Words and phrases to help you sell advertising in your business card vending machines!
In this section you will find interesting ways to assist ‘close deals’ into your business card dispensers, and refinements to your ’sales pitch’.
Dean
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22 Responses to “Words and phrases to help you sell advertising in your business card vending machines!”
deanc
March 2nd, 2007
deanc |
Andrew,
You touched on a VERY important point (in the other category) in my eyes…and you will see that I outlined this in the manual specifically. When someone says “what do you do”, you MUST MUST MUST have it ready to roll off your tounge naturally.
Think about it like this everyone….
When you read the newspaper, you generally glance over each page in search for a headline that catches your eye. Then you stop there and read. Actually, any good headline will cause you to read on further.
The FIRST thing you say when someone asks “what do you do” is your own personal HEADLINE. Remember this and practice, because this is what will elevate your sales…big time.
EG. You could say…
“Well you know how most business owners pay an absolute fortune to generate leads, or they have a hard time generating leads at all, well what I do is provide a lost cost lead generation strategy that is highly targeted and gets results guaranteed”
They would naturally respond: “Oh really, how do you do that”
Then you proceed to set an appointment with them to show them your display.
Don’t complicate this business and you should be fine.
Dean.
Feb 27, 10:38 AM —
deanc
March 2nd, 2007
deanc |
How do you mentally prepare yourself BEFORE going to a meeting?
When you go around to speak to potential advertisers about paying to go into your displays, it’s always good to be able to justify their purchase, by comparing your offer to other offers available.
For example, you could:
Find out how much the local newspaper charges (very expensive)?
Find out how much the magazines in their specific industry charge?
Is there shop-a-dockets in your local marketplace…and what are they charging to advertise?
You could even find out what billboards are charging! Now you would be thinking “yeh, but you can’t compare the two advertising mediums on a level playing feild”…right? Is that what your thinking??
Well my arguement to that would be, aren’t business card mini advertising billboards?
Think about it like this. People drive past billboards, but rarely do they take down the number. When did you last right down the phone number off a billboard???
With business card displays, people take a card, it then goes into their pocket and even on their fridge! If anything, it sits around their office for months.
Make sure you really read what I just wrote, because if you remind yourself of this BEFORE going to meet with an advertiser, then your mind-set, focus and conviction will all be aligned…and BANG…a deal pops into your hands.
Thoughts and feedback please.
Dean
Mar 1, 10:38 AM —
deanc
March 2nd, 2007
indianajon |
I agree Dean. A friend of mine in our local real estate investors group is currently paying $7,000/month for the billboards that he has up. I think he told me he is paying more than $500/month for each of these. I told him I can put him in 50 of my units(when I get to that point) for $20/unit. He realizes the exposure for dollar spent is way better than what he is getting now.
The other thing that billboards don’t allow is some sort of discount or coupon offering that we can offer on their advertisement. Very few billboards offer this, it’s mainly just used as an advertisement.
Jon
Mar 1, 11:35 AM —
deanc
March 2nd, 2007
Hi Jon,
Great point about billboards not letting people ‘take a coupon’ as such. This is good that you point this out Jon, because it gives all of us another WEAPON to use should anyone come up against that type of objection.
Another tool for the toolkit everyone!
Dean
Mar 1, 12:02 PM —
deanc
March 2nd, 2007
When you get an objection…whatever it is…price, quality, location…instead of going back over what you have just told them…simply ask them, “Why do you say that?”
Then the real objection will come out.
dmiles
dmiles2
March 2nd, 2007
Absolutely Dave!
Let me give you my point of view on this.
The more you ask questions, the higher the chance of getting the sales! Why? because the more information you can draw out of the client, the more ‘hot buttons’ you can hit on, and you can then use analogies to connect with the client.
Let me give you an example:
If I said to a business owner…”what do you like to do in your spare time?” and the business owner said “I like to play golf”. Well do you think i’m going to use that in my description of how the business card display dispenser works…YOU BET!
I could say “Mr business owner, you know that feeling of hitting a perfect drive down the middle of a fairway…or holing a 50 ft putt?” … he is going to say “YES”, because he can relate to that…right? I would then continue you on and tie my message to this example…something like…”Well that’s how it will feel when your phone rings off the hook from enquiries from advertising in my business card display dispenser”.
So now, he can feel ‘on the inside’ what you are talking about!
Once you are concious of this aspect of the sales process, then you will see an increase in conversion rates.
Enjoy!
Dean
deanc
March 4th, 2007
Raise your energy to make money.
Please read this post, because your energy is a MAJOR factor in making sales…and just money making in general.
Let me give you an example of a personal that most of us knew, who made $300,000 per week (source BRW). This person also had other people who did EXACTLY the same thing but only make a fraction of the $$$ that this person made.
He’s name is Steve Erwin, the crocodile hunter. He lived just 90mins drive from my home in Australia, and it was sad to see him depart so soon. His contribution to wildlife and childrens education was amazing, and he had a massive following around the world.
So why was Steve so popular???
Was it his fashion sense? mmmmm…no.
Was it the fact he chased crocodiles?mmmmm…no (lots of people do that)
Was it his amazing energy and passion he used while chasing crocs? YES!
As humans, we all need energy to survive…if we have zero energy we die. So knowing that we need energy to survive, the more we have the better. Isn’t it true that we like being around people who have a great energy? Positive people? Yes.
So, the more energy you have, the more people will be attracted to you! AND…guess who has the money? People! All you need then is a good billing system.
Here is an example of a bad billing system for people who have great energy -COMEDIANS.
Comedians are funny and they make people laugh, but do they have a good billing system? (most get paid $100 for a night at the bar down the street)
Now with business card displays dispensers, you have a great billing system, but do you have the energy to match? When I say energy, that can come in different forms…you don’t have to be doing backflips across a stage, it can be in your handshake, in the way you look into peoples eyes, your positivity.
Naturally, the more energy you have the more people will be attacted to you!
Drinking coffee and red bull before hitting the road for the day is not what I mean…it must come from within. You must turn up the volume in your life!
Some people have great ideas, but they are painful to talk to because they look like they just returned from a funeral! Get energy, do whatever it takes. People will like to deal with you rather then get sold by you!
Have fun, stay upbeat and deliver your message with passion and conviction and you will be fine.
Dean
deanc
March 7th, 2007
Working with a lot of new people to sales over the years has helped me realize that it is often Not the presentation that prevents people from getting the sale - It’s not Asking for the Order that is the real problem. You can get a couple of dozen different closes to use by looking at any of the top sales books. The one I’ve used the most consistently over the years is the “assumptive close”. You do the presentation and rather than asking “well, do you think that sounds good?” or “would you like to get started?” (both of which can get you a ‘no’ or an ‘I need to think/talk about it’) simply transition into your order form. “All I need to do to get you started is to get some information on ……” and then ask the first question on your order form. They’ll stop you there if they are not ready. If you lead right into the order form many people will follow with little hesitation.
N Jasa
nancyjasa
March 7th, 2007
Great comments, Dean! People are attracted to enthusiasm, and will “buy” into your game if you are enjoying it. The rejection in the sales business can easily become a downer, but realize that the next call could be the pay day. One way to face each call with enthusiasm is to do a little positive affirmation before making contact. It may sound silly, but “I like myself” makes you feel good and puts a smile on your face! Reaffirm that what you are doing is of great value to your propsective client, and it will come through in the offer. Good Luck and keep smiling…
Dave D
heresmycard
March 8th, 2007
…Make Effective Use Of The 18 Most Powerful Words In Advertising.
• free, now, new, how to, save, guarantee, money, easy, simple, you, proven, love, results, discovery, fast, amazing, sex, profit.
Found this somewhere…there are more than 18…but these will do.
dmiles
dmiles2
March 15th, 2007
Here is a sales technique to use on yourself…leverage!
I just had an email from someone who is thinking about getting started, but he won’t have much spare money left over after he invests his money to buy his first lot of business card display boards. This is a good position to be in!! Why?
1) LEVERAGE. Leverage on yourself to make it work I mean. The thing is, alot of people actually face this problem of little money to spare, but very few actually realise that they are in that position for a reason, and that reason could be two things … either they aren’t prepared to take a risk, or they are happy having next to no spare money.
You will find that most successful people either borrowed money, or invested their every last penny PLUS sold their car to get a start in business…but more importantly…
THEY BACKED THEMSELVES IN!
2) I think this is a good position to be in because you have absolutely have nothing to loose…your broke anyway, the only way is up!
If it isn’t going to be business card displays, then whatever else you might choose is going to take money anyways!
I adapted this mindset very early on, when I was about 25 yrs old. I purchased a car on loan that was worth $24,000 with 30,000 miles on the clock ($65,000 brand new). All I had was $4000 to my name and that was it! This was MAJOR leverage on myself to perform. 7 weeks later that little baby was mine…outright.
Now I can almost 150% guarantee you that if it wasn’t for that purchase, there is NO WAY I would have jumped out of bed with such motivation like i did back them.
This worked really well for me, it made ALL the difference in my success. Things only got better from there.
PUT LEVERAGE ON YOURSELF AND WATCH WHAT HAPPPENS…IT’S LIKE MAGIC.
Dean
PS. If your not excited to get out of bed every morning, then you really need to make a change!
deanc
March 15th, 2007
You are right Dean…”LEVERAGE ON YOURSELF AND WATCH WHAT HAPPENS…
I have a feeling that I am much older than most that are posting on this blog because I remember the fear, my wife wondering why I took so many risks…Guess what? It’s part of the entreprenurial (sp?) spirit. The risk and the challenge is what it’s all about!!
As I reflect back over the many years of trying all kinds of things…and selling my wife on the”POTENTIAL” and her telling me “You can’t spend potential”… I realize that everything I did was part of the learning process. Don’t get me wrong…I failed…many times…BUT I HAD MANY SUCCESSES as well.
Those of you who are anxious, concerned, afraid…that’s normal…it’s healthy…It will get you out and help you make it.
Ask yourself…What’s the worst thing that will happen if I buy some displays and I can’t sell anything? Even if that happens…SO WHAT…YOU WILL SURVIVE…THEY CAN’T EAT YOU!!!
The great thing about this business is you don’t have to re-invent the the wheel…it’s been invented…just listen and learn!
THUS ENDS TODAYS SERMON! (Sorry…but some of you I suspect need to get passionate about this or try something else)
dmiles
dmiles2
March 16th, 2007
I forgot something from above…If you do order displays and later decide to go in another direction…Let me know…I WILL BUY YOUR DISPLAYS! I do expect a discount though…ha ha!
Seriously,
GOOD LUCK (but do let me know…16 space displays only)
dmiles
dmiles2
March 16th, 2007
That’s an interesting offer Dave!
Well you’ve just reduced everyone’s ‘risk’ of getting started…talk about a Friday special!
And just to add to your post, you are correct…everyone who is procrastinating over the idea of investing into the business card displays business, you should do this little excercise. Sit down and work out the worst case scenario…
1) Would you loose your whole life if it didn’t work?
2) Will you need to take guitar lessons so you can sing on the street for money?
3) Will negative press appear all over the newspaper and TV if it doesn’t work out for you?
What’s the upside?
1) Freedom?
2) Time with family?
3) Confidence?
4) Money?
5) Stepping out of a job?
SUMMARY: Others are making money with the same product you’re still thinking about. So is it the product/business you’re not sure about, or is it you your not sure about? If your not sure…read some good books on sales, that should give you some more confidence to move forward in whatever venture you choose that is sales orientated.
Dean
deanc
March 16th, 2007
Dean,
Thank for this very informative forum.
How are people able to place their
displays in areas that already have
a community bulletin board for people
to attach their business cards to?
BillW
April 23rd, 2007
So, over the weekend, I was explaining the displays to my father in law and I was telling him the cost to advertise in the Yellow Pages and I also used a small local print magazine as examples. His comment was yeah but they reach tens of thousands of people….I froze-no instant comeback….I’m looking for some suggestions on what people might say to this besides “yeah but you have a business card in hand”, and I am definately going to use him to practice on.
Thanks Jason
Jason5Star
July 9th, 2007
I really enjoy reading in this forum .. sooo much usefull info.
I want to comment about the “word & phrase ” .. I think its very important to have as simple as possible .. i think that what makes the famous book series ” .. for dummy ” one of the best selling books!!
chose words that are clear .. ” I will bring more dollars to your business ! ”
“This advertising method is simply the best cheapest way of marketing!!”
Always make your words confirmative ” I will ” ” this Absolutely effective ” and this kind of phrases that erase the doubts from your prospect mind !
Fahd
July 14th, 2007
Good post Fahd! I am going to “KEEP IT SIMPLE” when it comes to selling in this business. The ” I WILL” is super simple and should also help me land potential customers in my other business as well as this. Thanks and your SIMPLE post was helpful and appreciated. Jason
Jason5Star
July 15th, 2007
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Here are two words that could make a huge different to your marketing.
Words are the most critical part of your sales process, and catching people’s attention is a fine line. For example:
If i said “terrorists just bombed the…..”, that stirs an emotion inside that has you wanting to know more right?
So, if you want to FORCE yourself to shift peoples emotions, then you need to tell them the benfits, not just the features. So what are these two words that will make a huget difference to your results???
“Which means…”
Yep, just those two words!
For example:
This no fat chocolate is great WHICH MEANS you can eat it all day long without feeling guilty!
This is $1,000,000 for you WHICH MEANS you can go and do what ever you like for the next year without working
This is a business card display that hands out your business cards WHICH MEANS that your cards are going to put in the hands of you target market all day long, no matter where in the world you might be.
Put these words into your marketing, it will force you to write the benefit to the buyer, which in turn will stir emotions!
Dean
Feb 23, 2:53 PM —