Business Success Interview with Judy Cullins - Part 2
Judy Cullins c. 2004
[email protected] of "Amazing Sales Persuasion"
interviewed Judy Cullins on July 15, 2004.
Q. What makes you stand out from the crowd?
A. Why Choose Judy Cullins? 20 Reasons-2004 Platform
12. How to articles published in publishing industry leader magazines
such as PMA, SPAN, and many other print newsletters.
13. Sells $2500 plus of her 10 books each month.
14. Dan Poynter, self-publishing guru, Mary Weistmeimer of BookZone.com
and Debbie Allen give rave testimonials about Judy's books and programs.
15. Judy's monthly free ezine "The Book Coach Says..."
has over 3000 targeted subscribers. Her new "Business Tip of
the Month" has 1500 subscribers. Available on her web site:
16. Judy sends out free reports and articles to over 4000 others
via email, organizing and maintaining opt-ins and outs every day
besides her subscribers each month to keep her name in front of
her potential clients.
17. Judy delivers monthly teleclasses on "How to Write your
Print and eBook at the Same Time," How to Write and Submit
Articles," Promote your Business and Book with Articles,"How
to Create your Web Site with Marketing Pizzazz," The Book Coaching
Marathon," and How to Drastically Increase your Web Traffic
18. Judy offers small group coaching for "book achievers"
and "internet marketing achievers" at half price of her
regular one-on-one coaching. .
19. A book coach for 20 years, 49 clients published with Judy since
1999. See all of their books listed on her site.
20. Has kept these success numbers
Raised Web book sales from $75 to $3000 (8 mo)In 2004, over $4000
Increased book and Internet coaching clients from 7 to 17 in two
months. Maintains 12 plus clients consistently.
Increased search engine placement to # One in Google, Yahoo and
25 others with the words, "book coaching." ncreased ezine
subscribers 15-25 a day. As of 2004--3500.
Listed on 3140 web sites with a hyperlink back to her Web site
Twenty reasons Judy can help you not make costly mistakes and choose
the right paths to create the income you want--so you can take that
vacation, buy that car, or send your children to college.
Q. How did you get started into doing what you are doing? Who inspired
A. Before writing books, I was a professional speaker. I started
writing books 20 plus years ago to satisfy my public seminar audiences
who wanted me to take home. I wrote 12 plus short books on health,
memory, speedreading, and personal growth that I sold at the back
of the room. Made around $4000 a month. One Webmaster friend helped
me with first Web site, then two techie computer assistants helped
me create the second web site that really sold what I had to offer.
I read a lot online and referred to old standards like Dan Poynter,
Mr. Self-Publishing. An adult school teacher, I gave solutions for
problems all along. Another friend said I was already a coach, so
why didn't I become one-and go entrepreneurial again. Three years
ago I started with little--learned the internet, then coach others
to use it for fame and fortune.
Q. How do you create the excitement of making a person want to
joyfully make a purchase when the initial thrill may
not have be there?
A. People buy with their hearts and emotions. My ad copy on my
site appeals to that such as,"Finish your book so you can get
your unique, useful message out, become known for your savvy, and
make enough continuous monthly income so you can take that needed
vacation, buy that new car, or send your child to college."
Q. Is there a particular or personal fundamental persuasion
formula that you go by? For example in sales copy the a commonly
used formula is the AIDA - which represents a highly effective sequence
(Attention, Interest, Desire and Action)?
A. Thanks for the reminder,haha. The best approach I use is to
educate and give reasons to buy--benefits.
Q.. An important element to selling is closing the sale. In your
opinion (based on your experience and knowledge), what is most effective
way to actually close the sale? And how should a business
or sales person execute this to see desired results?
A. To close a sale I ask the prospect what questions he wants answered.
I listen, then at the end of our meaningful conversation I ask if
what we discussed made sense. Would he or she want to work with
me? Either answer--yes or no--is a winner. I let go of who doesn't
want me, thus saving time for the potential clients who do want
me or my products.
Q. I have found that some situations (particularly online) the
sale in harder to make because the tradition method of selling works
a lot better offline because the process of making the sale
normally involves some form of contact with that product. For example
a person buying soap in a store or any fragrance-based product will
often smell it first. Is there any technique or process that you
would use that could best bring the person intimately closer to
trying/buying a new product online that conventionally involves
senses that cant be used online (i.e. smelling or touching)
A. I use the senses of visual and touch/emotion. For a book called
"Write your eBook or Other Book, "See yourself signing
copies of your new book at Barnes and Noble." Or, "Feel
exhilerated like a Olympic winner after your first 1000 book sales."
Q. What do you think are the common and not-so-common mistakes
people make when trying to persuade/influence someone into making
A. One mistake I no longer practice is not trying to convince anyone.
They either want it or not. Many can't choose right away and need
some time to come to terms with what they need.
Q. Is there any other advice, application, or resource that you
think would be beneficial to someone struggling to persuade customers
A. Believe in your product. I do and it shows. Don't push and have
fun with the process. Be patient with the process too.
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Book and Internet Marketing Coach, Judy Cullins, can help you build credibility and clients, sell a lot of books, and make maximum profits. Author of 11 books including Write your eBook or Other Short Book Fast and The Fast and Cheap Way to Explode Targeted Web Traffic" Get her free eBook"20 High Octane Book Writing and Marketing Tips" and two free monthly ezines at http://www.bookcoaching.com