Make BIG profits using little words
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Free Download - It’s OK to ask for the sale. Really it’s OK By Bob Janet |
Procter and Gamble wanted to increase their sales of shampoo so they asked their employees for suggestions. One factory worker suggested that one little word be added to the instructions on the company's shampoo bottles. The word was "repeat," as in Lather, Rinse, and Repeat. That one little word doubled sales.
Little words can help you increase your sales and profits.
Because of increasing marketing and selling costs you must find ways to maximize the impact of each and every contact you and your marketing materials have with your prospects. You must make sure you have a very high impact that creates the perception of value to the customer. You must:
•Attract the prospect's attention
•Get the customer to purchase your products / services
•Get the customer to use more of your products / services
I like to do it with little words. One of my favorite is the word “All.”
The word “ALL” will change any ho-hum ad or statement into a powerful impact telling the customer every item you sell is at the lowest price available and that you offer everything the customer needs.
For example, my competition placed this advertisement in the local paper. “18 cubic foot refrigerators on sale for only $299 - reg. $499”
This was a terrific price. But the wording of the ad left a lot to be desired, because it gave the impression that there
was only one of these terrific values or only one model. Wouldn't the ad have been a lot more exciting and attention grabbing and effective if it had said:
“ALL 18 cubic foot refrigerators on sale for only $299 - reg. $499”
Of course it would have, but the dealer can't sell all his 18 cubic foot refrigerators at $299, or he would lose money.
Maybe the leader refrigerator has wire shelves and all the others have glass shelves. So the appropriate ad would read: “ALL 18 cubic foot wire shelved refrigerators only $299”
It doesn't matter what the difference is. It just matters that there is a difference so it singles out which model of appliances are on sale while bringing in a swarm of business. The word “ALL” even improves the sound of a free giveaway. Recently the local minor league baseball team advertised, “Free hats to the first 300 fans attending tomorrow's game.”
See how much better the offer sounds with the word ‘ALL’ inserted: “Free hats for all of the first 300 fans attending tomorrow's game.”
Even stating the hours for a special sale looks bigger and better with the use of the word “ALL.” Recently I saw this in an ad: Special Sale Hours: Tonight 9:00 PM until 10:00 AM tomorrow.
Use of the word “ALL” turns it into a perception of a much longer time and more of a special event:
Special Sale Hours: Open all night! 9:00 PM to 10:00 AM tomorrow.
Other little words that make a big impacts:
1. Only
2. Now
3. Special
4. New
5. Easy
6. Call
7. Buy
8. Send
9. Stop
10. You
The 3 most powerful words in marketing
1.Free – Everyone wants something free. Of course you cannot give your products and services away and stay in business. But you can offer the customer something free when they make a purchase. Free delivery. Free extended warranty. Third one Free when you purchase two.
# 1 Rule in giving products and services away for free:
Only give products / services away free if doing so creates the sale at the profit you desire.
2.Sale – In the retail industry it is estimated that 90% of purchases are made when the item goes on sale.
Even if you are not selling in the retail industry, the customers you are selling to are use to buying in the retail industry and are conditioned to wait for a sale before they buy.
3.Guarantee – No one buys anything without a guarantee. Sure, they may forget to mail the guarantee in, but they want it. Most every seller offers a good to great guarantee, but few market it. Few sellers use their guarantee as a benefit selling point.
Remember the old saying, “It’s not always what you say, but it is always how you say it.” Enhance the way you say it with little words.
Make BIG profits using little words - To learn more about this author, visit Bob Janet's Website.
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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