Sales
assume positive intent
Here’s an observation – especially in today’s world of frayed nerves and insta-snark kneejerk replies at anyone who’s even perceived at being “out of line”. What if the person reaching out to you didn’t intend it the way you interpreted it? We’d all go a lot farther by giving folks grace and assuming positive intent.…
Read Morewhat’s in a name?
I’m here to talk about names and taglines. Short writing is probably THE hardest, most time consuming writing there is. How are you gonna compress a complex idea into just three words? By writing a LOT of other words and doing a LOT of cutting until you arrive at the right ones. So today I’m…
Read Morewhy I don’t do discounts (and I don’t advise my clients to either)…
Back in the day when I worked in retail, I had a pet peeve… and it was this: Almost every time our merchandising staff had a really cool offer on something, they wanted to advertise it in the worst possible place… the weekly circular ad. Yep, that bundle of junk mail you get in your…
Read Morethe hidden source of sales
If you’ve got an offer out there in the wild, odds are you’ve encountered objections. And when you’re not expecting them (like when someone randomly replies to an autoresponder with a surprisingly personal message), they can be a bit discouraging or overwhelming. But I actually REALLY love objections. On my teams, I’ve got an “objection…
Read Morebeing your own hype man
Have you ever wondered about this one? Is it possible to go in-house if you haven’t had a copy job before? The short answer is yes. The slightly longer answer is… that’s exactly what I did. And the good news? I didn’t have any kind of magical formula to follow… I was pretty much making…
Read Moregood marketing doesn’t stop at the sale
I see a lot of companies out there focused on the marketing. Considering I’m a marketer, I’d say that’s a good thing. Keeps me in business. I like that. But if you think marketing is going to magically save your company, I’m gonna stop just short of calling you willfully deluded. In reality, marketing is…
Read MoreGo out and get your great deal TODAY… only we won't tell you where.
Want to know how to kill a sale REALLY quickly? Don’t tell them where to buy. You might be chuckling to yourself, wondering who would ever make such a silly mistake. Who has two thumbs and has done that very thing? This dork: Once upon a time, I worked in-house for a VERY high-volume retailer.…
Read MoreWhat I learned about sales from my time slinging hash
If you want to get the sale, you’ve got to ask the question. But HOW you ask is just as important as asking:
Read MoreEver have a WTF moment when listening to a voicemail?
That happened to me today. I was writing up a storm and when I came up for air, I saw that I had missed a call. I checked voicemail and listened to the message, paraphrased below: Hey Angie, I saw that you went to one of our Brazilian Jiu Jitsu classes. I wanted to…
Read MoreNeed a sales boost? Ask yourself, "where's the beef?"
Here’s my technique for selling multiple products to the same customer… …without bundles, coupons, heavy discounts, and losing your ass on margin. I call it the “roast beef sandwich” strategy. It works like this: Imagine your customer has a craving for a roast beef sandwich. They’re coming to your store to buy all the necessary…
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