Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Getting Off The Advertising And Sales Rollercoaster > NetSparsh - Viral Content you Love & Share

Getting Off The Advertising And Sales Rollercoaster

Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or three days pass and the response goes down. You look at the bill for the advertising and your jaw drops. Your hopes descend.

Nancy called me from Portland, Oregon with just this problem. Every time one of her ads appears in a local publication, customers start walking in the door of her home furnishing store. A few days later the number of prospects and sales goes down. Her advertising gets results, but the thousands of dollars she is paying each month is killing her profits. What can she do?

Whether you advertise your consulting business in The Harvard Business Review or your interior decorating service in the Penny Saver, your ad will cost significant dollars.

How can you make your advertising pay for itself?

How can you use advertising to create a STEADY stream of business?

Write Your Ad to Sell and To Generate Leads Of all the people who could benefit from your products and services, what percentage is likely to buy today? Hopefully a few, but the majority are more likely to need your services tomorrow, next week or next month.

Write your ad to prompt people to buy and if they're not interested in making a purchase, to contact you. When you write your ad:

1. Sell your products or services by selling your solution. 2. Prompt prospects to buy. Include a call to action. 3. Motivate prospects to give you their contact information.

For each person who responds to your ad and makes a purchase today, you should be able to get ten qualified prospects to contact you. Once you have their contact information, you can send them a regular email or postcard for far less than it would cost to run your ad on a weekly basis.

Follow Up On Your Advertising An ad can be the first step in marketing your products and services but unless you follow up, it may be the last. Its what you do after your ad runs that determines whether you're able to make it pay for itself in the days and months to come.

Let's say your ad works in getting people to visit your web site, call you or come into your store. What's the next step? How can you follow up to increase your sales?

1. Make sure you get their contact information so you can follow up.

2. Whether people stopped by your web site, left a ph0ne message, emailed you or visited your store Ð follow up promptly. Get back to them within the day, if not sooner. A prospect is most likely to buy or start a profitable relationship when he/she is looking for a solution. Let your leads linger and they'll go stale. If you wait prospects may contact other service providers or stores, and you've given them time to make their purchase through someone else.

3. Respond immediately. Use a ph0ne call or an email to let them know you understand the problem they want solved and that you can help them. Even a personalized autoresponder message will do the job.

4. Market to your in-house list of contacts. If you want people to remember you when they have a need and are ready to make a decision to buy, make sure they think of you as the solution provider. The best way to do this is to regularly provide ideas, tips and information that your prospects want.

5. Create opportunities for personal contact, whether through your print mailings, ezine or web site, you want to prompt prospects to contact you to discuss their needs and / or place their order. Ask them what they want, what they are looking for. When they send you an email, follow up with a call. Tell them how to contact you, how to schedule a personal conversation and then follow up with a call.

Advertising is an expensive ticket to marketing your products and services. Use these strategies to make sure you get your money's worth and you'll find your advertising paying for itself over and over. Instead of getting your thrills from watching your business go up and down, you'll find yourself enjoying the excitement of watching your profits steadily move up. - 2004 © In Mind Communications, LLC. All rights reserved.

The author, Charlie Cook, helps service professionals and small business owners attract more clients and be more successful. Sign up for the Free Marketing Plan eBook, '7 Steps to get more clients and grow your business' at http://www.marketingforsuccess.com

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

Pinewood Stock+ delivers car sales management via smartphone
AM
Pinewood has made it possible for its car dealer clients to sell and manage vehicle their stock directly from their smartphone or tablet with the introduction of its new Stock+ app. Neville Briggs, the managing director at the Pendragon-owned ...

and more »

Forbes

How Sales Managers Secretly Sabotage Revenue
Forbes
Into Obscurity. If you're like most business leaders, you invest heavily in your sales force. In fact, if you add up all the money you spend on training, incentives and technology, you might be alarmed at the size of your ongoing investment in improved ...


Local biz books full of advice
The Herald-Times
I recently read an excellent set of books from local author Chip Helm about how humility and relationships build sales and career success. Helm is an executive with Cook Medical and has had a 30-year career in sales and sales management with the ...


HuffPost

Exclusive: Wells Fargo Automated High-Net-Worth Wealth Management As Advisors Faced Sales Pressure
HuffPost
But in the upper echelon of a different division of Wells Fargo — its Wealth and Investment Management division — the intense pressure for sales is alive and well, according to hundreds of pages of internal documents reviewed by Yahoo Finance, and ...
Wells Fargo automated wealth management, pressed advisers to focus on sales: reportFox Business
Wells Fargo Advisors Shifted to SalesBarron's

all 189 news articles »

Firstpost

Infosys rejigs business units to improve focus of sales investments, increase management oversight
Firstpost
New Delhi: Infosys has reorganised some of its business segments as part of its efforts to improve focus of sales investments and increase management oversight. The Bengaluru-based company has carved out communications (earlier a part of energy, ...

and more »

BevNET.com

Sacramento-Area Sales Representative
BevNET.com
Greene & Hemly have been in the Northern California fruit industry for nearly 200 years as a world-class leader in fresh fruit farming specializing in pears, apples, kiwi and jalapeno chili production. This expertise and passion for pears has resulted ...


Training Journal

What elements do world-class sales managers have in common?
Training Journal
Sales managers have one of the most important roles in any sales organisation, because they oversee the sales team itself. As a result, they have a role to play in hiring new talent, retaining existing talent and ensuring all salespeople have the ...
A Prescription For Sales Enablement: Start With The Problem, Not SolutionForbes

all 2 news articles »

MarTech Series

ClosePlan Launches To Streamline Team Workflows And Transform Sales Cycle
MarTech Series
ClosePlan's innovative platform solves two seemingly simple, yet critical challenges that ail most organizations by closing the communication gap between sales leaders and, the rest of the company while also supporting sales managers through their ...


Sales Manager - San Jose
Brewbound.com
Responsible for all sales within a given metro territory; Responsible for key account growth and management within defined market; Lead a team of 5-10 Sales Reps and help them meet and exceed our goals; Coach Sales Reps in their daily sales activity ...


Sandvik Sales Up 12% in 2Q18
Modern Distribution Management
Swedish manufacturer Sandvik (STO: SAND) reported sales for the second quarter 2018 of SEK 26.1 billion (US$2.9 billion), a 12 percent increase year-over-year. Profit increased 55 percent for the quarter increased to SEK 3.4 billion (US$0.4 million).

Google News

Sales Competence Isn?t About Quota Performance!

Compounding the problem are two myths regarding measures of competency... Read More

How To Become A Better Sales Manager

YIPPEE! Kendra won, or should I say, "She was hired,"... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

The Surest Way to Boost Sales

If you have a small business and you are looking... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

Business Career, Executive Coaching Article - Perfection vs. Excellence

"(Howard) Hughes never learned how to convert his knowledge to... Read More

Are Your Sales Meetings Boring?

Many sales meetings are boring and a waste of salespeople's... Read More

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

How Your 60-Second Elevator Script Can Transform Your Staff, Your Sales, & Your Business

When attending a Chamber of Commerce breakfast networking get-together, I'm... Read More

Whats a Professional Sales Manager?

I was in the depths of a major depression. As... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express... Read More

Outsourcing the Sales Function

Small to medium companies that want to increase sales or... Read More

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... Read More