MORE TIPS ON REDUCING YOUR PRINTING COSTS

>Don’t include information that can get outdated quickly, such as prices. Instead consider creating a price sheet on your computer that you can quickly update, print from your desktop printer, and insert inside brochure. That way you don’t have to reprint your brochures every time you change prices.

>If your brochure can fit into same envelope as your invoice or other material you mail to customers, stuff brochure inside. You save on postage.

>I believe printed brochures are preferable to electronic versions. They’re easier to read. However, if you think your prospects are computer savvy, you might consider putting a pdf version of your brochure on a diskette or CD. It’s a novel and inexpensive way to distribute it.

If you’re not sure how computer literate your target market is, then you should stick to a printed brochure.

You can also buy pre-designed brochures sheets for your desktop printer. You just add text and graphics. Paperdirect.com has a good selection.

HOW TO GET BETTER CUSTOMER RESPONSE FROM YOUR BROCHURE

Here are some suggestions you should consider.

>Make sure your address, phone and fax numbers, website and e-mail are easy to find.

>Give your reader a reason to open brochure. Start selling on cover. And list benefits your product or service offers.

>Use testimonials. Nothing helps sell a product or service better than reading comments from satisfied customers. (Be sure to get your customer’s permission before quoting him.)

>Have a “Frequently Asked Questions” section. Your brochure should answer common questions a prospect is going to ask about your product or service. If your business does quotes, include a separate questionnaire that prospect can fill out and fax to you.

>Include information that prospect would find valuable. He’s then more likely to keep brochure longer. For example, you run a computer repair service, so you include in your brochure a small section called "Ten Ways to Boost your Computer’s Performance” or “Little Known Windows Shortcuts to Improve your Productivity.”

>Tell prospect what next step he or she should take. Call for more information? Call for a free estimate?

Designing your own brochure will save you money. But I still think it’s worth expense to hire an experienced graphic designer. If you don’t have a talent for design, your brochure will look amateurish and will reflect poorly on your business.

David Coyne is a copywriter, marketing consultant and president of DC Infobiz. Get his FREE REPORT “Start A High Income, Low Risk Home Business And Never Create A Product, Write An Ad or Talk To Anyone.” Send a blank email to dcinfobiz@GetResponse.com

Here's another example when asking about whether or not seller would consider a carryback (financing it for you). I'd suggest actually trying this one out just to verify reality. If I ask a seller something like:

 Would you consider owner finance?  Would you do a carryback?  Would you carry paper on this?  etc., etc.

What do you think my responses will be? Yes, I know that we like to use our fancy terminology once we've mastered it. I'm probably as guilty as anyone in that regard. However, what above questions accomplish is forcing seller into a corner. Either they have to admit they don't understand, and thus appear foolish, or simply say "no". Which do you think happens most often?

Compare above questions with something like:

 Are you in a position where you could take payments?  Would it be possible for me to make payments for a while and pay off your loan later?

These questions almost always lead to a "yes" or a "tell me more" type response. You'll be amazed at difference.

These are just two quick examples of how phrases you choose can affect your results. Take a minute to consider how many questions you ask and how much information you attempt to extract from a seller in a single call. Knowing what to say and when to say it will improve your performance more than you can imagine.

I highly recommend picking up some books and/or taking some courses on sales and negotiating. Roger Dawson has great materials available on this web site... www.texasrealestateclub.com/courses.html#negotiating and you can visit his site at www.rdawson.com.

I'd also recommend reviewing our recommended book list for materials on sales and negotiating which can be found here... www.texasrealestateclub.com/booklist.html.

Grab some books by Tom Hopkins, Zig Ziglar, and other top sales and negotiators and begin quest. I firmly believe no other action will make you as much money as fast as developing these skills and practicing them.

Regardless of your specific approach to your business, these skills will absolutely be used in every aspect of your life.

Sincerely, Tim Randle

www.TexasRealEstateClub.com