Your Clients Hate to be …
By Rod Moore on Apr 7, 2008 in Business Success, Marketing, Marketing For Service Based Business, Marketing For Small Business Owners, Persuasion, Profit Minute Articles, Sales
SOLD!!!!
That’s right … your clients (and prospective clients) hate to be sold. They don’t like to be interrupted by telemarketers at home in the evening, they record TV onto their digital drives and skip the ads when they watch it when it suits them, they are guarded and skeptical of anything you have to say about your products or service (no matter how good they are) and they haven’t got time to review your website, marketing collateral or follow up emails.
They hate to be sold …. BUT … and this is interesting … they still LOVE to BUY!
Think about it … aren’t you like this?
If someone is trying to sell you something and you don’t really need or want it what is your natural reaction? Most of us want to turn and run, right? We hear the voice of our parents from when we are young telling us not to sign anything etc etc.
Contrast this when you have a need or desire for something.
If you have a particular need for some service in your business then what do you do today?
Yes … you probably Google it.
You do some research … you click and flick. That is where you click on the web sites that come up in your search and make a 30 second assessment if you believe that site has what you are looking for and then you give it the flick if it does not.
When you come across that one site that appears to have the right solution to your needs you maybe make contact or research some more.
The point is … today when we have a need or desire we research for a specific solution and are happy to make contact when we believe we find it … and are more than happy to make a positive purchasing decision ie we love to buy.
So how does this apply to your business?
Well if you are still using interruption marketing today and trying to sell your products or services to people who don’t want them then … well good luck for the future! The web is changing everything.
The key to marketing your business in the future is to position yourself as an expert service provider in a specialised niche and gain visibility within that niche.
When your prospective clients go searching for your solution you need to show up.
When they land on your web site you have 30 seconds … the strategy behind your web site will determine if you have any chance of building a relationship in those 30 seconds or not.
You will need to ensure your total marketing strategy facilitates the purchasing process that they buyer wants to follow.
Your marketing strategy needs to make it easy for your prospective clients to say yes to you.
Does your marketing strategy do this …. find out here?
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