Quotations by Jay Abramham

There are only three ways to increase your business: 1. Increase the number of clients. 2. Increase the average size of the sale per client. 3. Increase the number of times clients return and buy again. [2000] - Jay Abramham

The strategy of Preeminence is quite simply the ability to put your clients' needs always ahead of your own. [2000] - Jay Abramham

A successful business starts not with just a great idea or product. Rather, it starts with the desire to provide a solution to another's problem. [2000] - Jay Abramham

All your in-store clerks, telephone staff, receptionists, client-service people--everyone with any public contact or client interaction, or anyone who impacts your business--must fully understand, embrace, and believe in your unique selling proposition (USP). [2000] - Jay Abramham

Always make it easier for the client to say yes than it is for them to say no. You do it by taking away the financial, psychological, or emotional risk factors that are always attached (stated or unstated) to virtually any decision-making proposition. [2000] - Jay Abramham

Compensating your clients for their dissatisfaction and valuing their time and trust is the concept behind a better-than-risk-free guarantee. [2000] - Jay Abramham

The clearer, stronger, and more specific the guarantee, the more credibility and impact it will have on a prospect or client. [2000] - Jay Abramham

If you have a high incidence of problems or dissatisfaction, it means either you promised too much or your product or services are inferior and need quality attention. [2000] - Jay Abramham

When you close a sale, it's the prefect time to make an additional sale--particularly if there's a very good reason and benefit for the client to buy your package deal. Sixty percent of all clients will increase if you do it right and offer true value. [2000] - Jay Abramham

Clients don't buy products or services; they buy end results. [2000] - Jay Abramham

Set up a host-beneficiary relationship. Company A (the host) agrees to let Company B (the beneficiary) deliver a sales message to people who are Company A's clients. Company A could even agree to encourage their clients to purchase a product or service from Company B and actually sing their praises. [2000] - Jay Abramham

You should locate companies that have clients logically predisposed to your product or service. (For example, a real estate company might have clients interested in carpet cleaner) Each company should give an endorsement to your product or service, and in return they should receive a certain percentage of the profits from all sales. Or offer other forms of compensation like donations to their favorite charity or help with their accounting expenses. [2000] - Jay Abramham

Ask for referrals when clients are most receptive. This could be when they have just bought your product or service. This could be when you have done something great for them such as given them a large refund, a good sale, paid off a claim, or fulfilled your promised service or obligation. This could be when something special has happened in their lives such as a marriage, the birth of a child, a promotion, a special honor, being elected to a special office, retirement, or a transfer. [2000] - Jay Abramham

Each unhappy clients will tell his or her experience to at least nine other people. Only 4 percent of unhappy clients bother to complain. For every complaint you hear, twenty-four others go uncommunicated to the company--but not to other prospects or clients. Of the clients who register a complaint, up to 70 percent will do business with the organization again if their complaint is resolved. That figure goes up to 95 percent if the client feels the problems was resolved quickly. [2000] - Jay Abramham

By sending a sales letter out ahead of a phone call, the effectiveness of the call itself was increased by 1,000 percent. [2000] - Jay Abramham

We are perfectly satisfied if ninety-five out of one hundred people receiving our cold prospect mailing don't open it, so long as half of the remaining five reply. [2000] - Jay Abramham

When you have identified the audience, go out and rent five thousand or one thousand--or the smallest meaningful quantity of--names from that list that you can afford and can access. [2000] - Jay Abramham

The Components of a Sales Letter: 1. It must get the reader's attention with a powerful headline (tell him how he can gain, save, profit, achieve, or accomplish something through your product or service). 2. The letter must show clear and distinct advantages in the body copy. 3. The letter has to prove or validate your claim of benefits or advantages through factual examples--comparisons, analysis, testimonials, or credentials. 4. The letter must persuade the reader to reach out and seize the advantage you promise. 5. The letter must motivate the reader to act, respond, order, write, come in, or send back the coupon. [2000] - Jay Abramham

People love to see data, even if they can't evaluate it. [2000] - Jay Abramham

My most successful sales letters have been eight, ten, twelve, even sixteen, pages long. If your sales letters are interesting, people will gladly read them. Your sales letter should be warm, human, sincere, honest, personal, and one-on-one. [2000] - Jay Abramham