Golf Tip
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How I Generated More Revenues Without Having a Sale!
   
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Have A Golf Fitness Expert In Your Home
The term golf fitness expert has grown in popularity for the last few years thanks to Tiger Woods, Annika Sorenstam, Vijay Singh and many .....
The term golf fitness expert has grown in popularity for the last few years thanks to Tiger Woods, Annika Sorenstam, Vijay Singh and many .....
How I Generated More Revenue Without Having a Sale! You want
more revenue and you want it fast. The marketing experts tell
you to create a compelling offer. You immediately think
Sale.
You wonder how big the sale should be. How much can I afford to
give away before the sale starts costing me money? How will I
word the sale materials so customers dont take advantage of me?
The worries start and you realize you have a huge task to pull
off this sale and generate real revenue.
Unfortunately, in our crowded market place, a compelling offer
has become synonymous with a sale. There are other, better
alternatives to motivate customers to buy from you.
This article will show you six options that will accomplish your
goal of getting more revenues. These options will build a
stronger relationship with your customers that the sale will not
accomplish.
The Limitations of the Sale
The fundamental problem with most sales is that they are good
for the business but not necessarily good for the customer.
A sale usually starts with a business problem you want your
customers to solve for you. You need more cash. You have excess
inventory. You need to meet sales quotas. You want to get ready
for new merchandise. Your sale is asking the customer to solve
your business problem.
There will always be customers who dont mind being used. Their
agenda coincides with your agenda. Quid pro quo.
When you create your offering around something they really
value, however, they look on your offering differently. It
becomes more than just a customer transaction. It is the start
or the continuation of a relationship that will result in sales
now and in the future. The customers primary concern is always
how the product or service benefits them and makes their life
better.
Six Alternative Offerings Convenience
Structure your offering around customer convenience and you have
a motivation that does not require sales or discounts. At my
daughters school recently, the uniform company came to the
school to sell uniforms. The parents alternative was to drive
30 miles into the city to purchase the uniforms at the companys
store. Parents were lined up forty deep to purchase the uniforms
at regular prices. This store made convenience a motivator for
the parents to shop.
Enhance Your Expertise
If your customers are buying your expertise, by enhancing that
know-how you give them additional motivation to buy your product
or service. Suppose you were in the copywriting business. You
announce to your customers that you had just completed a
copywriting campaign that generated thousands of dollars for a
particular business. Customers now see doing business with you
No Regrets
MY FOUR-MINUTE DANCING CAREER
A few years ago, I decided to pursue my dream of being a dancer. I was 37 years old and being a dancer was on my list of things to do before I die, so I thought .....
as even more desirable. No discounts; no sales!MY FOUR-MINUTE DANCING CAREER
A few years ago, I decided to pursue my dream of being a dancer. I was 37 years old and being a dancer was on my list of things to do before I die, so I thought .....
Self-Esteem and Praise from Others
Those who market golf equipment say the main motivation for
customer purchases is praise from others. Great shot, Bob.
Youre really driving the ball well! If your product or service
involves these types of motivations, repackage your offering to
foster self-esteem and praise from others. It has more power
than a sale!
Tapping into Social Issues (Idealism)
I recently worked with an acupuncture clinic. This form of
Chinese medicine can heal many ailments and injuries. We chose
to focus their acupuncture marketing on the treatments on
athletic injuries because of the current scandals involving the
use of harmful drugs and steroids. We presented their offering
as a safe and natural alternative to more harmful drugs. By
presenting an ideal alternative to a current social issue, no
sale or discount was required. You can appeal to your customers
idealism. Popularity
People want to be part of the in-group. They want acceptance.
By repackaging your offering to emphasize the popularity of your
product or service, you give people another motive for wanting
to buy from your business.
Scarcity
Scarcity is another motive that drives customers. It can be
expressed in limited product or service quantities; limited
editions; selective lines of products; preferred customer
programs; limited time; or taking advantage of opportunities.
There is some greed in all of us. If we feel we are going to
lose out, we get very motivated. Conclusion
This article has shown you six alternatives to generate more
revenue that dont involve a sale. When you need a compelling
offer, start with the motivations that drive your customers to
buy from you and then emphasize these motivations. You will find
these motives are just as effective as a sale. They will also
help you build a better relationship with your customers because
youre doing it for them!
If you want to learn more about how to repackage your offerings
and other successful marketing tools, go to
www.successfulmarketingtools.com. If you want a free follow up
report on how to create new offers, send me an email at the
following address: al@successfulmarketingtools.com . Put in the
subject line, Free Report on Offerings. I will send you a free
report.
Copyright Al Hanzal, 2005. All Rights Reserved
Custom Golf Cart
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About the author:
Small business owners have been using Al Hanzal's innovative
marketing tools to bring more customers to their businesses. For
more tools go to www.successfulmarketingtools.com