When an embarrassing, negative story about your company hits the press, you have to act quickly to salvage the reputation and relationships you’ve spent years building. Let me give you an example.

A few days ago the story broke that unlicensed pharmaceutical and medical businesses were (more…)

I got a couple of complaints recently about an aggressive direct-mail campaign. They made up less than 1% of my total list, but they rightfully pointed out that I was (more…)

You don’t have to be a copywriter to learn from this. It applies to nutraceuticals as well as marketers in any industry.

In Los Angeles there’s a plumber who guarantees “our plumbers will arrive on time, and they won’t smell bad.” Have things gotten so out of hand that these are considered real benefits? (more…)

Can copywriters, advertisers, and marketers have a system to certify our effectiveness? (more…)

There’s a reason a nutraceuticals copywriter would want you to watch an old fast food commercial. This 30-second video is an ingenious solution to a marketing problem that a lot of nutraceutical companies are dealing with.

You see, you probably know your product is superior in some measurable way–purity, potency, the presence of a specific chemical signature. Your challenge is to communicate this in a way that makes prospects sit up and take notice. (more…)

Years ago, when I lived in Topanga, there was a stevia plant in the garden. My roommates and I would chew on the leaves and joke about putting it in our coffee. A friend of mine who was hypoglycemic finally tried it, and predicted that (more…)

I’ve been chewing up a lot of pencils, trying to think of the best way to explain the third reason people buy from you. It’s not as easy to grasp as the first two. In fact, I was almost ready to shirk the whole responsibility, break it up into a new (more…)

What if you’ve got a great product at a very competitive price, but your sales are still lower than they could be?

There are 3 basic reasons that people buy from you, and chances are you’re only working with 2 of them. (more…)

This could be the biggest thing since antioxidants. And no matter where you fit in the nutraceuticals industry, there’s a place for you to get involved.

Paul DeLalla recently launched the eBay for natural products, at www.NutraNutra.com. Let’s look at what this means for your company and your future. This is far more than just a chance to buy and sell your stuff online. (more…)

What do your clients really want?

I went to the Anaheim SupplyExpo West convention this past week, and hit up as many people as possible with the same question:

What’s the most important criteria when you’re choosing a supplier?

Almost everyone had the same answer. A tiny handful mentioned price, and in the case of ingredients it was important to have lab-verified data. But above all, the overwhelming need among all of your suppliers (more…)