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Charlie Page's Articles in Sales & Marketing

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  • Create a Circle of Influence
    We meet many people in the course of our careers. Some we will get to know casually while others will become close friends and trusted allies. Then there are those I call 'centers of influence.'

    These 'centers of influence' people are like the hub of a giant wheel. As you look back, you can see where so very many good things, things like contacts, sales and help just when you needed it most, have come from this one person.

    Wouldn't it be great if you could know that a person was to become a 'center of influence' in your life *before* it happened?

    Here's the good news... you can!!
  • Happy Groundhog Day
    Studies show that it costs from four to TEN TIMES MORE to create a new client than it does to keep an existing client. Yet one look at most marketing plans quickly reveals that companies spend most of the their time, money and effort to make new customers!

    The key to long term profits is in the repeat, or "backend" sales we make to existing clients. No money need be spent to find, capture and convince these people because they already like and trust us!

    How do we cause clients to buy from us again and again?

    We WOW 'em!

    How do you WOW a client? It involves great service, excellent pricing ... and maybe a groundhog.
  • How People Buy
    The Internet is a powerful selling tool. Never before has it been easier to start a business, be able to reach out to literally millions of potential customers and make your business succeed.

    The Internet also offers us new tools to succeed. Email makes communications instant whether across the street or across the globe. Websites act as virtual storefronts, allowing us to stay open 24/7. Newsletters like this one inform, educate and even give us an occasional smile.

    Some tools, like the Directory of Ezines and Directory of Marketing, are very advanced indeed, allowing you to find your perfect market in only minutes.

    Yet time has taught us that there is much more to success than simply having a web site or using these tools. Time has taught us that the fundamentals of selling haven't changed, even if the tools are state of the art.
  • How To Increase Sales in December
    With news stories predicting a 25% increase in online spending this Christmas season over last, it's time to tune up our web sites so that shoppers feel comfortable enough to whip out the Visa and buy.

    While recent trends indicate more online buying than ever this year, reports also clearly point out that people are VERY concerned about privacy and identity theft.

    So, how do you get your slice of a very large pie and soothe shopper's concerns at the same time?

    Here are three things that you can do today to make buyers feel safer, which *will* translate into higher sales.
  • How to Sell Anything
    Web sites exist for essentially two purposes. The first is to provide information. The second is to sell. If your purpose for being online is to sell products or services, but you don't have tons of sales experience to fall back on, this article is for you!

    Selling is not some mysterious process that happens in smoke filled rooms or some gift you are born with. At it's core, selling is really finding out what people want and providing a way for them to get it. And you must take the buyer through a certain logical order before they will buy.

    Like almost any other skill, selling can be learned.
  • How To Translate Features Into Benefits
    The bottom line in selling is simple. People buy what they want. Always have. Always will.

    The key for business people like you and me is to quickly tell our prospective customers why they should want what we have. In other words ... benefits!

    Understanding the difference between a feature and a benefit is vital, and easy.

    A feature is what your product does.

    A benefit is what is does for me!
  • Keeping Clients Happy in Hard Times
    We all face difficult times at some point. When problems come our way we can become so occupied "fighting the fires" that we forget our clients in the process.

    We must remember that our clients choose us, not the other way around.
  • Supersize Those Fries
    Today we examine a concept that is so powerful it can increase your average order by up to 300%. That concept is called upselling. Upselling is vital to your success online and I consider it a core skill for any Internet Marketer.

    You've seen upselling in retail stores like WalMart or your local grocery store. In fact, you've probably been upsold many times.

    Upselling is simply selling your customer something additional that they want or need AT THE TIME OF PURCHASE. Like a pack of gum at the register in the grocery store. Or a bottle of wine strategically placed in the cheese section.

    Simple, yet powerful, upselling can skyrocket your bottom line. The funny thing is that most online marketers miss this technique completely.
  • Tell a Story ... Make a Sale
    We live in an age of change. That change seems to be focused in part on making everything happen faster. We eat fast food, drive fast cars, and consume information at a record pace.

    Nowhere are these changes more evident than the Internet. In the time it would take to make one phone call, we can dash off an email to a thousand (or 100,000) prospects.

    But when it comes to selling, is faster better? I submit that it is NOT better. In fact, I submit that it hurts our selling efforts. Here's why.
  • When to Offer a Discount
    We live in a world of discounters. Long before Sam Walton sprung on the scene and gave us Wal-Mart, there were the occasional 'dollar stores', KMart and even old line chains like TG&Y. The mindset of the consumer was more focused on quality than on getting it cheaper.

    Now it seems if you throw a rock you hit a discounter.

    In this day of "I can get it cheaper at Wal-Mart", how do we continue to do an excellent job for our clients AND maintain enough profit margin to stay in business? Can we position ourselves in such a way that we don't have to fight the price battle every day? Can we run a legitimate sale without angering customers when the sale ends?
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