Contents

It happens more often than youd ever guess in fact, it might be happening at the booth right next to yours. Recent surveys of trade show attendees show that the most dissatisfied attendees are those who purchase something that they really didnt want.

Strong Arm Sales Stop Success Cold

Strong Arm Sales Stop Success ColdIt happens more often than youd ever guess in fact, it might be happening at the booth right next to yours. Recent surveys of trade show attendees show that the most dissatisfied attendees are those who purchase something that they really didnt want. Needless to say, these attendees dont have a high opinion of those companies that strong-armed them, and report that theyll be unlikely to do business with them again. How can this happen? What possible way is there to force attendees into purchasing something unwillingly? Not all the people pleasers at a trade show are booth staff. Some are walking the aisle, as attendees. When these types run into an overly-forward, persistant salesperson, they can be bullied into a purchase. Thats not the way you want to do business. Instead, train your team to have a needs-focused approach. By engaging attendees in conversation, questioning and listening more than talking, and truly focusing on solving the attendees problems, you are far more likely to make a sale the attendee is satisfied with. Key to this is five questions, the Familiar Five that should be part of every sales conversation: What: What exactly does the attendee need? Do they have problems with their existing suppliers? Are they trying to make-do with a product that doesnt exactly fit their needs? Perhaps the product works perfectly, but its too expensive. You need this answer before you can move on to any other questions. Why: Why would your company be the best suited to meet the attendees needs? If they mention constant technical difficulty, do you offer 24 hour support? If they need a size 3 widget, does your company manufacturer size 3 widgets? Who: Relationships are key to business. At the same time, our mobile society means that rapid staff turnover is a fact of life. Two companies may have had or come near a business relationship previously, only to have things not work out. Yet this fact could be completely unknown to your booth staff. Arm your team with some corporate history, along with selling points that illustrate how things have changed in the interim. When: When your team says something, attendees want to know they can count on that as fact. Clients want to know you have a track record and that you'll maintain it when they remain with you. Feel free to use concrete examples: Even though were consistently introducing new and innovative models, we still provide parts, service and support to every model weve ever made all the way back to day one. How: How your company conducts itself is becoming a much more important factor to many of todays decision makers. Consumers want to avoid being tainted by association with any scandal-ridden firms. If an attendee brings up a current negative newsmaker, avoid the temptation to dish. Instead, answer with a comment that shows your companys strength and leadership. We know that those types of things happen in our industry, but weve found the better route is the straight and narrow. That way we can stay focused on our customer and their needs. Now, admittedly, it can be difficult to fit all of this into the thirty seconds you have with the average attendee. The temptation is to talk faster, attempting to cram in as much information as you can. But dont. Your job is to get them talking and once an attendee starts talking, they are far more likely to spend some additional time at your exhibit. Body language also plays a role in how your sales team is perceived. Here are five key things to remember: 1. Keep Your Distance: Crowding can be intimidating, especially if the staff is of large stature and the attendee is smaller. A good rule of thumb is to keep at least one arms length between the two of you. 2. Keep Your Arms Down: Some staffers, especially the flamboyant, dramatic types, have a tendency to talk with their hands. This works fine in a social situation, but can be unnerving or distracting when youre trying to do business. 3. Keep Things Open: Very skittish or shy types may subconciously feel trapped if you position yourself between them and the way out of your exhibit. You dont have to be an Old West Cowboy with this theres no need to always stand with your back to the wall but be aware of spatial issues and attempt to keep things open and comfortable. 4. Keep An Eye: On the way the conversation is going. If you have the slightest suspicion that an attendee is uncomfortable, or just doesnt like you, hand them off to another staffer. Sometimes personalities just dont click, and its better to step out gracefully than attempt to blunder through the encounter. 5. Keep An Ear: Open for what the attendee is saying. People can tell when youre really listening and when youre going through the motions. A million subtle physical cues give it away. Dont try to phone in your interest. Pay attention! Go over these items with your team before the show. When your team is skilled, they wont need strong arm tactics which will make everybody happy!

15 Effective Niche Marketing Strategies.

15 Effective Niche Marketing Strategies.

This article was written to reply numerous of the most regularly asked questions on this topic. I wish you find out all of this knowledge helpful. 1. Making More cash - Most individuals desire to make more money. They want to keep off not being able to buy all their needs and wants. You could object product niches for employment, home businesses, networking marketing, affiliate programs, employment advancement, etc.2. Increasing Profits And Sales - Most businesses want to increase their profits and sales. You could goal product niches about marketing, copywriting, advertising, cutting costs, publicity tips, etc.3. Making fair Investments - Most individuals want to get high returns on their investments. You could object product niches about investing in the stock market, bonds, futures trading, etc.4. Getting A elevate - Employees want to avoid being on a low pay scales at their place of effort and losing their job. You could aim product niches about communicating at work such as asking for a raise, promotions at work, etc.5. Getting A Promotion - Most employees want to succeed and offer their employer their best. You could target product niches about moving up the ladder at work, career advancement, above or underachieving at work with the consequences of each, etc.6. Working From house - Many individuals would somewhat work at home. You could target product niches about home business start-up, home business opportunities, affiliate programs, network marketing, etc.7. Working Less - Most individuals want to work less but smarter. You could target product niches about businesses that require little or no work, automated income streams, part-time jobs that pay the same as 40 hour a week jobs, etc.8. Eliminating Debt - Most individuals want to manage or eliminate their debts. You could target product niches about money control, debt consolidation, stopping debt collectors from calling, etc.9. Having outstanding Credit - individuals want to maintain excellent credit. You could target product niches about improving their credit reports, financial management, how to increase their credit rating, etc.10. Finding A Bargain - Most people like to find bargains. You could target product niches about being thrifty, negotiating lower prices, where to find fair bargains, etc.12. Retiring Early - Most people want to retire beforehand or at least have money for their retirement. You could target product niches about planning for early retirement, investing for the long designation, goal setting, etc.13. Being Educated - Many want to new their education. You could target product niches about college grants, college ratings, college loans, college living, etc. 14. Save Money - Most people want to save money. You could target product niches about starting a budget, lower bills, stretching their money further, shopping smarter, etc.15. Being Successful - Most people want to be successful. You could target product niches about advancing and reaching goals, motivational techniques, getting into the right mind set, etc.I hope you have gotten some acceptable ideas from this article and that you are able to use them.

How To Create More Value By Giving Less Content

How To Create More Value By Giving Less Content

In this article I want to show you the exact reason why providing less content can prove to be better at building value for your readers than providing more content.First, let me ask you some rhetorical questions...Is an ebook that's 308 pages better than an ebook that's 102 pages? Is an audio file that's 327 minutes long better than an audio file that's 125 minutes long? Is a cheesecake that's three layers better than a cheesecake that's two layers?What do you think?Of course, higher numbers always sound better don't they? This is especially true when you're looking at purchasing information products. Although you know that more information is not always better, your subconscious mind tells you that it likes to see larger numbers.So logically, you know that higher numbers don't mean crap. Emotionally, you feel attracted to larger numbers. Since emotions overpower logic when it comes to the sales process, it would make sense that products which reveal higher numbers convert more customers than products which reveal lower numbers.That's why, if you're creating an an ebook that's 50 pages and under, it's best not to reveal how many pages it is. To your customer, why should it matter? It's not an issue until you make it an issue.As long as you provide all the information that's mentioned in the sales letter, you shouldn't worry how many pages your ebook is or how long your audio file is.I often see sales letters where the authors say that their ebook is only 27 pages etc, but that they do not reveal any fluff unlike other ebooks.There's nothing wrong with a 27 page ebook. It may be a problem if you don't provide good information in those 27 pages. If you provide good solid information in 27 pages then you should not worry about the length of the ebook.If you end up with only 27 pages of information then launch your product with that many pages. If you find that you're getting a lot of refunds because of the size of your book then you can add more content later.So what's my point?If you create an ebook that does have a lot of pages then mention that in your sales letter. If you create a product with what you consider to be a few pages, don't mention it in your sales letter. Same goes for audio products. If your audio is longer, mention it.If it's shorter, don't mention it. If you don't have enough content but you feel that your content is good, just let it be. Don't add content for the sake of content.I've been very satisfied with ebooks I've purchased which were under 30 pages. I've also been very dissatisfied with ebooks over 200 pages. It's all a matter of the value of the content.Another thing I'd like to point out about providing less content is that your content will be seen as more valuable.When you break down a topic and focus on just one or two aspects of it, your information is more targeted and thus valuable. If your focus is on many different topics, you cannot devote your expertise to one specific topic.Readers who focus on one specific topic will feel that your information is better because they'll have a better learning experience. The more topics they have to focus on the less likely they'll remember any one topic.When they feel that their learning experience is better they'll appreciate your content more. So if your ebook or audio file is short, it doesn't matter since the prospect will not focus on the quantity of your product but rather the quality.Therefore, you can use less but more focused content in any type of communication to give the feeling of value. Use this when writing articles, press releases, solo email promotions, website ad copy etc.Remember, less is more...

Marketing Strategies: Seven Simple Steps to More Clients in 90 Days

Marketing Strategies: Seven Simple Steps to More Clients in 90 Days

In my work as a business coach I meet with people every day who have dreams of creating success in their business. Sadly, most of them are saying the same thing, I hate marketing, I just want to do what Im good at without having to market myself. The truth about getting more clients is that its not that difficult, it just requires following some simple steps. FOCUS: How do you get to where you want to be unless you know where you are going? I always teach my clients a visualization in which they imagine where they want to be professionally in 1 year from today. How much money do you want to be earning? How many hours a week do you want to work? What kind of clients do you want to work with? STRATEGIES: Once youre clear about where you want to be, you need to create strategies to get there. I tell people, if you already knew what strategies to use, youd probably already be there. Strategies help you to chunk big visions into tangible, bite size action steps ACCOUNTABILITY: How accountable are you to yourself? Most people I meet in business for themselves, find it far too easy to slide in keeping their agreements with themselves. The magical thing about coaching is that when you have a witness to your accountability, you are much more likely to do what you said youd do. Just knowing that someone cares and will ask you every week, How did that action step go?, is huge incentive to staying on track. DISCOVERY: As a former psychologist, one of my passions is helping people discover how they block them themselves and get in their own way of success. What I find is that everyone needs to reprogram some self-limiting beliefs, like I dont have what it takes to succeed or I dont deserve to have a lot of money. Another block is that most people suffer from subconscious sabotaging strategies, like procrastination . These need to be reversed. Finally , everyone Ive ever met has a monstrous , overly developed inner critic, which I call the Gremlin. In discovery you learn to identify the voice of you Gremlin and learn to tame it way down. PERSPECTIVE: We all spin our wheels and get caught up in our narrow perspective. The best investment we can make in getting more clients is to have people around us that give us the option of another perspective SUPPORT: If you are in business for yourself , you need all the support you can get. As you put yourself out there to get more clients, you are assuming the responsibility of helping these clients. Who helps you? Who do you lean on? It is invaluable to have a support team or a committed ally in your corner. CELEBRATION: How often do you celebrate yourself? As a coach who teaches people how to get more clients I find that learning to celebrate not only your successes but also your efforts is the way to a long a healthy career. By learning to stop, pause and validate yourself for what youve done keeps this process light , fun and exciting. Also, think of how impossible it is for your gremlin to beat you up, if you are busy celebrating yourself! It is one of of the joys of my work that I get to help people truly celebrate themselves.

Marketing in a Mobile Age: Trucks Add Fuel to Advertising

LAS VEGAS, NV - June 1, 2006 (SEND2PRESS NEWSWIRE) -- Mobile Ad Marketing Inc, a new Las Vegas company, offers the largest inventory of mobile advertising media in America, and a simple plan to make advertising more effective and affordable. Mobile Ad Marketing (MAM) believes that, as far as advertising goes, bigger is better. And, in the ad space business, a semi-trailer is about as big as it gets. With over 300,000 trucks, buses and ad trailers in 300 markets and 48 states, we can reach and saturate any size U.S. market, says Daniel Sage, President of MAM We have fleets of trucks and trailers that travel hundreds of miles a day or around a city block. Our fleet partners include some of the biggest names in the transportation industry: Roadway, Swift, Yellow, Supervalue, Trailways and Greyhound.Nearly 150 million Americans commute every day, Sage explains, and this form of outdoor media is rapidly becoming one of the best tools for advertisers to communicate their messages. Imagine reaching 50 percent of the U.S. population on any given business day and getting that advertising noticed over 90 percent of the time?If good advertising boils down to exposure, truck-side advertising is in a class all its own. Studies show that the impact ratings of mobile media trucks scored higher than all other outdoor media combined. Over the past five years, research has proven that truck-side advertising delivers between 30,000 and 70,000 impressions per day, based on whether it is a regional or national operator. In Las Vegas, some campaigns have produced over 150,000 impressions per hour.Its an in-your-face, recurring promotional tool that delivers a major branding effect.The versatility and sheer impact of truck-side advertising allows advertisers to capture the attention of business decision makers and consumers during their daily routines. The Mobile Ad Marketing system works on many levels. We will run a zip code analysis as the truck passes through a particular neighborhood, and pull up census data linked to those zip codes, such as the age of people in that area, their income, and family structure, Sage explains. Many of Americas top brands and Fortune 500 companies are now taking advantage of this type of mobile advertising. McDonalds, Procter and Gamble, NBC, American Express, AT&T, and Toyota, to name a few, have all implemented truck-side advertising and mobile-billboard campaigns to reach their target audiences in areas where they work, play and live.Stationary billboards work well if you can secure a great location, Sage points out, but the waiting lists are long and a low-cost billboard will not be visible to most of the population. Truck-side ads routinely cover an area filled with hundreds of billboards in a single day. A surprising statistic shows that while outdoor media reaches over 96 percent of all U.S. consumers, most advertising media budgets only allocate it one-three percent. Wherein all advertising media is measured in terms of cost per thousand (CPM); truck-side advertising is around $1.50 the lowest in the industry.In summary, whether businesses are large or small, local or national, they have one thing in common: the need to promote a product or service to consumers. Truck-side ads are an affordable and effective alternative. Todays marketing must engage the consumer, offers Sage, With the average American being exposed to over 600,000 media messages a year, any medium that pushes through the clutter is impressive and thats just what this one does.To learn more, visit: www.MobileAdMarketing.com

Newsletter pain or pleasure?

Some businesses have an attitude of burdensome obligation about their newsletter. That leads to corner-cutting and a poorly performing newsletter that discredits the business and its clients.For other businesses, producing a newsletter is a smooth, rewarding process, yielding a valuable tool that contributes to rising client loyalty, business, and profits.Is a newsletter a waste of time or a goldmine? That largely depends on your attitude. A newsletters potential as an investment in a loyal, growing clientele is greater than many imagine. Like other ventures in marketing and customer relationship management, newsletter success begins with positive attitude. Your attitude in the beginning is essential in shaping the newsletter that ends in your clients hands. This article points the way to newsletter success for those who recognize the potential for success and start with a positive attitude. SUCCESS FOR READERS: You must communicate effectively with your clients and demonstrate your relevance to them.A good newsletter focuses on client interests. Recognizing themselves in it, they feel involved. With intrinsic loyalty, they look forward to each issue, and pass it on with referrals. If they like your newsletter, then it should aid growth and profit.Your newsletter is a reflection of your target-market profile and a barometer of your dedication to your brand.OF BRAND ALIGNMENT: Your brand is how your market perceives your business. So, your newsletter should honestly convey the client experience. A newsletter put together from content gleaned elsewhere cannot be truly yours. Nor is a generic, third-party newsletter with your logo pasted in. If authenticity is important, then either could compromise your brand.As you compete with others who want your niche, the right style for your newsletter depends on the status you need to maintain among loyal, profitable clients. If, for example, your business thrives on a low-key, earthy reputation, then your newsletter should reflect that. Big-city style might confuse people. Be genuine.Your success should be your own expressing your attitude, propagating your brand, following your formula. Indeed, your brand should permeate your newsletter formula.DEVELOP AND TEST A FORMULA: Just as you can make endless batches of satisfying cookies by following the right recipe, so you can make a great newsletter by following a good formula. Your newsletter formula consists of:
style (look and feel)
content (articles and graphics)
medium (paper or computer screen)
frequency (issues per year).Your brand is the cookie sheet. Your market is the oven.A good newsletter formula trumps what style appeals to you or fits your budget. Indeed, you should look beyond the style that appeals to you, and beyond your current budget. From a good formula, appeal and affordability result.START WITH A PROFILE: What clients do you want more of? What interests do they share? In developing your formula, look to your target-market profile to guide your decisions. Develop your target-market profile: age, gender, neighbourhood, occupation, household income, and other characteristics that typify good clients for you. Then, address their interests.ON PAPER OR ON SCREEN? : Since this profile shapes your formula, be careful what you assume. If, for example, you target people who are very technology-oriented, you might assume that they want an e-newsletter. Yet, they might find a printed newsletter refreshing.My research has found that a newsletter distributed by e-mail is:
less likely to be read entirely
more likely to be plagiarized
less likely to be read more than once.
more likely to be deleted without being read at all.Moreover, people like to hold a newsletter in their hands and take it on public transit, to a waiting room, or a coffee table (where others might notice it incidentally). Each decision about your formula should be rooted in your brand and guided by your target-market profile.WHY BOTHER: There are other ways to attract and retain clients. You can advertise, offer discounts, run incentive programs, and train staff in client relations. Your newsletter need not replace these. Rather, a great newsletter integrates marketing and client-relations economically. It should harmonize them.GOOD FORMULA + GOOD ATTITUDE: No aspect of customer relationship management or marketing should be a burden or obligation. Bear in mind the low cost of intrinsically loyal clients and the high potential of a brand-aligned newsletter. With a winning attitude and a winning formula, you could replace newsletter pain with the pleasure of success.

Summary

It happens more often than youd ever guess in fact, it might be happening at the booth right next to yours. Recent surveys of trade show attendees show that the most dissatisfied attendees are those who purchase something that they really didnt want.