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Articles By:Charlie Cook

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Advertising Campaigns That Get Results By: Charlie Cook
"Advertising doesn't work." I hear it from my clients all the time. One client was about to file for bankruptcy because she wasn't getting a good response to her radio ads, and the cost was killing her. But she knew her target market was listening; she knew she needed to ...
3 Ways to Increase Your Sales By: Charlie Cook
Last week I got a call from Jose, who was looking for help improving his ads. He'd been running the same ad in four local papers for two months and only gotten one response. He was understandably frustrated. With more than a dozen very satisfied clients, he knows that the ...
How do You Know When To Change Your Marketing By: Charlie Cook
When you put an ad in a magazine, send out a sales letter, or put up a web site, you want results. You want your prospects to contact you and to buy from you; you hope to get a flood of calls and sales.If your marketing isn't generating the results ...
Marketing Tricks or Treats By: Charlie Cook
If you live in the U.S., at the end of October you'll be preparing for a stream of young children to come to your door on Halloween. One by one or in groups of friends, they'll ring the bell and shout, "Trick or Treat".To avoid having them actually play a ...
Eliminating Objections to Increase Sales By: Charlie Cook
You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid ...
Winning At Business With Your Marketing Game Plan By: Charlie Cook
Stuart from Colorado had talked to a number of marketing firms and gotten estimates for designing and printing his marketing materials and building a web site for his business producing promotional cds. One firm quoted $100,000 to build his web site alone. He sensed something was missing or wrong, ...
What is a Marketing Plan Anyway By: Charlie Cook
Building a business that grows steadily in size and profits is like building your dream house. First, you identify what kind of home you want, then you and your architect plan and create blueprints for your house, then you'd build it, move in and enjoy it.Now imagine that you ...
How to Get the Right Clients and Avoid the Wrong Ones By: Charlie Cook
If you are like most service professionals and small business owners one of your primary concerns is generating as many leads as possible. And that may be your biggest mistake, resulting in wasting time on unqualified prospects and working with too many clients you wish you didn't have to. Bill is ...
How To Create A Burning Desire To Buy With Your Small Business Marketing By: Charlie Cook
You could be generating 50% to 100% more sales with your marketing. How? By working with basic human nature to convert more of your prospects to customers.Each week 100 or 1000 people visit your web site or read your small business marketing materials but only a handful of those are ...
How to Measure Your Websites Performance By: Charlie Cook
Do you know how to get the numbers you need to accurately evaluate the performance of your company's website? Before selling one of my early sites, I had no idea.In the late 90s I had a web site I'd developed that was getting well over a million 'hits' and over ...
Which Of These Words Attract Your Clients By: Charlie Cook
Whether it's your business card, tagline, article title, web site title and description or ad, just the difference of a few words can either pull in prospects and clients or push them away. Getting it right can determine whether your phone is ringing off the hook or you are twiddling ...
More Sales with Less Selling By: Charlie Cook
Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets?The smell of fresh ...
4 Steps to Selling More With Your Web Site By: Charlie Cook
Most web sites are more like stage sets than real buildings; they make a good impression and they look substantial at first, but when you open a door, you end up back stage in the dark. They don't generate large numbers of leads, help build relationships with prospects or generate ...
Growing Your Business With Your Marketing Priorities By: Charlie Cook
None of us have enough time in the day to get everything done, but small business owners and entrepreneurs like you are particularly pressed. You wear so many hats; there is a seemingly infinite list of tasks to accomplish each day, from providing services to clients, managing product distribution and ...
Increasing Short and Long Term Profits By: Charlie Cook
"I was at your site for all of two minutes before I bought one of your manuals. I'm impressed!" I love to get emails like this one sent by Vicki from Tucson, Arizona. Marketing my business would be easy if every client bought my products within two minutes of seeing ...
Whats the Best Way to Increase Traffic to Your Web Site By: Charlie Cook
You built a web site to create a surge of inquiries and new business, but hardly anyone even drifts by, much less stays to learn about your company. Given the time and money you've spent, you're frustrated that your web site hasn't turned into a profit center overnight, and you're ...
Improving Lead Generating and Conversation Rates Think Like a Farmer By: Charlie Cook
John's a freelance photographer in Ohio who called to tell me of his frustration with the advertising and promotional campaigns he has tried in the last couple of years. Each time he does a promotional mailing to his list of 10,000, he is lucky if he gets one or two ...
GOT MEME How to Attract Your Clients and Customers Attention By: Charlie Cook
No "meme" isn't a typo and Got Milk, the more commonly know phrase, is actually a marketing meme. If you've opened up a magazine or watched TV in the last ten years you've seen the fun and memorable Got Milk ad campaign using celebrities with a milk mustache. Chances are ...
Whats the Most Powerful Way to Attract New Clients By: Charlie Cook
Do you know what one of the most powerful incentives you can use in your marketing is? One that is guaranteed to capture your prospects' interest and attention?You may be surprised to learn that it's not money or love. Is it making offers of products that are "guaranteed", "limited", "proven", ...
Use These Two Numbers to Double Your Business in 12 Months By: Charlie Cook
Everyone wants to see growth in sales and net revenue. It's important for small business owners to set income goals and to watch sales results, but too much emphasis on these numbers can prevent you from reaching your goals.Using your revenue figure to guide your marketing is like driving by ...
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