Key Marketing Strategy
Why you should explain what you sell in detail
Traditional marketing consultants say keep your sales message short. People don’t want to read lots of information about your product. They haven’t got the time. And they are not interested. However, any marketing strategy that follows this reasoning is fatally flawed.
Many market tests over many years have shown that the very opposite is true.
Your marketing strategy should tell as much as you can about your product, in every piece of marketing you put out.
Think about the last time you bought a product. Isn’t it true you were interested to know as much as possible about that product before you bought it?
This marketing strategy takes advantage of the fact that customers like and need to have information about what they are buying because they are interested and want to be informed and educated before they decide to buy. In addition, the more interesting, factual information the customer discovers about your offer, the better value they perceive it to be.
Become the Expert in your market-place
FACT: Prospects always prefer to buy from the industry experts
Unless you want to follow a marketing strategy of competing solely on price (and someone, eventually, will always be able to beat you at this game), you must position yourself as THE authority in your industry.
There are several keys to successfully using this strategy approach in your marketing, but they are all designed to overcome the dominating thought in the prospects mind:
All your customers want to know is ‘Why should I choose you?’, ‘Why should I take this decision?’, ‘Why should I spend this money?,’ ‘Why should I look at your website?’, ‘Why should I read your brochure?’, ‘Why should I agree to an appointment?’, ‘Why? Why? Why? Why? Why?’
In fact, if you look closely, even a ‘WHAT’ statement like ‘What’s in it for me?’ is really a ‘WHY.’ All it is saying is ‘Why should I pay attention?’ Give your customers the WHY in your marketing activity, and your lead generation and conversions to sales will multiply overnight.
How many of us ignore this powerful trigger in our marketing strategy because it seems too obvious, almost too simple?
The only way to answer all these questions is with relevant information, facts, figures, illustrations, case studies, independent reports, testimonials, guidelines and other knowledge that GIVES your prospect more value than your competitors.
In providing all this useful, informative education that helps your prospect make the best decision for them, you will automatically have become the expert in your industry or profession.
If you need advice on how to achieve the best marketing strategy, take advantage of a no-obligation telephone consultation with one of Richard’s team. Simply call 01692 538800, or email firstname.lastname@example.org