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Search: Posts Made By: Alex Cohen
Forum: Offline Marketing 31st May 2020, 02:40 PM
Replies: 18
Views: 460
Posted By SARubin
Re: What makes an art piece valuable?

I suppose like beauty, art is in the eye of the beholder.

But if I had to put it into1 word, that word would be...


Mostly the perception of the perceived experts in the field.
Forum: Offline Marketing 30th April 2020, 11:05 AM
Replies: 0
Views: 355
Posted By Claude Whitacre
Interview On Selling Local Online Marketing Services

Guys; A few days ago I was interviewed by Ed Stapleton. He's in the SEO and PPC business. It's 99% content, with a mention of my books at the end. But it includes two complete cold calling scripts,...
Forum: Offline Marketing 31st March 2020, 11:22 PM
Replies: 53
Views: 1,519
Posted By savidge4
Re: A quick lesson in Selling 9x12 Post cards

Actually have a pretty firm grasp of the order. Many aspects of my business like CRO and SEO and some aspects of my Real Estate and construction efforts are currently closed.

There are other...
Forum: Offline Marketing 11th March 2020, 04:58 PM
Replies: 14
Views: 823
Posted By myob
Re: How To Stand Out In A Crowded Market...

People will buy from you over the competition often just because you are more familiar - or "top of mind". For example, I put out massive content in some of the most hotly competitive markets...
Forum: Offline Marketing 10th March 2020, 10:50 AM
Replies: 19
Views: 294
Posted By DABK
Coldest Milk and Positioning and Slogans and Winning

I heard an interview with a store owner in an area where there are a lot of dollar stores.

He sells food. The dollar-type store sells food, albeit not as good, not as much variety. But for $1.
Forum: Offline Marketing 23rd February 2020, 11:47 AM
Replies: 16
Views: 513
Posted By Claude Whitacre
I Sell A Commodity

I've heard that from lots and lots of salespeople and small business owners.They say it because they think that price is their only advantage.

The thought also protects them from feeling the need...
Forum: Offline Marketing 8th February 2020, 12:33 AM
Replies: 9
Views: 265
Posted By savidge4
Re: Bedell's First Scientific Principle Of Selling

All good selling is serving.
People only buy to get benefits.
Benefits must be supported by product points and features.
People will read any amount of copy -- as long as it's interesting,...
Forum: Offline Marketing 7th February 2020, 07:48 PM
Replies: 9
Views: 265
Posted By AdmanMrWoo
Bedell's First Scientific Principle Of Selling

He has six principle, ya know.
And for years, I've personally focus on the 4th principle... that "Prospects, Not 'People', But Prospects, Will Read Any Amount of Ad Copy, As Long As It's...
Forum: Offline Marketing 4th January 2020, 05:15 PM
Replies: 32
Views: 730
Posted By Claude Whitacre
Re: How People Make Decisions

I don't know exactly how people made decisions...but I don't have to know.

This is what I know.
They tend to repeat themselves. Buying history tells us how likely they are to buy.

Let's say...
Forum: Offline Marketing 31st August 2019, 08:13 AM
Replies: 28
Views: 2,279
Re: Dan Kennedy about to exit if not already has

Goodness me - this is sad news.

Been applying Dan's expertise for decades - fair to say he was absolutely pivotal in making my career successful.

About 20 plus years ago I was reading one of...
Forum: Offline Marketing 26th August 2019, 08:25 AM
Replies: 28
Views: 2,279
Posted By Claude Whitacre
Re: Dan Kennedy about to exit if not already has

I had no idea this existed. Dan Kennedy has a Youtube channel that has lots of hour long interviews Dan Kennedy is doing with other experts.....

But even better, they have posted his best seminars...
Forum: Offline Marketing 30th June 2019, 08:14 PM
Replies: 13
Views: 379
Posted By LindyUK
Re: Get Better At The Game

Hello Claude

I didn't have a father like that who loved and cared about me. I don't think I was ever loved, I don't remember any affection from either him or my mother. He sexually abused me from...
Forum: Offline Marketing 30th June 2019, 04:00 PM
Replies: 13
Views: 379
Posted By Claude Whitacre
Re: Get Better At The Game

Not that I remember.

But if he let me win, what would I learn? I'd never get any better at playing checkers.
To learn how to win, you must be dissatisfied with losing.

He taught me the...
Forum: Copywriting 30th June 2019, 10:22 AM
Replies: 16
Views: 464
Posted By Paul Hancox
Re: To the word people among you, what does this phrase mean?

Nah. I think Perry is just talking about a (significant) fraction of a billion. I found the context. He uses it twice on the sales page...

"In 2014 I held a now-legendary seminar with fractional...
Forum: Copywriting 16th May 2019, 08:19 AM
Replies: 20
Views: 442
Posted By GordonJ
You are a step ahead of yourself.

First thing, you don't have a client yet, do you? So what you are asking, from what I can tell is how to FIND clients, is this correct?

I'll give you the secret. FREE. Right now. Yet 99 out of...
Forum: Copywriting 29th April 2019, 02:04 AM
Replies: 16
Views: 1,189
Posted By Princess Balestra
Re: Beginner's Copywriting Queries

Good point, Alex.

You gotta remember always how "copy" looks different dependin' on your POV.

Always, it has to appeal to the end consoomer — they gotta BUY the product, idea or service ... bcs...
Forum: Offline Marketing 4th April 2019, 11:37 AM
Replies: 13
Views: 379
Posted By max5ty
Re: Get Better At The Game

There have been studies conducted that ask the question "Why do we remember certain things from the past".

Study after study has shown we remember things that had a strong emotion attached to...
Forum: Offline Marketing 2nd April 2019, 01:34 PM
Replies: 13
Views: 379
Posted By Claude Whitacre
Get Better At The Game

I was born to a poor family. All my relatives were poor. Nobody went to college. Some were on disability (for reasons I never understood) or they worked at a local foundry or shop.

My Dad worked...
Forum: Offline Marketing 28th March 2019, 03:55 PM
Replies: 3
Views: 195
Posted By Claude Whitacre
Discounts. How To Absolutely Never Lower Your Price, And Still Get The Sale

A few days ago, I called to order some supplies from a company I've dealt with before. I happened to ask "Can you give me a better price?". And the rep gave me a better price. And I said "Thanks for...
Forum: Offline Marketing 22nd March 2019, 12:22 PM
Replies: 57
Views: 1,488
Posted By Claude Whitacre
Selling. Why Some People Become Great At Selling, And Most People Never Do.

Yesterday we had four people in the store that I was showing vacuum cleaners. A slow day. One was not really considering buying, just gathering information, and I couldn't move her any closer to...
Forum: Copywriting 16th March 2019, 08:19 AM
Replies: 2
Views: 164
Posted By SARubin
Re: Sell a moisturizer and looking for a new angle?

So now skin moisturizer helps prevent Alzheimer’s disease and dementia?
"Although the study had a small cohort of people, the scientists said, the findings are promising. Now, they say, they are...
Forum: Offline Marketing 1st February 2019, 11:56 AM
Replies: 1
Views: 134
Posted By Claude Whitacre
40 Free Podcasts On Marketing And Selling

I found this after our own Jason Kanigan mentioned that he had an interview on a Dan Kennedy site.

Here are 40 one hour long interviews with different experts on sales and marketing.

You don't...
Forum: Offline Marketing 18th January 2019, 09:27 AM
Replies: 63
Views: 1,367
Posted By Claude Whitacre
Re: Marketing For Mattress Store

I have a post at this link that's probably helpful.

I've worked for mattress store owners and I have a retail store myself.

The single most profitable thing I do for a
Forum: Copywriting 16th January 2019, 04:03 PM
Replies: 40
Views: 917
Posted By GordonJ
Re: The Secret of Copywriting in 29 Words.

You need a special decoder ring. Once you have it, the secrets appear. It is free to acquire, but you must know the code to order.

We copywriters, at least here, like our clarity to be opaque....
Forum: Copywriting 19th November 2018, 09:32 PM
Replies: 9
Views: 389
Posted By AndrewCavanagh
Re: If your copy lacks this there will be no sale

What I see missing the most from poor copy is thinking through who's reading the copy...really getting inside their prospect's head, working out what's important to them...and writing the copy from...
Forum: Offline Marketing 17th September 2018, 09:34 AM
Replies: 20
Views: 692
Posted By Claude Whitacre
Re: How are advertising spaces in coupon books usually priced?

You should study business models of people who have done this before.

It's going to take you a year to distribute 30-40 thousand coupon books? You don't know the exact number?

Every month, you...
Forum: Copywriting 12th September 2018, 02:09 PM
Replies: 6
Views: 434
Posted By shawnlebrun
How to Sell Online Without Needing a Long Sales Letter

Let me just say, that there is NEVER going to be "one size fits all" rule when it comes to marketing and selling online.

Everyone has thoughts and opinions about what works best.

But until you...
Forum: Copywriting 24th August 2018, 11:09 AM
Replies: 30
Views: 538
Posted By Kay King
Re: What's your thoughts on this sentence...

Was that written by a man?

The story it brings to mind is probalby not what you intended....

I immediately thought of an anxious, dependent woman married to a shallow, overbearing man. If...
Forum: Copywriting 23rd August 2018, 12:43 PM
Replies: 46
Views: 1,007
Posted By GordonJ
Re: Here's the plan...

Well, truth to that. And thanks Alex for picking that up, and here is something you might relate to too.

Even though my students showed rapid improvement (got results), a year or two later some of...
Forum: Offline Marketing 30th July 2018, 10:42 AM
Replies: 35
Views: 1,545
Posted By Claude Whitacre
Re: Who here has done the 9x12 post card eddm direct mail advertisements for local businesses?

All I can add....

I receive the mailer at my store and at home. It's always full. And I know the sales rep is making money.

If you are going to go this route, start by seeing the business...
Forum: Offline Marketing 31st May 2018, 09:33 AM
Replies: 16
Views: 368
Posted By Claude Whitacre
Re: Audience Size And The Radio

I'm sure it's way less than 1%. The reason they advertise on radio is that their either don't track sales based on the advertising source...or the profit made on the average new customer is high...
Forum: Offline Marketing 23rd May 2018, 10:52 AM
Replies: 18
Views: 497
Posted By Claude Whitacre
Re: Market research ideas

Agreed. There is a difference between what people say they are interested in buying...and what they will actually buy. If you study the marketing and advertising of a successful competitor, you'll...
Forum: Copywriting 1st April 2018, 09:50 AM
Replies: 19
Views: 890
Posted By Jason Kanigan
Re: Professional copywriters: Is copywriting right for me?

Job security?

If you want job security, you'll need a job. But then they can get rid of you at any time...I guess if Australia has laws like my home country of Canada, it's a little tougher to...
Forum: Copywriting 22nd March 2018, 05:50 PM
Replies: 13
Views: 368
Posted By GordonJ
Consider the type of contractor and match the pic on front.

Please correct me if wrong; you are offering to do a video analysis of THEIR Internet presence? Is this right? You are, basically, going to act as a potential customer and show them on your video...
Forum: Offline Marketing 25th February 2018, 09:05 AM
Replies: 17
Views: 497
Posted By Claude Whitacre
Re: Reactivation Campaign Question

And most business owners are intelligent.

My personal experience is that they aren't exposed to marketing ideas.
It isn't that they reject marketing, it's that the concepts are completely...
Forum: Offline Marketing 17th February 2018, 06:50 PM
Replies: 12
Views: 564
Posted By Jason Kanigan
Re: Any tips for selling high ticket B2B services?

At this level it isn't about the service or the ROI. It's about "who do I trust to touch the controls."

Start thinking about "How can I position myself to be seen as someone they'd allow near the...
Forum: Offline Marketing 3rd February 2018, 11:51 AM
Replies: 24
Views: 948
Posted By Claude Whitacre
The Single Greatest Answer To Every Sales Objection

Guys; I just got off the phone with a guy that is selling consulting services. He was telling me that everything went well in his "interviews" until the prospect would raise a buying objection. He...
Forum: Offline Marketing 28th January 2018, 08:43 AM
Replies: 199
Views: 6,760
Posted By Kay King
Re: What i learned after cold calling about 600-800 businesses.

I have seen similar comments by those who start cold calling. If the goal is sales (or appointments leading to sales) and you didn't make a can you say it was 'productive'? You were...
Forum: Offline Marketing 26th January 2018, 09:19 AM
Replies: 9
Views: 320
Posted By Claude Whitacre
Re: Comparative Pricing To Stimulate Sales And Promote Your "Go To" offer

Thanks for letting me know. I corrected it.

It wasn't so much a typo as not thinking. When I just started selling my advertising course when speaking ...just the first time, the prices were $399...
Forum: Offline Marketing 17th January 2018, 11:37 AM
Replies: 20
Views: 559
Posted By Claude Whitacre
Pricing Experiments. So, You Think Your Price Matters?

I was being interviewed today about selling techniques...and the subject of price came up.
I'm going to shorten this to just give the essentials about pricing experiments I did in the past, and...
Forum: Offline Marketing 5th January 2018, 01:39 PM
Replies: 13
Views: 799
Posted By Claude Whitacre
Only Talk To Buyers. The Three Best Sources Of Sales Leads That Are Highly Likely To Buy From You.

This is a summary of a one hour ($500) phone consultation with an insurance salesman that wanted to up his closing ratio. After talking to him for a few minutes, I realized that his problem wasn't...
Forum: Offline Marketing 30th December 2017, 01:52 PM
Replies: 40
Views: 925
Posted By savidge4
Re: Help me think outside the box here

The question is why do you think you are not big enough? You could be breaking your community into sections and send 5000 post cards out at a time. I would think that invest in this once.. and...
Forum: Offline Marketing 1st December 2017, 11:34 AM
Replies: 17
Views: 968
Posted By Claude Whitacre
Re: For Those Who Hate Cold Calling

The guy above bumped this thread, but I think you guys will get something out of this.
A woman came into my store and bought a vacuum cleaner. Then she brings out a book I wrote, and asks me to...
Forum: Offline Marketing 30th August 2017, 07:13 PM
Replies: 10
Views: 948
Posted By Rory Singh
Re: How do I sell local leads?

You got some great advice jcv. But maybe you should be looking for a course that will give you step by step instructions on the local lead Gen business.

Yes this does cost money but if you are...
Forum: Offline Marketing 18th August 2017, 05:20 PM
Replies: 23
Views: 701
Posted By Claude Whitacre
Advertising on Theater Screens

I just have to tell this story.

I live in a town of about 17,000. There are two vacuum cleaner stores in town. I own one of them. We get along well.

About 25 years ago, my friendly competitor...
Forum: Copywriting 17th August 2017, 12:03 PM
Replies: 6
Views: 256
Posted By Kay King
Re: I tried using "Courage to face your own death" today...

"What if you CAN take it with you???"

That should do it.
Forum: Copywriting 26th March 2017, 12:15 PM
Replies: 14
Views: 413
Posted By TomAndrews
RE: Question for a copy coach

As Alex has said, hire someone who charges you a set fee.

After all, you have no idea how long it will take you to get good. I mean, 30 hours might be enough for "Person A" to get competent. But...
Forum: Copywriting 22nd March 2017, 05:13 AM
Replies: 14
Views: 413
Posted By SARubin
Re: Question for a copy coach

Seriously, my friend, you're asking for an absolute answer to an abstract question.

It's like asking how long is the average time it takes to fill a container with water?

Questions like that...
Forum: Copywriting 15th March 2017, 12:21 AM
Replies: 23
Views: 505
Posted By RickDuris
Re: [A Brain Teaser for Copywriters] Spin Something Old into Something New

Copywriters, real copywriters, choose each of their words deliberately. Every word builds upon the previous.

Using random words and ideas sounds counter-productive. Especially when your goal is...
Forum: Copywriting 7th March 2017, 11:28 AM
Replies: 12
Views: 356
Posted By SARubin
Re: Besides proper sentence structure, SEO and persuasion what skills should rookie copywriters lear

Excellent points. I think you've just given the OP a solid summary on what it takes for winning copy.

And that's my view (from around 27,000 feet :D)
Forum: Copywriting 2nd March 2017, 01:52 PM
Replies: 43
Views: 1,110
Posted By Jonathan 2.0
Re: Attention.

Nice post. : ) However attention alone is not enough.- You have to "convert" that attention. (As the AIDA formula goes: "Attention, Interest, Desire, Action.")

Forum: Copywriting 23rd February 2017, 12:32 PM
Replies: 8
Views: 347
Posted By dburk
Re: Make your sales copy weed free!

Hi angiecolee,

Your last sentence really rings true to me.

There is an old time-tested saying in the advertising business:

Using the same language, expressions, and terminology that your...
Forum: Copywriting 22nd February 2017, 11:47 AM
Replies: 20
Views: 333
Posted By marciayudkin
Re: "smello" brandname

It implies something that smells terrible, not something that detects an odor.

If you don't speak the language of your audience, you need professional help in coming up with acceptable, much less...
Forum: Copywriting 21st February 2017, 06:15 PM
Replies: 17
Views: 816
Posted By SARubin
Re: Did Gary Halbert Consider Himself The Best Copywriter?

It doesn't really matter. I think the OP was just tryin' to start a friendly little chat by asking the question.

If only there was some magical platform where people could exchange ideas, and...
Forum: Copywriting 12th February 2017, 08:32 PM
Replies: 14
Views: 406
Posted By ewenmack
Re: Critique My Startups Landing Page

Now you are getting somewhere... the level of awareness and sophistication.

If they have seen a marketing message like yours before,
say a time frame, then you are bunched into others they have...
Forum: Copywriting 11th February 2017, 02:03 PM
Replies: 7
Views: 407
Posted By marciayudkin
Re: How can i write anything if everything is copyrighted?

Learn the rules for "fair use." For example:

There are also a lot of easy-to-understand college handbooks available on how to write informatively while...
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