If you think physical newsletters are now obsolete, then perhaps you need to reconsider. Think about it. Not too many people are sending out physical mail nowadays. Everybody else is sending emails and other virtual stuff. And as what I’ve always mentioned again and again, going the opposite direction is key to generating more sales. Set yourself apart from what everybody else is doing.
That’s why I’m bringing in the amazing Jim Palmer on the show today. Jim Palmer is a sales connoisseur having extensive retail experience over the years. He started his business in October 2001, writing and designing newsletters for various companies. Five years later, he has created a multiple 6-figure businesses, realizing that he actually created a mammoth job without any lifestyle considering he was doing pretty much everything in that company.
Starting over again, Jim now runs several internet-based businesses including two yearly live events called Dream Business Academy and a coaching program for entrepreneurs called Dream Business Coaching and Mastermind Program.
Jim is sharing a big chunk of really good insights throughout the show so I figured inserting some of his quotes here in the show notes would be nice.
Here are the highlights of my conversation with Jim:
The importance of growing your business through current customers:
“The most expensive thing for any business, is the cost of acquiring a customer.” – Jim Palmer
- Many salespeople think that increasing profits through higher sales is synonymous with more new customers.
- Proactively engage your current customers
- Build stronger relationships with them and they will refer more.
- Create a visual way to illustrate how much money you’re leaving on the table.
- Track your customers (like a CRM or Excel spreadsheet)
Strategies for customizing your newsletter:
- Send a printed newsletter.
Not everybody does this anymore. The mere fact you do that will reap gold for you. Why? You remain top-of-mind.
“It’s not your customer’s job to remember your name. It’s your job to remind them and the best way to do that is with a newsletter every month.” – Jim Palmer
- Do the 80/20 and offer something more special.
What 20% of your customers are producing 80% of the profits? Add inserts to your newsletter and offer something more special to your best customers. (Ex. coupon for 10% off next purchase)
“People appreciate loyalty and they appreciate being recognized as loyal.” – Jim Palmer
The “sales prevention” mentality
You gotta listen to Jim’s story of a Florida artist who has this “sales prevention mentality.”
“People who are in business are in the business of selling. I don’t care if you think you’re a salesman or not. You need to sell.” – Jim Palmer
Jim’s Major Takeaway:
“You will earn significantly more revenue and income for who you are than what you do.”
“Your job is to be seen as the go-to person that they want.”
“It’s all about who you are, how you brand yourself, and how you market yourself that’s going to help you be successful.”
Jim has a free gift to all ye TSE listeners (that’s what I’m talking about!) – get his report on 3 Little Known Secrets to Working Less, Selling Less, but Making More at www.getjimpalmer.com/donald