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... ts you the same amount of space, production time, or air time whether it produces 100 prospects, 1, 000 prospects, or 10, 000 prospects. Therefore, it stands to reason that you should test different ad approaches and find those that outpull all the others, then use those approaches to maximize your investment. The suggested order of testing is: 1) Headline 2) Price 3) Offer You must have a strong headline always!
Your headline is an ad for the ad. If people are not drawn into the copy by a strong, compelling headline, then you have wasted your effort. A headline is not just there to attract attention. It must talk in terms of benefits to the prospect along with a promised solution to a problem. Test everything starting right now. Mistake # 3: You Fail To Determine Specifically Who Your Market Is And What Their Wants And Needs Are.
Ninety percent of the businesses out there never precisely determine who their market is, and what the markets desire, needs, wants, and passions are. This is a grave mistake. The successful marketer can tell you precisely who hes marketing to, and what they want in a product or service. He can tell you the age of his best prospect, who this person is, where this person is, educational and income levels and other critical information.
You must know who, then you can find out the why. Why does your customer buy from you? What do your customers want or need most in the products or services you offer? You need to focus on discovering what the why is so that you can focus your marketing efforts to show your prospects that you can meet the why in the most satisfactory fashion. Think about it...
How can you expect to adequately fill someones needs if you never take the time to get involved and understand them? Yet few companies ever bother to seek to meet their customers needs. Companies that are a success with their marketing understand their customers needs and attempt to satisfy those needs better than the competition. If you want to own your market, find out what your customers real wants are. Discover their desires. Search out their passions and needs.
Once you have this information you will be armed to corner your market. Mistake # 4: You Fail To Capture Your Customers & Prospects Names And Addresses. Of all the marketing mistakes to make, I feel that this has caused the loss of hundreds of thousands of dollars every month more than any other. Yet it is by far the simplest mistake to correct!
Why a company would spend hundreds and thousands of dollars to get a customer in the door and them let them walk out without getting their name and address and any other information from them is beyond me! I dont know why, but 90 % of the businesses in America dont ever bother to keep track of their loyal customers, let alone any prospects! Your mailing list, or customer database is your biggest source of lifetime profits! Heres why you should keep track of every customer and every prospect: 1) According to Fortune Magazine, it costs 5 times as much to generate a new customer than to resell an existing customer. Existing customers are almost As good as money in the bank! 2) Your existing customers already trust you and know you. Theyve bought from you and (hopefully) have had a positive experience with you.
Sales resistance is low. 3) They know youll deliver on your promises, because youve delivered before with energy and promptness (havent you? ). All you need to do is develop a systematic way of keeping track of them, and asking them to buy from you more often. Computer databases are easy to come by, and more affordable than ever. If you dont want to bother with computers, thats OK. Just make up and hand-write on a customer index card, that has your customers name, address, and phone number on it. A simple 3 X 5 card would do nicely.
You should also include vital information like: what theyve bought in the past, what theyd like to buy from you, etc. A list like this opens the door to developing a profitable, long-term relationship. Do you see how valuable this list becomes? When I consult with a business, one of the first things I do is ask if they have a customer list. If they do, then I know I can increase sales dramatically in just a few short weeks. To make a list profitable, recent studies show that you should contact them once every 21 days and a minimum of once a month.
Here are some ideas for staying in touch: 1) Sponsor some kind of information-based event. A workshop, seminar, luncheon with guest speaker, etc. Anything that would be of interest to your customers and prospects. 2) Send a postcard announcing a private sale with special discounts or added services exclusively for your loyal customers. 3) If you work with businesses, send them information that will help them become more successful (for example, a copy of this report) along with a personal note... I thought you might benefit from this. 4) Send a postcard with problem-solving tips on it for easy, quick reference. By collecting names, addresses and phone numbers of your customers and prospects, you will be in a position to increase the profits earned from each customer anywhere from 35 - 200 %.
Mistake # 5: You Dont Try To Sell Your Customers Something Else On The Back End. Your hottest prospect is someone that has just bought from you. This is your best opportunity for another immediate sell. The key to successfully doing this is having products that offer solutions to problems that your prospects have.
Related problems and related solutions equals increased opportunity for sales. How simple it would be for the cashiers at the local discount store to suggest another product that may help solve the customers problem. All they have to do is notice how related the products are that the customer is currently buying, and be knowledgeable enough about what the store has to offer to be able to suggest another product that could help the customers problem become solved. The buyer that just bought from you offers you a prime opportunity to sell again. Your products must be good, however, and you must prove to him that your back-end product will also solve his problem.
Here again we are talking about knowing your prospects wants and desires. Your job isnt over once youve sold your customer his first product. You and your people should constantly be striving to ascertain what problems your prospects have, and then proposing the appropriate solution to it. If you are focusing on what your customer wants, and are offering them another solution to a related problem, he will not be resistant as you try to up-sell him. He will be grateful for your desire to solve his problems. Just remember: your customers are never hotter than when they first order.
Immediately acknowledge their first purchase and tell them how appreciative you are. And then, offer them something else so theyll have the chance to solve more of their problems and to spend even more money with you! You should look for logical product or service extensions to offer your customers. Using the back-end will turn one-shot sales into repeat customers. Ironically, most businesses rarely try to sell their current or previous customers anything again. You should do it constantly.
Mistake # 6: You Fail To Make Doing Business With You Convenient, Easy, Appealing, And You " re Not Ready To Sell When Your Prospects Are Ready To Buy. Most businesses almost make it difficult for a prospect or customer to buy from them. Most businesses do business from 9 to 5. Thats fine. BUT, you must be prepared to do business when your prospects are ready to do business. With technologies that are now available, threes no excuse for business not to have a 24 hour phone service center.
Even a simple answering machine can work wonders in this area if utilized as a marketing and sales tool. You must be fanatical about servicing your customers and causing positive impact on your prospects. You must focus on their needs consistently. Think of how you wa...
Free research essays on topics related to: prospects, mistake, product or service, loyal customers, thousands of dollars
Research essay sample on Product Or Service Thousands Of Dollars
