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Stop Selling to Increase Your Sales

If you want to get your prospects’ attention so they will contact you and buy from you, let them know how you can help them. Few people like to be sold, but every one of your prospects is looking for a solution — a product or service that will solve a problem or meet a need.

If you’re like most small businesses, your marketing and advertising is focused on your name, your products, and your services. Instead, shift the emphasis in your ads, your elevator speech, and your marketing copy to your prospects’ concerns. Focus on how you help your prospects get what they want, and you’ll get what you want — more clients and customers.

Charlie Cook

President and Idea Guru

Marketing for Success

Old Greenwich, Conn.

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