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B2B Marketing: What is the optimum selling strategy for selling advertising to business owners?
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Stephan Stavrakis, Not just another me-to business.. Be "THE ONLY" answered:

What I've suggested in the past that worked really well, is to pick an open minded business to advertise for... use your advertising genius to send them customers, as long as the customers when they go into the business say - (X Sent me) - then when you know you've sent them a good deal of customers.. call them up and say did you notice all the customers that said X sent me... Well we do this to prove that what we do works... In order for us to continue this campaign it will cost you (X) the price should be 1/3 of the potential profit that those customers would bring to the establishment within a 6month period of time.. So now you've proven you service works.. All you have to do is turn off the taps if they say no. Rinse and repeat until you find someone that says yes.. which we find that we usually get about 85 to 90% conversion on a strategy like this... No convincing, no haggling, no price negotiation - Here is what it does with proof.. Here is what it costs... 1/3 of the profit. Let's do it.. Yes or no? :) Hope that helps!

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