Repetition, The Key To Making More Sales
By Donald Goss
You have a web site with decent traffic. You advertise
your offer in ezines. You have ads on a ton of free
classified sites. But you still aren't making many sales.
Does this sound like you? If it does, you may be missing
one small, but important piece of the puzzle.
What is that ingredient? Repetition!
People are bombarded with thousands of advertising messages
daily. The exposure to such a massive volume of
advertising has a numbing effect on the brain. Do you
remember every ad you saw today? Of course not.
What you DO remember are those messages that you see
over and over again. For example, have you ever signed
up for one of those "free 10 day mini-courses."
When you first see the ad you may have no intention of
buying the product. But you want the free info. So you
sign up for the mini-course.
Over the next several days you receive installments of
the course. You discover that it contains some very
helpful information. It will also tell you where you can
get the "full version" of the course.
If it sounds like a great product and you are in the market
for it, what happens next? Right...you buy it. Why? For
two simple reasons:
How often have you purchased a product or service on the
Internet the first time you were exposed to it? Most
marketing experts say that it takes an average of seven
contacts with your prospect before they will buy.
If you have a valuable product or service to offer, don't
waste your hard earned money on one shot ads. Concentrate on
collecting names (people who choose to receive your
information). Then send them a free introduction course
consisting of 7-9 follow up messages.
Make sure that your course contains some valuable
information. This will instill a feeling of trust in your
prospective customer. It will also build your credibility.
This can be an effective technique even for a local
business. For example, let's say you are a Realtor.
You know the average homeowner moves every four or five
years. When they decide to sell, who do you want them to
list their property with? You!
Then stay in touch with them. Make sure they remember you.
Get email addresses from new clients. While you are at it,
get their birth date and the birth dates of their children
too. Tell them you have an online newsletter full of great
resources for homeowners.
Now you can send them your newsletter on a regular or
periodic basis. It can be a full-scale publication or
just a small list of tips. If you hear about discounts
offered by a local merchant, send a message and let them
know about it.
Keep all the birthdays you have collected in a database
or an organized list. Send out birthday wishes to them
and their children. Do you think they will appreciate
This will work just as effectively for plumbers, dentists, electricians, attorneys, doctors and most other businesses.
Your competitors will be scratching their heads wondering
why you are the one making all of the sales.
Remember...repetition = more sales.