Getting Lucky with Systematic Marketing

Written by Charlie Cook


In early-August, I got a call from Barbara atrepparttar Association of Management Consultants wanting to know whether I was interested in running a marketing workshop for their members. I asked how she had gotten my name; Barbara told me Jeff had referred me. When I mentioned that I had met Jeff over two years ago, Barbara said that I sure was lucky he still remembered me.

Luck had nothing to do with it. Jeff asked to be put on my mailing list after we met. He gets my weekly ezine, full of marketing ideas he can use. Over time, I've demonstrated my expertise to Jeff and he trusts me enough to refer me as a speaker.

Are you relying on luck to get people to remember you?

When Jeff had a need or when someone he knew wanted an expert in marketing, my name came to mind. Why? Because I have a SYSTEM for promoting my marketing products and services that helps people remember me when they have a need.

Do you have a system that generates a steady stream of clients?

Overrepparttar 120226 years I've perfected a marketing strategy that generates a steady stream of prospects, clients and income. It is based on five core marketing principles and associated marketing tactics.

Why use a marketing system?

When you have a system, each one of your marketing efforts works to support your other marketing efforts. Each action you take builds onrepparttar 120227 previous action. Your marketing is cumulative. In my case this means that each month, I have an additional thousand or more qualified prospects interested in my services and products.

What are some ofrepparttar 120228 elements of a successful marketing system?

1. Attract Attention Learn how to explain what you do so that people quickly see how you can help them. All you need is a one-sentence description of who you help andrepparttar 120229 solution you provide; a marketing message or elevator speech. Use it on your business card, in your brochures, on your web site and in your ads.

The Presentation After the Presentation

Written by Stephen D. Boyd


Allowingrepparttar audience to ask questions after your presentation is an excellent way to reinforce your message and to continue to sell your ideas. In addition, because listeners can ask for clarification, audience members are less likely to leave your presentation with misconceptions aboutrepparttar 120225 concepts you delivered. Because of these benefits,repparttar 120226 question and answer period is actually another presentation and vital to most speaking situations. Here are some suggestions to more effectively handlerepparttar 120227 question and answer period. Createrepparttar 120228 right mental set among your listeners by telling them early inrepparttar 120229 presentation that you will have a question and answer period atrepparttar 120230 end of your speech. If you have an introducer, tell that person to mention your willingness to answer questions atrepparttar 120231 end ofrepparttar 120232 presentation. People are more likely to ask questions if you tell them atrepparttar 120233 beginning that they will have this opportunity. Show that you want queries. Say, “Who hasrepparttar 120234 first question?” Look expectant after you askrepparttar 120235 question. If no question is asked, “primerepparttar 120236 pump” by asking a question. Say, “A question I’m often asked is….” Askrepparttar 120237 question and then answer it. If there are then no questions, you can finish with “Are there any other questions?” Some ofrepparttar 120238 enthusiasm for your presentation is lost if you have no questions fromrepparttar 120239 audience. Usually, “primingrepparttar 120240 pump” will motivate audience members to ask questions. Look atrepparttar 120241 person askingrepparttar 120242 question, and repeat it, especially if there is a large audience or if you need a moment to think. By repeatingrepparttar 120243 question you also insure you understood whatrepparttar 120244 person asked. However, do not continue looking atrepparttar 120245 person once you start to answerrepparttar 120246 question. Remember that you are still in a public speaking situation and thatrepparttar 120247 whole audience should hear your answer—not justrepparttar 120248 person who askedrepparttar 120249 question. In addition, continue to stand where you are equally distant from all members of your audience. Avoidrepparttar 120250 temptation to move directly torepparttar 120251 person who askedrepparttar 120252 question. Visually this will makerepparttar 120253 rest ofrepparttar 120254 audience feel left out. As you end your answer, look back atrepparttar 120255 person and his/her facial expression will tell if you answeredrepparttar 120256 question satisfactorily. Keep your answer concise and torepparttar 120257 point. Don’t give another speech. The audience will be bored if you take too long to answer a question. In addition, possiblyrepparttar 120258 only person interested inrepparttar 120259 answer isrepparttar 120260 one who askedrepparttar 120261 question! If you can answer with a “yes” or “no,” then do so. This keepsrepparttar 120262 tempo moving and will help keeprepparttar 120263 audience’s attention. One ofrepparttar 120264 toughest challenges isrepparttar 120265 loaded question. Don’t answer a loaded question; defuse it before you answer. Before answering a question such as, “What are you doing with allrepparttar 120266 money you are making from increased prices?” defuse it by saying, “I understand your frustration withrepparttar 120267 recent rate increase. I believe what you are asking is, ‘Why such a sudden increase in rates?’” Then answer that question. You only get into arguments when you allow yourself to answerrepparttar 120268 loaded question. Ifrepparttar 120269 person is not satisfied withrepparttar 120270 changing ofrepparttar 120271 question’s wording, tell him or her that you will be glad to talk about it followingrepparttar 120272 question and answer period and move quickly torepparttar 120273 next question.

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