Is Your Marketing Pushing or Pulling People?
Is Your Marketing Pushing or Pulling People?
Briefly, “push” marketing is as it sounds – you’re pushing the prospect or client into buying your product or service. Your marketing communications are all about why your product and your service are so great and why they should buy now, purchase now, get it on sale now, talk to you now.
With “push” marketing, most of the focus of marketing and communication is on the company – not the client. It’s all about how great the company is and what their features and processes are. There’s not much time spent getting to know and understand the prospective and current clients.
“Pull” marketing is more about drawing people towards your business. Prospects and clients come to you instead of you chasing them. They want to contact you and find out more, get more, buy more – from you.
What makes the difference between each of these two types of marketing comes down to relationships. With push(y) marketing it’s a very one-sided relationship, while pull marketing is a two-way street of sharing information and having communications back and forth.
The means to start and foster a relationship between your small business and your prospects and clients, centers around value. When you go out of your way to provide value to people you are viewed with trust, credibility, authenticity, and as an expert.
All of these traits are necessary for a prosperous relationship between you and your customers. As well, it will help ensure that people come back again and again – because they’re getting something, not just always giving something (their time, their money, their attention).
The value I’m talking about is not offering 2-for-1 sales and giving away something gimmicky. It’s about becoming a valuable source of information and knowledge who helps prospects and clients be better, feel better, use your products and services better, keep growing and learning, and so on.
There are many ways you can offer valuable information to people and show that you are someone who shares what they know (and others know) with them. A few things you can do are pass along useful links and informative free reports, or send them tips & tricks and how-to lists.
Businesses and companies that build their marketing around constantly and consistently providing value to everyone who comes in contact with them will enjoy constant and consistent profitable relationships with their clients and customers.
It’s pretty well that simple!
Is Your Marketing Pushing or Pulling People - To learn more about this author, visit Jody Gabourie's Website.
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I was talking to a client the other day about the difference between push and pull marketing and why you want to use pull marketing.
Briefly, “push” marketing is as it sounds – you’re pushing the prospect or client into buying your product or service. Your marketing communications are all about why your product and your service are so great and why they should buy now, purchase now, get it on sale now, talk to you now.
With “push” marketing, most of the focus of marketing and communication is on the company – not the client. It’s all about how great the company is and what their features and processes are. There’s not much time spent getting to know and understand the prospective and current clients.
“Pull” marketing is more about drawing people towards your business. Prospects and clients come to you instead of you chasing them. They want to contact you and find out more, get more, buy more – from you.
What makes the difference between each of these two types of marketing comes down to relationships. With push(y) marketing it’s a very one-sided relationship, while pull marketing is a two-way street of sharing information and having communications back and forth.
The means to start and foster a relationship between your small business and your prospects and clients, centers around value. When you go out of your way to provide value to people you are viewed with trust, credibility, authenticity, and as an expert.
All of these traits are necessary for a prosperous relationship between you and your customers. As well, it will help ensure that people come back again and again – because they’re getting something, not just always giving something (their time, their money, their attention).
The value I’m talking about is not offering 2-for-1 sales and giving away something gimmicky. It’s about becoming a valuable source of information and knowledge who helps prospects and clients be better, feel better, use your products and services better, keep growing and learning, and so on.
There are many ways you can offer valuable information to people and show that you are someone who shares what they know (and others know) with them. A few things you can do are pass along useful links and informative free reports, or send them tips & tricks and how-to lists.
Businesses and companies that build their marketing around constantly and consistently providing value to everyone who comes in contact with them will enjoy constant and consistent profitable relationships with their clients and customers.
It’s pretty well that simple!
Is Your Marketing Pushing or Pulling People - To learn more about this author, visit Jody Gabourie'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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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr'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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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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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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