Email marketing is one of those touchy subjects. Some love it. Others fear it or don’t understand it. Some recent conversations on Twitter say it’s dying or (fill in with new technology of the day) is an email killer (this conversation has been going on for over the last year). When I hear these statements I know this means email marketing will be around for a while.
While building and maintaining an email list can involve a little work, the rewards are well worth...
Big doors swing on small hinges. When you understand these three principles you’ll realize you’ve only cracked open a very large door and have left a large amount of revenue sitting outside.
You want to increase revenue without increasing your expenses. There are many tips and tricks you can find online. However, they ultimately fall into one of these three categories. And, as you read through them, you’ll find multiple ways to increase revenue in your business.
Inertia is your most challenging form of resistance. It isn’t about you, your offer, or the sales process.
Inertia is rooted in your buyer and stems from his life experience.
It can be his past failures and disappointments replaying over and over in his mind. It can be his belief he already owns/knows what you’re selling. Either way, this stops him from
Skepticism is the type of resistance you’re probably most familiar with. It’s what most training in marketing or sales teaches you to deal with. Many of the techniques below may seem familiar. With that said, understand these work best with a unique type of resistance. You need to understand where your customer is coming from to make sure you hit all areas that work best with him.
Reactance is experienced when you feel like you’re being pushed into buying. It’s a reaction evolved from the sales process. As the pressure builds and you begin requiring commitments from your customer, they begin to pull away. Something inside causes your customer to jerk away, disagree with you, raise objections, or stop reading your sales letter.
Most marketing and sales training concentrate on ways to make the product and service you’re selling more appealing. They give you ways to build your message up so your customers drool with excitement. However, they don’t address the underlying resistance customers have when approaching their buying decisions. We all have some sort of resistance when […]
Discover the secrets to sales without resistance.