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About Kris Mills

Kris Mills of Words that Sell ( http://www.wordsthatsell.com.au/ ) is a top selling copywriter, trainer and author of numerous how-to guides including Proposals and Tenders (Bids) that Sell. Kris has also produced a FREE ebook entitled "11 Bid Writing Sins and How to Avoid Them". To arrange a FREE copy, visit:http://www.wordsthatsell.com.au/tendersebook.htm
Targeting … How We Used it To Increase our Direct Mail Responses by 200%

A few years back we were marketing a specific type of packaged creative service through our dm consultancy. The service had wide ranging benefits for all industries. As a testing exercise we decided to hone in on one industry and see what happened.

Reach or Frequency? … Which Adds More $$ to Your Bottom Line?

Lets say that you have been given a budget of $10,000 (not including creative costs) to sell a new $800 product or service via direct mail to a relatively cold list. You know that once a new client comes on board they will usually spend another $2,000 with you over the next 2 years.

Proposal Writing Sin no.3: NOT KNOWING THY ENEMY

It’s a fact of life that there’s a very good chance that you are racing against every one (or a good portion of) your competitors, so it makes sense to know who is likely to be bidding for the contract.

4 YES/NO Variables That Make Or Break a Sale!

Some sales people think that because they’re great at selling face-to-face, they don’t need to put a lot of time or effort into writing a winning proposal. They feel that their verbal skills did all the selling for them.

How One Home Extensions Company Sent Their Sales Soaring by 160%

One of the things that my partner Shane and I do is work with businesses helping them increase profits. Shane addresses areas like systems and sales and I overhaul their marketing.

The “Bang for Your Buck” Proposal Writing Approach

In an increasingly price-sensitive world many business professionals feel that the only way they’re going to win in a competitive RFP situation is if they slash their prices.

How One Home Extensions Company Sent Their Sales Soaring by 160% … Just by Tweaking Their Selling Techniques

One of the things that my partner Shane and I do is work with businesses helping them increase profits. Shane addresses areas like systems and sales and I overhaul their marketing.

How To Turn The Biggest Skeptics Into Eager Buyers

When making a purchasing decision, people have their “rip off radars” on high beam. They’re wary and so they should be — after all, they’re about to spend money so they want to be sure they’re not going to get ripped off, AND they want to be sure they’re going to get the absolute best return on their advertising dollar.

16 Quick Retail Promotional Ideas To Increase Your Your Sales Without Discounting

1. Send out a FREE sample of your product with a special “two for one” offer – this enables your customer to get a first hand experience of your product in action AND the “two for one” offer maximises your average transaction value.

Proposal Writing Sin : Not Knowing Thy Enemy

It’s a fact of life that there’s a very good chance that you are racing against every one (or a good portion of) your competitors, so it makes sense to know who is likely to be bidding for the contract.

The 5 W’s of Persuasive PROPOSAL Writing

As with a verbal sales presentation, your written sales presentation should have a beginning, a middle and an end.

The “Bang for your Buck” Approach that Eliminates Price Sensivitivy

In an increasingly price-sensitive world many business professionals feel that the only way they’re going to win in a competitive RFP situation is if they slash their prices.

The

In an increasingly price-sensitive world many business professionals feel that the only way they’re going to win in a competitive RFP situation is if they slash their prices.

The good news is that in most situations price isn’t the burning issue. It’s value-for-money or Return-On-Investment (ROI) – in other words, how much “bang they’re going to get for their buck”.

Now, this is hardly revolutionary news, but by reading through most of the proposals that sit on my desk you’d think it was.

Sales Letter Surgery

If you’re in an industry that relies on securing an appointment to get a sale (and even if you aren’t) this article will be of particular interest.

Lets say that over the course of the day, you send out 10 cold appointment letters, and from those 10 you end up with 1 luke warm appointment.

4 Ways to Increase Your Sales Conversion Rates .. Dramatically

Some sales people think that because they’re great at selling face-to-face, they don’t need to put a lot of time or effort into writing a winning proposal. They feel that their verbal skills did all the selling for them.

The 12 Components of a Winning Proposal
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As many as 8 and sometimes 9 in 10 proposals that come across my desk are doing nothing but contributing to the killing of trees.

The 5 W’s of Writing Persuasive Proposals

As with a verbal sales presentation, your written sales presentation should have a beginning, a middle and an end.

The beginning addresses the prospect’s situation, thanks them for the opportunity and identifies with their specific needs.

The NLP Secret That Makes Your Words Sell

Writing cracker-jack copy would be a lot simpler if every potential client thought in the same way. But in reality, they don’t.

The good news is that by understanding the various ways people think, you can appeal to all personality types in your copy. And by doing that, your responses will dramatically improve.

Playing “hard to get” … the Scarcity Mindset and it’s Phenomonal Results

Believe it or not, the more “unattainable” you make your product or service, the greater the desire is for people to buy from you – if executed correctly, of course.

3 Questions Buyers Ask When Evaluating Proposals and Tender responses

No matter what the buying situation (proposal, RFP, tender, or EOI), and no matter what “evaluation criteria” you are provided with, buyers consider just 3 areas when it comes to deciding upon a supplier.

8 Tips for Writing A Knock-Em Dead Headline

There are so many elements that play a very important part in every ad, sales letter, brochure or any piece of business communication that you write. And one of the most important elements is the headline.

Sales Letter Surgery … Before and After …

If you’re in an industry that relies on securing an appointment to get a sale (and even if you aren’t) this article will be of particular interest.

Writing Web Copy That SELLS

Whoever said “long copy” doesn’t work on the web obviously doesn’t know how to sell online. In fact, online marketers are making an absolute fortune with web pages spanning 1200 or more words used to sell their software and manual products.

16 Quick Retail Promotional Ideas To Increase Your Sales Without Discounting

1. Send out a FREE sample of your product with a special “two for one” offer – this enables your customer to get a first hand experience of your product in action AND the “two for one” offer maximises your average transaction value.