Archive for March, 2007

Are You Paying Enough Attention To The Business World Around You?

Do you spend at least three hours per week reading magazines, newspapers, and Web sites that report on overall or “general” market trends? Observe what trends are starting in your geographic area, nationally, and worldwide.

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The answer, obviously, is no.

Your customers are not created equal. Give or take a few percentage points, 80 percent of your sales will come from 20 percent of your customer base.

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Do you know any of the “little things?”

Do you know her birthday?

Do you know the name of his spouse or kids?

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Is it the beautiful building in which you are located?

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I’ll bet you’re thinking it’s your first sale with a new client.

You’ll be surprised to find out that a secondtime buyer is at least twice as likely to buy from you again, when compared to a first time buyer.

The second time client will usually buy again because you have proved that you add value to his/her life. The customer who has had his/her wants and needs fulfilled comes back for more.

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Does your business have a personality?

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Do You Have Millions To Spend On Marketing?

I didn’t think so!

Now, forget all that you may know already about marketing. What they teach in the marketing classes at colleges and at business schools does not always work well in the “real world.”

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What Is The Difference Between Sales And Marketing?

There is an important distinction.
Successful businesses know how to use both.

Selling is interpersonal, one-on-one human communication. It includes telephone calls, networking, and face-to face meetings between you (or your sales staff) and your clients and prospective customers.

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Do you have a magic marketing wand?

Many business owners treat marketing as if it was something magical, and not subject to a systematic approach or extensive planning like the other parts of their business.

I have studied marketing and the masters who have created successful marketing efforts over the past 121 years. I assure you, there is nothing magical about marketing.

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What type of business do you have?

You may be in the manufacturing business, or own a retail store, or sell insurance, or provide personal pet care.

You may have a store that sells actual “carry-out” items, or your company may provide training services.

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