Marketing & Advertising Articles

5 marketing articles to choose from:

1. The Mafia Shows The Way - Amazing Marketing Technique You Can Use - If You Dare To Steal It

2. Going The Extra Mile And How To Create The WOW Factor When You Service The Service

3. How Raising Objections Up-Front Will Get You More Sales

4. How To Use Risk Reversal To Lower 'Buyer Barriers' And Skyrocket Sales

5. Recession Proof Marketing Is Simply Good Marketing - Here's 8 Of The Best

"How Raising Objections Up-Front Will Get You More Sales"

This marketing technique sounds strange doesn't it? Why would you want to raise a possible objection yourself?

Let's be honest for a moment…

No matter how great we think our businesses are, there's always at least one thing which is a potential "problem" for our clients (and usually there are 3 or 4).

For example, although my POWER Marketing Super System is easy to apply it takes time to put it in place. This could mean a couple of weeks or a couple of months depending on the time available - or how urgent it is needed.

In an ideal world we'd all like to buy an instant solution that doesn't take any effort. Clearly the Super System needs input from the person investing in the programme (or someone they appoint on their behalf).

This is obviously a possible *objection* a prospect may legitimately have.

So why would it help to raise this objection in the first place?

Here's why this marketing technique is so successful...

1. Because most marketing communication is full of superlatives and hype the prospect is always sceptical about the benefits a service will bring them.

No one ever points out any disadvantages. They're frightened the prospect will immediately look elsewhere. But pointing out any disadvantages to your prospect automatically makes them BELIEVE you. They think if you're prepared to tell them this, all the other stuff must be true (which of course it is!).

2. You also add a tremendous amount of credibility.

Most industries have well known "faults." Consultants are renown for shaking things up in a business and letting the owners sort out the mess after they've left.

Accountants have a reputation for charging excessively even for a five minute phone call. The same can be said of lawyers/solicitors.


I'm not saying any of this is true - and in most cases it certainly isn't, but perception is all that counts in the mind of the prospect.

By meeting these problems head on, you gain respect, which brings you much closer to the sale.

How To Take Advantage Of this Marketing Concept

Clearly you don't bring out a problem without offering a solution. So here's how to do it...

= = = = = = = = = = = = = = = = =
Objection: Price/Fee is too high
= = = = = = = = = = = = = = = = =

If your prices or fees can be an issue with your prospects, often the best way to tackle the problem is to mention that your prices/fees are regarded as being high and then turn it into a positive. (You should also do this if your prices or fees seem low).

Say, "When we tell some of our clients what our fees are, their initial reaction is one of surprise. Sure, our fees are high - we accept that. But here's why...(now explain in sizzling detail why your fees are higher)."

Do you see why this approach is so successful? You've acknowledged your high fees and then credibly explained why you charge these amounts.

All of a sudden you've transformed a possible negative into a positive and gained believability and credibility at the same time.

You should use this approach in your sales letters, sales meetings and other marketing communications.

Give this marketing technique a try - you'll be quite surprised at the results!



Follow Us on Twitter:

Latest Blog Posts


The following are a number of testimonials from satisfied clients. We are really pleased to receive these testimonials, and proudly list them here.

Thanks for the website Ian.
As you stated, I have had a steady stream of enquiries since setting me up on the internet.
Morning Ian, just a short note to say 'thankyou' for the work on my website. Not only am I pleased with the way it looks, but I could not believe it when I got my first enquiry from it only a few days after its completion. All you said would happen has indeed happened.
Thank you very much for your kind help. It is really a good advice for my marketing plan.

Thanks and best regards,
Hi Ian Just a short note to tell you we have had a very good season, an excellent sales increase so we should be ok now the autumn is here and going very soon into Winter.. . . . . . . . .
Thanks Ian. The website has certainly increased our Bookings and we look forward to next year.
Best Wishes
I am not really interested in getting back in to PPC as it cost a lot of money last time for not a lot of return. We have been without it for over a year and what you are doing is still increasing visits and turnover on the site.
Sports Outlets
Just a quick note to say I’m very interested in maintaining the website you have completed a marvellous job of so far. We are already noticing a complete change and receiving a lot higher internet inquires.
Thanks Ian
Hello Ian, came across your website via a Google search and wanted to say how impressed I am! The marketing plan template arrived within seconds of my request - it is clear, tremendously helpful and has provided me with the structure I desperately lacked as I prepare to kick off my new business on 1st September! A really super service, am sure I will be in touch again over the coming weeks to discuss other elements of your offer.

Thanks and regards

....... I have also noticed the success of extra clicks! Business is also up by at least 15 percent from last year. Regards
Owner (Dry Cleaners)

I would just like to bring a ray of sunshine to your day (well it did for me).
Since we started to work with Ian Smith, our Adwords guru, our results have improved impressively. These figures are the average across the board, ..
Our Click through rate has gone from 1% to a very credible 4.5%
Our average cost per click has dropped from 87p to 63p (just remember some clicks are still £2+).
Our average position has gone from 5.4 to 4.6
So all in all a very good result and with further input we hope to do even better.
Interior Design Retailer