Establishing maximum value for your price is never easy. In today’s volatile economy, it’s even more of a challenge. For most companies, costs are increasing, yet the ability to pass them along to the customer is fraught with numerous roadblocks.
The customer’s response to a price increase is rarely positive, with the usual line of objections that go along with it. In addition, there are the concerns that a competitor’s price may undercut yours or that the customer may choose to go down a different path instead of buying from you at all.
As big as these issues are, they pale in comparison to the number one roadblock to maximizing your price point: the confidence of the salesperson. The main reason why companies do not capitalize on their potential revenue is because their salespeople do not have the confidence to ask for and receive the highest price point.
If a salesperson is secure […]
Archive for August, 2008
Most business owners, once they become busy working with current clients, no longer make the time to market their businesses. It’s only when business has dropped off (and the well is starting to run dry) that they frantically begin marketing their businesses again, anxious to fill in the gaps. When they speak to prospective clients, the prospects can hear the desperation in their voice and are thus unlikely to hire them. Frustrated by rejection, the business owner is off again, desperately seeking more clients. Does this describe your marketing pattern? If so, you’re not alone.
More than 50% of service business owners experience this feast or famine scenario. What if you could create an environment so that the well never ran dry and would permit you to continuously market and promote your business? There is another way to keep yourself supplied with an eagerly waiting list of prospects with whom […]
Today’s customers want to feel reassured that you are selling quality products and services. Customers do not want to lose money or feel like they’ve made a bad decision. The best way to do assure customers is to have good, strong testimonials.
If a business has happy customers and a lot of return clients, it should have testimonials. You wouldn’t hire a contractor to remodel your house without checking references. Therefore be proud of the work you do and get some testimonials. Customer testimonials will help increase sales as well as boost the confidence of potential customers.
The Difference Between Good and Better
In order to have testimonials work for you and increase your client base, you must be careful how you phrase them. Testimonials are a marketing effort, which means that they need to be geared toward making your company look spectacular. For example, instead of […]
One of my colleagues recently asked me, out of all the aspects of marketing including online marketing, marketing strategy, Web 2.0, market research, etc., what was the most important? Without hesitation I replied, “Testing”.
Many of my marketing friends might argue and profess that if you don’t have the right message, reach the right audience, the right timing, or the right offer, you won’t succeed. And to that I say ABSOLUTELY! In fact, those are the very elements of a successful campaign that can be identified through proper testing. So how do you know that your messaging is optimized or that you’re reaching your target audience in the most effective way possible? Only proper testing can give you that information.
When someone on my team says that a particular campaign was a success I ask, “how do you know?” The answer often has something to do with metrics around campaign performance. But […]
I’d like to thank everyone for their feedback on posts related to Search Engine Marketing. I hear from so many people who are spending money on Google Adwords and not seeing results that I’ve made today’s post about how you can make the most of your search engine marketing.
When I started out in search marketing, I was experiencing the same thing. It seems that I could never get ahead. I might spend more but the revenue I generated for products and services simply covered my costs. Feeling a bit defeated, I called Google and eventually met with a representative to help me better understand how I might improve my results.
Believe it or not, the answer was quite simple. New ad copy, new ad groups, and keywords. You may be saying to yourself, isn’t that just more the of the same? […]