A Little Web Marketing Sales Strategy

If you’re a web marketer, here’s a handy way of convincing someone to spend more of their marketing dollars online with you rather than your off-line traditional counterparts. It’s all a matter of simple calculations:

Start by getting them to tell you about how much money they spend last year on their traditional marketing efforts. This includes everything — brochures & other collateral materials, direct mail pieces, telemarketing, advertisements, etc.

Then ask them to tell you about what percentage of their target audience would they estimate uses the Internet (if you’re talking to them at all, let’s hope that figure will be high).

Then, do the simple arithmetic: take their total marketing dollars spent and divide by the percentage of their online audience. Now ask them what they spent last year in online marketing. If that figure falls well below your previously calculated figure, well, it will be pretty obvious to them that they’ve got a huge gap to fill.

To ease the burden, tell them that if they even invest one-third of that amount in Internet marketing for 1999, it’ll make a huge difference in not only promoting their web site, but also in reducing their traditional marketing costs as well!

You’ll be hitting them with one big frying pan to the side of the head! Try it and let us know your success stories.

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