The Winning AdVantage eZine: Sales Marketing Idea

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THE WINNING ADVANTAGE eZINE
Monday, March 24, 2008
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The Winning AdVantage eZine is dedicated to your Home-based Internet Marketing Business Success.

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Published by Earl Savage
ES World Marketing
http://thewinningadvantage.blogspot.com/
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In This Issue:
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1. Message from the Editor

2. Feature Article - "Sales Marketing Idea"
by Chet Holmes

3. Free Ads

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=>>Free Classified Advertising - The Winning AdVantage Classifieds
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Dear Reader,

WELCOME and Thanks!

As always, I hope you'll enjoy and profit from reading "The Winning AdVantage".
Please feel free to post your comments at the bottom of this blog post. I am here
to help and I welcome your feedback.

Wishing you success,
Earl Savage, Publisher
The Winning AdVantage eZine
winning@esworldmarketing.com

P.S. If you like this ezine, please tell your friends, downline, upline, etc.
If you have ideas for improving it, please let me know. I'd love to hear from you.

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=>> Feature Article
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Sales Marketing Idea
Copyright © 2008 Chet Holmes

So let's imagine that you do sell office equipment and it's your
turn to give your speech and the audience is full of CFOs. If
you're a little strategic, you might go with something like: "The
Five Ways our Office Equipment Can Benefit You." Again, an
approach like this appeals only to those who are "buying now,"
and possibly those who are "open to it," but pretty much 90% of
your audience is leaving.

So what title would have a broader appeal? How about: "The Nine
Ways You're Wasting Money in your Operations and Administration."
I'm not saying this is going to rivet the executive to their
chair, but they're not leaving either. They'll stay to hear a
little more. This is also true for an ad with that headline. It's
definitely going to appeal to the top two tiers, but it also
appeals to everyone in that stadium.

Everyone is interested in saving money in their operations and
administration costs. Certainly every CFO is interested in that
and, therefore, they would stay in the stadium. And if everything
that follows has some substance to it, you've now taken your
marketing and selling activity to an entirely new level.

The hardest thing we need to do today is grab the attention of
the potential buyer and keep the attention long enough to help
them buy your product. This approach of offering some education
of value to them gives you a significant opportunity to attract
more buyers and build more credibility. I call this "educational
based marketing" and here's a line you should write down: You
will attract way more buyers if you are offering to teach them
something of value to them than you will ever attract by simply
trying to sell them your product or service.

As another example, I had a merchant services company as a
client. They primarily target retail stores. So in their audience
are retail storeowners. If they walk out there and start off
with: "I'm going to show you why our merchant services are better
than anyone else's," the 90% are leaving as they are not in the
market for merchant services right now. So what could you say to
keep every retailer in their seats to hear a little more? Here's
a great title: "The Five Reasons All Retailers Fail." The
tactical executive reading this is already saying: "But if all I
really want to do is sell merchant services, than why would I
bother with all this?"

Answer:

1. Because offering an education that helps the buyer is going to
get more buyer interest.

2. If the information is actually good and useful, it
automatically repositions you in the mind of the buyer as much
more of an expert than all your competitors. (You're teaching
them things about their own business that they might not know.)

3. If you think and plan strategically, you will find a way to
weave that information in such a way that ultimately sells your
services far better than you could ever sell them by simply
flat-out pitching your product.

============================================================
Chet Holmes is founder of http://www.howtodoublesales.com is
known for Holmes doubling sales of every company given to him
as a line executive working for billionaire Charlie Munger. He
has conducted training for more than 50 Fortune 500 and other
prestigious companies and is author of The Mega Marketing &
Sales Training Program, Business Growth Masters Series and
Guerrilla Marketing Meets Karate Master.

For more information visit http://www.howtodoublesales.com
============================================================

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That's all for this time - thanks for reading!

To contact us, go to: http://www.esworldmarketing.com/contactus.html

Your success is our success!
ES World Marketing

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The Winning AdVantage, we are devoted to helping our subscribers
develop their marketing skills and promote their home-based Internet
marketing businesses and affiliate opportunities. This publication
features tips, techniques and how-to articles on such topics as ad copy
writing, finding good FRËË or inexpensive places to post ads, finding the
best available resources, and other issues related to making money on
the Internet. The Winning AdVantage eZine is dedicated to the
enhancement of your home-based Internet marketing business success.

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