If you understand the small business marketing tips that I'm about to share with you, I believe you have more understanding of the rationale of marketing than 90% of small business owners.
People are very poor at communicating powerfully what they do. I mean communicating in such a way that other people get it and want to know more. That really is the foundation of all marketing.
I see over and over again people saying things about what they do that couldn't possibly interest anyone. Yet, that's what most people do most of the time.
Another thing is that people don't have much of a structure, a plan to put their marketing into action. It's usually just a random series of unconnected events with minimal follow through.
Once small business owners get the attention of their target market they don't know what to do with that person, what information to give them next, how to move them along in the process so that someone turns from stranger to prospect to client.
Granted, a handful of people come to me who know a lot of stuff but they have a mindset issue.
To tell you the truth, I would bet on someone who knows how to work with intention over someone who knows every single technique in the book. The person who has the intention will find a way to make things work whereas the person who has all the knowledge might not have the desire, the intention, the clarity to make it work.
Ok, got a little bit sidetracked, so let's get back on track. The very first thing you do is you get your marketing message together. You figure out who you're selling to, what you are selling and what do your customers get out of it.
That's any communication with a potential client. That communication might be verbal. It might be a letter that you send, it might be a website that they look at or a presentation that you give.
The very first thing that you want to do is get their attention and interest.
People want more information once you have their attention and interest. Answer the main questions in your marketing material, "Is this service for me? Will it work for me in my business?" For example if you look at most websites it says, "Here's my service, here's what we do and here's how it work s". There's very little about the client or what they're interested in.
If you give prospects the right information at the right time, then you actually buy their time, their trust and their commitment.
Now, they go, "Oh, that's interesting, tell me more. How does that work?" Then if they're interested enough, know something about you, understand that you've got something that can help them, they're ready to explore. Then, you're in the sales conversation.
Small business marketing tips will continue in the next article. I'd just quickly like to point out that a lot of business owners get people interested and keep trying to interest them over and over again and then hope something will happen but they never start the sales conversation.
Marlene Dewitte makes it easy for small business owners to attract more customers without more staff or advertising budget. Checkout the next part of your small business marketing information and go to small business marketing tips.
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