Comments on: 8 Mistakes You’re Making with Your Sales Promotions (and How to Fix Them)

By: Brett Duncan

Brett Duncan — Thu, 27 Apr 2017 19:22:35 +0000

In reply to Mike May.

So true, Mike – we spend so much time creating the promotion, then do next to nothing actually promoting the promotion.

By: Mike May

Mike May — Thu, 27 Apr 2017 00:37:09 +0000

Good stuff, Brett! I’d add they are too consistent (or similar or boring). Variety keeps promotions fresh. And, Your promotions are under promoted. Promo managers make the mistake of believing the field is as familiar with them and send out one super long email.

By: Brett duncan

Brett duncan — Sat, 22 Apr 2017 01:07:23 +0000

In reply to Evelyne K. SOOOO wish I had included that. Great point. We have to train our people that we are people of our word even with our promo deadlines. Otherwise we encourage detrimental behavior. Thanks Evelyne. bd

By: Ashley

Ashley — Wed, 19 Apr 2017 21:00:55 +0000

Very interesting and a lot of these views I share with. I think a couple of important points that should be considered. Firstly and too often we don’t stop to understand the impact of the promotion before running another. We should ensure good and robust analysis so that future promotions can be done more effective with just some slight tweaks. This can and does pay back dividends.

Also I think opportunities can be missed in how we make the promotions “live and breathe”. A strong promotion without an equally strong communications and recognition strategy only leads to the question why didn’t the promotion work. To make a promotion “live and breathe” it’s all about creating touch points. This ensures the promotion resonates with the consultant and ultimately the customer.

Ashley

By: Evelyne K

Evelyne K — Wed, 19 Apr 2017 10:05:16 +0000

next one : stick to your promotion once it is launched is my advice. In my experience, prolonging a promotion time frame (“we give you 2 weeks more to run”!) or allowing in people who were not “that far off” weakens your promotion and sends the message that there is always a way around it. and that you are desparate for more winners.

By: Brett Duncan

Brett Duncan — Tue, 18 Apr 2017 13:16:35 +0000

In reply to BE YOU Success Coaching. I like that idea, Beverly. Good tip. Any time you can create yourself a checklist is time well spent! bd

By: BE YOU Success Coaching

BE YOU Success Coaching — Tue, 18 Apr 2017 05:56:21 +0000

An excellent article Brett – thank you! Another tip I can add for readers is to ask yourself a great question once the Incentive/Promotion is established, and think of this as your ‘checklist’ moment…”What behaviour do we want to see in our Customers? ” AND “What behaviour do we want to see in our Field?”
Asking these two questions , prior to promo launch, gives clarity plus creative ideas about ‘HOW’ to do the launch even better will arise – now clearly aligned with the behavior you want as an outcome!

Well done !
Beverley Unitt ~ BE YOU Success Coaching