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Creating The Interest In Your Email Marketing Campaigns

May 22, 2009 By Leave a Comment

Desist from Cold Calling in your Email Marketing Selling

NOW !

Hi Everyone

Sounds a hard call to many but if you wish to become successful in email marketing then you need to stop cold call sales and emails.

Cold calling selling is the least profitable and liked methods of any selling.

But…

to do it in emails is even worse.

You see…

when you cold call in a sale it becomes a numbers game.  Maybe you will get a sale, most probably you will not.

The best method to engage a prospect is with the simple art of ‘Creating an Interest’.

“Creating an Interest” is Part 1 of my Three Step Sales Cycle.

It involves the prospect being aroused enough to start looking at your products and services.

Firstly, let’s look at this in a traditional sales sense.

A retail store creates an interest with pop music blaring loud to attract passers by in a Mall in the case of female clothing stores.

Major retail chains create interest  by brochures and catalogues, TV ads and store window displays.

Whilst a prospect may create their own interest by simply NEEDING something.

The science of sales is to hook into this ‘Creating An Interest” first step and see how you can use it for yourself.

Now let’s look at emails.

Anyone receiving an email needs to have a interest created to them within the first few seconds.

but how we do this ?

Well…

By simply applying some courteousness to your email by starting them with their first name. ie.:

  • “Hi Bob….”  or
  • “Hello Mary…”  etc.

The moment a person receives an email it is taken as an interruption to what they doing.  Don’t get me wrong here some people like interruptions.

But if you wish to really create interest with them then you need to add their first name.

Do this is your emails and watch your responses increase.

Next post I will talk about. “How to get past them reading,

  • “Hi Bob….”  or
  • “Hello Mary…”  etc.

Cheers and Great Selling
Kurt
Australia’s Email Marketing Guru

PS: If you are looking for help with your campaigns – contact me – I will be happy to offer guidance.

PPS: Australia’s leading marketer Mal Emery inter-viewed me for one hour about email
marketing.  Listen here.  YES Kurt, I wish to listen to the inter-view.

Filed Under: Business Strategy, Email Marketing, Marketing Ideas Tagged With: , , , , , , ,

“Cold Call Selling – Does It Work???”

May 13, 2009 By Leave a Comment

Hi Everyone

“Cold Call Selling – Does It Work???”

For years sales people have been told to keep cold calling,
eventually someone will buy.

I even remember an old sales video which, I used in my early
training days which pronounced:

“If you make a $100 sale from every 20 calls treat it as making
$5 per call.  Don’t worry about making the unprofitable 19 calls because
YOUR number is 1 in 20.  So make 100 calls a day and you will get
5 sales and $500.  So GET TO IT, phone 100 people today.”

But the unfortunate part of this type of selling is:

  1. the 95 people who received your call didn’t like it and could
    ultimately damage your reputation; and
  2. ALL sales people detest cold calling as nobody’s psychology could
    really continue to take 95 rejections out of 100.

Some years ago I  remember helping a country radio station increase
revenue; but the first thing I did was to have their salespeople
CEASE cold-call selling.

The manager of the station went bonco at me when he heard what I did because
that is all his sales staff ever did.  They would get on the phones
and ring local businesses and ask the owners if they wanted to buy radio time.

This system was neither profitable nor image building for the radio station
as both the business owner whom was contacted; nor the
radio salesperson were comfortable with the cold call.

but guess what – somebody liked it.

It was the…

Radio Station Manager; and as he wasn’t involved in the transaction he
couldn’t see the negative impact it was doing. The few random sales
this technique was bringing in kept his “spreadsheet numbers” happy.

There is a better way to make sales and it comes in a three-step system.

  • Create the Interest;
  • Overcome the Objections; and
  • Close the Sale.

If you create enough interest in your marketing to satisfy the prospects curiosity they will contact you about your products and services then you will never need to Cold Call again.

When they contact you they are automatically in the position of needing something.

And here also lies the difference between “Cold Call Selling” and “Marketing”.

If you LEARN how to market you will never have to sell again

and…

WILL NEVER have to cold call again.

In my next post I will give you more details how to Create The Interest
in your marketing efforts.

Cheers and Great Selling
kurt-avatar-white-2009

Kurt
“Australia’s Email Marketing Guru”

PS: Are you looking to have somebody master your email marketing for you?
Contact me NOW and join a list a successful business owners who use me.

Filed Under: Business Strategy, Email Marketing, Marketing Ideas Tagged With: , , , , , , , , , , , , ,

“In These Tough Economic Times Your Customers Are Looking For…

May 12, 2009 By Leave a Comment
“In These Tough Economic Times Your Customers Are Looking For A Hero”
and it could be you !
Hi Everyone

We are continually being told in the media we are facing tough times.

Yet, everyday something is being bought or sold because people NEED to
solve problems, or be rescued from trouble or quite simply their emotions were
too overwhelming which forced them to act.

In my previous emails I have detailed there are three Key Factors in
emailing marketing.
1. The List;
2. The Relationship with your list; and
3. The Offer you make to them.

Even more so when we are being told of ‘how tough it is’, these three Key
Factors come into play.

So, to help your customers decide to act with you, and build the relationship
you have with them, I am providing some additional email marketing help.

Use these extra 7 Tips: – They Will Work.

1. Make sure you are using an address your customer recognises. Be consistent.
The address is your FACE. It is the first part of your email campaign people see.

2. Ensure you are using a service provider which has the capacity to send out
your messages. Don’t use a company which has a dubious reputation or
cannot handle the traffic you wish to send.
(I once used a company which had electronically programmed you were
spamming if any more than 100 emails at a time were sent -
Obviously I don’t use them now.)

3. Provide your customers with a real email address for them to reply to.
You should have nothing to hide and encourage their interaction with you.

4. Respond to any requests you may receive straight away. Especially ‘unsubscribes’.
Some people will not hit the automatic unsubscribe button you have provided
and will email you with the request.  Act promptly, efficiently and courteously.

5. Send out messages which will help them solve their problems or rescue them.
It’s not always about sales in the emails – it’s about building TRUST in the relationship.
If you get this right than the right offer will get to them.

6. Become their HERO. They will love you for it.  Stay in contact and know how to
have a conversation with them.

and

7. Do this every week or at least fortnight – once a month is too long between
contacting you friends, so don’t do it with your customers.

Cheers and Great Selling
Kurt
Australia’s Email Marketing Guru

PS: If you are looking for help with your campaigns – contact me – I will be happy to offer guidance.

PPS: Australia’s leading marketer Mal Emery inter-viewed me for one hour about email
marketing.  Listen here.  YES Kurt, I wish to listen to the inter-view.

Filed Under: Marketing Ideas

Email Marketing By Using E-newsletters

May 8, 2009 By Leave a Comment

Hi Everyone

When you send out your email marketing messages don’t dismiss the format of E-Newsletters.

E-newsletters are an  informative style of communication which allows you to develop a solid relationship with your list.

Contents of the E-newsletter should be directed towards helping, assisting and informing your clients of your products and services.

E-newsletters are more cost effective than traditional paper-based newsletters and are readily accepted by your list if it contains worthwhile information.  So don’t get lazy with them, make sure you’re  providing information or solutions to help your clients.

Depending on the content of E-newsletter you may discover it is a worthwhile avenue to offer some great deal not normally offered by traditional advertising means.

For instance we are using it with one client to generate ‘testimonials’ with the best ones receiving a meaningful prize.

So get to it.  Master the E-newsletter format of email marketing and be consistent.

Make sure you continue to create one.

Cheers and Great Selling
Kurt
Kurt Johansen
“Australia’s Email Marketing Guru”
kurt@johanseninternational.com.au
Direct: 0412 94 77 33
Grab my book “7 Killer Tips To Get Your Emails Read”

Filed Under: Email Marketing, Marketing Ideas Tagged With: , , , , ,