Make Your Marketing Solve a Problem

You may be engaged in a marketing activities that are working against you. Or, at the very least, are making sales more difficult. It's a common problem - marketing that focuses on what your company can DO and what your company KNOWS and how much experience you HAVE.

Surprise! This doesn't work.

Instead of focusing on YOU, market yourself as an innovative problem solver. You'll be pleasantly surprised at how easily this approach attracts new customers. Emphasize how your service or problem fixes their nagging issue, pain, or dilemma.

It doesn't matter what you offer as long as you keep some basic principles in mind:

1. Self Interest: People (you and me included) want to know what is in it for them. They are interested in useful ideas, services, and products that make something better in their life. Don't talk about YOU. Start talking about THEM.

2. Comfort: People do business with people they know and trust. Start a "conversation" with people by giving them articles, newsletters, or other information that you have created to HELP them. This also allows them to learn more about the way you think and your capabilities

3. Generate Interest: Are you effectively communicating the one thing that makes you unique? What can you offer that no other business can? In one sentence, describe it. This is your Core Marketing Message. Use it over and over to generate interest and get people talking about you.

4. Communication: To have a good relationship, you have to stay in touch. Whether it's family, friends, or leads, this principle is exactly the same. And when prospects are ready to buy, you want them to know YOU provide the best solution. Keep communicating through phone calls, e-mails, lunch dates, and so on.

ACTION ITEM: Are you offering a solution to a problem? Are you communicating regularly? Do you know your core marketing message? If your current marketing materials don't take this approach, rework them. With a focus on THEM, you will easily generate more sales and greater revenue!

Wendy Maynard, your friendly marketing maven, is the owner of Kinesis. Kinesis specializes in marketing, graphic and website design, and business writing. Visit http://www.kinesisinc.com/resources/article s.html for more articles and free marketing wisdom. You can visit her marketing blog, Kinetic Ideas at: http://www.wendy.kinesisinc.com

Want to harness the power of kinetic marketing? Sign up for Kinesis Quickies, a free bi-monthly marketing e-newsletter: http://www.news.kinesisinc.com

---

Why You Buy, Part Two

More of the findings of the recent studies in behavioral... Read More

How To Use Humor Successfully In Your Business Communications

For generations people have been saying that laughter is good... Read More

Target Your Market

Your market is not everybody, as so many small businesses... Read More

How Do I Define My Market?

Your market is who you want to reach. Your customer.... Read More

Two of the Biggest Hurdles

As I was preparing for a presentation recently, I was... Read More

John Kerry, Amazing Direct-Marketer!

If you want to uncover a little secret about how... Read More

Creating a Marketing Timeline That Works: 17 Simple Ideas for Marketing Your Small Business

"Goals are dreams with deadlines." -Diana Scharf HuntWhen clients come... Read More

The Top 10 Marketing Tools to Grow Your Business in 2004

Looking to grow your business? Make sure you have these... Read More

To Web or Not to Web?

Do I need a web site? That is the question... Read More

A Questionnaire for Businesses

As best you can, answer the following twenty-five questions. There's... Read More

Direct Mail Still Works!

Direct Mail CampaignsDespite the proliferation of communication facilitators--mobile phones, faxes,... Read More

AIDA From A Different View - I Call It the 5 Ws

My childhood was my foundation for how I write and... Read More

How Do You Know Your Clients Cant Pay More?

"My clients can't afford higher rates."When more than 330 business... Read More

How to Magnetize Your Business

Do you ever wonder how some businesses always seem to... Read More

5 Great Ways to Reach Your Target Market

There are many ways to reach out and find the... Read More

Are Your Prospects Walking Out on You?

After 11 years in sales, I've put together and delivered... Read More

Increase Your Sales By Following-Up

The difference between a successful business and one that just... Read More

Marketing With Brochures

With the explosion of the internet and online businesses many... Read More

10 Tips For Packaging That Sells Products To Boomers

Boomers are a prime and growing target audience. Does your... Read More

Simplicity In Marketing

In a world that is spinning out of control; with... Read More

Hold Onto What Youve Got

You probably spend a great deal of your time looking... Read More

Unique Gift Items ? 3 Creative Ideas

With promotional items there are standards: t-shirts, mugs, note cubes,... Read More

Have Something Good To Say

If you don't get this right, you can just forget... Read More

Marketing Worksheet

Even the world's best marketing strategy won't work for you... Read More

Your Secret Marketing Weapon

As a professional service provider, you're paid for what you... Read More