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In this issue we show you how to use the AIDA formula; how to get the action you want from potential customers and give top tips for telesales training.

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• Last Word

Hello,

Now that we’ve got a better idea of the austerity measures that the new Chancellor intends to bring in to solve the country’s financial problems, some people are warning of a ‘double dip’ recession. This is where the recovery is halted and we sink back into recession because of government-imposed cuts and the rise in VAT that will take place early next year.

It’s certainly a possibility and many small businesses are still struggling. That’s why it’s so important to pay attention to the quality and training of your staff and your company’s marketing effort. So, in this month’s newsletter we’re going to concentrate on marketing and give you some valuable tips.

In the first of our articles we’ll look at Marketing Made Easy – the AIDA Formula. If you want to sell your products it helps to follow our four-stage plan. You attract the customer’s Attention, arouse their Interest, stimulate their Desire to purchase and prompt them to take Action.

The AIDA formula works in both face-to-face selling and when writing sales letters and mailings to your customers. So the next article looks at a tactic that you should always incorporate into your sales letters – push for immediate action. If you don’t ask for the sale, you probably won’t get it.

Finally, for anyone involved in, or considering, telesales there’s a great article by Sue Froggatt. And if you hate those cold-callers (they always seem to phone just as you’re sitting down to dinner) there are two of her tips that they should really take on board: use a ‘soft-sell’, friendly approach and get to the point quickly!

So, soak up the marketing advice and make sure you put it to good use whether you’re selling your business’ products or just trying to sell someone your ideas or point of view.

Diana Nadin
Editor