Use our simple five-step formula to turn under-performing lead generation advertisements into high powered sales tools. Bill King and son, Stephen, were facing a dilemma, common to many business people. They had a great product on their hands. Something handymen and tradesmen would jump at. But they were having trouble launching it into the marketplace. […]
If it’s done well, newspaper advertising can be an extremely cost effective way of attracting new customers to your business. However, done poorly, this is one sure way to waste large amounts of money in an amazingly short period! Newspaper advertising gives you access to a large audience for a very low cost per reader. […]
I’m often asked for advice on this one. And with good reason … media exposure is probably the most cost-effective way of communicating with your marketplace. Follow these steps and you will discover that it is surprisingly easy to get exposure for your business. Choose a publication that communicates with your market. Write a newsworthy […]
Seminars and workshops are particularly potent business marketing tools. Here’s everything you need to know to use them to generate leads and grow your business. If you’ve ever seen delegates queue to purchase audiocassette programs at a Tom Hopkins seminar, you’ve seen the power of a good seminar presentation. Seminars are a hybrid sales tool. […]
Diminishing returns from lead generation are every promotional coordinator’s public enemy number one. The problem is, all promotional campaigns — no matter what their objective — suffer from diminishing returns. What this means is that the cost per unit of benefit increases exponentially with each repetition of the campaign. If the purpose of the advertisement […]
At one of our public roundtables this morning (in Sydney), we discussed the relationship between the potential client’s buying process and the organisation’s opportunity-management process. It’s an interesting insight, I think. The potential client’s buying process could be characterised as follows: The potential client suffers pain of some kind — but resolves (consciously or unconsciously) […]
In a previous e-mail (http://tinyurl.com/7tvls), Karl mentioned both the TOC Thinking Processes and the Unrefusable Offer. I posted on the former the other night (http://tinyurl.com/b2rxc), now for the latter. An Unrefusable Offer (URO) is an offer that your customers can’t refuse and your competitors can’t emulate. For obvious reasons, the URO is often referred to […]
It’s a mistake to assume (as some do) that our method is only appropriate to large business. I think the reason some assume this is that our method inevitably involves the employment of sales support personnel. The easy (but unhelpful) answer to this concern is to point out that if you can’t afford to have […]
