Seven Strategic Tips On Marketing To Your Prospects From Your Strategic Thinking Business Coach
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One way to grow your business is to attract new clients and therefore realize increased revenue. Many businesses struggle with this on a daily basis. They are trying to attract new clients but without success or with minimal success. They are experiencing significant competition for prospect’s attention and business and are frustrated by that. One of the keys to overcoming these frustrations is to differentiate your business and uniquely position your business against the competition.
So you are now asking how can differentiate and how can we be unique? The answer in its most simplistic form is to give your prospects what they are looking for from you. In other words, always put your prospect’s interest first, rather than putting your business and its features first. Your goal is to become the unique solution for your prospects. Over my 25 years in my own business I have witnessed countless examples of businesses rushing to tell a prospect how great they are and all the wonderful things they can do and what they have accomplished BEFORE they have listened to, heard and understand what the prospect is really looking for from them.
This may sound too simple to you, but there are not many businesses that actually put the interests of the prospects first. There have been so many times that I have seen prospects totally “caught off guard” and overwhelmed by telling them I wanted to listen to them, hear what they were looking to accomplish and then understanding what I heard, BEFORE I started talking about myself and my consulting practice. Your Strategic Thinking Business Coach offers the following seven (7) strategic tips on marketing to your prospects that will help position you and your company to be attracting more clients.
Strategic Tip #1: Always focus on your prospect and their primary concern challenge, issue, need or opportunity. Apply this focus throughout all of your marketing efforts and media.
Strategic Tip #2: Always give something to your prospect that has value to them. This could be in the form of an article, a reference for something they are working on in their business, a referral to a resource they may need or anything where your prospect will perceive and receive value from what you have given or done.
Strategic Tip #3: Always provide verifiable evidence that you help your clients reach their goals, solve their problems, and seize opportunities and other accomplishments. You may provide case studies and testimonials about the results you helped your clients achieve.
Strategic Tip #4: Always work diligently and honestly to build a relationship that is founded in trust. Having a prospect trust you is a very significant competitive advantage.
Strategic Tip #5: Always provide some form of incentive for your prospect to make a decision to do business with you now, rather than delay their decision.
Strategic Tip #6: Always present the benefit and value of your products and/or services and focus on encouraging a buying decision based upon value rather than cost. This requires you to listen very carefully to your prospect so you can frame the value statement into the results the prospect wants to achieve.
Strategic Tip #7: Always continue to educate and provide information to a prospect that becomes a client so they will be able to realize how you create new opportunities for them and help them solve their problems.
Your Strategic Thinking Business Coach encourages you to develop a strategic marketing plan that includes a very strategic approach to your prospecting efforts. If you would like to learn more about how a strategic thinking business coach can facilitate and guide you in that endeavor, please contact Glenn Ebersole today through his website at www.businesscoach4u.com or by email at jgecoach@aol.com
Seven Strategic Tips On Marketing To Your Prospects From Your Strategic Thinking Business Coach - To learn more about this author, visit Glenn Ebersole's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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