In a previous article, I discussed Coca Cola’s failures with New Coke to highlight just how important knowing your customers is to you marketing campaign. In this article, I want to talk about what’s involved with a marketing campaign.

I often get prospects that call me up and want to outsource their entire marketing campaign. They don’t want to deal with it. They’ve tried a variety of different marketing tactics - tv, radio, print, web - and none seem to generate the calls they’re expecting. They know that something might be wrong, so they decide to check out marketing firms in hopes that these firms will be able to make their tv/radio/print ads/website better. (Keep reading →)

Comments(0) |

Let’s face it. There is nothing people hate more than to sit through a sales pitch on something they don’t think they need. You may think they need your services, but at least initially, they may think otherwise.

Why Selling Doesn’t Work
When you are focused on selling, you take every opportunity you can to get the prospect to close the deal and go with you. Instead of listening to their concerns, you think of what you might say next or how you can overcome their next objection. This causes prospects to become defensive and unresponsive to what you are trying to tell them. (Keep reading →)

Comments(0) |

Using a call to action is the foundation of any direct response promotion, but what makes for a good offer that will motivate prospects to take action? Often, people don’t want to call you if they don’t have to. They may fear a sales pitch or just don’t know enough about their problem to feel comfortable moving forward. They may fear you will reject their business or that you charge too much. He may have heard bad things about lawyers who are only after his money or know someone who had a bad experience with an attorney.

(Keep reading →)

Comments(0) |