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Sales

Aslan's On The Move

March 29, 2006 | By | No Comments

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Chinese Snacks in Chengdu Your Business Blogger was looking for a bit to eat. Maybe some local flavor. In Chengdu, in the middle of China.

A traditional snack. I dropped into a small grocer and loaded up. Pringles, Oreos, washed down with a Coke. And Cheetos chaser.

Then I noticed something. As I looked down into my feed bag, I saw international brand names.

(Nothing escapes Your Business Blogger.)

Peter Drucker said that innovation and marketing were the only competitive advantages the USA needed.

The raw ingredients in Coke and Cheetos are commodities. Available anywhere. Cheap.

The real added value is in the marketing. From America.

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Pepsi ad at The Temple of Heaven, Beijing

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Wyeth formula ad in the Beijing subway

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Starbucks at Beijing Airport

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Coke bench ad in Chengdu, China

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Narnia sidewalk poster, Chengdu Narnia? In the Middle Kingdom?

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Narnia at a theater near you, Chongqing, China American marketing on the move.

Aslan’s on the move.

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Thank you (foot)notes:

Interested in Narnia? If you are near Glen Burnie, Maryland, be sure to come to the C S Lewis lecture Thursday nite.

More pics at The Travel Bug

See Snacking Across China.

Visit Basil’s Blog for his pick of good posts.

The Original Site For Lobbyists

March 24, 2006 | By | No Comments

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Charmaine Yoest with

Amy Bolthouse Shane

from ELI/China

at The Willard lobby

The English Language Institute/China recently held their 25th Anniversary in Washington, DC, staying at The Willard Hotel.

The hotel has a rich history.

The Willard is a social and political hub. President Lincoln probably stopped by a number of times while president. A few visits can be verified: with Mrs. Lincoln on July 6, 1861, to attend a concert by Meda Blanchard, and his review of troops with General Burnside on April 25, 1864.

In 1861 Willard’s also hosted Julia Ward Howe, who wrote the words for The Battle Hymn of the Republic in her hotel room early one morning.

General Tom Thumb and his bride, who visited the Lincolns at the White House, stayed at The Willard in 1863.

In 1864 General Ulysses S. Grant was a hotel guest. In his presidency, he passed thru Willard’s lobby where he coined the term “lobbyists.”

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The Original Willard

Lobbying is the practice of private advocacy with the goal of influencing a governing body, in order to ensure that an individual’s or organization’s point of view is represented in the government. A lobbyist is a person who is paid to influence legislation as well as public opinion. A more tactful description might be said to be someone who is engaged in public affairs.

Wikipedia.

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Thank you (foot)notes:

The English Language Institute/China began in 1979 at the start of normalization of relations between the People’s Republic of China and the USA. The PRC’s move to modernization and market reform created demand for English language skills. The first teachers were sent to China in 1982 for the purpose of teaching English, building friendships, offering instruction on the teachings of Jesus Christ to university students and faculty.

Differing Weights

March 20, 2006 | By | One Comment

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Milton Friedman

Trusting TransactionsThe biggest challenge my American female clients have is learning effective negotiations.

They should spend a month in East Asia.

Most retail shoppes in that part of the world are modest mom and pop store fronts. Where evey price is negotiated.

Designed to extract the last yuan in consumer surplus.

Shopping in this environment is exhausting for Your (western) Business Blogger. Different cultures. But when in Rome…

So I ask one of my local clients his opinion on the custom of haggling over everything. Everything.

I thought he would wax nostalgic on the old style interaction of true competition: buyer vs seller. The best pricing equalibrium of quantity demanded with quantity supplied. A romantic Asian metaphysical transcendence of commerce.

Did he like the East Asian pure sales process…?

He hated it.

(Your Business Blogger can be such a dope.)

He said:

Everytime you buy something it takes so long to reach an agreement…it takes too much research for little items

Another local said the non-stop haggling was “draining.”

So why does this system continue?

Lack of trust. It is all buyer beware in Mandarin.

There is no trust in a fair offer. And,

There is every expectation to be cheated.

Nobel laureate Milton Friedman spoke to this. He said that a cultural prerequisite of making money is the holding of truthfulness as a common virtue.

When you can trust a merchant’s word, says Friedman, “it cut[s] down transaction costs.”

Without adherence to common moral principles we must substitute external controls to govern business behavior; efficiency demands a framework of standards and accountability.

But there are modifications a-coming. Large retail shops in new malls have established set price policies.

Large international retailers coming to East Asia, such as Wal*Mart, have set prices. And they are reintroducing old traditions from the world over.

There is an ancient Jewish tradition of the prohibiting of “differing weights” for commodities. Established known weights would be used with a fair scale to measure items, grain to gold. A dishonest merchant would use a lighter or heavier weight to tip the scales for unjust enrichment.

Different prices for different people. Which is frightfully inefficient.

East Asia loves speed. Loves making money. Loves making money fast.

To get rich is glorious.

East Asia will tolerant no wasted motion.

So.

Honesty is not only the best policy. East Asia is a bit more pragmatic. And a bit more demanding:

Honesty and trust make for good business.

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Blogging from NRB: Calm Before the Storm

February 20, 2006 | By | No Comments

Cross Post at NRB from Charmaine.

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I’m here in Dallas this weekend for the annual convention of the National Religious Broadcasters with an FRC team at the Gaylord. The exhibits open up at noon today and we spent yesterday getting set up — we are at Booth #317: if you are in Dallas, come by and see us!

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7 Steps in Making Money at Trade Shows

February 18, 2006 | By | No Comments

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Bush at a previous

NRB ConventionIn Your Business Blogger’s ongoing attempt to keep The Little Woman out of Nordstroms, I dispatched her to Dallas. For a trade show.

Charmaine’s exhibiting at the National Religious Broadcasters Convention. With 6,000 of her closest show-bizie friends.

But I don’t want her to waste her time. So here’s a review for her. And you, too, if you like.

Why Are We Here? The best reason to buy exhibit space at a trade show is to meet decision makers and key influencers face-to-face. The best close rate is IRL. The trade show exhibit is where marketing meets sales. Good marketing will bring prospects to the booth; good sales will start and/or close the deal — open the account. The only reason people are there is to pitch or be pitched.

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Meet and GreetThe sales presentation should be memorized. Exhibitors should take no more than three minutes to preform a sales presentation. Once you start with a single person, a crowd will gather. But before you start…

Get Professional Help. Assign a point man, go to guy. Large company = event planner; Medium company = marketing guy; Little company = consultant. Thinly Capitalized Tiny companies with no budget = free consultant. To get advice and ideas use an expert at no charge. Schmooze the advertising and promotional products sales representative who’s selling you your imprinted swag, the stuff we all get. That rep makes a living designing programs that sell. His advice is not free — it comes with the cost of the goods sold. But you can get a lot of advice and ideas with no “budget.” The point man will either be, or will assign the booth captain — to set manning schedules to work the booth and exhibits. And be sure to cover the…

Logical Logistics. Thick carpet to cover the concrete floor; unwrapped candies — M&M’s in a dispenser is my favorite; a DVD running continuously — a movie, movement catches the eye. Watch the heavy lifting: many convention centers are run by union thugs workers — your event planner will know what you can get away with. Be sure to get a trash can and the nightly vacuuming ordered. Don’t eat at the booth. (Decades ago we used to say ‘Don’t Smoke’ at the Booth.) Stand in the booth — sit someplace else. Electrical outlets needed? Parking passes? Once you master attention to details you can then be the…

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Order Ronald Reagan’s

address to

the 1984

NRB ConventionCenter of Attention. No all trade show attendees attend to get drunk. At least not at the NRB. Except, maybe the Episcopalians. Anyway, the biggest (claimed) reason to show up is education. To learn what’s new in trends. Learn in-side how-to secrets. Learn from the Big Dogs. If you have the budget, sponsor a class. But even better would be to be the teacher, panelist, moderator, discussant at a seminar or breakout session. The perceived expert, class leader will get the leads. But be careful about…

Propaganda. Take aways to take home? No. Do not hand out literature at your trade show. It won’t survive the airplane ride home. Remember, your purpose is to make a friend. Make an appointment. Make a deal. All that paper only makes a mess. If the prospect is in real pain for (your) solution, he can retrieve the info from your website and blog. But you make an appointment. To see the prospect. Remember: Face to Face has the highest close rate. And it continues with…

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Working the exhibit floorFollow Up. A hand written thank you note with a fountain pen on fine card stock delivered by snail mail will astonish your new friend. (This is the only value today for the Postal Service.) Then follow up. Follow up to meet. This will improve your…

ROI. Return on Investment. Run the funnel with number and dollars. For example, if the trade show had 6000 attendees, your booth 600 visitors, generating 200 leads, getting 100 sales presentations, producing 25 sales. If the trade show cost $25K, then each sale ‘cost’ $1k. Would the trade show be worth it? Maybe not. You need to justify the marketing expense with sales numbers and results. With this information you might spend the budget on other marketing and sales strategies. Even if you have to miss some great speeches.

I am an enthusiast for Trade Shows. But the purpose is to sell.

Marketing is what you do when you don’t have anyone to see and sell to. Trade shows are marketing vehicles.

Make sure the vehicle is convertible to sales.

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Thank you (foot)notes:

anthonycoppedge.com church tech blog is attending the conference

Stacy Harp has background.

Indy Christian has more.

Full Disclosure: Your Business Blogger has an interest in a number of advertising and promotional companies; in both distributors and suppliers.

More on the NRB Convention and Exposition at the jump.

Seth Godin has more.

Read More

11 Feb

By

8 Comments

10 Steps of Marketing With No Money — Then Sell Out

February 11, 2006 | By | 8 Comments

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In the late 80’s Your Business Blogger was part of a medical device start-up. With no money.

We were launching new products, with new technology, teaching new surgical techniques, new medicine.

Conventional wisdom dictated hiring a half-dozen advanced-skill nurses to teach around the country. Our Board of Directors said no budget. This was a problem. Our product required extensive inservice training.

With a product that was 100 times the cost of its nearest competitive substitute.

So what’s a thinly capitalized company in trouble to do?

1) Throw a party.

My boss, John Harper, came up with the solution. Conduct training seminars. If we can’t go to the clinician; bring the clinician to us. (John Harper said something about mountains and Mohammed.) We would outsource the training to temping Nurse Consultants. We expanded his idea making the classes into events. Food, flowers, contests, framed certificates, lapel pins. More fun than a TupperWare party. Avon calling. Our mostly female nurses loved it.

…this list

of 10 steps provides a case study.

of brilliance in hindsight after the fact.

And desperation and frustrationbefore the fact…

This list of 10 steps provides a case study. Of brilliance in hindsight after the fact. And desperation and frustration before the fact.

2) Independent Contractors. Identify, recruit, train and motivate per diem consultants. 1099 not W-2. No fixed costs. Easy to hire. Easy to fire. I could make a lot of mistakes. And did.

3) Advertising. Small ad in local trade journals — ad buy was for multiple exposures, not size. Limited ad budget turned out to force creative thinking. I also learned that these thought and opinion leaders also were contributors to text books — and were looking for the latest technology — and wrote new chapters on advanced clinical techniques featuring our products.

4) Talent. Hired thought and opinion leaders who happened to be users. I simply hired my current customers. In setting up seminars the customers conducted the classes. Our instructors were typically ‘nurse of the year’ award winners for their organizations with advanced practice suffixes. These were smart women and everyone knew it. I hired 24 of the best.

5) Invitations. Snail-mailed and faxed personally-addressed invitations to thought and opinion leaders who were not customers. And phone calls. To attend our training seminars. A fax machine was hi-tech at the time. Hi-tech. Hi-touch. A personal invitation always sells.

6) Partners. Linked with local chapters of professional nurse organizations. Who were our key influencers and decision makers. Attended every industry trade show possible — I was less interested in the attendees as in the booth space buyers next to me — who were my channels of distribution.

7) Segment. Smallest, targeted market segment. We thought we would be selling to the 6,000 hospitals across the country. Nope. Not yet. It was the new home health care market. Which also was demanding performance over price. This tiny market segment was less price sensitive than hospitals.

8) Love. Appreciate the customer. Whenever a nurse passed (inserted) one of our catheters, I awarded her the coveted Landmark Nurse lapel pin. And a large framed certificate signed by the bosses. And corsages. Coming to our seminars was like going to the prom. I really loved my nurses. Still do.

9) Heeeeeree’s Johnny. Your Business Bogger acted as the Master of Ceremonies introducing the instructor and guided the logistics. There was no sales pitch. I openly disclosed that the Nurse Consultant was an instructor on the payroll. (At $500 a class — a lot of money at the time. Goodness, a lot of money anytime.) This Full Disclosure had an unanticipated consequence: Every nurse attending wanted to teach part time and would approach me later to get in on the $500 per gig action. Who knew?

10) Visit. Follow-up with a face-to-face visit. So here was my pitch: Buy the frightfully expensive product, I’ll train you, bring you roses, guarantee your happiness and patient outcomes. Or your money back.

So.

The seminars were conducted at a fraction of the cost of hiring a team of clinicians full time. And we were able to bury the expense under the travel & entertainment budget. Which, as it happens, the seminars were. delectare et docere

So what?

I collected baubles for sales numbers.


 

And then what?

The company was sold to Johnson & Johnson. A profitable experience for the investors and stock holders.

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Need to market with no money?

Throw a party.

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Thank you (foot)notes:

I had some terrific bosses at Menlo Care, Inc.: John Harper, Dave Maupin, Chuck Schreiber.

Read more on Menlo Care, Inc. after the jump.

Basil’s Blog has good content and links.

Read More

Vanity Fair CNBC Clip. Caution: Not Wise To View At Work Or With Children

February 8, 2006 | By | One Comment

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Vanity FairCharmaine appeared on CNBC (attempting) to debate the cover of Vanity Fair. Is it art? Or money-making-porn?

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CNBCCNBC’s On The Money

Click here for the CNBC Vanity Fair video.

This is a long 6 minute segment.

###

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Thank you (foot)notes:

Charmaine Yoest, Ph.D. blogs at Reasoned Audacity and FRCBlog

Be sure to visit Basil’s Blog.

Don Surber has best Wednesday posts.

Mudville has Open Post.

OutsideTheBeltway as links.

Aquila has more (or less).

See The Washington Post.

04 Feb

By

8 Comments

10 Action Steps To Sell Your Book

February 4, 2006 | By | 8 Comments

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Mother in the Middle

HarperCollinsPublish and Peddle . . .or Perish: A Sales Guide to Selling your Book. A few years ago Your Business Blogger advised a number of academic authors on the marketing of books. I compared the professors with peddlers:

The copier sales guy drives onto your campus and glides into the reserved vendor parking zone.

He’s got 2/3rds of your IQ points, but makes three times the money, and he’s the one with the assigned parking space.

The university professor published a book. And is really smarter than the copier guy, maybe.

But the guy in a tie has got an expense account and company car.

So what’s the difference?

He sells.

It is not enough these days to produce and publish, it also needs to be purchased. With your book your CV will be expanded, scholarship advanced, your work cited or your tenure ticket punched.

But to change the world, filthy lucre must change hands.

So how many books have to be sold? A university press will need 800 book sales to barely break even. A civilian publisher, absent the university subsidy, would need higher sales to cover your book advance and their higher cost of capital as well as PR costs.

Work to sell 800 and you will be a hero. A marketing mind set of simple daily behaviors will get you past that 800 and on to 8,000. Pick up a pen . . .get ready to pick up the phone — following are ten action items:

1. Feature your book on your web site and blog.

2. Issue a press release.

3. Include on your syllabus.

4. Write your own copy.

5. Submit your work to your network.

6. To sell 800 books, write 800 words.

7. Rap with the Reps.

8. Schedule a book signing.

9. Memorize your 8 second sound cites.

10. Book hook for bookers and lookers.

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credit: Policy Review1. Feature your book on your web site and blog. Marketing consists of reach, frequency and awareness. Your web site can have the greatest reach of your marketing plan. Include the image of your cover, an introduction, perhaps a first chapter and blurbs. Google yourself — now — and register if your site doesn’t appear. Also place and link your book on others’ web sites. Ask your publisher or publicist to load and link with Amazon and Barnes and Noble.

2. Issue a press release. A good press release will tell people how FAB your book is — the features, advantages and benefits. Remember, your book is a commodity; a bar of soap, or a piece of real estate to be packaged, promoted, positioned, priced, and peddled.

Features — what it is, a description

Advantages — what it does

Benefits — answers the “So what?” question. Faster; Better; Cheaper.

The press release will include a description of the intended audience, a short bio of the author, and previous books. Your release should be one page and be newsworthy.

Don’t bury your lead, follow a hierarchy with the most important point first, progressing to least important — when cutting for space, newspaper editors edit from the bottom up.

Be sure to use the quotes of experts commenting on your work that you worked hard to get.

Have your institution send out the press release and get an electronic copy posted to your web site. Then email an alert to your Christmas card list.

A typical Congressman will have 1500 names on his holiday list, you don’t need quite these numbers to compete in a different kind of popularity contest. A good outlook on your Outlook will improve your outreach.

3. Include on your institution’s syllabus. You’ve already done this, of course. But with your book on your syllabus, and all your courses posted on your web site — will help you turn up on search engines. Remember to remind your faculty friends, and enemies, to include your book on the reading lists for other courses.

This is the easiest method of getting to 800 sales without setting up a book table in the grad lounge (although this might be a good idea).

4. Write your own copy. You wrote the book, now write the Cliff Notes. This can be the most challenging item, like writing your own obituary. If you want a good book review, a good blurb, a good softball question, write it yourself and give it away. To whoever owns the ink or the mike.

You do the work, they get the credit. Just like a typical committee meeting. This is the only way your book will be done right.

Your next introduction to the Kiwanis Club will have the Master of Ceremonies holding up your book and reading a glowing two minute introduction of your brilliant accomplishments. . . that you wrote and handed to him under the table.

The MC looks smooth; you sell books. History was very good to Winston Churchill because he wrote it himself.

5. Submit your work to your network. Press or media kits should be assembled and sent with a handwritten cover note to the radio, network and cable outlets. Your kit should include the press release, bio, articles about you, your blurbs and any reviews, publicity photo and the book itself if appropriate.

Use excerpts of your book if your supply is limited. Solicit and include testimonials; what readers are saying about your book. Include frequently asked questions and answers as show prep for interviewers, fact sheet about the book, ISBN, and number of pages.

Also include clip art of your book cover and your web address. All of this info should be on your web site with a high resolution photo. Have a short video clip ready.

After spilling your own barrel of ink, go meet some people. It’s not what you know . . .it’s not who you know . . .it’s who knows you.

It’s not whose business cards you have, but who has yours. Go insert your card into some one else’s rolodex.

1. Make yourself able, available and willing as a speaker to any church group.

2. Give talks to specialized associations and civic organizations.

3. If your book is really controversial, hold a press conference.

4. Alert your professional associations and alumni organizations.

5. Lecture at the “.org’s,” on-line education entities and for profit companies.

6. To sell 800 books, write 800 words. No one has time to write a short letter. But a short opinion editorial with your byline as author with your book title is a good leveraged hit. A guideline in advertising tells us that a buyer needs seven exposures to a product before making a purchase decision.

There is help in getting this marketing frequency. Start with the people who will make money off you. . .the sales reps.

7. Rap with the Reps. While you’re schmoozing with the big dogs reviewing strategy and marketing, be sure to remember tactics and sales. Meet the publisher’s sales manager and her sales reps.

These are the guys with the feet on the street who do the wholesale selling to the bookstores and major accounts. “Your” sales team will recommend your title(s) if they know that you are working as hard as they do.

And they will know you are working because you will tell them about the events you are scheduling.

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8. Schedule a book signing. The fastest and best endorsement is the personal recommendation through word of mouth. Call your favorite bookstore and offer to speak. About your book.

We live in an information age, run on a service economy where books are bought on line.

But for something really important like, say, graduation ceremonies, real people show up.

There is a greater chance that books will be sold In Real Life in a face-to-face close.

And sign every book possible. These count as sales; they might be sold, they might end up in the remainder bin, but such “altered” books are not sent back to the publisher.

Work with your bookstore host; attention to detail will sell. For example, smart bookstores would arrange for child care when attending a book-signing about motherhood. Collaborate with the book store on alerting the local media and the .edu’s and student newspapers in town.

This is leg work that your publicist might do — a big outfit like Planned Television Arts, a division of Ruder Fin, would need $15K to get started, and some $3K/city to haul you around. More likely, it will have to be you.

Well, even with their help, it still has to be you. As good a job as they do, your publisher will expect you to do most of the PR yourself. Much like your dean.

The real value of booking signings is that this shows your publisher that you are serious about selling. The publisher will push books into the stores; you will pull them out — or sign them out.

Your signature can telegraph an added value in addition to being a coveted autograph. In this new age of electronic mail messages the handwritten note and envelope is nearly unknown.

Be sure to thank the bookstore. With stye. Your untyped thank you note, fountain pen on fine paper, will be rare, appreciated and suitable for framing, an artifact from a more civilized era: an author who does the little things.

And can say things little — in 8 seconds . . .

9. Memorize your 8 second sound cites. Big books should be broken down into sound bites made simple and memorable for citations. The broader the audience, the simpler the message.

When FLOTUS Nancy Reagan was speaking to 8 million potheads, she used three words: “Just say no.”

When speaking to the 800,000 elite readers of the Wall Street Journal use 800 words.

When talking to the four million viewers of Politically Incorrect, use 8 seconds.

And when speaking to a large, large audience — just like a survey class — cartoons illustrate your theme. 800 pound gorillas write in 800 word articles and speak in 8 second sound bites.

10. Book hook for bookers and lookers. Every show producer has a box to fill for a segment.

When a print reporter contacts you about a story he’s working on, he’s got a box to fill.

You’ve got a (simple) hook to grab them. You fit in the box. They already have the story written. You fit in the box. Your byline on the printed page or the small screen: “author of…”

Remember: your audience has an eighth-grade education. It’s got to be fast. And easy.

Your visual hook will be your book cover. It should be designed to be seen at a distance by browsers in bookstores. A cover gets eight seconds before a customer will pick up the book or pass. A well-designed cover is easily seen on a TV monitor. Make sure your publisher has run your book jacket by the sales team. People really do judge a book by its cover.

Numbers count. This is your report card. Every day pick one of the action behavior items listed and pick up the phone; pick up a pen and get started. Do this and your work will make a difference, even if you don’t get a reserved parking space.

Persistence every day will pay.

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Thank you (foot)notes:

See media calendar selling Charmaine’s book on extended entry.

Planned Television Arts, PTA, a division of Ruder Finn, one of the top publicity firms in the world, is where Tom Peters and Charmaine go for PR.

Not all good books come out of the academy. See Brian Gongol’s 10 Big Answers You Won’t Get From Politicians.

Don Surber has best Saturday posts.

Basil’s Blog has a Saturday picnic.

Robin Good has more for on-line publishing.

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25 Jan

By

3 Comments

The Customer Buying Cycle: In 20 Easy Steps

January 25, 2006 | By | 3 Comments

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Kirby Vacuum Cleaners35 Years ago Your Business Blogger was a door-to-door salesman. Peddling vacuum cleaners.

Cold calling. Mocked by Seth Godin.

But cold-calling worked. Here’s how.

It was helpful if the prospect 1) heard of the Kirby product, or 2) was referred to me.

Awareness shortened the sales cycle.

In both marketing and sales, London businessman Thomas Smith outlines the challenge in this cascade.

1. The first time people look at any given ad, they don’t even see it.

2. The second time, they don’t notice it.

3. The third time, they are aware that it is there.

4. The fourth time, they have a fleeting sense that they’ve seen it somewhere before.

5. The fifth time, they actually read the ad.

6. The sixth time, they thumb their nose at it.

7. The seventh time, they start to get a little irritated with it.

8. The eighth time, they start to think, “Here’s that confounded ad again.”

9. The ninth time, they start to wonder if they may be missing out on something.

10. The tenth time, they ask their friends and neighbors if they’ve tried it.

11. The eleventh time, they wonder how the company is paying for all these ads.

12. The twelfth time, they start to think that it must be a good product.

13. They thirteenth time, they start to feel the product has value.

14. The fourteenth time, they start to remember wanting a product exactly like this for a long time.

15. The fifteenth time, they start to yearn for it because they can’t afford to buy it.

16. The sixteenth time, they accept the fact that they will buy it sometime in the future.

17. The seventeenth time, they make a note to buy the product.

18. The eighteenth time, they curse their poverty for not allowing them to buy this terrific product.

19. The nineteenth time, they count their money very carefully.

20. The twentieth time prospects see the ad, they buy what it is offering.

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credit: growabrainI like to come in at step 20.

However.

If I was persistent I was able to compress the complete cycle into a single day. But it took shoe leather.

If I knocked on 100 doors in a day, 3 prospects would invite me in for a demonstration: 1 would buy.

Persistence and a trusted brand can speed sales. It was true decades ago.

Centuries ago.

Thomas Smith wrote The Customer Buying Cycle in 1885.

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Thank you (foot)notes:

credit: Nancy LaJoice at the Baltimore Washington Corridor Chamber of Commerce.

Linc-Biz has list.

And see Online with Louise Ripley

Maneuver Marketing gets it right. As usual.

Bookmark growabrain. Worth your time.

I’ve never really trusted a sales or marketing guy until he’s sold cold. After having doors closed. Literally.