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Joel Sussman's Articles Display Category|Title|Newest|Oldest Make More Sales by Counteracting Fear Lots of people have been burned and many other people have heard news reports and stories about fraud, dishonesty, or just plain bad service. That’s one of the reasons it’s more important than ever to convey to your prospective customers and clients that you’re an ethical, respected, and service-oriented business person. Positive Thinking and Effective Marketing Go Hand in Hand Being an entrepreneur and running your own business is an intrinsically risky endeavor. If an expensive marketing campaign falls flat or a major client signs on with the competition, you might find yourself scrambling to make up for the loss. A positive state of mind not only helps you be creative, resourceful, and energized, but it also enhances your ability to anticipate, adapt, and regroup. Vital Component to Marketing Success: Establishing Credibility As a salesperson or the owner of a small business, do you consider yourself to be qualified, experienced, and dependable? More importantly, have 95% of your customers had a satisfying experience doing business with you or your company? If your answer is ‘yes’ to all those questions, then your services or products have the potential to be in high demand. The trick is effectively communicating that information to your target market. Nine Ways to Get Free Publicity and More Clients While marketing tactics that cost money are a necessary part of almost any strategy, make sure to get the most mileage you can out of techniques that are either free or extremely economical. Remember, even if your marketing budget is tight, there are still plenty of things you can do to increase inquiries, boost referrals, and expand awareness of the unique aspects of your business. How to Write Results-Oriented Web Pages, Sales letters, Ads, and Flyers In a matter of seconds, your prospects will make a snap decision on whether or not they want to read your marketing message. If they have to strain or struggle in any way, they’re going to skip it. In today’s competitive marketplace, it’s essential to exceed customer expectations, find ways to lower sales resistance, and have a value-added approach to doing business. Are Your Sales Scripts Working For or Against You? Flexibility is vitally important in developing rapport with a sales prospect and winning their confidence. If you’re adhering to a rigid script, then you’re not being responsive to their needs, concerns, and questions. Granted, listening and being empathetic is more of a challenge for some people than others, but if your success hinges on the ability to persuade and influence (and whose doesn’t?), then it’s a skill well worth cultivating. Get a Competitive Marketing Edge with PR Techniques Countless opportunities to send out press releases and receive valuable, free publicity get missed every day. The bottom line is that being written about (or broadcast) in the media conveys more credibility than messages communicated through paid advertising; and it can be a vital element of any integrated marketing campaign. Here are some cardinal rules, guidelines, and strategies to multiply your chances of success. 7 Marketing Ideas to Expand Your Customer Base and Profits Developing an effective marketing program for your home-based or Internet business can seem overwhelming unless you break it down into managable, bite-size pieces. In addition to staying motivated and constantly attuned to what others are doing in the marketplace, here are some tips that can help establish a strong marketing framework to put your small business on a faster track to growth. Proven Techniques for Writing Persuasive Ads & Letters There may seem to be a thin, if not invisible, line between "features" and "benefits", but understanding the distinction can make all the difference in your marketing success. Another vital tactic involves the creation of a strategic plan. A marketing plan, even an abbreviated one, can be an invaluable starting point in the development of an effective ad, commercial, promotional brochure, or sales letter. The Mental Process of Achieving Financial and Personal Success The ticket to a higher standard of living and a more fulfilling lifestyle is available to anyone willing to cultivate the states of mind known as faith, hope, and belief. On the journey to success or happiness, the biggest obstacles are not in the concrete world, but rather in the inner world of thought and imagination. Harness the Sales Power of Niche Marketing The major challenge for the small business marketer is discover what motivates their target audience, and then to speak as directly as possible to those fears, desires, goals, priorities, and needs. This article offers some insights into how to capture people's attention, get them interested in your product or service, and soften their sales resistance. It presents some new angles, fresh ideas, and thought provoking concepts.

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