SuccessCo

Success Book ~ How to Become a Marketing Superstar

Excerpt from How to become a marketing Superstar written by Jeffrey J. Fox

Like the savvy street fighter who throws punches from every angle hoping to land one, the marketing superstar throws appeal after appeal at the customer. The street fighter tries to overwhelm. The superstar also tries to overwhelm, to break through the protective wall of disinterest and tune-out that customers built to shield themselves from the daily commercial barrage. The boxer who falls in the twelfth round doesn’t fall just because he suddenly got clobbered, but because he was pounded in rounds one through twelve. So too, the customer who finally recognizes a product, responds to an ad, listens to a salesperson, tries a sample, or buys a product does so in  response to the marketer’s persistent outreach.
The marketing superstar never lets up. The superstar is always in the game, always communicating, always selling, always contacting, always throwing leather. The marketing superstar works to build positive brand awareness, and realizing that the customer is indifferent, invests all available time, resources, creativity and energy to reach out and persuade the customer.
Dominate the customer’s consciousness and you are closer to getting and keeping the customer. Communication leads to brand recognition. Brand recognition leads to trial and usage.
Usage leads to brand awareness. Brand awareness leads to a franchise. Communicate. Fill the air with flailing fists. You might hit something.

HOW TO BECOME A MARKETING SUPERSTAR: UNEXPECTED RULES THAT RING THE CASH REGISTER

TOP 10 Classic Sales Blunders

1)   Generalizing – Anything about anyone at any time or thinking you know what the prospect wants or needs rather then listening to them.
2)   Poor time management – Time is money – use it wisely
3)   Checks in the mail – It is NOT in until it’s in your hand. Period
4)   Talking to much – The more you talk, the less you sell
5)   Lose of momentum – simple law of physics – keep moving
6)   Not closing – Always ask the prospect to join or buy
7)   A no is not always a no – Most prospects  raise at least 2 objections
8)   Sales myths – Mondays are slow, Friday afternoons nobody is in, etc.
9)   Facts, figures and statistics sell – NO – emotion sells.
10)  You don’t need to study, improve or practice – Mention this one to      any “professional” for their feedback and get ready for an earful.

-Jim

© 2003 - 08 SuccessCo.com

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Want to be a Better Manager?

Great Questions for Better Management

Here are 10 questions to ask your staff as you interact with them during the course of the day.

- What made you mad today?
- What took to long?
- What caused complaints today?
- What was misunderstood today?
- What costs too much?
- What was wasted today?
- What was too complicated?
- What could be improved upon?
- What job involved too many people?
- What jog involved too many actions / processes?

-Jim

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Communication Tip – How to Shut Down a Obnoxiously Talkative Person

Tips and techniques on how to put the brakes on an “over” talkative person.

Tip 1 – Keep absolutely silent. Verbal response such as verbal acknowledgements (Including um and uh-huh) will encourage more chatter.  By being completely silent, it will make them self conscious through total quiet.

Tip 2 – Talk at a slow tempo. Most overly talkative people are fast talkers. By creating a contrast in styles, you will call attention to their monopolizing the dialogue.

Tip 3 – Don’t restate what you hear. While this may be a good idea in normal conversation, with an obnoxiously talkative person, this will only fan their fire.

Jim

© 2008 SuccessCo.com

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Success Quote

"Courage is being scared to death,
and saddling up anyway."

John Wayne

Simply Stated. . .

When Times are tough, it is not good enough to just be good!
Be great or find a different job. . . . . Love what you do, or do something else.

-Jim

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Sales Tip ~ Think like a Customer or Prospect

In the mind of a prospect it is easier to make the decision not to buy or join, than the possibility of making the wrong decision. Therefore, your goal is to help the prospect justify why they are not making the wrong decision. Some useful techniques to help accomplish this are:

Feel, felt, found
Stories of other customers / members
Being extremely confident and assumptive
Not becoming defensive when you hear (and you will) an objection

Anticipate their objections in advance – play (be) the devils advocate – here are some transitional phrases to help you bring up that inevitable objection:

“I bet your asking yourself . . .”

“You might be wondering . . .”

“If your concerned about . . .”

“A question I often hear at this point in a conversation is . . .”

By mentioning the objection before they do, you’ll disarm the prospect and put them in a more receptive frame of mind.

-Jim

© 2008 SuccessCo.com

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Business Humor ~ Payment in Advance

A motorist was driving by a Texas ranch, hit and killed a calf that was crossing the road. The driver went to the owner of the calf and explained what had happened and he then asked what the animal was worth.

"Oh, about $200 today," said the rancher. "But in six years it would have been worth $900. So $900 is what I'm out."

The motorist sat down and wrote out a check and handed it to the farmer.

"Here," he said, "is the check for $900. It's postdated six years from now."

Success Video ~ The rise of the amateur professional

In this deceptively casual talk at a *TED conference, Charles Leadbeater weaves a tight argument that innovation isn't just for professionals anymore. Passionate amateurs, using new tools, are creating products and paradigms that companies can't.

*TED stands for Technology, Entertainment, Design. It started out (in 1984) as a conference bringing together people from those three worlds. Since then its scope has become ever broader.

Success Tool – Basecamp

Basecamp is the flagship product from the company 37signals that takes a fresh, novel approach to project collaboration. Collaborate with your team and clients view schedules, tasks, files, messages, and more.

Additional features:
Web based and accessed from any computer.

Customize your colors and upload your logo to make your Basecamp yours.

The dashboard shows you all your clients and projects on one screen.

Make lists, add items, assign responsibility, check 'em off when you're done.

Upload files, categorize, sort, track versions, share deliverables.

Keep track of the hours spent on a task or a complete project.

With message boards, keep communication centralized. No more shooting emails back and forth.

Keep track of projects due, when it's due, and who's responsible.

See a bird's-eye view of a project. What's late, upcoming, and fresh.

We actually use backpack and love it.
Another great thing about this service is that you can try it for free before signing up.

-Jim

Click here to try Basecamp now!