Don't Cheat Your Customers Out Of Giving You Referrals
Don't Cheat Your Customers Out Of Giving You Referrals by Craig Valine Remember a time when you shared information with someone important to you, like a friend, family member or loved one, about a great deal you got, an awesome experience, a company, service or product that was above and beyond what you ever expected. Remember that time? Remember how great you felt when they called you up and told you how happy and appreciative they were that you introduced them to that company?Well, you owe...
Education Builds Credibility With Your Prospects
Education Builds Credibility With Your Prospects by Craig ValineIf you're in a sales position of any sort, or you're a customer or client of someone "selling" you, you know thatthe most common response to an objection or concern from asalesperson is to cut price.I know. I've been "in sales" since the age of eleven. And,when it got tough to sell what I had to offer, the veryfirst thing I did was cut the price on the very thing ofvalue I was offering. It wasn't that I didn't think what I was...
Enough About Me. How About YOU?
Enough About Me. How About YOU? by Craig ValineOne of the biggest marketing mistakes I observe constantly, in the newspaper, on the web, within company brochures, is the missing word: YOU.I cringe with disgust as I notice how enthralled thesecompanies are with themselves. For instance, a salesletter I received late last year stated: "We have been in business for 10 years" "I am certified in three different areas..." "I know this is the kind of service you've been waiting for" "We serve...
Fulfill The Needs And Desires Of Your Prospects
Fulfill The Needs And Desires Of Your Prospects by Craig ValineThe key to a great marketing campaign starts with under-standing how the needs of your prospect relate to your product or service. It's basic, but most business owners never consider the thought. Until you know what they need and determine how you can satisfy those needs, you can'treally plan a meaningful campaign.Get a pen and paper out and ask yourself these questions:· If I were a prospect getting solicited by my company,...
Positive Relationships Are The Key To Business Success
Positive Relationships Are The Key To Business Success by Craig ValineIn business, it's easy to burn bridges with people. By "burning bridges" I mean, destroy relationships with yourcustomers, clients, employees, vendors, etc.It's one of the biggest mistakes I see businesses make. Andquite frankly, it's a stupid mistake. It's so stupid, I'mwilling to admit I was the reigning champ of burning bridges with my clients and friends...and it cost me dearly.There was a time in my life when: * I...
Understanding The Basics Of Advertising
Understanding The Basics Of Advertising by Craig ValineI get the L.A. Times delivered to my door every day,but I don't read it for the articles. It is a PulitzerPrize winning newspaper, but the articles just don't interest me. Unlike most people, I read the paper for theadvertisements because there is a lot to learn from them.Over 90% of the ads run in the Los Angeles Times are horrible! Most of the ads I see are either ego-driven, have no headline, have no call to action, don't appeal to...
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