“Multiply Your Marketing Results – Exponentially!”
“Multiply Your Marketing Results – Exponentially!”
There is an old saying which goes "you will catch more bees with honey than with vinegar", so it probably makes sense to start thinking about what is the type of honey that will attract your customers and where is the best place to put it, so they will find it.
The reason animals and game can always be found at the watering hole is because they need water to stay alive. So you should ask yourself the question, "what are my customer's needs that must get on a periodic basis, in order for them to function?"
While some of you might want at this stage to book a blueprint for success workshop, others might well be able to figure this out for themselves. To go back to our earlier analogy, the honey that will magnetically attract your clients to you, is in fact your value proposition or as some of you may know it by, your unique selling proposition.
Once you have created this compelling message, which appeals at an emotional level, to your client's desires or to help your client move away from some pains, the next step is to determine precisely how to present this message to get the most impact.
Let me give you an example. If your customers were accountants or accountancy practices, it might be a good idea to attend meetings specifically for accountants. This way everybody that you meet would be a potential prospect for your service. Let us say the proposition that you have, will enable accountants to increase their fee income. It might be a very good idea to have a question which you will pose to any accountant you might meet, which will get them to start thinking about how you can deliver something that they want. The question might go like this; "if there was a proven way that has worked with many other accountancy practices, to increase your fee income, how interested would you be?"
Specialist conferences might be a good opportunity to network with these accountants, however you still have not yet found their watering hole, so it's probably a good idea to understand what each member of the accounting profession must do every year. Accountants in order to retain their professional qualification must attend, what is known as CPD, which a set number of hours of professional development.
So if you were able to partner with a CPD provider who would meet all of these accountants who must undergo this training and thus make your offer through the partner, then all your marketing efforts would be focused through the CPD provider which is in effect the accountant's watering hole.
Each target group of your customers will have one or more watering holes so it is your responsibility to know your customers well enough to understand precisely where or what those watering holes are.
Multiply Your Marketing Results Exponentially - To learn more about this author, visit Peter Lawless's Website.
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The secret to getting this magnified effect on your marketing is to discover your “customer's watering hole”. You probably already know where all your customers must gather from time to time, just like the watering hole the hunter waits for the game beside.
There is an old saying which goes "you will catch more bees with honey than with vinegar", so it probably makes sense to start thinking about what is the type of honey that will attract your customers and where is the best place to put it, so they will find it.
The reason animals and game can always be found at the watering hole is because they need water to stay alive. So you should ask yourself the question, "what are my customer's needs that must get on a periodic basis, in order for them to function?"
While some of you might want at this stage to book a blueprint for success workshop, others might well be able to figure this out for themselves. To go back to our earlier analogy, the honey that will magnetically attract your clients to you, is in fact your value proposition or as some of you may know it by, your unique selling proposition.
Once you have created this compelling message, which appeals at an emotional level, to your client's desires or to help your client move away from some pains, the next step is to determine precisely how to present this message to get the most impact.
Let me give you an example. If your customers were accountants or accountancy practices, it might be a good idea to attend meetings specifically for accountants. This way everybody that you meet would be a potential prospect for your service. Let us say the proposition that you have, will enable accountants to increase their fee income. It might be a very good idea to have a question which you will pose to any accountant you might meet, which will get them to start thinking about how you can deliver something that they want. The question might go like this; "if there was a proven way that has worked with many other accountancy practices, to increase your fee income, how interested would you be?"
Specialist conferences might be a good opportunity to network with these accountants, however you still have not yet found their watering hole, so it's probably a good idea to understand what each member of the accounting profession must do every year. Accountants in order to retain their professional qualification must attend, what is known as CPD, which a set number of hours of professional development.
So if you were able to partner with a CPD provider who would meet all of these accountants who must undergo this training and thus make your offer through the partner, then all your marketing efforts would be focused through the CPD provider which is in effect the accountant's watering hole.
Each target group of your customers will have one or more watering holes so it is your responsibility to know your customers well enough to understand precisely where or what those watering holes are.
Multiply Your Marketing Results Exponentially - To learn more about this author, visit Peter Lawless's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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