If your prospects don't know how you can help them or view you as an expert you're not going to get their business! If your marketing doesn't help them instantly understand why they need you and then go on to educate them about ways you can help them, you're wasting thousands of dollars on your marketing and your advertising.
Say you'd scheduled a meeting with a prospect for a lucrative project. You wouldn't show up in a worn out suit or deliver a presentation that put your prospects to sleep. You'd want to look sharp and impress your prospects in order to prompt them to sign a contract on the spot.
Now take a look at your marketing. Is it like an outdated suit? Does it put your prospect's to sleep? Ready to change your marketing and start attracting more clients?
You could be attracting all the clients you can handle with a marketing approach based on what works. Here are a few tips to boost your sales.
1. Give examples of the solutions you provide so that prospects can see how helpful you can be and how much you know. Don't just tell people you've been in business for 100 years; demonstrate your ability to solve their problems and answer their questions. Don't let your expertise be hidden behind boring marketing copy.
2. Earn the trust of your prospects. What's the quickest way to do this? Leverage the trust you've garnered over the years from past clients and collect testimonials from them. Once you have these gems in hand place them up front or near the top of your marketing materials.
3. Motivate your prospects to contact you. If your prospect doesn't take immediate action when they see your ad, your web site or your sales letter, chances are they're never going to. Give them a reason to contact you; motivate them to act right away.
4. Help your prospects get to know you, understand more about how you can help them and have a urgent reason to spend their hard earned dollars. Don't expect prospects to take the imitative to seek this information out on their own.
Expect to need 5 to 7 contacts to demonstrate how helpful you can be and to educate prospects about how much better off they'd be with your products and services.
Don't let your expertise be obscured by outdated marketing. Put your best foot forward by using a marketing system that generates more leads and clients each month.
2006 © In Mind Communications, LLC. All rights reserved
The author, Charlie Cook, helps service professionals, small business owners and marketing professionals attract more clients and be more successful. Sign up to receive the Free Marketing Strategy eBook, '7 Steps to get more clients and grow your business' at http://www.marketingforsuccess.com
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