By Victoria Player, the "Online Marketing Coach." The definition of marketing is to establish your prospects needs; to show them how you can meet those needs and then find a compelling way to entice them to make a buying decision. In this article I share the steps you can take to move your prospects and clients closer to that all important sale. 1. Establish the Need Establish exactly what the specific needs are of your target market? What challenges are they facing? Where do their problems lie? And how is that affecting their life, their finances, their business, their profit margins, their team etc? 2. Share Information If you’re trying to introduce a new product or service, comprehensive information is absolutely essential. Show your prospects how you can meet their needs. Give them enough free valuable information to help them make a buying decision. Not only will this demonstrate your expertise but it will make a connection with your audience and break down the scepticism associated with traditional selling techniques. 3. Communicate the Benefits Talk about the benefits people might expect to achieve as a result of the methods, techniques and tools you use rather than talking about the process itself. How will it impact your prospects life/business? Have them engage on an emotional level where possible. The more free advice and information you can provide the more your credibility will grow. 4. Show the Value Provide case studies. Give evidence and describe where you’ve had success using your techniques or process. How has it impacted past clients’ lives? Tell their story. This backs up your results. What you’re trying to do here is build a relationship of trust. By giving your prospects helpful information you’re allowing them to make their own well informed buying decision. What matters most is…. ‘What’s in it for them?’ What benefits will they gain from working with you? They need to know and understand the value of your offerings. 5. Keep Going Until You Get a Buying Decision If your prospects don’t buy from you immediately keep providing more information until they do. There are numerous methods for doing this very simply and inexpensively, but one of the most powerful is to publish your own e-newsletter. 6. Be There When They Need You People need to hear your message as many as ten or more times before they will consider purchasing from you. So what does this mean to you? It means that you have to be in front of your prospects ALL of the time. So don’t give up! In my experience it may take some time to warm your list of contacts up but once they start to buy from you it will be the same people that buy time and time again. Just remember, people love those that are prepared to help them, they will begin to know, like and trust you, and as coaches and small business owners that’s something that we are great at! Just keep on putting your message out there, allow your credibility to grow and eventually it will be you that people automatically look to when they require help.
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The definition of marketing is to establish your prospects needs; to show them how you can meet those needs and then find a compelling way to entice them to make a buying decision. In this article I share the steps you can take to move your prospects and clients closer to that all important sale.
ABOUT THE AUTHOR: Internet marketing entrepreneur, Victoria Player, works with coaches and other small service-based business owners to help develop their online presence, position themselves as an expert, get increased and repeat business each and every month and attract more of their ideal clients without the need to sell. Snap up Victoria's free weekly Magnetic Marketing Tips at: http://www.VictoriaPlayer.com
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