More “MC’s” Equal More Sales Automatically!

Although getting more prospects interested in your products or services (a Lead) is critically important for more sales, the effectiveness of your communications, AFTER you receive the Lead, is equally important.

Examples of a “Meaningful Communication” include getting the interested prospect to:

  • Speak with you
  • Read your sales letter
  • Watch your video
  • Come into your store
  • Dive into your product page online

If a prospect needs to learn more BEFORE they will buy, then failing to engage them in some form of a Meaningful Communication will result in losing them before you ever get a chance to move them through the rest of your sales funnel… and ultimately to a new customer.

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Attracting Leads & Clients

Should Your Content Aim for Traffic or Conversion

Which type of content attracts reader attention… bringing you more traffic and more eyeballs on the page? Which type of content converts… bringing you more customers and sales? And how do you roll out a strategy that maximizes the twin impact of attraction and conversion?

Easy answer… head to your local newsstand. The best attraction and conversion techniques are hidden between the pages of two very different magazines: Cosmopolitan and The New Yorker.

Cosmopolitan articles attract

Why does a Cosmo-type article attract more attention…

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Marketing Success Secret

What I am about to reveal to you is something many businesses don’t employ. I call it “Leveraging Your Success™”. Leveraging Your Success™ is all about identifying what you do well, making sure it is done consistently and improving upon it for even greater success.

If you have a sales force, think about your top sales person. Have you carefully reviewed why he or she is successful? Have you in turn shared his knowledge and approaches with other sales people so that they can one-up their sales performance?

What about a successful headline you have used through one advertising vehicle, such an offline print advertising? Have you used that headline in other places to gain added success and more profits for your business?

Here are some key steps to Leverage Your Success™:

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The Marketing Maximization Formula

Knowing Your “Cost Of Customer Acquisition” Can Turbo-Charge Even the Tightest Marketing Budget.

What can businesses do to increase sales and improve profitability, without spending more money?

One of the questions I always ask clients is, “What is your cost per customer acquisition? And in about 95% of the cases I get a blank stare or silent voice, followed by “I don’t know.”

Now this triggers multiple tactical and strategic thoughts of how I can help them, but for this article I will cover the one that addresses, “Maximizing Your Current Spend.” That is, if you are spending say $5,000 a month in advertising (on and offline) are you spending it optimally?

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Using The Power of Compliance to Reduce Refunds and Increase Customer Loyalty

Getting prospects to buy your product is just the first step.

Often products are returned because the purchaser failed to utilize the product as intended, whether due to inactivity or confusion.

Today, more importantly than ever before, it is critical that you ensure that your customers are effectively using your product and fully enjoy the benefits so they keep it, love it, and want to buy even more from you. >

The Power of Compliance is about first getting the customer to utilize the product as intended. Failure to do so will ensure it is returned for a refund and often will lead to the customer no longer purchasing from you.

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Compelling Advantage Convenience

Just imagine what it would mean to your business if your prospects refused to do business with anyone else. It’s entirely possible if you develop a powerful set of Compelling Competitive Advantages™ that differentiates you from the competition.

One powerful differentiator is SERVICE LEVEL. Differentiating yourself with service is especially powerful today when service (often substandard) has been outsourced to overseas agents and when many businesses reduce expenses in the service area.

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Differentiate Your Business With Your CCA

I have written about your Compelling Competitive Advantage™ (CCA) on more than one occasion. Basically, your CCA is what sets you apart from your competitors and makes you the Logical Choice for your customers.

One of the CCA categories we teach in our training is “Convenience”. Anytime you can make buying from you more convenient than from your competitors, you significantly increase the likelihood that individuals and businesses will buy from you.

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Crazy Profit Weapon

In previous articles I’ve shared with you some ideas on how to get more prospects and turn more of them into customers. But increasing profits doesn’t stop there. The real opportunity lies in how you handle your EXISTING customers. What’s great about getting more revenue from existing customers is you don’t have to spend more money on prospecting. And here’s some good news- ethically harvesting more profits from your existing customers is easier than you think.

One way to get more profits from existing customers is by raising your prices. YIKES…I know but stay with me while I explain.

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6 Simple Ways to Turn More Leads Into Customers

You’ve invested in one or more lead generation approaches to fill your sales pipeline and turn those leads into customers. Have you considered what you can do better to obtain more customers without spending additional money? Even a small percent improvement can yield significant returns lowering your overall cost of customer acquisition.

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How Much Should You Charge?

I recently received an email from Ciprian, a marketing coach from Romania.

“Hi Scott, I am working to become a great marketing consultant and really love your work. Lately, I am receiving requests regarding my services and I am struggling to figure out how much I can charge. I would appreciate a few ideas on how to charge in order for the client and I to feel satisfied.”

Ciprian’s question is a common one. I am on the run but wanted to provide some quick, valuable feedback.

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Simple Path to Profits

Some of the marketing concepts I’ve shared with you are relatively simple and can yield significant profit increases over the life of any business. One example is UPSELLING – simply suggesting an additional item at the point of purchase. Unfortunately many business people either react by saying, “We know about that” or “We’re already doing that.” Fair enough but the vast majority of these companies are leaving tons of profits on the table.

“Knowing” won’t yield any profits. “Doing”, systematically, by taking action will. Start by picking one simple profit strategy and implementing it in a way that it is consistently yielding profits for your business. That one profit stream can yield thousands or even tens of thousands in added profits for the life of your business.

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Conversion is King

How Sweating the “Small” Stuff Can Transform Your Business Without Spending a Dime.

With the economy showing signs of a potential recession, what can businesses do to increase sales and improve profitability?

Spending risky advertising and marketing dollars might work for you but there is a way better way. I call it “Conversion Driver Technology™”. Ok, not a great marketing idea. But that is because it really is an operations system…a way of optimizing your results, and your profits. (more…)

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“Utilizing a “Bottom Up Sales Funnel” to Predictably Hit Sales Targets”

Have you ever made projections about expected sales and missed the target… Perhaps badly?

Has this happened more than once or perhaps frequently?

What if there was a way to almost guarantee you actually achieve your projected sales targets?

Introducing a concept that I created for you years back that helped many companies eliminate that dreaded feeling of coming up short every quarter. (more…)

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Cement in Customer Loyalty OR Spend an Unnecessary Fortune in Marketing

Have you ever thought about how loyal your customers are? If so, how do you now measure this loyalty? Do you measure and track your customer attrition rate? Do you periodically survey your customers?

Whether you know it or not, your profits may be continually drained by customers who left you because of less than superior service. You may also be unaware that the customers who do transact business with you may be doing business with your competitor as well, leaving profits on the table you could better harvest with improved loyalty.

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Overcoming The “Embarrassment Factor” of Asking for Referrals

We all know that referrals represent the fastest and easiest way to add new clients, right? And, generally these clients come with little or no cost. But the sad reality is the vast majority of businesses lack a formal referral program, and worse, are not even asking for referrals at all, even when the client is a raving fan.

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