Give to Get Marketing PowerTips Newsletter
Today's PowerTips Article:
The Easy Way to Grow Your Sales
by Joe Gracia
www.givetogetmarketing.com
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Hello Fellows
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A while back we received a record number of responses and tremendous positive feedback on our article about activities that make you money versus activities that lose you money.
Many of our readers asked for more ideas and examples of these types of activities, so for the next few issues we'll be giving be doing just that.
We're glad that we got such a positive response to this concept because it is one of the most powerful ideas for growing a small business.
You have a choice each day to spend your time on activities that will result in more sales and more profit, or you can spend your time on activities that will either bring you nothing, or actually decrease your sales and profit.
We see it happening all around us.
By simply stopping a profit losing activity you can often start to make more money. I know that sounds incredible -- you can make more by doing less -- but it is a common truth in business.
Doesn't it make sense that the results you are getting from your business are directly related to the activities you are performing each day? How could it be any other way?
It's actually a lot easier to grow your sales and your bank account by simply spending your time on those things that will make you money, and not spending your time on those things that will lose you money. More for less.
Here are a few examples to help you determine which activities can make you more money:
'Hello. Can I help you?'
Jim, the owner of a small retail establishment, would greet his prospects with the standard, 'Hello. Can I help you?'
Nine times out of ten, the response he got was, 'No thanks. Just looking.' Once you get that response, it abruptly ends any further opportunities.
We showed Jim a different question that works wonders in breaking the ice and results in wide open opportunities.
The new question was, 'Hello. Have you been here before?'
Now if the prospect says, 'No,' Jim can proceed to tell her about his store, and ask questions about her needs. He can also tell her about any current specials.
He has broken the ice, which very often is all that is needed to get the prospect to open up concerning her needs.
If the prospect says, 'Yes,' he can still proceed to tell her about his current specials, and ask about her needs.
Obviously, this won't result in 100% sales conversions, but it will result in more conversions than the money-losing, 'Can I help you?' greeting.
Judging Your Marketing by Opinions
Gail owned a small business and had a very difficult time getting positive results from her marketing efforts.
It was no wonder when we saw how she was judging her marketing. She would show her latest advertisement to her staff, associates and friends and ask for their opinions.
If she got positive feedback on her effort she felt great and continued to invest money in it -- even if she got no response. She had believed the myth that you need to keep running a marketing piece for a long time before it begins to produce results.
Bad idea. If it doesn't work the first time, something is wrong, and needs to be fixed.
This is a very common money-losing activity that loses business owners thousands each month.
We taught Gail that you should never, never judge your marketing by opinions.
It has been proven time and again, that the ads and marketing efforts judged the best by employees, associates and friends are almost always the biggest money-losing ads.
Why? Because the average person likes to look at funny, creative, witty and artistic ads and other marketing pieces. But those types of marketing pieces are almost always the big money losers. People may love to look at them, but they don't respond to them.
People love to laugh at the often funny TV commercials, but when asked a few days later, they can't recall what product was being advertised. They just remember the joke.
We explained to Gail, that there is only one way to judge the effectiveness of a marketing piece, and that is by the number of responses you get.
The higher the response, the more valuable the marketing piece. That's why it's so important to have a method for tracking the responses from your ads, so you can keep the winners, and get rid of the losers.
Gail began using a simple system we taught her for tracking the responses from each of her marketing pieces.
After that, she quickly discovered the ads that were making her the most money, and began investing more in those, while she stopped spending money on the losers.
Her responses to her ads immediately began to grow dramatically as well as the size of her business.
You can't grow your sales or your financial future by performing money-losing activities each day. But it is amazingly easy to grow your sales when you spend your days performing the simple systems that are proven to make you money.
We try to spend as much of our time in our business on the activities that increase our income. By doing that our sales continue to grow every month with no limits.
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If you have any comments you'd like to share about this article, just hit reply and send me an email.
Until next time, we wish you the very best marketing success.
Joe Gracia
Give to Get Marketing
http://www.givetogetmarketing.com
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About the Author:
Copyright 2000-2011 Joe Gracia. All rights reserved.
Joe Gracia is small business marketing expert with over 30-years of hands-on experience. You can get hundreds of marketing tips at his www.givetogetmarketing.com web site, or sign up for this Give to Get PowerTips Newsletter at www.givetogetmarketing.com/free-ezine.html
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