EnTrends

Keep this in mind as you develop your
ads, web pages, sales letters and other
sales tools. Use vivid word pictures to
dramatize the pleasant feeling your
customer will experience when he or she
enjoys the benefit produced by your
product or service.

Here are 3 examples of descriptive word
pictures used by different businesses...

"No boss. No schedule. No debt. Money
to buy what you want and time to spend
having fun." (Business opportunity offer)

"More prospective clients than you can
handle will call you every day." (Sales
lead service)

"You'll feel good, look younger and enjoy
playing active sports without getting
tired." (Weight loss product)

3. FOLLOW UP PERIODICALLY

Most prospects will not buy from you the
first time they hear about your product or
service ...or the first time they visit your
web site. They may be very interested in
what you offer. But other priorities
prevent them from buying NOW.

You can recover many of these "almost
sales" with a follow up system. Follow up
systems produce very profitable sales
because they don't involve any
advertising expense.

Your follow up system can be as simple as
periodically contacting previous
prospects with a new offer for your
product or service.

Here are 3 powerful marketing tactics you
can use to get more sales the next time you
advertise. All 3 work for any business. And
you can use them effectively on the
Internet or in traditional media.

1. PROMOTE 1 THING AT A TIME

Most people dislike making a decision to
buy something when it forces them to reject
or delay buying something else they also
want. They're afraid to make a decision they
may regret later. Many prospects faced with
this choice spend a lot of time evaluating
their options. They can't make a clear
choice so they make NO decision at all
...and you lose a sale.

That's why it's more effective to promote
only 1 product or service each time you
advertise. Develop separate ads, web
pages, sales letters, etc. to promote each
product or service you offer. Limit your
prospect's decision to only "Yes" or "No"
instead of "Yes", "No" or "Which One".
You'll get more "Yes" decisions this way.

TIP: Sometimes you can successfully
combine 2 or more related products or
services into a special offer. But limit your
customer's decision to "Yes" or "No". Don't
include an option to buy any of the items
separately.

2. DRAMATIZE THE GOOD FEELING

Customers buy from you because they
want to enjoy the benefit produced by
using your product or service. They want
to get that benefit fast. And they want your
product to be easy to use -- or your service
to produce results without disturbing their
daily routine.

Another effective follow up method is
to distribute an informative newsletter
with topics related to your product or
service. A newsletter automatically
reminds prospects about you every time
they get it. This is especially effective
for marketing on the Internet where your

newsletter can be distributed free by
email.

TIP: Develop a method to capture and
save the names and contact information
of prospects who didn't buy from you.
You need it to follow up.

Use these 3 marketing tactics to make
your advertising more effective and
more profitable. They will increase the
number of sales you get without
increasing your advertising costs.

Bob Leduc retired from a 30 year career
of recruiting sales personnel

and developing sales leads. He is now a
Sales Consultant. Bob recently wrote a
manual for small business owners titled
"How to Build Your Small Business Fast
With Simple Postcards" and several
other publications to help small
businesses grow and prosper. For more
information...<mailto:BobLeduc@aol.co
m?subject=Postcards>Phone: (702) 658-
1707 (After 10 AM Pacific time) Or write:
Bob Leduc, PO Box 33628, Las Vegas,
NV 89133