National Mail Order Association
Direct marketing information for business

NMOA Network Newsletter for
February 9, 2010

New Products Bookstore NMOA Advertising Previous News

B o o k   R e p o r t

The 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 powerful copy.

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.

more info

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 computer.

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 uncomfortable situation. 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?  full article
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 itself.

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? full article

P r o d u c t s

Folding Flip Flops
Includes Small Storage Case
For Your Purse

QuickBooks Training Course
DVD Training Package for
QuickBooks 2011

TriEdge Knife
Designed for a Lifetime of
Personal Grooming

National Mail Order Association
2807 Polk Street NE, Minneapolis, MN 55418
Phone: 612-788-1673

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