Category Archives: Sales & Service

Encourage complaints

Of course, you work to make your service so prompt and responsive that there won’t be any customer complaints. If you can manage that, congratulations. But if you’re like the rest of us, sooner or later your business will do … Continue reading

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Dangerous myth: Cut price and increase sales volume

When competition pressures you to cut price, don’t think you can maintain your profit level by increasing sales volume. “We’ll make it up by selling more. Lower price means more sales,” is almost always a fatal belief. Lowering price often … Continue reading

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How to get the most sales leads from a mailing

The obvious answer:  Have a good list and a good mail package. Direct response mail, as it’s usually played, is a numbers game, in which just a small response percentage is often a success — send the mailing, count the … Continue reading

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