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Category >> Getting and Keeping Customers
Feb 20
2017

Selling Social Media to Lower End Clients

Posted by Steve Marr in Untagged 

I received a question from “Mike,” who runs a small business that creates websites for other businesses. The presenting question was “Would it be wise to use the weekly throw away newspaper to follow-up with advertisers and potential customers?” The idea was that he quickly could see whether an advertiser listed a website and contact them if they did not have one.

My perspective is that most of these publications are read by people with a lot of time on their hands and without much money. I also believe that most of the advertisers in these publications operate on a shoestring budget and sell to people without a lot of money. Generally, this does not provide a good context for increasing revenue.

Feb 17
2017

Use Black Background to Highlight Product

Posted by Steve Marr in Untagged 

A long time ago, I worked part-time for a coin dealer. One of the first tricks I learned was to place a nice coin on a piece of black velvet. The black background blocked out distractions and highlighted the coin in the best possible way. The black allowed the customer to focus entirely on the coin.  Jewelers typically use the same trick.

You can use the same technique with photos for a catalog, eBay, or your website. Put the product on a black background. This will avoid excess clutter which is distracting.  The obvious exception would be situations where clothing is on a model or you are demonstrating something like a lawnmower where you want to show how it cuts grass.

Good lighting is important. If you don’t have the proper lights, consider purchasing some. You can purchase some for less than one hundred dollars from Amazon.com using this link:  http://amzn.to/2iknl1n

“The Lord spoke to Isaiah and said, ‘Present your case,’ says the LORD. ‘Set forth your arguments,’ says Jacob's King.” (Isaiah 41:21, NIV) In the marketplace we need to present the strongest arguments possible for a product or service.  Part of that argument is to use a background to highlight our products.

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Feb 06
2017

Balance Old and New Media

Posted by Steve Marr in Untagged 

I frequently interact with businesses that need to improve sales and want to develop effective marketing campaigns.  Clearly, increasing sales is an important and necessary goal.  Many business owners want a magic solution. Even as investment funds are available, the business owner may just want to write a check for instant results. Unfortunately, this doesn’t always work.

Jan 23
2017

The Business Lunch

Posted by Steve Marr in Untagged 

A business lunch is a common practice to extend your work day and accomplish significant business objectives. I don’t treat these lunches as social events but as tools to accomplish meaningful business goals. While they are usually friendly, pleasant and cordial; they still need to accomplish specific business objectives.

Jan 04
2017

Uncovering a Customer’s Need

Posted by Steve Marr in Untagged 

Understanding customer need is a key step in making a sale.  For example, a customer for the metal drill salesperson is not buying drill bits, but is purchasing the best possible way to make holes in a piece of metal. You may have the best conceivable drilling equipment; but if the competitor offers a laser product that’s more efficient, you’re likely to lose the sale.