By bobjanet on April 8, 2009
For decades the most important words in marketing have been
1.Free
2.Sale
3.Guarantee
Want to get someone’s attention in an advertisement? Show them the words Free or Sale. Want to increase your closing rate? Increase the value of your Guarantee.
But selling and marketing, although the successful sales professionals do both well, are different. Marketing is getting the customer [...]
Posted in Sales
By bobjanet on April 8, 2009
When the economy is slow, customers are not walking in your front door or telephoning, you must increase your marketing, which will increase your sales & profits. And you must lower your cost. All you have to do is use what you got.
You got people. We always say our people are our most [...]
Posted in Sales
By bobjanet on April 6, 2009
The staff member that contacts the customer face-to-face, so to speak, is the person who represents the business in the customers mind. If that representation is not a great experience for the customer, the business suffers.
Yes the contact with every customer every time must be a great customer experience because we must out service [...]
Posted in Sales
By bobjanet on April 6, 2009
There are two good times to take advantage of your competition.
1.When business is good. – – It is easier to make a good time better than a bad time good.
2.During a recession is a great time to increase sales because your competition is cutting back their marketing. But the trick is to increase [...]
Posted in Sales
By bobjanet on April 4, 2009
Frustrated sales clerk: I am unable to sell our products because our prices are higher than the competition.
Successful Sales Professional: Stop selling products and start selling VALUE
Unless you have a completely unique product to sell chances are you are selling the same products as your competition.
OH, your product may be made better, may [...]
Posted in Sales
By bobjanet on April 2, 2009
Now I am the first one to be aggressive and try new and different marketing and sales techniques to gain new customers, retain present profitable customers and to increase my profits. But when I find something that works, I will use it over and over again. And of course making changes to make it [...]
Posted in Sales
By bobjanet on August 1, 2008
About a month ago my wife said to me, “Bob, I think we should have a swimming pool.” Having been happily married to this woman for over 41 years I could read between the lines to see what she was really saying. It would be something like this. “Bob, I want a swimming [...]
Posted in Develop Your Skill
By bobjanet on July 26, 2008
One day a wise old German Shepherd starts chasing rabbits and before long, unexpectedly discovers things are not going as he expected as he is lost. But he was not overly concerned because this wise old German Shepherd had been lost before and he had a backup plan.
Wandering about, he notices he is in grave [...]
Posted in Develop Your Skill
By bobjanet on July 26, 2008
My friend Bill Tucker, President of the Florida Building Material Association, recently wrote in his associations publication (e-BLUEPRINT):
The members of one of our business round tables were discussing how to increase sales, when one of them commented on the need for training. Without thinking, I quickly reminded him that during the construction boom, few members [...]
Posted in Develop Your Skill
By bobjanet on April 9, 2008
Before the Civil War, Edmund McIlhenny operated a sugar plantation and a saltworks on Avery Island, Louisiana.
Yankee troops invaded the area in 1863 and McIlheey had to flee. When he returned in 1865 his sugar fields and saltworks were ruined.
One of the few things left were some hot Mexican peppers that had [...]
Posted in Develop Your Skill
