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Selling With Education Marketing

Guest post by: Claude Whitacre

Article Overview: Most searches online looking to buy a product or service start with a search looking for more information. Providing that information is the first step in the selling process. Online or offline. Here is how this works.

Selling With Education Marketing

Education Marketing is also called Information Marketing or Content Marketing. In it's simplest form, it is providing an interested prospect general information on a solution your product provides. After this first step, it is much like any other system of selling, they contact you, ask questions to gather information about their needs, you make a recommendation, and they buy.

The big change in the selling process is that you are providing the prospect with real, valuable, accurate information on the front end. This information will usually include your product or offer as one of the viable solutions, and them funnel down to your offer being the best solution.

But you are giving information that is of real value as a first step.

This approach has several distinct advantages over other methods of selling;

1) You establish yourself (or your company) as an expert in your field.

2) With any published information, like an article or a book, you become an authority figure in the mind of the prospect.

3) You become instantly more familiar in the prospect's mind, and that reduced sales resistance.

4) If you are marketing online, information about your subject category may show up earlier in an online search than pure business listings. Your content will certainly attract the attention of the prospect looking for information.

5) Posting your information online is almost always free, and will magnetically pull prospects to your information website.

6) It is far easier if you are cold calling to offer information to a prospect than to ask for a sales appointment. This information softens the resistance to talk with you further.

7) Leads generated in this manner are far more likely to bu from you, because they have demonstrated their interest in your solution to their problem, and you have demonstrated your interest in helping them solve their problem, all before you sit down to talk business.

A typical online form of education marketing is posting an article, like this one. The process works like this;

1) You post articles on website that make it easy for prospects to find your information.

2) You offer a small gift (like a free report or book) at the end of the information

3) The prospect is led to a website that offers even more free information

4) Eventually the prospect buys something, or hires the information provider as a consultant.

Education Marketing also acts as a form of brand building. This makes any further sales efforts easier on the prospect. You (or your company) are recognized by the prospect as a trusted advisor, rather than as a pitch person. This is a major reason progressive sales organizations are embracing this idea. It's also the least expensive, apart from some writing, of any lead generation system. That fact alone makes this approach attractive.

Of course this can work in any business, in any area of the country.

One big benefit to all of this is that you become recognized in your industry. You get asked to speak to groups, and get recognized as the "Go To Guy" in your industry. This may be profitable enough by itself, to justify the whole idea of Education Marketing.

This has just scratched the surface.

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Article Tags: education marketing, marketing, sales, selling



Related Forum Posts
Re: Newbi here - thanks for your responses guys.. I really appreciate it. Well, I have learned from realhomebasedsuccess dot com that there are home based business opportunities and ideas that could be our option such as: -Selling Goods or Providing Services Online -Making Money through Direct Marketing -Becoming an Affiliate Marketer -Getting Paid on a Click Thru but I was thinking which is the best one and most effective in terms of generating consistent Ongoing Profits. What do you think? do you have any insights?
Ivy League vs. Affordable school - To play devils Advocate .... Prestigious school vs. Education I can afford? Does going to a prestigious school gaurantee success? I'm sure it helps - imagine the contacts made - powerful I assume. Also there is the pressure of being an alma mater of a school where everyone else is driven to succeed by thier parents. But, what if you got the "Education you can afford". It's still education. You are forced to analyze, engage in relationships, manage your school mates, and deliver on deadlines. What's the common denominator when you get out of school? Is it the ability to take action? The ability to see the big picture and then take the necessary actions to bring a project to completion? There's that action word again! what do you think?
Re: Internet Marketing is the best business in the world - 17. Education is freely available
Re: What is your Business? - We are running a Online Marketing Firm and we have some good clients to which we are offering a complete Digital Marketing strategy like Search, Mobile Marketing, Branding and Design. I think in Online Marketing company online presence can be a wining factor for the success of the company.
Re: Let’s talk about the ways of marketing your products, servic - I agree with some of the others who responded it depends on what your selling... but to answer your questions here are some of the methods I use. Forum Marketing Yahoo Answers (I need to use more of) SEO (Search Engine Optimization) Bum Marketing or Article marketing P-P-C (Pay Per Click) Marketing Online Directories Hope this helps.


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