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A Short But Critical Course in How Prospects Sort Mail!
Andrew Wood
When a prospect gets a letter from you in the mail, the VERY FIRST CHALLENGE you have is not to get him to read your headline or respond to your exciting offer, it's far more IMPORTANT than that! The REAL challenge is to get your prospect to . . .
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Use In-Bound Emails as Sales Leads
Andrew Wood
I get way too much email - in excess of 1,000 a day. But hidden in all those subscriptions and even some of the spam are golden leads - you just have to look. I frequently use an in-bound email solicitation as . . .
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Delivering Social Proof!
by Andrew Wood
As I was traveling round France last month I used hotels.com, Vernere.com and Bookings.com to locate and book rooms. Often when no clear choice was available, I was drawn to the reader reviews to help make . . .
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10 Ways to Boost Your Personal Brand!
Andrew Wood
This is a simple, bulletproof blueprint for getting to and being recognized by others as being at the very top of your profession. The ideas are organized by the amount of time, money, and effort it takes . . .
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Are Your People Doing What They Should
Andrew Wood
Back when I was in the karate consulting biz I hired a guy to sell. He had been one of my customers and he told me he was great at sales. For a couple of months he did ok. Then he found out . . .
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Ten VIP Questions with Andrew Wood
Kevin Strom
PGA Professional Kevin Strom sits down with Marketing Legend Andrew Wood and discuss his new Cunningly Clever Newsletter, who has had the most influence on him when it comes to building his business and more . . .
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The Abe Lincoln Unhappy People Solution
Andrew Wood
Every now and then you will get prospects who have heard something from a disgruntled customer, the rumor mill, an ex-employee or, more likely, a competing company. They will raise a question about . . .
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Customer Audit Reveals Hidden Gold
Andrew Wood
Performing a customer "audit" can be one of the smartest things a business can do to uncover massive new business opportunities. I first did this by accident twenty years ago trying to help a . . .
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Sales Secrets from Hollywood, Broadway, and Television
Andrew Wood
It's a fact that your success, not just in sales but in life, will be based largely on your ability to communicate with others-those above you and those below you, those on your team, and those you wish to attract, those you serve, and those who . . .
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Rapidly Building Your Prospect Database
Andrew Wood
Do you buy lotto tickets or enter contests? Lots of people do although I rarely do myself. How about discounts - will you register on a website to get one? Perhaps you would not respond to any of these methods - but . . .
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Keep It Simple - I Am Talking About Your Company Name
Andrew Wood
When Apple Computer started out, their name would not fit into any of the previously mentioned categories. They did, however, have two big advantages. First, their market, personal computers, was a brand new market. Second, their competition had . . .
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It's Hard to Beat Old-Fashioned Direct Mail
Andrew Wood
Over the last decade I have made the majority of my income from the Internet. One of my companies, Marketing Commander, sells the world's leading marketing website software. So it often surprises people when I tell them that . . .
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Elvis Solves a Major Sales Problem
Andrew Wood
A couple of years ago I hired a young man named Kemp. His unusual first name began to cause problems immediately. He'd call a prospect and say "Hi, this is Kemp from Legendary Marketing." The prospect would pause and then say . . .
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Categorizing Your Prospects for Consistent Follow Up
Andrew Wood
You should have already set up your own written criteria for each type of prospect that you are likely to encounter, and described each in detail, so you are consistent in the way you qualify each lead. This is important so you can judge . . .
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