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Category Archives for Marketing

Using Follow-Up To Reverse Roles

In my experience, the worst thing you can do is “chase” a customer. Sure, it seems a little counter-intuitive considering most sales are generated in the follow-up. I’m not arguing the importance and effectiveness of follow up. In fact, I discuss why it’s vital here. You may have even seen statistics that reveal something like 80% […]

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Are You Making It Too Hard To Do Business With You?

A buddy sent this to me on facebook and while I don’t normally post things like this, I found this “looking for work” craigslist ad pretty hilarious and want to spotlight the business implications.  Could probably also post this to my Hearandplay folks and get a good laugh. But it poses the serious question: “Are […]

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Why Implementation Services Are Not Enough

In my post, “Why You Must Follow Up With Prospects,” I talked about the “unconscious incompetence” stage of learning. It is essentially when we “don’t know what we don’t know.”  My two-year old daughter hasn’t yet realized the importance of tying her shoes. In this instance, she is in an unconscious incompetence stage. After falling […]

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Why You Must Follow Up With Prospects

Studies have shown it takes at least 7 exposures to your message for prospects to even “consider” your offer. Not act favorably. Merely consider.  According to Chet Holmes in his book, “The Ultimate Sales Machine,” only 3% of people are in “ready to buy now” mode. Another 6-7% are open to buying. The remaining 90% divide […]

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If They Don’t Consume, You Don’t Get Paid Again

It is a dire mistake to assume just because someone buys your product, it will be consumed. The sad reality is most people don’t consume the products they purchase. Some industries play to this and thus rely largely on one-time sales instead of repeat purchases. Like the fitness industry — most design their workout equipment to […]

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