Whether your business is product or service related, brick-and-mortar or online, you can utilize these five tips to help your selling tactics for little to no financial investment. These methods are effective for nearly any type of marketing, and won’t cost you a dime.
- First, make sure you only promote a single service or product at a time. This will cut down dramatically on any unnecessary confusion you might subject your customer to, and force them to make either a yes or no decision–with each “yes” counting towards a sale. Keep this goal in mind when you create your promotional campaign. Also, try to avoid promotions that entail extra decisions after they choose to purchase your item/service. This just leads to the possibility of them not being able to decide, or worse, cause them to get frustrated and not purchase your product after all; too many companies, especially small businesses, talk themselves right out of a sale by offering too many choices.
If you have more than one product or service you want to promote, come up with different marketing plans for each one or wrap them up together and sell it as a single package. The key to keep in mind is to make sure each promotion, regardless of the number of items, comes down to a simple yes or no answer. Eliminating confusion right off the bat will help the customer realize you know what you’re doing and make them more willing to buy from you.
- As I stress with every promotional campaign, don’t forget to personalize your approach. If you let the customer know you understand them by speaking to their needs, you will gain more sales than if you don’t display this understanding. Customize your approach to address the needs of each specific demographic you’re trying to reach, using the language they understand and appreciate the most.
If you do most of your marketing on the web, consider making specific pages that attract each of the different target markets, tailoring the content to fit each group’s needs and interests. You can print out the different page addresses on your business cards and hand them out accordingly, or you can simply link to each of them from your main page.
- Next, think of the biggest benefit you have to offer. What about your product or service will help your customer the most? Lead your campaign with this information so your customers immediately know you have something they want. If you can, use this information in the headline of your print ads, or state it in the first paragraph–even the first sentence–of your direct sales letter. For online businesses, put it at the very top of your web site where people will see it right away. This will provide a strong lead-in selling point that attracts your prospective buyer and convinces them to read your promotional material further.
- Shy away from generalities when describing the features and benefits of your product or service. It’s great to use action words like “easy”, “free” and “act now”, but those words will fall flat if you don’t explain to them why they need to act now, or how a promotion that’s free is worth looking into. Don’t say “your company’s revenue will increase with my service”, say “your company’s revenue will gain at least twenty percent more sales with my service, increasing your annual profit.” The statement becomes clearer when you use specifics, and will help your customer see just how much they need what you have to offer.
- Lastly, don’t hesitate to market to your customer’s emotions as well as their wallets. Most consumers will decide to buy your product or service based on their feelings, not just their reasoning. If you can make them eager to purchase your product while you appeal to the left side of their brain with facts, you’ve just cinched the deal. Appeal to their imagination with dramatic imagery, explaining how good your product will make them feel when they purchase it. You don’t have to go overboard with the descriptive adjectives, but give them a flavor of how much better their life would be with your product.
These methods of promotion won’t cost you anything more than what you’re already spending for marketing materials. Once put into practice, they should help you clear up any unnecessary parts of your campaign and get your message across clearly–two key factors of increasing your sales.