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Sales Information

Understanding The Corporate Buyer


Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There's the possibility of repeat business worth many billable hours at respectable rates.

Cracking The Billable Hours Ceiling


How many of you made as much money as you wanted to last year? Don't be shy; raise your hands. Hmm, I don't see too many hands out there. What would you say is the cause of this gap between your goals and your earnings?

Successfully Selling Your Professional Services


As a professional service provider you face special challenges promoting yourself to potential clients. You may have certain restrictions on how you market or advertise. You may feel overwhelmed by the demands of being both owner and employee. You might not have a strong base of effective selling & marketing skills. In addition, you may believe that self promotion is somehow unprofessional and pushy or even unnecessary. Very often, professionals "open up shop" and expect, much like in the Field of Dreams, "if you build it, they will come."

The Damaging Admission - A Persuasive Technique


We would all like to think that our product or service is flawless. More importantly, we would like for others to believe that as well. But no matter what you sell, a drawback (sometimes several) will always exist, even if only in the mind of your reader-prospects. Either way, you MUST address the issue up front. In fact, if written properly, "the damaging admission" can actually be used to your advantage.

Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test


Business owners should be more like doctors.

How To Make An Extra $100,000.00 Each Year


HOW TO MAKE AN EXTRA $100,000.00 EACH YEAR BY ADDING A FEW LINES OF SCRIPT TO YOUR ONLINE ORDER PAGE

5 Ways to Encourage Impulse Purchases


I just bought six square pieces of spongy fabric for $20 and walked away happy - "victim" of an impulse purchase.

Chicken Little And The Disintermediation Myth


If Chicken Little were alive today he wouldn?t be running around forewarning us of the sky that was about to fall. He?d be too preoccupied alerting everyone about another potential disaster - which may in the end prove to be just as erroneous as his first prediction. Nevertheless, if the conversations around the office water coolers are any indication, he?d still get the attention of many nervous corporate omni-smarts. So what?s the new buzz? Disintermediation!

Long Sales Letters vs. Short Sales Letters


Everywhere I turn, I'm being asked to weigh in on the issue of whether copy should be long or short in a sales letter. I receive countless newsletters on copywriting and marketing, and they are all still debating the issue.

3-Levels Of Successful Selling


Any selling approach that lacks a proven strategy, a practiced proficiency for its application and most significantly, a full understanding of its psychological, human behavioral import ? is at best, a wishful endeavor. ?Paul Shearstone 2003

Gic Number For Writing Sales Letters


When I write sales letters for my clients, one rule I always start with is The Rule of 7.

Unique Selling Propositions


If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for your Branding, your business recognition, and your sales!

Your Clients Buying What Youre Selling


Linda felt like she had reached a plateau in her cleaning business. For the past 3 years, she'd run the same ads in the same publications with the same results. She would generate enough new clients to make up for the ones she lost due to normal attrition, but she was never quite able to get beyond her mediocre success.

Sales Copy Tips


Writing good sales copy is not an art, it is a science. There is no reason to get creative here. You want to follow the formula that has been proven to work.

How Improve Conversion Rates


Do you know your conversion rates? Conversion rate is the number of visitors to your site that take the desired action against the total number of visitors in a particular period or time. Research has shown that 60% of websites do not know their conversion rates. Then how do you improve your site?s performance if you do not know your conversion rates? What do you take into consideration when making changes to your site?s design? What do you do when you have plenty of visitors yet very few of them take the desired action? What do you want your visitors to do? How are they going to do it? What is the next step for your visitor after taking the desired action?

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