As I was riffling through the clothing rack at the local department store
recently, I was taken back by the aggressive behavior exhibited by some
customers who were pushing and shoving me away from my appointed task of buying some shirts.
What was going on? After seeing the bigger than life, red and yellow
sign, I realized that we were all there to take advantage of a huge
one-day sale.
"What's this have to do with me"?, I hear you ask. It's called "urgency".
Retail outlets create urgency in an effort sell merchandise in volume.
It's this same concept that will give your prospects a compelling reason
to buy your product.
By offering a special limited sale price, something in addition to the
product, or a easier way to buy (two small credit card payments instead
of one large one) you will provide the urgency necessary to increase your
sales.
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***Article I
==========
Keeping Your Cool: It's Good Business Sense
We all have our likes, dislikes as well as various methods of
accomplishing our goals. The Internet seems to bring out the
good and bad in all of us. It's important to keep in mind that
doing business on the Internet is not only different then the
real world, but it also leaves a virtual paper trail, making it
even more important to conduct business as accurately as possible.
Here's a few points to ponder.
====================
Don't Over exaggerate
====================
1. Never make claims you cannot back up. It may be tempting to lie
about your income or your level of success but you should remember
that the Duplicator will connect you to thousands of people in your
downline. You only need to burn one of them and that message will
spread across your network like wildfire. If that happens you may as
well sell your computer and go and get a job because there won't be
any future for you online.
========================
Answering email promptly
========================
2. Don't ignore people when they mail questions to you. Try to reply
as fast as you possibly can so that they can see you really do care
about your team.
==============
Open your eyes
==============
3. Never reply to anyone that sends you any abusive message. No matter
how much you are in the right, you will only start a war if you rise to
the bait. It is better to rise above the temptation to argue or get
revenge and spend your time on things which are more productive.
====================
Patience is a virtue
====================
4. Don't get angry with Internet beginners. The internet is still
extremely young and new people are hooking up to it consistently.
It is inevitable that plenty will join your downline. If the
questions they ask seem to be stupid and a waste of your time, spare
a thought for what you were like when you first got started and try
to help them through using non-technical terms whenever possible.
====================================
Stick to the point and make it clear.
====================================
5. When writing the text to promote your own business, try not to be
too clever. If you keep it short and simple you will stand a much
greater chance of success. Remember that the purpose of an ad is only
to make someone curious enough to go to the next step. The next step is
where all the bells and whistles come out; that can be in the form of
an autoresponder, a website, a fax-on-demand, or a phone call.
======================
Read between the lines
======================
6. Don't be tricked into sending information about your opportunity in
response to anyone who mails you with "Hi, I saw your ad and would
appreciate you sending me some detailed information about your
product as I am always on the lookout for good products. In the meantime
perhaps you may be interested in looking into..." (they list their product
here). This is poorly disguised Spam and if you do reply to it, you will
have added yourself to a Spammer's database.
8. If anyone writes back to you pretending to have seen your offer but
making a counter offer, watch out for the line that says "To be removed
from our mailing list, please send a mail to the address below with
REMOVE in the subject line." That is another Spammers' trick for
confirming deliverable addresses.
============
Stay focused
============
9. Despite all your best intentions, you are going to come
across some people who will attempt to derail you from your
goals. There's tons of people out there that seem to get their
kicks by raining on your parade. Don't let them get to you. As
soon as you hear someone telling you why you can't be successful
just ignore them and break contact. They will be a drain on
your energy and you're going to need that to fuel your fire as
well as the people moving forward with you.
READY TO ROLL?
Just make sure that you have carefully edited all
your letters with your own contact information and story where
necessary...then...cameras ready, ACTION!!
From the periodic table chart of elements in chemistry to recipes for
cooking trendy pasta meals, everything is in a constant state of change.
It seems that nothing in life is more permanent than change.
So too, methods of selling are constantly evolving. What worked last
year may not work this year and what worked yesterday may not work today.
The key ingredient in marketing is educating the prospective buyer
by imparting clear and concise information in an interesting manner.
More and more, informative is fast becoming the most necessary
passive/aggressive marketing tool.
A good example of how selling tactics have evolved can be found in
the automotive industry. We have all run across car salesman who
were more aggressive than helpful. Some of the more aggressive
ones would shake a prospect's hand and not let go until he had
his or her name.
As a result shoppers became suspect and withdrawn. When shoppers, are
asked how they can be helped, almost without exception, they have been
conditioned to answer, "I'm just looking".
Today's savvy car salesman take a more passive approach, they create
a pleasant, less aggressive atmosphere by being helpful and providing
necessary unbiased product information. They no longer push the
customer to buy on the first visit, they let him shop, ask questions
and plant seeds encouraging a second visit. Car salesmen who have
adopted this approach are setting sales records.
It would be well worth our effort to transfer this concept into the
Internet arena. Since there is no "face-to-face" interaction, we
must substitute other tools necessary to plant the seeds that encourage
a more detailed investigation in order to make the sale.
The Internet was designed to impart information for educational purposes.
How convenient and fortunate for marketing a product or service.
Here are the three passive/aggressive ingredients
1.Create. 2.Impart. 3.Harvest.
==========================
1. Create the information
==========================
Make claims that are believable, non threatening while creating
a desire to own the product or subscribe to the service.
Some online marketing companies make unsupported claims. Most
of us will not believe them but there are a number of gullible
people out there that will. Be honest and state your claims in
a logical, honest fashion. If the product or service is good
fills a need and is reasonably priced, and the advertising campaign
has been well laid out.
==========================
2. Impart the information
==========================
There are many ways of getting your message out. Some of them
include snail mail, email, (bulk or opt-in), Ezines, banner
ads, links and partner programs. The most effective method in
any passive marketing campaigns sequential emailing. By
imparting the proper information, sequential emailing will
produce the loyalty necessary to make not only the first
sale but follow up sales as well. Internet statistics prove
that buyers who are exposed to this type of marketing become
regular customers.
=======================
3. Harvest the results
=======================
This point may sound redundant or unnecessary but let me
assure you that it is very important. Email address should
be treated like gold because they are. They are the link
between a first product sale and future sales with each
customer. Each email address can be used to sell "back-end"
products (products which are similar in nature to the
first sale).
Experts tell us that it is useless to send email to prospects
that are not interested in the product. Further some get upset
when they receive Spam mail and that could spoil chances for
future sales.
Information is the key to marketing on today's Internet.
Patience and persistence is the underlying foundation. The
term passive marketing can be thought of as being synonymous
with sequential emailing.
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..................................................
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..................................................
___________________________________
TRIVIA ANSWER: Walt Disney... He was turned down 452 times by bankers, and lending institutions when he was planning to build Disneyland. His 453 attempt proved successful proving once and for all that patience and persistence pays off.
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