| |
| |
|
Marketing Information |
|
|
|
Large One?
Here's a proven, and truly easy way to start increasing your sales, immediately. All you need to do is add these 2 words to your selling system, and you're good to go. In fact, this trick's so good, I wish I could take credit for coming up with it, but the truth is, it comes from a little-known marketing legend. Here's the deal: In 1947, Elmer Wheeler was one of the best-known salesmen of his time. His "Wheeler Institute of Words" developed a "best practices" of selling, by testing a variety of words in over 19 million selling situations. I'm right in the middle of reading one of Elmer's most famous books, "Tested Sentences That Sell". And here's a great little selling trick that comes straight out of this book: Ever go into a restaurant and order a drink? Of course you have. And what does your server usually ask you, right after you place your order? They usually say "Small or large?", right? Well, imagine for a moment... you're the owner of this restaurant. Do you have any idea how much your sales would increase over time, if... instead of saying "Small or large?" after your customers ordered their drinks ... you told your servers to instead, say... "Large one?" Let me take the guess-work out of this and make your job easier for you. Elmer Wheeler tested this experiment out in five-thousand separate selling situations. And the results showed, when your server asked "Large one?"... 7 out of every 10 people, answered "Yes!" So, let's say a large soda costs you 35¢ more than a small soda -- are you with me on this? This means, by saying "Large one?"... 7 out of every 10 customers that walk through your door, end up giving you an extra 35 cents! Now you may be thinking, "So what?... It's only 35 cents." A-h-h-h, but remember.... Little Hinges Swing Big Doors Open! Follow me here for a minute: If you've got 5 servers... and each of them does this with 100 customers a day, this means each of them will be serving large sodas to an extra 70 people a day. That's an extra 350 large soda sales a day. (5 servers x 70 large sodas each). 350 extra sales, at 35¢ each, is $122.50 a day in extra gross sales for you... which translates into $857.50 extra a week, and over 52 weeks, this turns into... $44,590 Dollars A Year... With ZERO Extra Marketing Costs Involved! Not bad, hey? And if your large sodas cost 50¢ more than your small sodas, in that case, your annual bump in gross sales would be $63,700 Dollars! 70¢ more? O.K., that one's easy -- just double the 35¢ figure -- now you're selling $89,180 Dollars more! See how easy this stuff is? It's insane, isn't it? But what if you don't have a restaurant? How can you use this trick in your business? Well, let's say you own a photography store. When people are filling out their forms to get their pictures developed, instead of saying "Singles or doubles?", you can say "Doubles?". If you own a landscaping company, instead of asking "Shrubs and lawn?", you'd say "Whole yard?" And if you're a hairdresser, instead of asking "Cut and shampoo?", you just say "Shampoo?" Make sense? When it comes down to it, the basic premise of this selling trick, is... If You Don't Ask... You Don't Get! But polishing your request up so it's "benefit-oriented" to your prospect... makes this work smoothly... effectively... and without looking like you're trying to "sell more". Notice how you're not asking "Do you want a large soda?" -- you're just saying "Large one?" See, you'll have to experiment a little bit to find out what works best in your situation, but not you've at least got one helluva head start on things, no? And can you think of any easier way to make this kind of extra money? Elmer Wheeler really was a "selling genius" and you'll pick up quite a bit from him. And, from the excitement and enthusiasm he comes across with, you know he enjoyed his work. Here are a few of Elmer's famous quotes: "Your first 10 words are more important than your next 10,000." "People seldom want to walk over you until you lie down." And... "Don't sell the steak, sell the sizzle." Unfortunately, Wheeler's books are all out of print. You'll find them showing up pretty consistently on e-bay though, and, you can also find some of them on www.abebooks.com or www.alibris.com. P.S. Remember, little hinges really DO swing big doors open -- and success lies in the margins, not in the vast open spaces. KSo keep your mind open to finding the small things that others let slip... through the cracks. "Craig Garber is America's Top Direct-Response Copywriter. You'll find hundreds of marketing tips to increase your sales, and his insanely popular FREE Direct-Response Marketing Tip Of The Week, on his website, www.kingofcopy.com. Copyright © Craig Garber. All rights reserved."
MORE RESOURCES:
|
|
|
|
RELATED ARTICLES
Powerful Direct Marketing Numbers Direct Marketing works!Why? It works because it's personal. It carries a message, answers questions and gets orders. Arts Marketing : Suggestions for Students and Beginners Many artists create art but when it comes to marketing and selling their work, well, that is another story. It may seem daunting at first but artists can do marketing easily if they just think logically and commit time to the effort. Tradeshow Booth Cures - Knick-Knack Knockouts Okay, we were kidding about the smoke, but not about the mirrors. Mirrors are exceptionally useful Feng Shui devices, especially in regards to manipulating the flow of energy. Renting Your Mailing Lists to Others RESOLVING THE "PROPRIETARY" DILEMMA.. The Power Of A Story If you want your marketing to be effective, you absolutely must connect emotionally with your prospects. And one of the best ways to do that is by telling a story. Your Marketing Plan - Prerequisite to Success Marketing is a vital aspect of a business' operations. It has been said that, "Nothing happens in business until a sale is made". Nurture Sales Leads with Direct Mail Marketing Direct mail is a cost-effective way to make sales and generate leads. But it's also an excellent way to keep your brand name in front of customers, and to nurture leads until they become customers. Maslows Marketing Filter One of the basics of all marketing and advertising training is a teaching of "Maslow's needs pyramid". This pyramid shows the different motivators and needs in a person's life and how they are built one upon the other. Where to Find New Customers Using B2B Direct Mail The challenge in business-to-business direct mail is knowing where to look for new business. You need a source of potential new clients that is reliable and affordable. Forward Thinkers Stay Ahead of the Curve What is it like from a marketing perspective to be yesterday's news? We rely on what is tried and true in marketing because it is usually safe, tried, and tested. It saves us time, as well, since we don't have to put on our creativity cap to craft an innovative strategy. The 10 Cornerstone Principles of Marketing There are four parts to a marketing system and they rest on ten cornerstones. Marketing results are only as powerful as your marketing systems. Business Cards and Business Etiquette One of the very basic conditions of being a successful businessman is to get people (your existing or prospective customers) to like you and a very basic requirement for being liked by people is to have proper business etiquette. We all like to be in companionship of well-cultured people and etiquette is one of the most important components of culture. Direct Marketing - Brand Identity Guru Tips If your company doesn't have a direct marketing program in place, a direct marketing agency can create one for you. A direct marketing company provides small to very large customizable ranges of business-to-business and business-to-consumer direct marketing options sure to fit your needs. Will Googles Gmail spell trouble for Email Marketing. We wait with baited breath for the anticipated launch of Google's Gmail - a fre*e email account, capable of storing50,000 short, text only messages. That was not a misprint. How Much Is Your Popcorn Worth? Powerful Lessons In Marketing & The Psychology Of Selling - Part 5 How Much Is Your Popcorn Worth?: Powerful Lessons In Marketing & The Psychology Of Selling - Part 5Let's continue to discuss the various marketing principles that are involved in "popcorn marketing":6. ExclusivityDuring the few hours that you're in the theatre, they have the market cornered by being the only ones to sell popcorn. If You Do No Other Preparation Far too often we see small businesses rush into doing things without planning and preparing. Unfortunately, marketing is a great case in point. The Top 10 Ways to Market your Business or Professional Practice Without Advertising Every business and professional practice MUST be in the public eye. You need customers! Folks need your goods and services -- it's a mutual alliance for mutual benefit! But if potential clients and customers don't know you exist, or can't find you, you will go bankrupt! They won't benefit from your services, and you won't make any money. What IS the Difference Between Marketing and Sales? There seems to be a never ending argument among marketing and sales professionals as to what really is the difference between marketing and sales functions. More often than not, both business activity terms are used to describe any business activity that is involved in increasing revenues. Budget Your Branding It is very important to regularly monitor your advertising activities in the process of brand building, to realize how much they are contributing to the bottom line. Expediting marketing expenses wouldn't generally lead to a stronger brand name. Ten Tips for Creating a Winning Proposal - Part 2 Part 1 of this series described five critical components for creating a winning proposal. In some instances, these components are all a prospective client needs to make a determination and award the job.
|
| home | site map |
| © 2006 Indexadvertisements.com |
