3 Marketing Tips
1. Ask Yourself The Right Questions
Every ‘successful’ marketing plan should start off with the following questions:
What Am I Selling?
Remember, you are always selling results. You are selling how your client is going to feel after doing business with you.
Who Am I Selling To?
Who is your target market? This is very important because each type of prospect can desire different benefits and results.
The more specific and clear you can be on who your market is; the more precise you can be when explaining the benefits they will experience.
If you are unsure who your target market is – ask your clients. Run a survey, and offer them a gift in return as an incentive. Here are some points your questions should touch on:
Age
Sex
Occupation
Income Range
Nationality
Interests
Address
Marital Status
Magazine, newspapers, television shows and other publications they read
The survey arms you with a stack of useful information to answer the next question.
How Will I Communicate My Message?
If you are not clear on who your clients are, you will not be able to find them effectively. After all, how will you know how to get into contact with them if you don’t know who they are?
After you discover who your target market is – you can then decide what medium they respond to.
What Price Am I Selling At?
Is your price too high? Is your price too low? I’ve seen trainers that are more expensive out pull similar trainers that were considerable cheaper on a per session basis. This is because there is a perceived value of quality. Have you ever heard or seen the price of something, and because it was expensive immediately assumed it was good quality? Of course.
To run a profitable business you need to sell your product or service at a price that appeals to your target market.
2. Reverse The Risk
This is one concept that most trainers feel very uncomfortable about at first – but it is a principle that could double your business almost immediately.
Reversing the risk is offering your clients a satisfaction guarantee – if they are not completely satisfied they receive their money back.
An incredible amount of trainers are not willing to offer guarantees and stand by their service.
If you are unwilling to stand by what you provide, why are you in business?
By offering a guarantee, your proposition becomes so much more powerful and appealing to your clients. The outcome will be clients will feel more comfortable to do business with you – and, as a result, your profits will increase.
A few clients will take advantage of you and your guarantee. Don’t worry about it though. A lot more clients are going to purchase in the first instance because of the guarantee. More important is your net result - an increase in your profits.
3. Incorporate a USP In Your Business
A Unique Selling Proposition (USP) is the one element that sets you apart from your competitors. It’s why your clients do business with you… over your competition.
A USP can be on price, convenience, style, guarantee, quality of service, exclusivity or results. There’s an infinite choice of USP’s that you can use. Don’t be limited to the examples above. The one way to determine the USP for your business is to speak to your clients and ask what’s most important to them when working with you.
A good USP will separate you from the rest and help you secure market share with your target market.
Every ‘successful’ marketing plan should start off with the following questions:
What Am I Selling?
Remember, you are always selling results. You are selling how your client is going to feel after doing business with you.
Who Am I Selling To?
Who is your target market? This is very important because each type of prospect can desire different benefits and results.
The more specific and clear you can be on who your market is; the more precise you can be when explaining the benefits they will experience.
If you are unsure who your target market is – ask your clients. Run a survey, and offer them a gift in return as an incentive. Here are some points your questions should touch on:
Age
Sex
Occupation
Income Range
Nationality
Interests
Address
Marital Status
Magazine, newspapers, television shows and other publications they read
The survey arms you with a stack of useful information to answer the next question.
How Will I Communicate My Message?
If you are not clear on who your clients are, you will not be able to find them effectively. After all, how will you know how to get into contact with them if you don’t know who they are?
After you discover who your target market is – you can then decide what medium they respond to.
What Price Am I Selling At?
Is your price too high? Is your price too low? I’ve seen trainers that are more expensive out pull similar trainers that were considerable cheaper on a per session basis. This is because there is a perceived value of quality. Have you ever heard or seen the price of something, and because it was expensive immediately assumed it was good quality? Of course.
To run a profitable business you need to sell your product or service at a price that appeals to your target market.
2. Reverse The Risk
This is one concept that most trainers feel very uncomfortable about at first – but it is a principle that could double your business almost immediately.
Reversing the risk is offering your clients a satisfaction guarantee – if they are not completely satisfied they receive their money back.
An incredible amount of trainers are not willing to offer guarantees and stand by their service.
If you are unwilling to stand by what you provide, why are you in business?
By offering a guarantee, your proposition becomes so much more powerful and appealing to your clients. The outcome will be clients will feel more comfortable to do business with you – and, as a result, your profits will increase.
A few clients will take advantage of you and your guarantee. Don’t worry about it though. A lot more clients are going to purchase in the first instance because of the guarantee. More important is your net result - an increase in your profits.
3. Incorporate a USP In Your Business
A Unique Selling Proposition (USP) is the one element that sets you apart from your competitors. It’s why your clients do business with you… over your competition.
A USP can be on price, convenience, style, guarantee, quality of service, exclusivity or results. There’s an infinite choice of USP’s that you can use. Don’t be limited to the examples above. The one way to determine the USP for your business is to speak to your clients and ask what’s most important to them when working with you.
A good USP will separate you from the rest and help you secure market share with your target market.
posted by Pat Rigsby at 6:38 AM
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