Critical Care for Companies :: Emergency Counseling for Businesses
12 Steps: Executive Overview
Step 1: Why Businesses Fail
Step 2: How to Know if Your Business is in Trouble
Step 3: Are You Prepared for the Task
Step 4: Turnaround Leadership
Step 5: Organizing Your Turnaround Team
Step 6: Stop the Bleeding (Cash)
Step 7: Problem  Diagnostics
Step 8: Marketing During the Turnaround
Step 9: Developing the Turnaround Plan
Step 10: Down-Sizing Staff
Step 11: Dealing with Creditors
Step 12: Financing During the Turnaround
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Jay Abraham's List of 10 Marketing "Sins" 

In order to have a powerful marketing program, you must first avoid these all to common marketing mistakes .

Sin #1) Failing to Test: If you don’t test prices, headlines, advertising copy, radio/TV spots and verbal sales messages, you won’t know what the market wants, or what it will pay. You’re just guessing – which can be disastrous. Tomorrow, I urge you to have your salespeople try different pitches and differently priced offers, then review how they do, one test against the other. If you find a new twist that out-closes an old one by 25% - 50%, have all your reps use that approach until you can test and compare even more – and potentially better – possibilities! 

Sin #2) Running Institutional Ads: Institutional ads are a sheer waste of money, because they don’t direct the reader, viewer or listener to any intelligent action or buying decision. Direct response advertising, on the other hand, makes a complete case for the company, product or service. It overcomes sales objections. It answers all major questions. And it promises results, backing up the promise with a risk-free warranty or money-back guarantee. 

Sin #3) Not Stressing Uniqueness. Most successful businesses and professional practices are built around a single USP, or “Unique Selling Proposition.” It might be reliable post-purchase service, super fast delivery, convenient hours – or something else. Think about what it is that sets you apart from your competitors, and then make that “USP” the engine that drives all of your marketing and advertising efforts.

Sin #4) Not Having Back-End Sales. The back end is vital to any business. If you can induce new customers/clients/patients to buy a similar product or service from you within 45 days, you double the value of the customer. All of a sudden you’re far into profit, instead of what initially was probably a net loss. 

Sin #5) Failing to Address Customer Needs. By communicating with your customers (and making sure that your employees do the same thing), find out what it is that people need/want most – and then make sure you satisfy that need. If it’s the lowest possible price, give them that. If you don’t genuinely fill the needs you purport to fill, your customers will soon abandon you. 

Sin #6) Failing to Educate. Your customers and prospects won’t understand or appreciate a bargain, service or benefit unless you point it out to them. Example: If you’re overstocked with widgets, advertise that fact (admitting your mistake) and then explain why the widgets are valuable, how they can be used, and how you are willing to let them go at a major market discount to 1) either your best customers, or 2) first-time customers, or 3) people who are willing to make an additional purchase. 

Sin #7) Making Customers Work Too Hard. How easy is it to find things in your store? How helpful are your telephone operators when a customer, client or patient calls with a question? How easy is it to order from your business by mail? 

Sin #8) Failing to Explain Why. Whenever you make an offer, ask for a sale, run an ad, or offer a product or service for sale at a specific price, always explain why. For example, why can your salespeople handle my purchase better than someone else? Why can you beat your competitors on price? The more believable and plausible your reasons, the more compelled I will be to favor you with my patronage. 

Sin #9) Giving Up Too Soon on What Works. I find that business people get tired of their advertising and marketing campaigns long before the marketplace tires of them. If you fell into this business “sin,” you might call off an advertising campaign that was working and replace it with something that hadn’t proved itself and, in fact, might fl op. Test different concepts and approaches, but never abandon your “control” (i.e., best performer) until you find something that pulls better. 

Sin #10) Forgetting Who Your Customer Is. Always send your sales messages to the people who are your primary prospects. If you want to reach people over 45, for example, your ad’s headline should say, “If you are 45 or over…etc.” Scrupulously avoid headlines and ads that are nonspecific or abstract.







Copyright 2005 Critical Care for Companies
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