Spending Money On Marketing is a Waste of Time
Spending Money On Marketing is a Waste of Time
In marketing, the only way you can get feed back is by testing multiple versions of your message with small groups of your target market.
Direct selling is actually much easier to get right. Conversely it is also much more expensive to get wrong! Sales people can actually help a customer see the value of what your products or solutions will bring them. While this may seem like an art, it is made a lot easier due to the fact that the sales person and the customer are engaged in an active dialogue. A good sales person will actually lead that dialogue by asking questions that help the customer visualize what your product will enable them to do. In marketing, the only way you can get feed back is by testing multiple versions of your message with small groups of your target market.
So now that you know what you need to do, and how to ensure that what you are doing is right, the million dollar question that remains, is how you create that message.
For this article, I will keep things at 10,000 feet and not go into specifics, suffice it to say, I will show you the key steps to creating that message. I will also assume that you have done all your market research and you know which markets you are targeting and what your competition is offering.
So the key steps are as follows;
* Write down, for your target market, what problems or desires your product or service solves or fulfils.
* Clearly articulate what solving those problems or fulfilling those desires would enable the people or companies within your target market to do.
* Demonstrate how the decision maker within your target market would put a value on the ability to do what your product has enabled them to do.
* Decide exactly what you want that decision maker to do, when they read your ad or marketing communication – this is called a “call to action”.
* Now, what is that worth to you – how much are you prepared to spend to get that phone ringing, email coming in or fax whirring?
* The last question is very important, because the answer to this, fixes your marketing budget. Once you know your marketing budget, then you can decide which mediums, such as online, newsprint, classified ads, etc. that you should be utilizing.
Once that is agreed, you can write your headline, sub text and body copy including appropriate visuals, to get your leads rolling in. If you have done your homework well, the leads that do come in should be good strong qualified leads yield sales.
Spending Money On Marketing is a Waste of Time - To learn more about this author, visit Peter Lawless's Website.
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To those of you that survived the above seven second test; this article will help ensure that all monies your marketing team spends are spent wisely. If you are not interested any more, then I have attracted the wrong reader thus far. This leads to the second key observation about your headline. You must ensure that those seven seconds are spent conveying the right message to the correct audience. If that message was wrong, since marketing is a one sided conversation, you don't get a chance to correct your mistake.
In marketing, the only way you can get feed back is by testing multiple versions of your message with small groups of your target market.
Direct selling is actually much easier to get right. Conversely it is also much more expensive to get wrong! Sales people can actually help a customer see the value of what your products or solutions will bring them. While this may seem like an art, it is made a lot easier due to the fact that the sales person and the customer are engaged in an active dialogue. A good sales person will actually lead that dialogue by asking questions that help the customer visualize what your product will enable them to do. In marketing, the only way you can get feed back is by testing multiple versions of your message with small groups of your target market.
So now that you know what you need to do, and how to ensure that what you are doing is right, the million dollar question that remains, is how you create that message.
For this article, I will keep things at 10,000 feet and not go into specifics, suffice it to say, I will show you the key steps to creating that message. I will also assume that you have done all your market research and you know which markets you are targeting and what your competition is offering.
So the key steps are as follows;
* Write down, for your target market, what problems or desires your product or service solves or fulfils.
* Clearly articulate what solving those problems or fulfilling those desires would enable the people or companies within your target market to do.
* Demonstrate how the decision maker within your target market would put a value on the ability to do what your product has enabled them to do.
* Decide exactly what you want that decision maker to do, when they read your ad or marketing communication – this is called a “call to action”.
* Now, what is that worth to you – how much are you prepared to spend to get that phone ringing, email coming in or fax whirring?
* The last question is very important, because the answer to this, fixes your marketing budget. Once you know your marketing budget, then you can decide which mediums, such as online, newsprint, classified ads, etc. that you should be utilizing.
Once that is agreed, you can write your headline, sub text and body copy including appropriate visuals, to get your leads rolling in. If you have done your homework well, the leads that do come in should be good strong qualified leads yield sales.
Spending Money On Marketing is a Waste of Time - To learn more about this author, visit Peter Lawless'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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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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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager'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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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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