Here are 7 well known, highly effective marketing tactics many small
business owners overlook when developing their marketing
program. How many have you overlooked?
1. Be Unique
The best way to beat your competition is to promote
a distinct advantage your customers cannot get from
a competitor. This is often called your USP (short for
Unique Selling Proposition).
If you don't already have a distinct advantage, create
one. Add something to your business you're not already
doing. one network marketer I know doubled her sign
up ratio by providing complimentary sales leads to her
new distributors for their first 4 months.
2. Use Testimonials
Collect and use testimonials. Testimonials from satisfied
customers are similar to referrals. Both provide your
prospect with evidence that your product or service
produced results for other customers just like them.
I've performed many tests using the same messages with
and without testimonials. Those with testimonials always
increased sales, often by as much as 65% or more.
Don't wait for satisfied customers to volunteer a testimonial.
Instead, follow up with some customers soon after completing
a transaction.
Ask what they liked best about your product, service
or business opportunity. You'll get many flattering
compliments. Ask for permission to use them in your
promotions.
3. Make An Upselling Offer
Upselling is a proven technique you can use to get more
money at the point of sale. Customers will never be
more receptive to an attractive offer from you than
when they're paying you money.
Offer your customers or clients the option to upgrade
to a better product or service at a special price. Or,
offer the option of adding a related item to the sale
for a special combination price. Many will accept your
offer.
An upselling offer can increase your average sale by
30 percent or more without creating any advertising
expense.
4. Trivialize Your Price
Demonstrate a low cost for your product or service by
breaking down the price to its lowest time increment.
"$325 per year" frightens many customers away. "Enjoy
all of this for less than 90 cents a day" attracts them
to the low cost.
5. Stress Benefits Before Features
A feature is what something is. A benefit is what it
does. For example, my favorite donuts are now delivered
in a re-sealable box. That's a feature. The donuts stay
fresh for a week after I first open the box. That's
the benefit.
Promote the benefits of your product or service before
you promote the features of it. People never buy something
to get a feature. They always buy to get the benefit
produced by the feature.
6. Focus on The Headline
Always include a headline with your ad, sales letter
or webpage. Include your biggest benefit in the headline
to grab your prospect's attention. Otherwise, many prospective
customers won't read your promotional material.
When you develop a new promotion, test different headlines
to find the most effective one BEFORE you test anything
else. After you find the headline that attracts the
most readers you can test to find the most motivating
copy for them to read.
7. Include a Powerful Offer
Never advertise without including an offer. An offer
provides the reason for prospective customers to respond.
The best way to get a big response from your advertising
is to make an offer your prospects cannot refuse.
Are you using all 7 of these tactics in your promotions?
If not, revise your marketing program to include those
you've overlooked. You'll immediately enjoy a big increase
in your sales and profits without increasing your expenses.
By:
Hamoon Arbabi
Source: http://homebusiness.nexuswebs.net/ |
