| You may be engaged in a marketing activity that is working against you. Or, at the very least, it is making sales more difficult. Is your current marketing approach focused on what you can DO and what you KNOW? Surprise! This doesn't work.
Instead of focusing on YOU, market yourself as an innovative problem solver. You'll be pleasantly surprised at how easily this approach attracts new customers. Emphasize how your service or problem fixes their nagging issue, pain, or dilemma.
It doesn't matter what you offer as long as you keep some basic principles in mind:
- Self Interest: People (you and me included) want to know what is in it for them. They are interested in useful ideas, services, and products that make something better in their life. Don't talk about YOU. Start talking about THEM.
- Comfort: People do business with people they know and trust. Start a "conversation" with people by giving them articles, newsletters, or other information that you have created to HELP them. This also allows them to learn more about the way you think and your capabilities
- Generate Interest: Are you effectively communicating the one thing that makes you unique? What can you offer that no other business can? In one sentence, describe it. This is you Core Marketing Message. Use it over and over to generate interest and get people talking about you.
- Communication: To have a good relationship, you have to stay in touch. Whether it's family, friends, or leads, this principle is exactly the same. And when prospects are ready to buy, you want them to know YOU provide the best solution. Keep communicating through phone calls, e-mails, lunch dates, and so on.
ACTION ITEM: Are you offering a solution to a problem? Are you communicating regularly? Do you know your core marketing message? Focus on THEM to easily generate more sales and greater revenue.
Wendy Maynard
Kinesis Quickies
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