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Will You Add? - The First Principle of Sales
5 Essential Tips for Writing Effective Marketing Letters
Most business people use multiple venues when it comes down to prospecting new clients and maintaining relations with old ones. Regular mail, e-mail, letters and personal contacts are just to name a few. These are great means of effective communication; however, there is something special about writing and receiving letters. With all of the advances in technology and with various means of communication, there is still nothing that takes the place of well written correspondence. The 5 essential tips of writing effective marketing letters is a sure way to get your message across and to produce optimal results.1. Step into the shoes of the person reading your copy. Everything you write should be designed to meet the person’s needs,
more business you will get'Most business people use multiple venues when it comes down to prospecting new clients and maintaining relations with old ones. Regular mail, e-mail, letters and personal contacts are just to name a few. These are great means of effective communication; however, there is something special about writing and receiving letters. With all of the advances in technology and with various means of communication, there is still nothing that takes the place of well written correspondence. The 5 essential tips of writing effective marketing letters is a sure way to get your message across and to produce optimal results.1. Step into the shoes of the person reading your copy. Everything you write should be designed to meet the person’s needs,
The principle is eas
When 20 Bucks & Ego Is More Important than a Decade of Customer Loyalty
When are 20 bucks and a store manager’s ego more important than a decade of loyalty from a customer? Never! Little things can be much more costly than one might imagine.I recently had an experience that clearly demonstrated the crucial need for better training at all levels, from entry-level employees to management. This situation occurred at a local tire store, one that is part of a national chain—of which will go unnamed—but claims in their name to be pros with tires. The store manager made the decision that $20 in his cost on labor, and his need to be right was more important to him than a loyal 10-year customer.Let’s Review the Benefit of from 10 Years of Customer Loyalty:New tires (sets of four) on 3 cars—approxi
'Nobody can buy your product or service if they don't know you exist'When are 20 bucks and a store manager’s ego more important than a decade of loyalty from a customer? Never! Little things can be much more costly than one might imagine.I recently had an experience that clearly demonstrated the crucial need for better training at all levels, from entry-level employees to management. This situation occurred at a local tire store, one that is part of a national chain—of which will go unnamed—but claims in their name to be pros with tires. The store manager made the decision that $20 in his cost on labor, and his need to be right was more important to him than a loyal 10-year customer.Let’s Review the Benefit of from 10 Years of Customer Loyalty:New tires (sets of four) on 3 cars—approxi
That's pretty obvious isn't it? There is a bit more depth to the corollary; 'The more people who know of your company the more business you will get'
The principle is easy
Advances in Print Technology: What About?
A number of dramatic technological innovations have been added greatly to deal with the character of printing process. Linotype is a method of creating movable type by machine instead of by hand and was introduced in 1884 which marked a significant leap in production speed.The typewriter made the production and "look" of standardized print much more widely accessible. The process of setting type continued to go through transformations with the development of photo-mechanical composition, cathode ray tubes and laser technologies. Also the Xerox machine made a means of broadcast print documents available to everyone. Wherein Word processing transformed editing and contributed dramatic new flexibility to the writing process. Computer
they don't know you exist'A number of dramatic technological innovations have been added greatly to deal with the character of printing process. Linotype is a method of creating movable type by machine instead of by hand and was introduced in 1884 which marked a significant leap in production speed.The typewriter made the production and "look" of standardized print much more widely accessible. The process of setting type continued to go through transformations with the development of photo-mechanical composition, cathode ray tubes and laser technologies. Also the Xerox machine made a means of broadcast print documents available to everyone. Wherein Word processing transformed editing and contributed dramatic new flexibility to the writing process. Computer
That's pretty obvious isn't it? There is a bit more depth to the corollary; 'The more people who know of your company the more business you will get'
The principle is eas
Why Discussion Fails in Meetings
Most people use discussion for their meetings. And it seldom works. Here’s why.1) No structureDiscussion is like conversation in that it is a free-form dialogue without any direction. Each person responds to what the last person said. While this can produce entertaining party chatter, it seldom leads to agreements or decisions. In fact, in a meeting, discussion can even make things worse. For example, suppose you said:"We need to talk about the new database."And then someone says:"Is that the one that crashed last night?""Actually, it was a minor bug.""It shut down the Chicago office.""I heard their IT department is being reorganized.""Hey, what do you call a Chicago organ tra
etty obvious isn't it? There is a bit more depth to the corollary; 'The more people who know of your company the more business you will get'Most people use discussion for their meetings. And it seldom works. Here’s why.1) No structureDiscussion is like conversation in that it is a free-form dialogue without any direction. Each person responds to what the last person said. While this can produce entertaining party chatter, it seldom leads to agreements or decisions. In fact, in a meeting, discussion can even make things worse. For example, suppose you said:"We need to talk about the new database."And then someone says:"Is that the one that crashed last night?""Actually, it was a minor bug.""It shut down the Chicago office.""I heard their IT department is being reorganized.""Hey, what do you call a Chicago organ tra
The principle is eas
Sometimes Managers Are Just Too Soft
I dedicated my first book: Gross Margin: 26 Factors Affecting Your Bottom Line, to my best-ever boss. He was my best-ever boss not because he was easy to work for. The opposite was the case. He was the toughest boss I ever had and because he was so tough, I produced far more than I would have ever produced had I worked under a boss who was more interested in how much his employees liked him than he was in how effective they were on the job.I accomplished enormously more for both my company and myself than I ever dreamed possible because I had someone who cared enough about me to squeeze everything out of me that I was capable of giving. Sometimes you have to make this a game. If one tactic doesn't work, you have to try another and
corollary; 'The more people who know of your company the more business you will get'I dedicated my first book: Gross Margin: 26 Factors Affecting Your Bottom Line, to my best-ever boss. He was my best-ever boss not because he was easy to work for. The opposite was the case. He was the toughest boss I ever had and because he was so tough, I produced far more than I would have ever produced had I worked under a boss who was more interested in how much his employees liked him than he was in how effective they were on the job.I accomplished enormously more for both my company and myself than I ever dreamed possible because I had someone who cared enough about me to squeeze everything out of me that I was capable of giving. Sometimes you have to make this a game. If one tactic doesn't work, you have to try another and
The principle is eas
Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts
As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy?Do you know what sales you can expect, whether for a team of sales people or within your own business or practice? How do you feel about putting together a forecast? How do the others in your business feel? I wonder why you have these feelings?Forecasting is vital for any business – well, accurate forecasting is vital!! This is true for professional services as well as commercial organisations. How often are your forecasts accurate? Inaccurate forecasting carries all sorts of hazards. Whether there is a tendency to be too optimistic and sunny with your forecasts, or
more business you will get'As spring moves to summer, the forecast should be for warmer and sunnier weather. What is the forecast for your business? Is the outlook sunny or cloudy?Do you know what sales you can expect, whether for a team of sales people or within your own business or practice? How do you feel about putting together a forecast? How do the others in your business feel? I wonder why you have these feelings?Forecasting is vital for any business – well, accurate forecasting is vital!! This is true for professional services as well as commercial organisations. How often are your forecasts accurate? Inaccurate forecasting carries all sorts of hazards. Whether there is a tendency to be too optimistic and sunny with your forecasts, or
The principle is easy to see with websites. Suppose you have an attractive offer, the product is in demand and the price is right, but no traffic. You won't sell a thing.
But, to go to the opposite extreme, if you can make most of the pop
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