National Mail Order Association
Direct marketing information for business
NMOA Network Newsletter for
February 9, 2010
B o o k
R e p o r t
Step-by-Step Copywriting Course
A complete web / SEO copywriting course with
practice assignments & answers
Packed with step-by-step instructions and
real-life examples pulled from real
websites, this 209-page, self-paced,
self-study course contains a soft-cover,
spiral-bound study manual with insights,
guidelines, do's and don'ts that will show
you exactly how to (and how NOT to) write
Everything you read and learn is reinforced
with practical assignments so you can
practice what you've learned and profit from
your new skills immediately.
F e a t u r e d
P r o d u c t
Wholesale Only: This product is
available only to resellers
A new wholesale
sourcing issue of Direct Marketing Digest is now
available at no cost to NMOA network members.
Find the latest new products to sell, current DM
research, studies and books, and 14 new
marketing-related whitepapers available for
download at no charge.
Here's the link.
Wholesale Product Catalog
Right-click on the link to save to your
D i r e c t
M a r k e t i n g A d v i c e
Overcoming Price Resistance
By Bob Bly
In the movie Tin Men starring Richard Dreyfus and Danny DeVito, an aluminum
siding salesman goes into a car dealership to buy a new Cadillac.
"How much is it?" he asks the car salesman about the car he wants to buy.
"How much do you want to pay?" the car salesman asks back.
Disgusted by what is an obvious sales tactic, he replies sarcastically, "A
dollar ... I want to pay a dollar."
Many of us won't ask the prospect how much he or she wants to pay because we
feel that it is somehow sleazy and that doing so will create an
But if you indeed did know how much your buyers wanted to spend, your sales
closing ratio would shoot through the roof - because you'd be quoting prices
you knew they could afford and were willing and prepared to spend.
How do you ascertain what the buyer wants to spend without the awkwardness
of asking outright?
Selling in a Tough Economy - Seven
Ways to Differentiate Yourself from the Competition
By Don Hutson
One dreaded statement from a sales prospect could make a salesperson turn
pale. "Is this your best deal?"... "I've interviewed a couple of your
competitors and they are willing to sell for less." ... "Thanks, but we want
to shop around before we make a decision."
How many of us have recently heard, "Our business has been so good for the
past five years we haven't felt a need to do any sales training, but things
are different now and we need help!" In today's market of intense
competition and constant margin pressure, this scenario continues to replay
When not prepared for the price resistance seen in tough market conditions,
a weak salesperson stammers with a poorly thought-out response like, "Well,
let me see what I can do."
Is it really about price or is it value? Let's consider some solutions.
What is value anyway?
P r o d u c