In any given month, I review and revise a pile of marketing campaigns sent to me by my Members and Technology Marketing Tool Kit buyers. Although there is never a shortage of ways to screw up a marketing campaign, there are a handful of mistakes that are made...
Over the last month I performed a number of Marketing Piece Makeovers for clients and new Master Mind Members that reminded me just how difficult it can be for a fledgling direct marketer to”see” the flaws in a marketing campaign. I’ve been doing this for so long that...
I don’t care what type of business you are in, there is no better sales lead than a referral from a satisfied customer. Yet most businesses and sales people take referrals for granted. They are grateful for the ones they get but very few have a plan for...
I have found that charging a fixed monthly support fee per device supported and services performed is the easiest way to sell a support agreement. First, a flat rate makes it easy for the customer to understand and budget for your services. Second, it prevents “scope creep”. Third,...
“Hello Miss Robins? My name is George and I’m calling from Acme Financial Services. We offer 401K and retirement plans for small businesses and I was wondering if you would be available sometime this week for me to sit down and talk to you about offering these benefits...
Send pprospects a one-page sales letter in a brown lunch bag from your staff with the headline: “YourName Says There’s No Such Thing As A Free Lunch, But We Say This Is A Free Network Tune Up!” Include two vouchers…one for them and one for a colleague to...
Although I’ve harped on this before, I continually get marketing campaigns submitted to me for critique that contain zero benefits or reasons why a customer should pay attention, let alone respond or buy something. In most cases, I can clearly tell that they spent hours, possibly even days,...
Before we dive into how you can structure your support agreement, let’s remind ourselves of the classic IT functions in any business. First, we have high-level, STRATEGIC IT services. This would include return on investment business support planning, managing IT personnel, IT budgeting and resource planning, asset management,...
Although this year flew by I have to admit it’s been a good one. Lots of wins this year and progress made. I can honestly look back with great satisfaction on the improvements I’ve made in many areas, particularly in lifestyle. I hope you can look back and...
Before I give you the answer, I want you to think about what you say right now when a prospect asks you this question. Do you: A. Give them a rough estimate but low-ball the price so you don’t scare them off. B. Tell them you won’t know...
