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Brainy Tidbits - Issue 25
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MarketingIdeaShop BRAINY Tidbits
The ezine with brainy ideas & resources
for marketers & small businesses
This newsletter brought to you each Tuesday by
Lois Carter Fay & The Marketing Idea Shop
http://www.marketingideashop.com
mailto:lcf@marketingideashop.com
Issue 25 - December 9, 2003
Reading time: 10 minutes
Circulation: 533
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PLEASE FORWARD ~~~ WITHOUT CUTTING ~~~
to anyone who can use a few timely marketing
and creativity tips to improve their business.
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IN THIS ISSUE
1. Do You Want Fries With That?
2. Quote of the Week
3. 101 Marketing Tips: Pick Any Two
4. Steal This Idea: Create Urgency
5. Resources for Entrepreneurs and Marketers
6. A Little Marketing Fun
7. Smell the Coffee
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1. Do You Want Fries With That?
Retail companies from McDonald's to expensive department
stores are known for asking you if you'd like to buy
something additional when you're at the checkout counter.
You know, "Do you want fries with that?" or "This is such a
lovely coat. Do you need gloves to go with it?"
This technique is called "upselling," and
business-to-business companies should use it, too. It's a
great way to make additional sales.
The best time to make an additional sale is at the time of
purchase. You already have a customer. Your customer
obviously likes you and your products, or they wouldn't be
buying from you. You can add value by offering your
customer something to enhance their purchase.
For instance, when an industrial flooring company installs
a concrete floor for you, they could offer a testing
service to confirm the floor is flat and level. Or a
company that installs your cable for telephone and Internet
connections could offer redundancy of service (so you never
have to worry about being without your Internet connection)
by selling a wireless Internet system to you, too. A
marketing consultant who helps you create a new logo and
corporate identity package will often suggest follow-on
marketing materials like a website, print brochure and
product sheets.
How can you help your customers by offering additional
products or services at the point of sale? Perhaps this
little sales checklist would be helpful to you. Download it
now; it's f*ree.
Sales Success Checklist:
http://www.kickstartcart.com/app/netcart.asp?MerchantID=41484&ProductID=1468100
If the link is broken, copy it and paste it into your
browser window.
To order offline, call 1-800-203-8660 or 1-540-289-3840.
*~*~*~*~*DO YOU WANT FRIES WITH THAT?~*~*~*~*~*~*~*
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Want learn more sales techniques like this? 52 READY-TO-GO
SALES MEETINGS: 52 WAYS TO HELP YOUR SALESPEOPLE (AND
YOURSELF) WIN AT THE GAME OF SALES can help you! Read more
about what's covered in this 82-page ebook here:
52RTGSalesMeetings.htm
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2. Quote of the Week
"In the world of selling, money is often considered a
problem...when the real problem is the salesperson's
attitude about money. It might just be time to change the
way you think about money."
Jim Wilson, President, Selling Strategies, Inc.
and Ebook Co-author, 52 Ready-To-Go Sales Meetings
52RTGSalesMeetings.htm
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3. 101 Marketing Tips by Robert Grede
Tip #17: Pick Any Two
Quality, service, and price -- pick any two out of three.
But only two.
Naturally, your customers demand all three. But provide
all three for very long, and you'll soon be out of
business.
McDonald's doesn't try to sell fresh Maine lobster (with
large fries and a soft drink) for $2.99. Nor does Eddie
Martini's, a very nice restaurant in Milwaukee, try to sell
its steak dinner at McDonald's prices. If they did, both
would lose money on every customer and be out of business
very quickly.
Likewise, customers will soon become disenchanted with any
firm that only offers one out of three (imagine McDonald's
without the fast service). They won't be customers very
long.
Choosing which two out of three best suit your company is
critical to establishing your place in the market.
© 2003 by Robert Grede. Robert Grede is the author of NAKED
MARKETING - THE BARE ESSENTIALS (Prentice Hall) and an
acclaimed speaker. To find out more:
http://www.thegredecompany.com
or order his book through
Amazon. Look it up by name under "books":
http://www.amazon.com/exec/obidos/redirect-home/marketingidea-20
If the link is broken, copy it and paste it into your
browser window.
To order offline, call 1-800-203-8660 or 1-540-289-3840.
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4. Steal This Idea: Create Urgency in Your Ads
Creating urgency is a time-tested technique for getting
people to buy now instead of later. Even if you have
digital products for sale like we do at Marketing Idea
Shop, you can create urgency in your ads to encourage your
prospects and customers to buy from you now. There are a
number of techniques for doing this:
--> Set a time limit.
--> Offer a bonus.
--> Give a discount.
--> Announce you will raise your prices soon.
--> Use scarcity (for example, the first 20 people to
buy...)
And now through Wednesday, December 10, if you buy
MARKETING PLAN ESSENTIALS: ONLINE & OFF for full price,
you
can get 52 READY-TO-GO SALES MEETINGS for just $10. But
hurry! The sale is limited to the first 5 buyers. Merry
Christmas. Check it out here:
BuyMEget52RTG.htm
If the link is broken, copy it and paste it into your
browser window.
To order offline, call 1-800-203-8660 or 1-540-289-3840.
Please note: The sale is really available to everyone
between now and end of day tomorrow, but I wanted to show
you how scarcity works! :-)
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5. Resources for Entrepreneurs and Marketers
--> Lots of great f~ree or low-cost shareware here:
http://www.komando.com/bestshareware.asp
--> This website offers terrific tips on how to use your
computer better and how to troubleshoot computer problems.
While you're there, sign up for their free weekly tips
newsletter:
http://www.bluescreencomputer.com/tips.htm
--> Brainy games for one and all.
http://www.classbrain.com/artgames/publish/cat_index_1.shtml
--> Get Tom Antion's 7-day Internet Marketing course,
totally f~ree. Learn a few of Tom's money-making ideas
here:
http://www.kickstartcart.com/app/aftrack.asp?AFID=97748&u=www.antion.com/minicourse.htm
--> Need to research statistics for your target market? Try
the Feds:
http://www.fedstats.gov
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6. A Little Marketing Fun
Did you ever wonder why Santa's marketing works better than
yours? Practically everyone in the world knows who Santa
is. Does everyone know who you are? I didn't think so!
Maybe you should take some lessons from Santa! My friend,
Sean D'Souza from Auckland, New Zealand, has given me
permission to give you his whitepaper, "Ho! Ho! Ho! Why
Santa's Marketing Works Better Than Yours!" I think you'll
enjoy it, and feel free to pass it on to your friends and
clients. You can download it (PDF format) from this web
page:
HoHoHobySean.htm
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7. Smell the Coffee...
Here we are in Virginia, and you'd think we lived in
Wisconsin! We got about 10 inches of snow at the end of
last week. The folks who like to ski are happy;
Massanutten Ski Resort (which is right behind our house) is
happy; the kids were happy to be out of school; and I was
happy that I have a home office so I didn't have to travel
in it. :-)
It's looking like Christmas around here. We bought our tree
on Sunday. We have a contemporary home so the ceilings are
very high which means we never have to worry that our eyes
are too big for our house. It's about eight or nine feet
tall and then we put it on a box to make room for the train
to run underneath it, so all told, it's about 10 or 11 feet
tall. Plenty of room for all those presents from Santa.
I've been a very good girl this year, have you?
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MORE PRODUCTS
I encourage you to visit the Marketing Idea Shop website
for lots more information. Plus, you'll find a lovely
picture of me there! Remember, we are constantly adding new
products to our store.
http://www.marketingideashop.com
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THE FINE PRINT
THANK YOU!
We appreciate your business.
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http://www.marketingideashop.com -- or one
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Reprinted from "MarketingIdeaShop BRAINY Tidbits," a F~REE
ezine from Marketing Idea Shop and Lois Carter Fay
featuring brainy ideas and resources for marketers and
small businesses. Subscribe today at
http://www.marketingideashop.com and receive
F~REE by
email "67 Ways to Promote Your Business."
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Published by:
Lois Carter Fay, APR
Founder, Marketing Idea Shop
and President, Strategic Business Partners
Lois Carter Fay is a writing and marketing expert with a
bunch of gray hairs (no, not from worrying...it's just what
comes with experience). Strategic Business Partners is a
marketing consulting firm with ideas and strategies to grow
your business. Marketing Idea Shop is an online resource
for marketers and small businesses with lots of brainy
marketing ideas for you.
411 Rainier Road, Massanutten, VA USA 22840
Voice 540.289.3840 or 800.203.8660
lcf@marketingideashop.com
http://www.marketingideashop.com
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