Categories
Armstrong Beech Marketing Copywriting Sales Sales/Selling

Five Deadly Sales Letter Mistakes

by Ernest W. Nicastro
To be effective your sales letter must be opened, read, believed and acted upon. In order to do this it must attract attention, warm the interest of the reader, create a desire for your product or service and cause your prospect to take positive action.
An effective sales letter, not surprisingly, achieves the same objectives as an effective salesperson and just as there are certain mistakes a salesperson wants to be sure to avoid in the selling process, the same holds true for the writer of sales letters.

Categories
Armstrong Beech Marketing Customer Journey Sales

17 tips for selling in a recession

Written a couple of years ago when this latest recession first hit….

Trust is a paradoxical thing. It requires risk-taking when we’re risk-averse. It requires doing the opposite of our first instincts. Recessions are the same. The thing our prospects and clients want to do—cut costs, squeeze suppliers and customers, and scale back plans—paradoxically drives the recession deeper.  Trust is about relationships, not transactions. Thinking of downtimes per se is transactional thinking. Thinking of downtimes as one half of a business cycle is relationship thinking. And it’s what you do in tough times that determines how others trust you in the good times. Trust is based on being willing to put the other’s needs first. But in a recession, the instinct to take care of Number One has the same trust-destroying effect as selfishness does in personal relationships. And it hurts business development in both the short and long run. Building trust in professional services involves four principles: client focus, collaboration, taking the long-term view, and transparency. Here are seventeen trust-based tips for selling in a recession organized around these four principles.

Client-Focus Tips
Tip #1: You’re a practice area head in a professional services firm and project or client
relationship managers report to you. When was the last time you visited your top three or four clients? Go visit, with your client manager. Your agenda? “Just wanted to hear what’s new with you. Besides our own services, what can we do for you?” And don’t even think about charging the time.

Categories
Armstrong Beech Marketing Social Media

Great Video on Social Media from You Tube and a link to the SocialNomics website

 Great Video on Social Media from You Tube and a link to the SocialNomics website

Social Media Revolution 2 – (refresh)
http://www.youtube.com/watch?v=lFZ0z5Fm-Ng

Socialnomics Website link

http://www.socialnomics.net/

Five Tips for Improving Your Social Netiquette

http://www.socialnomics.net/2012/08/03/five-tips-for-improving-your-social-netiquette/