Tuesday, February 22, 2011

Use Bounce Back Offers

A bounce back offer gives you a second chance, at little or no cost, to make another sale to a customer who’s just purchased something from you. You have to make a delivery and/or send a statement to them anyway, and simply put, your new offer gets a free ride to them. Selling to them again is pretty easy too, because they’ve just purchased something from you, and they are now predisposed to buy from you again. What to offer? You can offer just about anything that is valuable to the customer. You might offer seasonal items such as snow tires, chains, or recycled antifreeze. You can offer overstocked items at discounted prices, special purchases, selected items you have on sale, or any other thing you know your market place is interested in such as windshield wipers or tools. The possibilities are endless. By the way, you regularly see these bounce back type offers as inserts in your credit card statements. They’re there because they bring results. Include bounce back offers with your shipments. Pack one in every box. Include them with your delivery driver. He can hand directly to the customer. Include one in every billing statement. Your bookkeeper can insert them in

Tuesday, February 15, 2011

Use Logical Customer Service Up-Sell Opportunities

Studies show that most people will respond positively to an up-sell opportunity of up to 20% above the original purchase price of the item they are buying without giving it much thought. Small amounts added to a number of sales per day can really add up. Let’s say you are able to add one five dollar purchase to each of twenty-five sales in one day. That amounts to $125.00 extra dollars in one day, $625.00 in a five day work week, $2,500.00 in a four week month, and a whopping $32,500 for the fifty-two weeks in the year. Not bad! So where do you begin? Logically, the first up-sell offer from you would be to add warranty protection on applicable items. Then there is product tie in opportunities. For instance, if he buys an engine, ask him if he needs grease, oil or other fluids to go with that. Does he need gaskets, belts or special tools to make the installation? The key is to always ask if there’s anything else he needs. An up-sell is NOT a cold-sell! Attitude is everything when up-selling. It should be a part of your great customer service to them. You’re helping them! If they don’t buy it from you, they’ll have to make a trip elsewhere to get it.

Tuesday, February 8, 2011

Results, Results, Results!

The well known answer to what makes real estate successful is "location, location, location." In the world of direct response marketing it's "results, results, results". Don't forget the three main reasons to advertise:

1. MAKE SALES! Forget the image thing. It's too expensive and doesn't pay off. The bottom line is the most important consideration in advertising. Always create your ads for direct response! Design them specifically to bring the greatest financial return on your investment. Make solid, attractive offers. Alway have a strong call to action. Use coupons to add value and to get immediate response. The focus of your campaigns should be SELL, SELL, SELL!!!

2. KEEP EXISTING CUSTOMERS! You have to continually remind your customers you are in business and you want to serve them. You must continually place attractive offers in front of them to keep them interested and aware of your presence. This is especially true when competition moves into your area. For every month a customers fails to hear from you, you lose ten percent of their relationship with you. After ten months of not hearing from you, there is no relationship left! This is a good reason to send your customers something every month. It's also a good reason to make sure your customers are on your current mailing list and receive everything you send out. They are the first to respond to your promotions because you already have a relationship with them.

3. NEW CUSTOMER ACQUISITION! Don't forget to acquire new customers on a regular basis to keep your company growing and healthy. Get a fresh mailing list every few months so you can be first in line to market your products and services to start-ups.

Tuesday, February 1, 2011

Using Powerful Selling Words and Phrases

The story is told of an automotive recycler who had worked the same business all of his life. It was a good business, but with the passing years, the owner began to tire of it. He longed for change–for something “better.” Everyday he found a new reason for criticizing some feature of the old place. Finally, he decided to sell, and listed his company with a business broker who promptly prepared a sales advertisement. As one might expect, it emphasized all of his company’s advantages: ideal location, modern equipment, good inventory, loyal customers, etc.

Before placing the ad the broker called the recycler and read the copy to him for his approval. When he had finished, the recycler cried out, “Hold everything! I’ve changed my mind. I am not going to sell. I’ve been looking for a place like that all my life.”

What changed his mind? Powerful well-written selling words and phrases did!

There are lots of words and phrases that are like diamonds in print! They can be dropped into any ordinary ad or sales letter to instantly add value, create sizzle and increase sales. They can really drive people’s desire sky high. The following are just a few of them.


1. GREAT OPENINGS: This may be the most important letter that you have ever received, Let’s brain-storm together, I’ve got to get this off my chest before I explode, what I’m about to tell you will change your life forever, I want you to be the first to profit from this amazing discovery.

2. POSITIVE COMMENTS: Trusted and tested, ahead of the curve, small but mighty, on target, solutions to your problems, major breakthrough, a rewarding experience, shoot for the stars, cutting-edge, the best of all worlds, no guess work, a proven system, you’ll love this, best in the industry, you can’t lose with this.

3. GUARANTEES: You must be 100% satisfied, absolutely thrilled, or your money back, no questions asked, satisfaction guaranteed or you don’t pay, test drive it for 90 days, if you’re not completely satisfied, we’ll buy it back.

4. BIG AND/OR POWERFUL – Bigger is better, formidable, compelling, turbo-charged, grand slam, enormous, sledgehammer, steamroller, bountiful, massive, excessive, huge, whopping, jumbo, unlimited, an endless supply of, earth shattering.

5. ABOUT YOUR OFFER – one-of-a-kind, once in a lifetime, amazing, most rewarding, world class, on target, unbeatable, incomparable little-known secret, the absolute best, red hot, irresistible, the one and only, comprehensive, remarkable, sizzling, first-class, the Rolls Royce of, awesome, you can’t miss, your solid-gold opportunity, beats the pants off of, take it to the bank, fully loaded, I’m repeating this offer to you one last time.

6. SELLING WORDS (I have an enormous list of these, but here are a few) – Amazing, announcing, at last, bargain, discount, exciting, benefits, bonus, breakthrough, compare, deluxe, enormous, exclusive, extra, free, gift, greatest, huge, hurry, important, jam-packed, jump-start, money, new, immediately, lifetime, valuable, proven, tested, unconditional, offer, sale, reserved, secret, rush, urgent, wanted, warning.