Persuasive Words from Advertising Guru David Ogilvy (Part III)
- Miracle
- Magic
- Offer
- Easy
- Wanted
- Challenge
- Compare
- Bargain
- Hurry
Persuasive Words from Advertising Guru David Ogilvy (Part II)
- Introducing
- Important
- Amazing
- Sensational
- Remarkable
- Revolutionary
- Startling
Persuasive Words from Advertising Guru David Ogilvy (Part I)
- You
- Free
- Because
- Instantly
- New
- Suddenly
- Now
- Announcing
Web Sites
When a client makes a referral, the first thing the prospect will do is Google the producer. Since we never get a second chance to make a first impression, your web site is an opportunity to demonstrate your value proposition. It’s hard to stand out if you have bland, static content. Visuals and less text simplify your site. Be specific about your services and types of clients.
Final Expense Life Insurance sales increased
Final Expense Life Insurance sales increased 5% last year according to the Life Insurers Council: More than 80% of policies were sold through independent agents or independent marketing organizations (IMOs).
Loyalty
To increase a customer’s loyalty, continuously add value. Understand why your customers want your product or service and how they use it. This will allow you to provide other positive experiences, such as sending information on an unrelated product or service they might like. This will build stronger relationships with them.
Take Responsibility
Don’t be afraid to say you made a mistake. Learn from failure and re-focus. Embracing failure in a positive manner will help you become a successful leader.
Segmentation
Splitting your database into many smaller lists based on criteria such as demographic elements, types of purchases or email opens could mean stronger growth for your business. Segmentation enables you to isolate and market to very specific customers on a one-to-one basis. Look first at segmentation when considering marketing campaigns.
Focus on what prospects want, not what you think they need
Listening to them, paying attention to their concerns and understanding their issues will lead to success. For example, if you only present ‘saving money’ as your selling point and cost is really not a factor for your prospect, you may lose the sale.
Failure to Success
Failure is a critical part of success in life and business. When you fail, you usually have to change. Change may not be easy, but successful people embrace change. One of the reasons people succeed is because they’ve failed previously and know what mistakes to avoid.
How to Lose a Sale
- Over-complicating the decision process
- Not respecting prospect’s time
- Focusing only on yourself
- Selling to make a sale, not to forge a relationship
- Winging it
- Avoiding the weakness of your product.
To Help Get Your Emails Past Spam Filters
- Avoid excessive capitalization
- Less is more when it comes to punctuation
- Use a signature line
Reasons Sales People Fail
- Negative attitude
- Lack of persistence
- No vitality
- Not organized
- Can’t answer objections
- Fail to ask for the sale
How to stand out from the competition
Be different, not just better. Focus on a particular market you can dominate, rather than trying to be incrementally better in a crowd. If you do the same thing as your competitors, it’s a race to the bottom on price.
Negotiation Tactics
- Repeat the last 3 words you hear and then stop talking. The other person may reveal more information to fill the silence.
- Expose anything negative. This will diminish the impact.
- Speak with a friendly tone. It keeps the conversation relaxed.
- If negotiations are failing, acknowledge it. Say “Looks like there’s no way we can make this work.” That phrase sometimes prompts the other person to improve their offer.