| Most successful businesses use these 3 marketing | | | | yourletterhead, on your web site and anywhere else |
| tactics tomaximize their sales results. But many | | | | your companyname appears. |
| businesses struggleto get enough sales because they | | | | TIP: The most effective exclusive benefit is one |
| don't know about thesetactics -- or don't use them. | | | | yourcompetitors cannot copy ...or one they're not |
| Are you one of them? | | | | willing tocopy. One business owner I know includes |
| 1. SUB-DIVIDE YOUR MARKET | | | | his personal phonenumber on every order. His |
| Prospective customers are more likely to buy your | | | | competitors don't. And they'renot likely to make |
| productor service when they believe you understand | | | | themselves that accessible to customers. |
| their needs. | | | | 3. FOLLOW UP EVERY SALE WITH ANOTHER |
| Give them what they want and you'll get more sales. | | | | OFFER |
| Segment your targeted market into several more | | | | You'll always need new customers. But don't overlook |
| narrowlydefined sub-markets. Then customize your | | | | salesyou can easily get from your existing customers. |
| sales message toappeal to the specific needs of | | | | It'seasier to get more business from them than to |
| prospects in each sub-market. | | | | get anybusiness from new prospects. |
| For example, a network marketer can focus on the | | | | Your customers are especially receptive to more |
| advantagesof working from home on your own | | | | offersimmediately after they buy from you. Offer |
| schedule when promotingthe business to young | | | | them anotherproduct or service related to the one |
| mothers. But she can focus on theadvantages of | | | | they just bought. |
| independence and high-income potential | | | | Many will accept your offer ...even when the prior |
| whenpromoting the business to corporate employees. | | | | saleautomatically generates repeat business for the |
| 2. HIGHLIGHT AN EXCLUSIVE BENEFIT | | | | originalproduct or service. |
| Another way to increase your sales is to capture | | | | If you don't already have additional products or |
| more ofthe sales you're losing to competitors. Tell | | | | services,find or create some. For example, offer |
| prospectivecustomers why they should buy from | | | | instructionalmaterial related to your customer's original |
| you instead of from yourcompetition. | | | | purchase. Itcan be a book, a series of books, a |
| Highlight a benefit your customers get from you but | | | | training course,computer software, membership in a |
| cannotget from your competitors. Here are some | | | | fee-based web site orany other type of instructional |
| exclusive benefitswith examples of how you can | | | | material related to theiroriginal purchase. |
| dramatize them. | | | | TIP: Look for an affiliate program set up to |
| ** Faster Service: "Free overnight delivery of every | | | | sellinstructional material you can use. All you have to |
| order" | | | | do issign up as an affiliate and announce the product |
| ** Better Guarantee: "Exactly what you want, when | | | | or serviceto your customers. The affiliate program |
| you wantit, every time -- or it's free" | | | | handles everythingelse and pays you a commission |
| ** Personal Service: "Your own service | | | | for each sale you generate. |
| representative witha real name and phone number | | | | Most successful marketers use these 3 marketing |
| you can call anytime" | | | | tactics tomaximize their sales results. Don't overlook |
| If you don't have an exclusive benefit, create one. | | | | any of them? |
| Addsomething to your business you're not already | | | | They're easy to use and highly effective. Start using |
| doing. | | | | themnow to get more sales for YOUR business. |
| Promote it in all your advertising. Include it on | | | | |