Business Media Blog

Top Product Promotion Strategies

Written by admin on February 8th, 2010

Marketing has always been divided on a formula called “5P” - the five factors that comprise the marketing strategy of an organization. If they are carried out consistently good, and for a sufficiently long period, these 5 factors, which is also part of their brand.

So far, so good. But the problem is that nobody seems to be exactly what is important to agree 5 P, so that the list comprises a rule: people, product, place, process, price, promotion, paradigm, perspective, conviction, passion, positioning, packaging and performance.

Wow. Sounds complicated, right? I will try to facilitate an effective marketing and five trains - five concrete actions - you can immediately implement. Their mission: Try one or more of these NOW.

Move 1: Mounting

Want to try something new? The next time you talk to perspective, if the issue is the price, double the normal price and see what happens.

Am I crazy?

Maybe, maybe not. The downside is that you may still not crazy for charging for the value, but to compete on price. Companies compete on price to lose. Period.

The easiest way that competition is able to do is undermine your prize. In fact, the first thing they copy your money. It takes no imagination, no creativity, no innovation, no leadership, no vision and reduce the cost of something. And it hurts everyone. Lower prices always mean lower profits. Studies have shown that 1% center falling prices fell 8% in the profit result.

What happens when you double your usual price?

Several things. Outlook receive:

* An increase in the value of your product / service

* An increased level of prestige in the possession / use your product / service

* An increased level of confidence in you - and all other bids (halo effect)

* An increased level of confidence that your product or service really does

A marketing consultant, I once gave me a very valuable advice. She said: “Let be expensive or free ….” As a service provider is the most expensive one - remarkable people talk of U.S. $ 200,000 Italian sports cars or $ 21,000 platinum-plated mobile phone. Nobody talks about their GM sedan $ 19,000.

I have helped companies to double their prices, with great success and have contributed to independent consultants, double [and in one case triple] fees. In each case, they had more customers, not less. Details of how we do in Move 3. And how might you lose some unprofitable customers on the road. If you do not lose some unprofitable customers, you will not have enough space for more profitable if they want to go and serve. The emphasis continues to professional suicide, the provision of an industry “that means” to pay the lower (old) Prices may. Prices do not find customers. Customers like the location. And customers who appreciate your work should - and will - be paid by this value.

Is free, is also a powerful price. And, of course, free is remarkable. Which is another facet to move up - you move when you give value first. Free. Do you have an idea for a view? Great! Send it to them. It’s even better, has a fixed advance for them? Send them! Have you encountered an article, a profile or a research which directly affect their business? Attach it and send it to the person atop a short note. This prospect is now opened the door.

Move 2: Move In

Turning to the means of approach to customers. Live in their world, think about their problems and think about their customers and prospects. What is the first step? Research. Preparation. Homework. Industry, regional, business and corporate news is now pressing a button, anyone who sells on the Internet. If you are not intelligent exploration of your potential customer issues, challenges and constraints, how can you possibly come to a credible solution?

Not like sitting at the computer all day? A better idea is to hit the streets. Visit the company you talk to the service of your contacts in the region, you will get some first hand information about what is happening in their world - what are the challenges, opportunities, barriers that are priorities, what are their dreams, their “fair - IFS ‘and their greatest hopes?

If this is hard work? You bet. What gives the majority of sellers in this kind of trouble? No way. What exactly why you should. This brings us to 3 Move.

Move 3: Move Ahead

He advanced ways to do beyond what most sellers. On the job - yes, the real hard work - that’s the difference between making a peddler, and as he was a partner.

Want to go? Start by avoiding things like these prospects.

Here are the top-10-Seller to do things that buyers do not like a shopping magazine poll. See if you can) (or your sales team one of the following guilty No-No’s:

10.Failure to keep its promises

9. Lack of creativity

8. Failure to make and keep, appointments

7. Lack of knowledge of how the customer ( “What are you here?”)

6. Among the customers for granted

5. Lack of monitoring by

4. Lack of product knowledge

3. And the lack of listening Overaggressiveness

2. Lack of interest or goal ( “Just checking in)

… and the number 1 does not like: lack of preparation.

You can also move through the information gathering (1 remember Move? Move) and the value of your service products with actual figures.

In his insightful book, How to Become a Rainmaker, Jeffrey Fox author calls this process dollarizing. Dollarizing is one of the selling techniques the most powerful, because if you have (with real numbers, that your perspective will) return on investment - shows how it is spent considerable savings or profits or sales or generate new customers, or hours, etc. - you spend most of the conversation in the sale, you sell the MONEY director of sales.

In my seminars, I can exercise called the “money machine” that will help clarify the dollar hard, is very clear.

The slot machine “goes even further, because you can earn in exchange for money:

* Competitive products / services

* The prospect of doing nothing

* To make the prospect of myself

* Other things, the view is already very good money for

To obtain a free copy of my spreadsheet money machine, my e-mail: david@unconsulting.com.

Suddenly, your product or service into a true “investment” purposes, you can show people that math behind “so” for “as OUT. There is nothing easier than money by selling off!

Here’s another way to stimulate the process: Stop the silly game of “close the sale.” Closure is not a technique, the closure is not a trick, the closure is not about games of magic and looks and power games. Closing a natural extension of your entertainment, and the two issues should be effective, you must provide your customer focus you are at the end of your baseline are:

1. Doing what we have discussed so far make sense?

2. What do I do next?

Answer to Question 1: If you have prepared for the meeting, discussed the perspective of the central issues, and the monetary value of your solution, of course, it makes sense!

Answer to Question 2: “Let’s go ahead” or “Let’s do the paperwork.” Or, if your prospect answers your loved ones with “Get Out” or “Drop Dead, you have a good idea that the sale is ready. Seriously, listen carefully to the answer to this question you can answer these concerns, quiet or issues - right on up to the prospect of a sharp contrast, “No!” Ask any other traditional “for sale” gossip suggesting that many sales trainers. Remember, you are not there to sell - you’re there to help prospects for SALE. If you tattoo on your forehead, be my guest.

Move 4: Move Aside

Here’s another thing that most sales and marketing experts have difficulty with: It may not be all things to all people. Move aside is to find your niche and says that your skills in a narrow field of specialty chemicals. In plain language this means that you want to “Go-To Guy” none of your product or service - the exact opposite of a “jack of all trades and master.”

The people who will talk to a reaction quite different in these two ideas of your product / service:

* “I think we can bring him back.”

* “This is exactly what we wanted.”

Let me give you an example. There is a real company that services will be eliminated under the carpet, cleaning, odd jobs, food. Well, I do not know how to do it for you, but if I have a caterer, I want someone who does not Eating 24 / 7. I do not have to worry about “Did they wash their hands after work and remove the carpet before serving my customers?” In fact, if I am looking for a caterer for a wedding, I could also be considered “Catering Wedding Bells” more than “Sam’s Catering” or “Good Eats Catering.”

Here is another example. There are a variety of graphic design companies, all types of work - websites, logo design, brochures, warranties, wine labels, packaging of the book to do, etc. you name it, they do. And the case is usually OK. (But let’s face it, when they were growing as they would probably not ask for my help), some of them were struggling to differentiate themselves from competitors and others have found it difficult d ‘ establish a solid customer base and expand the referral network. We’ve had some success in developing its good business situation in progress, but if we delve into the potential addition of “Moving” and built himself a real American or a thing, given the evolution of their flagship specialty Most of the cold feet of my clients is.

A company (not my client - a shame for me), she has done with fabulous results, MaxEffect. They made a difficult problem. She walked away. They could not clear a variety of things with their graphic design and advertising skills, but they do one thing: they work only on ads, yellow pages. That’s it. If you are a killer ad in the Yellow Pages with dynamic graphics, custom or stock photography that you want a layout clear and strong message and strong, what are your go-to people. They have developed hundreds of yellow pages ads and have built a fanatical customer base, and they get a steady stream of recommendations - not to mention work on the farm and increased customer flows.

See for yourself: http://www.max-effect.com

Move 5: Move Alone

Right now you’re lost in a sea of gray. Me-too many rules the day. Everywhere you look, there are more and more of the same old thing sold by the same elderly in the old way. Boring. And deadly.

The problem is that people do not buy gray. When can you and your business and your offerings blend into the landscape, we also dichtmachen Shop Now. Let me put it another way: all the companies go bankrupt. It’s just a matter of time. Want proof? Of the 100 largest companies, 50 years ago, 17 have survived until today. And none of these 17 are the market leaders they were.

Why? Shift Happens. If you can not be separated from the crowd, you’re in the mix - and nobody will even notice, much less research and tell their friends about you.

Here is an example of a company that has really done a bad job - but they are not solo it once was.

During a recent call was from American Express, an executive to draw up a billing problem. At the end of the call, the operator asked: “Have I exceeded your expectations for this call?” And the exec replied flatly: “No.” She had a billing problem, and the representative Fixed it. C ‘ is pending.

Well, if the agent had offered the executive a $ 50 American Express gift check on potential sales partners online, American Express will be used as expectations have been exceeded, is not it? This story is worth repeating for 10-20 people. Can you imagine the executive branch to say something to someone: “Hey, I called my resolve billing errors Amex. Guess what? You did it! “This is not the only move.

Here is a good test to see if your marketing strategies and sales in the category of “Moving alone” - they are, if you do something:

* Is “simply not done” in your industry

* To make a point of customers (excellent!)

* Up against the conventional wisdom (I call it the “Uncommon sense”)

Others think * (including your competitors), is “crazy”

* Others () is actually afraid of competition, including your copy

Get stupid. Get mad. Get an attitude. Get noticed.

Author Seth Godin might put it very succinctly when he said: “Of course it’s risky. And risky is safe.”

Let me conclude with a summary of movements in Marketing 5:

1. Move Up = Get more value

2. = Move In Get Closer

3. Go ahead = get smart

4. Move Aside = Get specialized

5. Move Alone = Get noticed

Taken together, they will also help the ultimate move = Tolle crazy.

And remember the immortal words of Jerry Garcia:

“You do not want to be the best of the best.
You want to do when the only people who do what you do. ”