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infoProducts > Dr. Kevin Nunley |
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This tip sounds a bit sneaky, but customers love it. From time to time customers may tell you about something going on in their life. "My daughter is graduating next week" or "Product X is our best seller" or "My team won the championship." Write down those revelations for later use. Refer back to your notes right before placing a phone call or composing an e-mail to the customer. Notice how personal and natural this conversation sounds: "Is your daughter enjoying being a graduate? She's going to State U? You're probably looking for a low-cost computer for her. I have a great new budget model that fits into any space and is loaded with the software that a college student needs." Customers are impressed when you remember things about their life or business. They don't know you are reading from notes. The customer feels important. They think they are getting your special attention. In the end, that is the most powerful tool you can use to entice people to buy. Kevin Nunley provides marketing and copy writing. Read all his free tips at http://DrNunley.com Reach Kevin at kevin@drnunley.com or (801)253-4536. Your current customers and prospects are the best people to supply you with even more prospective customers. This is a highly effective strategy that costs you nothing. When talking on the phone with Harold, ask him "I'm in touch with Mary and Jim. Is there anyone I'm overlooking that might be interested in this?" Don't be surprised if Harold rattles off several other perfect prospects you don't know or didn't think about. Your contact list has just expanded with pre-qualified prospects. Joan Guiducci, author of "Power Calling," suggests you use this line: "It occurred to me that manufacturing should hear about our plan. Where do you suggest I start?" Also: "I'm having a hard time getting through to Mark. Do you have any suggestion on who else I could start with?" By the way, Joan's book is available in many libraries and is packed with sample lines that are great for getting more business. She developed and tested all of them while working as a top telephone lead developer for firms in the Bay Area. Kevin Nunley provides marketing and copy writing. Read all his free tips at http://DrNunley.com Reach Kevin at kevin@drnunley.com or (801)253-4536. I picked up a marketing book at my local library, opened the cover, and found a sticker "Donated by Iroquois Insurance Group." Since I think this a great book, I'm impressed that the folks at Iroquois apparently liked to too. I'm also grateful that they gave it to the library. This is great subtle advertising for Iroquois Insurance. Your razor sharp business mind is probably already analyzing this situation. The manager at Iroquois probably had no part in choosing this book. His likely gives a contribution to the library each year with the request that they use the money to buy business books. The librarian purchases several well-reviewed books and places Iroquois' name on the cover. Many libraries have programs like this. The huge number of new books appearing every month put a lot of pressure on libraries to buy new books and remove old ones. This is expensive, especially with tax support evaporating in many communities. People who visit libraries are often the movers, shakers, and idea makers in your community. Market to them via a tax-deductible contribution to your local library. It's personal and effective. Kevin Nunley provides marketing and copy writing. Read all his free tips at http://DrNunley.com Reach Kevin at kevin@drnunley.com or (801)253-4536. Those of us who love to promote often fall into the trap of promoting before our product or service is ready to hit the market. A local independent film maker had the good fortune of convincing basketball MVP Karl Malone to star in his movie. The story was about an important historic tale that got the whole community talking. When word leaked out that Malone was going to be in a movie, the producer got offers from major network talk shows. Even though the movie was far from finished, he couldn't pass up all the publicity. Over and over the media fanned enthusiasm for his film, and again and again the public was frustrated to find out the movie was nowhere near release. Later, when the movie finally appeared, it flopped. Public enthusiasm had evaporated. Few people saw it and it failed to get wide distribution. Make sure your new product or service is ready to hit the ground running before your promotion campaign begins. People who hear about your new development, but find they can't buy it, are unlikely to ever come back. Kevin Nunley provides marketing and copy writing. Read all his free tips at http://DrNunley.com Reach Kevin at kevin@drnunley.com or (801)253-4536. |
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