Quick Reads: Sales

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Think Small to Win BigSocial Media
It's time to think small in a world increasingly on the go. If you want to find and influence your audience these days, you need to reach them where they're ...
Product Upgrades: Who Buys?Customer Insight
Advertising has to appeal to a wide range of consumer types. That's why marketers adopt so many different strategies for different audiences: consumers vary in what motivates them. Now, some researchers ...
R-U the 1-4 Me?B2B Marketing
Getting prospects to your Web site through a search engine is only half the battle. Converting them once they're there is the other half—and the tough part. Luckily, Patricia Hursh ...
It's Alive! It's Alive!Social Media
News Flash! The good old days of analog television are over. No longer is your TV a passive presence in your living room. It's on the move! Today's video is ...
Reward Me!Customer Insight
Programs that reward product referrals are a nice perk for consumers. Customers may get a cash reward, a discount on future purchases, or other types of prizes if they recommend a ...
Sprechen-Vous Italiano?Marketing Inspiration
Most Americans won't win any prizes when it comes to communicating in a second language. We typically grasp at the remnants of our high school French or Spanish, filling in ...
Podcasting is Easier Than You ThinkSocial Media
Just as the Internet can make "mom-and-pop" businesses look as formidable as Google and IBM, podcasting enables you to rival broadcasting giants like CNN or the BBC. It puts your ...
Time for a Makeover!B2B Marketing
Shrinking sales. Fewer prospects. Tightening budgets. All the classic signs of a recession are here. So, what's the next logical step for a B2B company to take? Web site makeover! OK, ...
Fill Your Conference Dance CardSmall Business
With so many conferences and events competing for your attention, choosing which ones to attend can be a challenge. And once you've made the decision, how do you get the ...
For-Profit Tips for Non-Profit Email Email Marketing
According to Winston Bowden, some non-profits may not be using the Internet as effectively as their corporate cousins. What's missing? A good email marketing campaign. "Whether you're launching a membership ...
Feelings, Nothing More Than FeelingsCustomer Insight
Samples are often touted as effective tools that give customers a taste of what your product will be like, and increase the likelihood of their buying it in the future. ...
Yummy! I Can't Wait!Customer Insight
Consumers are notoriously impatient. They want everything and they want it now. But what if they are forced to—gasp!—wait in line? Or—shudder!—wait for delivery? Does delaying consumption negatively impact a ...
Note to Banks: Think SmallCustomer Insight
Logically, if a product costs $10 and consumers like it, they should be willing to pay for it, right? Maybe not. According to researchers at the University of Iowa, it ...
No ReservationsSmall Business
In a recent post at his blog, Seth Godin recounts the experience of arriving at a trendy restaurant for his 6:30 reservation. "We were promptly seated at the worst table ...
On Sale Now, But Time's a' Wastin'!Customer Insight
"Regular Price: $599; Now: $399." We've all seen ad lines like this one that quote the original price of an item and then show a discounted price right next to ...
Unleash Your Inner Ron PopeilSmall Business
According to Tom Lindmeier, adding video product demonstrations to the rich media mix at your online store can boost Web sales. But there's a caveat: "I have seen my share ...
Creating Your Company's Own Online RealitySmall Business
"While many business owners are beginning to understand that information is the currency of the Internet," says Rick Sloboda of WebCopyPlus," few act on it." Yes, your business has the ...
The Painless Way to Raise PricesSmall Business
Sooner or later, you're going to raise your prices. An intimidating prospect? Sure, but Drew McLellan says you can implement a price hike without alienating your customers. Just apply a ...
Partner Your Product with CareCustomer Insight
Marketers often entice customers to buy a product by offering a free gift with the purchase. They might, for example, offer a free half gallon of milk with the purchase ...
Steering the Delicate SaleCustomer Insight
Customers can be suspicious of salespeople because their motives are unclear. Do they have the customer's best interest at heart, or are they simply seeking a commission? Researchers have discovered ...
Taking the Email PlungeEmail Marketing
We know that email marketing can add punch to a company's marketing efforts. Yet selling the solution to small business owners (SBO) can be a difficult task. Josh Nason of ...
Did He Really Call It a 'Nymphomercial'?Marketing Inspiration
In a post at his blog, Drew's Marketing Minute, Drew McLellan presents the case of Jay Nussbaum, a novelist who figured he might as well use viral video to promote ...
Green with LoveSmall Business
In the weeks leading up to Valentine's Day, candy aisles across the nation usually take on a distinctly pink, white and red palette. But this year, notes Drew McLellan of ...
Do Touch the MerchandiseCustomer Insight
Despite its merits, online shopping has a severe disadvantage: Customers can't touch the products they find on the Internet. Is tactile sensation a concern, even if you don't sell products ...
Network Like Charlie WilsonSmall Business
If you've seen Charlie Wilson's War, you'll probably agree that Wilson seemed an eminently likeable and accomplished individual. Tom Peters, who read the book upon which the movie is based, ...