Try Before You Buy Offer

Using the social aspect of sales:

Sometimes the social aspect of a TRY before you BUY offer can be used to help people make the right decision, making the sales process faster and less stressful.

Quite often your potential customers have already decided to purchase your products/services and your try before you buy offer simply helps them to make a decision.

Don’t let your potential customers make the mistake of taking their business elsewhere, sometimes people want to buy your product/service but they need to remove the risk of buying from you.

Use a ‘Try before you Buy’ Offer,

Find a way to offer your potential customer an opportunity to try your products, let them test it or see if it works, don’t be fooled into thinking your product/service is to valuable to let potential customers try it for free.

Test it out!! it will pay dividends.

BMW or Mercedes will quite happily let you test drive one of their cars, WHY because they know that it works, many customers buy cars from one these two companies this is the same principle as a try before you buy offer.

Here’s what to do NOW:

Firstly: find a way to get potential New Customers to try your product and feel the value it will offer to them, make sure this trial is FREE.

Secondly: ask these potential New customers what they thought about your product or service after using it.

If they tell you they love it, ask them what is it, that they loved

The answer to this question should be the foundation of your sales pitch, remember questions hold the answers let your potential customers sell your product for you. Believe me when I say they will sell your product or service to themselves.

This would be a good time for you to say, I’m really glad you found our product or service useful, then you can use an assumptive close to sell your product/service.

If you ask this question in the right manner and say nothing your potential customer will be motivated into taking some action, this won’t work every time but it will massively increase the number of sales that you make, try it and see.

It makes little or no sense what so ever, that any business even small businesses would not have a try before you buy offer.

Another approach is to let your potential customers take all the risk, putting their faith in you and your product/service ask yourself what you would do in this buying situation?

If you wouldn’t buy your product neither will they.

Generating Business Part Two:

The Next 10 Questions You Should Ask Yourself:

Today I want to share with you the next 10 great ways to highlight some instant ways for you to generate more enquiries, boost your profit and grow your business.

The following 10 questions will help you to understand where your business is succeeding and where it isn’t so that you can take the necessary action to produce rapid results. Effort will be required on your part if you wish to take advantage of those extra profits you could be missing out on.

Did you know it takes 99% of effort to launch a rocket but only 10% to keep it flying?

1 How much time each year do your sales team spend learning leading edge sales skills?

2 You should have an excellent lead generation in place, Do you have this in place ?

3 Do you have an ongoing communication with qualified leads consisting of letters and emails and phone calls?

4 Do your customers ever send you testimonials and do you use them?

5 Do you have an effective referrals system in your work place?

6 There are lots of ways of obtaining referrals, can you name three?

7 You should offer something of value to your website visitors in exchange for their contact details; do you make this offer to them?

8 You should know how to write a press release as this will grab the attention of the person reading it; do you know how to do this?

9 You should personalise all emails newsletters and letters, is this something you are doing?

10 You should send regular email communications to your customers and prospective customers do you do this?

If you have answered NO to any of the above, implement the changes today and begin to earn those missing profits that your company needs.

WATCH OUT FOR THE NEXT TEN GREAT WAY TO BOOST YOUR PROFIT AND GROW YOUR BUSINESS.

Dave Edwards www.harlequinsalesandmarketing.com
How To Get NEW Customers On A Tight Budget – And Get People To Do Business With YOU Rather Than Your Competitors!

Generating Business Part One:

Ask Yourself These 10 Questions:

Today I am going to share with you 10 great ways to highlight some instant ways for you to generate more enquiries, boost your profit and grow your business.

The following 10 questions will help you to understand where your business is succeeding and where it isn’t so that you can take the necessary action to produce rapid results.

These questions are what you should ask yourself, give them plenty of time and thought and you will be surprised at the results you can achieve. This would be a good time for me to point out that should you answer NO to any of these questions, these are areas of your business where you are losing out on those all important PROFITS.

All is not lost, don’t bury your head in the sand or crawl under a stone this exercise should motivate you into taking action with your marketing.

1 You should be able to name three things that set you apart from your competition (Can you?)

2 You should demonstrate the benefits your products will have for your customers in all your promotional literature (do you?)

3 You should use telemarketing to attract new potential customers (do you?)

4 You should use Direct Mail to attract new potential customers (do you?)

5 You should have a good relationship with a media so that you can acquire some good PR to build name awareness (do you have this relationship?)

6 You should use Direct Response adverts that will make your potential customers jump to action (do you use this type of advert?)

7 You should not advertise in the media just because your competitors advertise there, you should try something different (do you?)

8 You should always converse with your customers in ways they can understand (do you?)

9 You should test search engine advertising (have you?)

10 You should test Internet Advertising (Have you?)

If you have answered NO to any of the above, implement the changes today and begin to earn those missing profits that your company needs.

WATCH OUT FOR THE NEXT TEN GREAT WAY TO BOOST YOUR PROFIT AND GROW YOUR BUSINESS.

Dave Edwards www.harlequinsalesandmarketing.com
How To Get NEW Customers On A Tight Budget – And Get People To Do Business With YOU Rather Than Your Competitors!

U.K. Advertising “Make It Pay”

Advertising seems to be every one’s favourite way of wasting money:

So let’s take a look at how you can get Better Results from your advertising budget.

In my experience there are better and more cost effective ways of marketing than advertising. This said, most businesses I know depend heavily on advertising and therefore give little thought to finding more cost effective ways to market their business. Advertising is the most expensive of all marketing options so business owners should look at getting their advertising right before spending their marketing budget. If  however you are advertising already, or plan to in the future, here are my thoughts on what works and what doesn’t.

Don’t Advertise if it Isn’t Working.

If this sounds silly or obvious you would be amazed at how many businesses advertise because that’s what they have always done or even worse because the competition does it, most don’t even know if their advertising works or if it doesn’t.

Measure the results of all your advertising its really important. Many businesses just allocate a certain amount of money to an advertising budget, they spend this budget every year…and only have a vague idea if the adverts are working or if there not, this is absolutely barmy. If your advertising works then use it on a larger scale if it doesn’t work STOP it immediately and use the money on one of dozens of other marketing strategies that can bring you a better return on your investment.

Use Direct Response Advertising, other forms of advertising are institutional (or brand) advertising and are designed to build brand awareness, If you’re a small or medium sized business, brand advertising is almost certainly a waste of your advertising budget.

For small or medium size businesses your advertising needs to produce a profitable response, so stick to Direct Response Advertising and watch your profits grow
RATE CARDS:
Now there’s a laugh! I often chuckle to myself when newspaper sales executives talk about rate cards, most rate cards are far too high always negotiate a better rate is my advice. 20 to 30% less for your advertising isn’t unreasonable and can make your advertising campaign profitable rather than unprofitable and I bet your sales executive is soon back looking for more business.

Just as with direct mail the HEADLINE should be given lots of thought it will if written properly increase response greatly, don’t be tempted to use your company name as the headline think of something that will grab your customers attention, remember also that the copy of your advert needs to communicate with the person reading it.

Here are some other advertising tips:
If possible place your advert on an early right hand page. This has been tested again and again. When you read a newspaper or magazine your eyes are drawn to the right hand page as you flick through, so statistically more people will see your ad if it’s on the right hand page, use Bold or Underline text in your advert especially on any offers

like I said in my experience many businesses are wasting money on ineffective advertising compared to other cost effective means like (Direct Mail, Telephone Marketing, Direct Sales, Email, Internet, Referrals, Strategic Alliances etc) But done properly advertising can be highly profitable and a good mix with other marketing forms.

Hope you found this interesting if you did pass it on or leave your comments:

Feel free to forward this information on to anyone who will find it useful. If they want to receive my emails, they need to go to harlequinsalesandmarketing.com/newsletter.

Make Money With Direct Mail

Direct Mail

Let’s remove any doubts; direct mail is a profitable source of income for any business when done properly, but not done properly it will waste your time and money.

For those that say Direct Mail doesn’t work then let me tell you you’re not doing it right.
Clever businesses will take the time to write direct mail properly, after all you would give this time if you were sat with a customer wouldn’t you? I have said many times Direct Mail is like having your best salesman in print if done properly. To remove the confusion.

Direct mail is anything you send to existing or potential customers.

Let’s dispel some of the myths about Direct Mail. The favourite is

‘Direct Mail doesn’t work.’

This is usually derived by the fact that when you get direct mail at home it ends up in the bin, (which means it must be a waste of money right?) the truth is that about 80% to 90% of people do throw direct mailing in the bin, however have you considered what would happen to your business if you could get customers to read your Direct Mail?

The reason that Domino Pizzas, Viking Direct and many other big companies continually fill up your post box with direct mail is because it works. How much do you think these companies spend testing and fine tuning their direct mailings, probably thousands and thousands why because it works, better still they know what works and what doesn’t. All this said I wouldn’t want to mislead you not all direct mail works and this is why, Small to Medium size businesses don’t spend enough time thinking about the message they are trying to get into their customers minds neither do they give enough thought about what they are trying to achieve, if they gave the time and consideration to think about this then direct mail would make their profits soar.

Another myth is that the response rate of Direct Mail is a very low percentage, compared to number of mailings you send and that you need to send a thousand letters to get a single response, this is nonsense and a dangerous way to budget for your direct mail, there are all sorts of factors that will make a difference to your response rate, your product, the price and so on what really matters is not the response you get but the profit you make, which is why testing what you send is paramount. Don’t use a Direct Mail campaign without testing it on a small scale first. Why?

The beauty of Direct Mail is that it is statistically very predictable.

Your Direct Mail will fall into two categories, existing customers and potential new customers.
If you have a date base of existing customers you are sitting on a fortune, start by mailing these, think of something you can offer these customers, send them a letter and measure the response. If it works, mail them again next month and measure the results and if it works keep doing it, when you perfect this try it out on new potential customers and again measure the response each time.

REMEMBER

Test your Direct Mail campaigns for new customers on a small scale before rolling them out.

Always send a letter with any literature you send as it will increase the response rate you get

Your mail should focus on the benefits of your product or service; your customers want to read what your product will do for them not you.

Spend your time wisely

Make sure you spend the time you need getting the headline right its 90% of what people read and has to make them interested to read the rest of your letter, you repeat a successful mailing a few weeks later and expect a response rate around 50% of the original mailing you sent, and following up your letter with a phone call will also increase the response you get.
Don’t make costly mistakes on your future Direct Mail, remember write for the reader not for the writer, and take the time to think what your writing in your letter.