Batch : 2008-2010
Program : MBA
Center : INC-Bidar

Don't Try to Sell in One, Quick and Easy Step


Most of the ads for small businesses try to use the One-Step strategy because it's the only strategy they know. It seems logical and it's relatively easy.

Unfortunately, it rarely works well for small businesses. In the end, most of the time, money and energy invested in this One-Step strategy goes down the drain.

If you have absolutely no competition, and your product or service is in very high demand, then the One-Step strategy may work for you. But that situation is rare. Most businesses have competitors--usually, lots of them. And those competitors want your prospects and customers. (Using theory of Demand and supply)

Can you generate 'any' results with the One-Step strategy?

Yes, you can. But you will get the absolute minimum number of sales with that strategy. There are usually a small number of anxious prospects in any market who are ready to buy and are easily sold.

Those types of easy prospects may respond to a One-Step ad -- but they will also respond to your competitors' One-Step ads too, and then they'll probably go with the lowest price.

During the Gold Rush of the eighteen hundreds there were a few gold nuggets lying in plain view on top of the ground. Those were the easy pickings. The greatest volume of gold was beneath the surface. That enormous supply of gold needed to be mined, and only those who were willing to go through the extra effort became wildly successful.

It's the same with marketing. The One-Step may get you a few easy sales, but those will be absorbed quickly, then you'll be in for a long, dry spell.

There is a much more effective marketing strategy for small businesses like yours. It's called the Give to get strategy and it is designed to attract the hundreds, even thousands of hot and 'warm' prospects who want what you sell, directly to your business. They will be so compelled by your strategy that they will literally ignore your competitors' ads.

This could be your year to break through to a much higher level of success. It's easy when you have an easy-to- understand and follow step-by-step plan of action.


Use Marketing Magnets ideas to Attract Your Best Prospects

No, I'm not talking about literal magnets, I'm talking about
magnetic offers that are so appealing that your prospects and customers can't resist them.

If you simply offer your product or service like everyone else, your prospects won't see any reason to choose your business over your competitors.

Here are a few ideas of magnetic offers:

1) a special, limited-time discount offer to attract your best


2) a complimentary sample of your product or service.

3) a complimentary catalog.

4) a complimentary bonus or bonuses when they buy.

5) a complimentary workshop or presentation

6) a BOGO (Buy One Get One Free) offer, etc.

There are thousands of magnetic offers that you can use to grow your business. What kind of
magnetic offer can you use to break through to the next level?

Treat Your Customers Like Gold

Why? Because they are worth their weight in gold.

Too many small business owners spend most of their time, energy and money trying to find new customers.

While that is something you should be doing, don't forget that you have a goose that lays golden eggs right under your nose.

Your current list of customers have already purchased from you. They have already experienced your excellent product or service and excellent customer service. If your product, service or customer service aren't excellent, then that is something you need to work on immediately--if not sooner.

According to my experience, it has proven that a happy/needy past customer is much more likely to purchase from you again in the future.

Past customers are easier to sell to, and they buy more than people who haven't purchased before.

There's an enormous vein of gold sitting in your customer gold mine. All you need to do is ask for it.



Put Your Past Customers/ neediest on a Physical List

If you don't have your past customers on a physical list, then you are leaving a pile of money on the table.

You can't simply sit back and wait for your past customers to contact you to buy again. Very often your past customers get so busy with their hectic lives that they either put off buying from you, or they just forget about you.

Remember, your competitors are trying to lure your customers away from you with more appealing offers.

If you want to keep your customers buying from you, you need to be
proactive. You need to get their names, addresses, phone numbers and e-mail addresses on a physical list so you can contact them in the future( what we call database).

Ideally, you should have a customer database on your computer. That way you can easily print out address labels that can be used to mail a self-mailer, a letter, a post card or a newsletter with product offers.

It's your gold mine; don't let someone else
pull all of the gold out of it.




INC Bidar Campus.

Show Comments... | Back
On :5/1/2013 10:11:00 AM
Nice one dude, keep it up...!!
By : Santhosh Sainandan Kouta
On :6/24/2010 2:19:00 AM
very informative dude!!! nice work ,keep up the good work mate!!!
By : Navneet Kumar Thakur
On :6/15/2010 10:37:00 AM
gud, collectively treat customer as king....
By : Anil Kumar
On :6/4/2010 10:25:00 AM
Thanks sourabh for sharing your veluable experiance, nicele expressed.
On :5/27/2010 10:35:00 AM