Articles by Bob Janet

Is It Really All About Price?

If You Think the Majority of Customers/Prospects Leave Looking for a Lower Price, You Are Wrong
By Bob Janet
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It’s all about price, isn't it? That's why every company that sells high-end items is going out of business. But wait a second; they are not going out of business. In fact they are profiting like never before.


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The Importance of Putting a ‘Smile’ in Your Voice

On the Telephone, Your Voice Accounts for 84 Percent of Your Effectiveness
By Bob Janet
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Don’t assume your customers cannot see you when you talk to them on the telephone. Okay, they can’t physically see you, but they can see your attitude. They can see how important you think they are.


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Don’t Market on the Cheap

Your Sales and Reputation Will Suffer
By Bob Janet
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Don’t make the mistake of trying to market on the cheap. If you are not going to make your business look like a million dollars, which when done properly does not cost that much extra, don’t bother with marketing at all.


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Don't Give Up - Follow Up

It Is Not Over Till You Give Up
By Bob Janet
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A prospective customer calls and during the sales presentation you give them the price. And they do not buy. Is it over? Not for sales professionals who follow up.


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Back to the Things That Worked... Back to the Past

By Bob Janet
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Are some of your best marketing and selling tools on the shelf collecting dust? Is this the right time for you to go back and use the selling tools that made you money years ago? Tools like personally contacting your customers. In person.


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The Worst Bad Business Assumption

By Bob Janet
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What is the worst bad business assumption? Assuming word-of-mouth advertising is the best form of marketing.


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Advertising and Referrals: The One-Two Punch of Marketing

By Bob Janet
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There are five great reasons to advertise: 1) To reach new customers; 2) To keep your name before current customers; 3) Because it pays over the long term; 4) To generate traffic; and 5) To increase sales and profits. A great way to maximize sales and profits is to complement your advertising with referral marketing.
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Bad Business Assumptions Cost You Sales, Profits

By Bob Janet
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If you are not being perceived the way you want, do things to change the customer’s and prospect’s perception. This article presents six perceptions customers react positively to.
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Ways to Double Your Sales

By Bob Janet
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Customers will not just make additional purchases simply because you ask them to. You must show them the value in making additional purchases. And that is easy. All you have to do is show them the benefits they receive from purchasing your products and services.
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Shut up and Take the Money

By Bob Janet
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While shopping one of the big box home store discounters for a client, I watched a perfect example of overselling. When I asked the customer, “Why didn’t you buy that sink?”, she replied, “He would not shut up and sell it to me.”
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