Transforming Problems into Sales

Written by Jeremy Cohen


Continued from page 1

Creating a sense of familiarity for your prospects when they absorb your marketing material helps eliminate a barrier to making a sale. People are more likely to buy from someone with whom they feel familiar. When we see ourselves in a mirror we see a clear and familiar image.

You can create a sense of familiarity for your prospects by focusing your marketing material around their problems.

Problems tend to strike an emotional chord within each of us. When we have emotional reactions we tend to become more alert to our surroundings. You can take advantage of this reaction by including client problems in your marketing material. You will increase your chance of being noticed, remembered and making a sale by presenting your marketing material to someone who has recently become more alert.

·What problems do your clients have? ·What problems do you solve?

Being noticed more often is good. You will sell more. However, you will sell even more if a greater percentage ofrepparttar people who notice and read your marketing material takerepparttar 119619 next step and contact you.

To be contacted by more prospects your marketing material must attract attention and also clearly demonstrate believable value.

·What value do you provide? ·Are your offers believable or too good to be true? ·How can you integrate client problems andrepparttar 119620 value you provide into your marketing material?

The answer is to use a marketing message. A marketing message is a highly specific set of words you can use to attract and demonstrate value to your prospects.

With a marketing message focused around client problems you will sell more with less effort.

What’s your marketing message?



The author, Jeremy Cohen, helps small business owners and professional service providers attract more clients, grow their business and be more successful with his marketing guides and coaching service. Get his free marketing guide: Jumpstart Marketing: More Profits, Clients and Success at: http://www.bettermarketingresults.com/marketing-services


5 Steps to Write an Irresistible Tip Sheet

Written by Susan Harrow


Continued from page 1
to write a tip sheet so it will bring yourepparttar business you want without having to blare it. In other wordsrepparttar 119618 right people will be attracted to what you have to give. Use examples that includerepparttar 119619 kind of clients or experiences you want. I remember one of my jewelry designer friends telling me a particular pitfall when selling a line of earrings. She had one type of dangly thing a ma gig readily available in red and yellow both of whichrepparttar 119620 buyer ordered. She then askedrepparttar 119621 buyer, *Would you like to buy them in purple also?* The buyer responded, *I don't know, show merepparttar 119622 purple.* She realized thatrepparttar 119623 buyer couldn't makerepparttar 119624 visual leap to imaginingrepparttar 119625 earrings in purple. This buyer is not alone. Many people, no matter what their profession, don't see how you can help them unless you state it explicitly. Odd as it may seem it must pertain to them or their business exactly for them to understand you're a match with what they need.

5. Nudge that funnybone.

Humor makes a piece more attractive to journalists. They want to entertain their audience even ifrepparttar 119626 subject is serious.

Write your tip sheet today!

Learn more about writing tip sheets and other materials to gain publicity for your business, product or cause in *Sell Yourself Without Selling Your Soul*(HarperCollins). Go to http://www.prsecretstore.com for your free excerpts today.

Copyright (c) 2002-2005 Susan Harrow, All Rights Reserved.

Susan Harrow, CEO of PRSecrets.com and BookedOnOprah.com, is a top media coach, marketing strategist and author of *Sell Yourself Without Selling Your Soul* (HarperCollins), *The Ultimate Guide to Getting Booked on Oprah*, and *How You Can Get a 6-Figure Book Advance.* Clients include CEOs, bestselling authors and entrepreneurs who have appeared on Oprah,60 Minutes,NPR,and in TIME, USA Today,Parade, People,O,NY Times,WSJ,and Inc.


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