News: September 2012
Bucking the trend to win new customers
Due to numerous factors including the growth in online activity, a tough economy and more savvy consumers, it is becoming more difficult to market to customers. Today’s consumer is far pickier, far more suspicious and far more nervous when it comes to parting with their hard earned cash. Here are a few tips to help your marketing message get through to potential customers.
Clear Marketing Messages
You might be surprised to discover that a large number of your prospects are simply not buying from you because they don’t fully understand what you do or, most importantly, how it benefits them. Trying to sell your product or service by focusing on its features won’t cut it. Instead, you must explain to your target market what the benefits are to them if they purchase from you rather than a competitor.
Generally speaking, businesses are not great at following up on every potential lead. You can use this to your advantage – differentiate your firm by following up on each and every opportunity. The more you follow up, the more effective your marketing efforts will be.
An Appealing Offer
Your offering to customers must be appealing. It doesn’t have to be the cheapest but in that case it should be the best fit for them. One of the keys to getting people to buy is to make it easier for them to say yes than no.
Understand Your Clients
Hold a focus group of your top clients in order to find out what really matters to them. Get your finger on the pulse of the people you’re marketing to. Also analyse your competitors and see what is appealing about their product or service offering. Perhaps there are aspects that you can include in your own products or services in order to broaden the appeal of your firm.