Guerrillas know that it now costs six times more to make a sale to a prospect than to an existing customer, so they do everything in their power to increase the size of their customer list, then market with guerrilla gusto to customers and acquaintances of customers.
Introducing the third of ten tips to help Guerrilla Marketers write more effective headlines and titles.
TEASE readers into reading more. Make a provocative statement that piques their interest and encourages them to read on. Engage their imagination. Or, make an outlandish claim they just have to read to find out how.
"Lose weight without dieting!" "What did Benjamin Franklin know about marketing?" "What does your competitor know that you don't?" "Hire yourself a boss!"
If headlines aren't read, body copy won't be read!
Persistence, genuine enthusiasm, a desire to help others, the ability to maintain momentum when on a roll, the guts to bounce back from rejection, hard and suddenly, you get lucky.
You make your own luck - you write your own paycheck in sales. It's not just the commission or the bonus you receive for opening new accounts and servicing your customers well. If you cultivate the "traits of a winner" you'll write your own ticket to a fantastic career in sales. Things don't just happen. It's up to you!
Try to find one small thing you share in common with every prospects. Building rapport is important. In some cultures it is more important than in others. In North America, finding some one thing that you have in common with another strengthens the bond of confidence and trust between buyer and seller. But remember you're on a business call. Find one non-business rapport item chat for a few minutes about it and get on with your problem-solving business.
Do you have a "cool factor?" The public responds to exclusivity and the idea of being selected while others are rejected. The more judgmental the door guard at a nightclub, the more people who value being cool want to spend money there.
When people request and receive more information, what happens? 59% file the information for future reference; 20% buy the product or service; 12% pass the information along to others; 9% buy a competitive product.
もう一つ便利な時間でマウスと手首を守ります。 Probably like you, I spend a goodly amount of time each week on the Amazon.com web site, researching different topics.
I used to manually switch the search category from "all products" to "books," when searching for a particular title. I just noticed, today, however, that I can leave the search category as it is, and it will automatically go to books when I enter a title.
Lots of your competitors know what you know about attracting and keeping customers, but the competitive advantage comes from implementing what you know. It's easy to read tips like this and then forget about them within the hour; the hard part is putting tips into action. But if you're not on the attack, you're waiting to be attacked. Make it a goal to implement at least one new marketing weapon every week and to maintain the ones you're already using, so you can stay on the offensive in the battle for profits.
People will always spend money to solve a problem before spending to improve something that is already OK. Guerrilla florist Hugh Atkinson knows that this true in every area of life and not just business-to-business marketing.
After all of the social expressions of the year-end holidays, flower sales can drop off until Valentines day. His solution is a small road sign that simply asks, "How mad is she?" He's never had a busier January thanks to the sign.
Selling on target to control the sales interview. Know your company, the features and benefits you offer customers. The connotation in the words "canned presentation" is negative. Yet - you must have a track to run on, a path to follow so that when the prospect interrupts with a question you are able to respond and smoothly regain control. Then you can head in the right direction - to the close and another sales. One key to more sales is the ability to maintain or regain control of the sales process. Know the services you offer and develop how your services will benefit your prospect.
Last week, as a reward for catching up on several projects, I went to my local literary superstore and ordered a long-desired book of railroad photography.
I came into the store with a printout, from the store's web site, and went to the information/special order desk. I handed the clerk the sheet.
Without realizing the impact of his words, he turned to me and said: "That's going to be $62.50 you know," which somewhat offended me. I don't know whether I was more bothered by the implication that I was a "fat cat capitalist" spending $62.50 on a luxury item, or--perhaps because of my Disney sweat shirt--I didn't look like I could afford a $62.50 book.
Guerrillas recognize that every word they say is a marketing tool--for better or for worse. Sometimes, it's best to say nothing, rather than unintentionally offend a customer.
When choosing a Web site designer or Internet consultant, look for the end results and work backwards. Find Web sites you like and find out who designed them. Look for businesses that have a strong presence on the Net, and find out who's promoting them. Anyone can hang out a shingle and profess to be a Net expert, but the best way to find a good consultant is to locate Net successes and then learn who's behind them.
Find an event in your community that needs support, and then lend your time, energy, or imagination in support of it. Parades, beauty contests, races, sailing regattas, county fairs, symphony concerts, and car shows are all places where you can donate services in exchange for a mention in the program or on the event's signs. Large corporations use sponsorships to boost their visibility with sports fans or concert-goers all the time, and you can do the same thing on a smaller, more localized scale. If the event is popular, your efforts bring you visibility, goodwill, and a way to promote your online business in the off-line world.