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The First Rule of CRM for Financial Services Things have to change. Cross selling is not going to happen simply by installing new CRM technology. Perceived Value Is In The Eye Of The Beholder Q: My partner and I are having a hard time coming up with what we feel is the perfect price for our new product. We know what competing products sell for, but we don't know if it's better to price our product cheaper than theirs or charge more based on what we think is a superior product. Unique Marketing Ideas That Generate Cash! First of all - keep in touch with your customers! One of the best ways to do this is with a newsletter. Today it's easier than ever to have a newsletter - use email. Fundraising Letters Are Easier To Write With AIDA Learn a lesson from professional direct mail copywriters. They follow a time-tested format in their sales letters, a format that you can also follow when writing direct mail fundraising letters for your non-for-profit organization. Using Flyers In Your Business If you are not using flyers in your business you are missing out. Flyers can be used to sell your product, promote your product, promote your services, and in a number of other areas. Direct Mail Response Rates Low? Eliminate These Mistakes Are your direct mail response rates lower than you expect? Check your sales letter or direct mail package against this checklist to uncover the reasons for your poor response.LIST You are mailing to people who are never likely to buy You are not mailing to others in the same business who influence the buying decision Your list is out of date Your names and addresses are not formatted correctly for proper delivery Your list has job titles only, not namesFORMAT You are using the wrong format for your audience (self-mailers to professionals, for example) Your letter and brochure are not complete sales pitches in themselves Your liftnote or buckslip confuses your offer or main selling promiseENVELOPE Your envelope gives too much away, so your prospects throw it away unopened Your mailing envelope looks like junk mail Your package is addressed to "Occupant" and not to a person by nameMESSAGE Your letter lacks a strong, customer-focussed headline The opening line in your letter is not compelling You spell your prospective customer's name incorrectly Your letter lacks specifics about product size, weight, color and other vital details You discuss product features but not customer benefits You talk too much about your company and not enough about your reader You do not create enough desire Your letter lacks urgency You do not offer a guaranteeOFFER You are offering the same thing that your competitors are offering Your offer is not specific Your offer is not exclusive Your offer is not relevant Your offer is not valuable Your offer is not unique Your offer is not usefulCALL TO ACTION You do not ask for the order You ask for the order, but too late in your letter You conclude by saying, "If you have any questions, don't hesitate to contact me" You give too many ways to respond-or not enoughREPLY DEVICE Your reply device is too cluttered You do not tell prospects what to do to buy your product or service Your reply device is not postage-paidTIMING You are mailing at the wrong time of the year Your letter is arriving on the wrong day of the week You are mailing too often, so prospects ignore you You are not mailing often enough, so prospects do not remember youAbout the author Alan Sharpe is a business-to-business direct mail copywriter who helps business owners and marketing managers generate leads, close sales and retain customers using creative direct mail. Go Guerrilla Jay Conrad Levinson coined the term guerrilla marketing, which I define as low-cost, creative and typically self-implemented public relations techniques.Here are a few thoughts that might spawn some ideas for your own business. Top 10 Ways to Create and Manage Opportunity Most of us are used to the concepts of risk management or time management. Many of the same principles can be applied to creating and responding to opportunities. Getting The Big Picture Series: Part 2-Whats Beneath The Surface? When you take a piece of gold to a pawn shop sometimes they will take a small saw-like tool to scrape the jewelry to find out for sure "What's Beneath The Surface". Sometimes they find pure gold, silver, or tarnished metal. The X Factor So you've invested more time than you ever believed possible on your website and in optimizing the pages for the search engines. Having sacrificed weekends and holidays, you've ensured that your site ranks in the Top 10. Fundamental Strategic Marketing Mistakes to Avoid This is a pretty tough global economy and it is critical for a company to leverage every bit of their marketing resources. So, if this is the case, why are so many companies shooting themselves in the proverbial foot by breaking some of the most fundamental rules of marketing? It's a very simple question with complex answers - here are some of the pitfalls to avoid:1) Believing a second rate web site communicates integrity: So many web sites are just plain funky looking (graphics, text, menus, etc. Why Doubling Your Fees Can Increase Business: How Pricing Affects Buyers Decision Making Process Want to know the simple way to get all the business you could ever handle? Charge almost nothing.That's the approach employed by busy fools anyway. The Value of a Good Sales Letter! Regardless of how many forms of promotional material you create, the simple yet very important sales letter never goes out of style. As a matter of fact a good sales letter should definitely be included as part of your marketing strategy for it can be the most effective tool over any other promotional material. Stretching The String: Five Tips To Maximize Your Marketing When You Are On A Shoe String Budget "I know I need to market my business in order to grow my business, but right now I can't afford it."I have heard this statement numerous times from business owners that are struggling to stay in business. Five Tips for Trade Show Success on a Small Budget No matter how small your marketing budget, your business can afford to have a successful presence at trade shows without incurring big expenses. Here are five tips for exhibiting in trade shows inexpensively:1) Have a sales representative exhibit your line at a trade show. 7 Great Ways to Market Yourself and Your Business to Help Increase Sales Do you own a business and need ideas on how to market your products or services to your customers? Well, the one thing that every business owner needs to know is that in order to survive, you need customers willing to spend their hard earned money for your products or services. The only way to drive customers to your business is to market yourself and your business in a way that customers believe in you and willing to spend money. Create a Blueprint for Your Success Having a strong foundation enables you to build a thriving, profitable life and business. A simple method to create this foundation is with Discovery, Vision, Planning and Benchmarking, the four cornerstones of your life as well as your business. If You Can't Answer This Question Your Business is Doomed! How do you answer the seemingly easy question, "What do you do?" Do you talk about YOU? Do you talk about your products/services? Do you talk about your industry? Do you explain the process of how your products/services work? If you answered yes to any of these questions you are missing an enormous opportunity.Every time someone asks you "What do you do?" and every time someone reads your marketing materials you have the opportunity to:* Interest potential clients * Increase the potential for referrals * Find out about potential strategic alliances * Create recognition for yourself and your business * Position yourself as an expertStop right now and take the time to discover how to answer the question, "What do you do?" in a profitable way. When Business Cards Arent Enough: Unusual, Unexpected, and Uncommon Networking Tips There comes a time in every small businessperson's life when common networking practices like handing out business cards, attending various meetings and schmoozing with potential clients only goes so far. Eventually, the same old techniques get overused to the point that they become insufficient. Systems - Marketing Your Business Successfully Business Systems that work for anyone, are a fundamental necessity for any networking venture. While most people rely upon their own company business system or plan for success, there is always a different option.
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