re typically ushered into one exam room. A few minutes later (hopefully it’s only a few minutes), a nurse comes in and gets some basic information. She checks your pulse, temperature, blood pressure, and asks if there have been any changes in medications recently.
This assessment of your vital signs tells your doctor if there is any problem that needs immediate attention. Sometimes, even subtle changes can be indicative of something that needs further examination. Hopefully, early detection prevents anything more serious from developing.
Case Study - Teasing Your Customers
Posted on May 12, 2008
Every December for six years the Marketing Manager for a Midwest company held a presentation in Florida at a famous resort. Current and potential customers from across the country flew to the resort for three days of educational seminars, usually staying over a few more days for personal time at the theme park.
The presentations were educational in nature and were not meant to be blatant company promotions. The seminar group gave each presenter the following:
1. A 45 minute block of time to present their pre-approved educational material.
2. Four hours of time in a booth following their presentation to answer questions.
For Affective Online Advertising Write An Affective Subject Line
Posted on February 17, 2008
Being the Associate Director for an online business that puts businesses’ products and services in front of thousands of potential consumers on a daily basis, I am constantly getting emails from our customers, and those looking to become our customers, on how to write an affective Internet promotion on our web site.
More specifically, how to write an affective headline or subject line that will really draw in a customer to investigate what you have to offer. That is what I am going to focus on in this article segment, the `art` of writing and developing a quality online promotion or advertisement subject line.
How Talking Testimonials Will Increase Your Sales - Part 1
Posted on February 6, 2008
When you’re in the internet marketing biz, the name of the game is making sales. Okay, if you’re in *any* biz that’s the name of the game. But it’s a different game than selling
an item from a retail location, or even door-to-door.
On the internet, anyone can put up a site. You don’t know whether the guy behind “Make Money In Your Socks!” is legit or whether it’s a 14-year old with too little parental supervision. Folks have to trust you before they’ll type their credit card numbers into the little boxes.
Death By Powerpoint - Creating Presentations That Compliment (not Kill) Your Message
Posted on January 31, 2008
If I see one more PowerPoint presentation …
We’ve all said it.
We’ve all heard it.
What was once a revolutionary tool for enhancing the rote presentation has become a threat in the corporate marketplace. Personally, I want to run for cover anytime I see a junior executive in command of a clicker and a projector in the boardroom.
A large part of my business is working with clients to create compelling presentations with visual impact – without losing their audience. This process generally begins with my clients sharing their presentation outline with me and we begin to work together to see what’s essential and what’s best left for another form of communication.
3 Powerful And Easy To Remember Questions
Posted on January 25, 2008
Sometimes the hardest part of running a one-on-one meeting is knowing what to say at the beginning. What are the first words out of your mouth? It can be an awkward moment after you shake hands and say hello. You don’t want to jump into the “meat” of the meeting. There should be a nice transition from casual conversation to the reason for the meeting.
Do Your Beliefs About Sales Or Being A Sales Person Keep You From The Goal To Increase Sales?
Posted on January 1, 2008
How do you feel about being any of the following:
- New Car Salesman or Car Saleswoman?
- Used Car Salesman or Car Saleswoman?
- Small Business Owner?
- Professional Salesman or Professional Saleswoman?
Recently after working a new car dealership and having a new car salesman as a coaching client, I have come to better understand how existing beliefs about sales can dramatically affect the goal to increase sales.
Selling cars in spite of the many internal challenges especially specific to credit viability and trade in value is one of the easiest sales. Why? Because almost everybody in the United States needs a car even when there exists a public transportation system.
Timeshare 101 - How To Put Them In The Picture To See And Buy Vacation Ownership And Timeshares
Posted on December 1, 2007
In order to put people in the picture, so they can visualize the meaning of your words, you have to understand what the statement means and you have to understand a little bit about how people process information and what physical or emotional factors can interfere with the job to be done.
Let’s start with visualization. If we have sight in our eyes, the eyes are amazing. They can take in almost a billion images in a fraction of time. Our guests have multiple ways of experiencing the visualization of our words. Do you know how to tap into all of the senses during your sales presentation?
To Be Honest, I Woz Just Gonna - And Other Bad Words
Posted on November 1, 2007
Some things you shouldn’t say in sales because they make you less believable. Take this classic. Customer, ‘Will this phone work in Europe?’ Reply by salesperson, ‘It ought to.’
What does that mean? The question is simple enough, When I get off the plane at Frankfurt, will I be able to use this item?’ What she or he wants to hear is either, ‘Yes, it will’ or ‘No, that one won’t, let me show you one that does.’
