Marketing

As a business owner, can you name your key accounts? The ones you need to be successful? The ones that make your business profitable? The ones that you “plan around” when you look towards the coming year?

LUST, LIST, and LOST

How often do you see proposals with something like the following?

To compare my prices with those of your current supplier, please see the accompanying price lust.

MORE POWERS OF THREE

Writing A Proposal?

Whenever you're creating a proposal, you should offer three compelling reasons why your prospective buyer should buy your products.

Why three? That's a good question, and the answer might surprise you. In fact, you might be inclined to think that the more reasons you give, the better. This is not true.

The writing in your proposal should be like face-to-face selling. But when writing copy, a lack of human interaction (too passive or too technical) takes away the emotional element in the selling process. Therefore, a sales message must somehow communicate that emotion that empowers people to buy.

As the saying goes, "How you say it is more important than what you say."

Once is not enough!

Your "customer" is only a prospect until he's bought and used your product at least three times.

Note that while this is a message advocating INTEGRA® products as your brand for dispensed chemicals, what I say here can apply equally well to any brand you select for your company’s arsenal.
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Sounds like you’re out of business, doesn’t it?

Personally, I've just about given up on television. Other than news and an occasional sporting event (usually the last fifteen minutes), I've just lost interest.

In the spring of 1975, I took over a sales territory for a company called Economics Laboratory (now ECOLAB) in Southern Illinois. My territory's geographical center was located about one hundred miles due east of St. Louis, Missouri - headquarters of the regional sales office, and also the place where my boss was located.

Little Dog was starving. Stuck in a pen with two big dogs, life was a struggle, especially when it came to eating. When the owner brought food, his pen mates would snarl and bite at Little Dog, chasing him to a far corner of the pen to wait until they’d had their fill. Only then could he go and eat what was left. Often as not, the big dogs (Dogs 1 and 2) would eat all the food leaving Little Dog nothing.

SAVE TECHNICIAN TIME WITH DOSE

DOSE by Surflex® a line of cleaners (mostly housekeeping) designed to be dispensed in accurate amounts without the use of water driven proportioning systems.