Profit Zing » Marketing

Small Business Marketing Tips

admin — Sat, 21 Nov 2009 20:28:12 +0000

Aaron Goldberg asked:

When it comes to small business marketing there are several things that must be kept in mind. For example, small businesses rarely have big budgets for advertising. As a result, they need to find methods to advertise their product or service without spending a lot of money. The following small business marketing tips will help your business grow and make more money.

Multiple Marketing Tactics

The first thing you will want to do is come up with several marketing ideas that will help your business. Then, figure out a plan to rotate these tactics so that you get the most bang for your buck. One marketing effort may work great the first time and not the second time or else it works only occasionally. Because of this it is important for small businesses to have a marketing plan and alternate various types of marketing tactics for the best results.

Buddy Marketing

Another option is to use buddy marketing. This is a great way to reach new customers without much cost. The way buddy marketing works is that when you send out a brochure of your company you include a business card or small leaflet for another business to advertise for them based on an agreement that they will do the same for you. The business should be complementary to yours, but not in competition.

Second Offers

As soon as a customer makes a purchase send them a letter thanking them for their purchase and that because of this purchase they may be able to buy return and buy an additional item for a discount of 20% or something of that nature. Make sure you include an expiration date, too, so there is a sense of urgency.

Market to Past Customers

Remember that marketing to your past customers is better than marketing to new ones. That is not to say that you don’t want to try and get new customers just that old customers are easier to sell to. As a result, concentrate and marketing to your past customers whether this be through email marketing, newsletters, or coupons in the mail. Regardless of the way you market to past customers you will benefit by making more sales.

These are just a few tips to help small businesses market their services and business. It is really important to keep in mind there are unlimited ways to market your business without spending a lot of money or even time. It’s just important to be aware of what the options are and how to make them work for you.

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How to Explode Your Small Business Marketing and Fatten Your Wallet!

admin — Tue, 27 Oct 2009 23:32:32 +0000

Todd Jirecek asked:

Small businesses are popping up everywhere. However, one of the biggest problems they face is small business marketing. To understand this lets first take a look at why.

Today more than ever, people are jumping on the small business band wagon like the traffic that arrives at a 60% off sales at a major clothing store.

There are all kinds of people starting their own plumbing business, contracting business and whatever else you can think of.

Part of the reason for this is there is no job security anymore and unions seem to be a thing of the past. The days are long gone where people stayed at the same job for 25 years or more.

Corporations have downsized more than ever in today’s changing world. People seem to be laid off for just about any reason you can think of anymore. One thing is for sure, the economy has changed.

Many people think we are doomed as a society but, are they failing to realize that things have just only changed.

It’s kind of like the auto worker who was laid off because he was replaced by the mechanical robot arm that now makes cars. However that worker took notice and went back to school and learned to repair those robots.

His future is now bright again because he was able to see the change he needed to make.

In marketing, the same change takes place all the time. Marketing is a never ending battle to get the word about your products or services.

If one thing doesn’t work you should try something else until you land upon a winning combination. And then create a small business marketing plan.

Don’t get caught up in the mindset of you tried something once and it didn’t work for you so therefore it doesn’t work at all.

Marketing takes many years of skill and practice to be able to perform it like a red belt karate master.

But let’s look at that karate master just a little closer for a second. In some forms of martial arts, a black belt has to learn only 5 to 10 moves to become a black belt.

So they practice those moves over and over until they know them like a pup knows its own mother.

The point here is many people are looking for the quick fix all the time. They continue to search out many sources of marketing information without taking any action at all.

Learning is a very positive thing and should be performed all the time.

However, one of the greatest tricks of marketing is finding that one thing that you know you can do and works very well for you.

And then repeat it over and over until you know it like the karate master.

Then and only then can you move on to other things in the marketing mix to help make your business more money.

Again, do not get caught up in thinking you have to learn and do everything at one. Your business marketing will take time to learn.

Make it a process and enjoy it. Continue to read books and other marketing strategies materials that help you learn more.

If you find yourself in a bind and already own a business that needs help with marketing. Here are five small steps to help you until you learn the bigger picture.

1. Hire an expert. Many marketing experts do consult for thousands of dollars at a time. However, maybe you have a friend that owns a business. Jump up off the couch and see what they do for their marketing.

2. Get the word out. Listen you are going to make mistakes. But, doing nothing is a total loss. Get out there and do something today to make it happen. You could try to make a flayer and hand it out to people.

3. Tell your friends and family. Friend and family are there to help when you need it. So don’t be shy. Ask them for help. You could ask them if they might know anyone interested in your business or if they know anyone who could help you.

4. Start a company web site. A website is a great way to get the word out about your business. The trick here is learning about web marketing. One way could be a logo on your car.

5. Joint partnerships with other businesses. Whatever business you own there are similar businesses that you could pair up with. You could recommend each others products or services to the others customers. Just make sure they are in line with your target market.

These are small ways to leverage your business over your competition.

Just remember to learn all you can and if you do nothing else take action to make it happen.

You will stumble along the way, that is a given. But, if you do nothing you have no business.

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Small Business Marketing: An Essential Step In Success

admin — Tue, 25 Aug 2009 08:24:31 +0000

James Copper asked:

Regardless of the size, a small business must focus on marketing, just like any business of a substantial size. Unlike big businesses, small businesses have a lot of factors that make marketing more difficult. Primarily, these efforts are hindered by budgets and resources.

A marketing strategy is a step-by-step process that examines a business situation or environment. The plan identifies a target client/market, key competition, challenges and opportunities in the market.

Marketing is such an important part of the business process. It’s what brings consumers and products together in a market place.

When you have a well thought out plan in place, you generate more sales because you capture the attention of the market quickly. Small business marketing often has to be especially innovative to overcome the challenges of the limited resources. Your marketing plan forms the foundation for your business decision making, and acts a reference point for making decisions about direction changes. Marketing plans allow you to work towards your predetermined goal.

Primarily, this type of marketing focuses on developing a product or brand identity. A good marketing plan begins with understanding your company’s unique selling position in the marketing place. What is it that makes your products or services unique? Your brand incorporates that unique selling position and establishes an impression of your company in the mind of the target customer.

Many small businesses choose to use some simple methods of marketing their products and brand to their clients. Some methods of marketing include development of a web site, direct mailing efforts such as postcards or brochures, or email marketing campaigns, including newsletters. These marketing efforts are very cost effective they allow you to contact clients at very little cost and begin the steps of developing brand recognition.

One of the advantages a small business has is flexibility. Although a small company doesn’t have an unlimited amount of money to invest in marketing, they have the advantage of being able to make decisions quickly. If a marketing strategy isn’t working, these businesses can quickly change direction and respond to the needs of a changing market place. Small businesses do have some advantages over the giants how many can change their marketing strategy within a week?

Marketing for a small business is something that has to be consistently done, almost on a daily basis. You can easily implement a number of marketing tools, such as daily emails, blogs to your website, flyers on windshields or door hangers, etc.

One option a business has is to partner with another business and stretch marketing. Look for a small business that offers a supporting product or service and try to partner with them. Working in partnership with another company gives you flexibility to share expenses, such as graphic designers, printers, web site designers, etc. By sharing resources and times, you may stretch your budget much farther.

Small business marketing is necessary for success. In many cases, your best marketing tool is word of mouth from satisfied clients. Marketing is essential part of any small business success. Whether you focus your time on developing a marketing plan yourself, or use the advice of experienced professionals, marketing will help establish your company brand and image.

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7 Steps to Creating a Successful Small Business Marketing Plan

admin — Sat, 15 Aug 2009 05:05:38 +0000

Robert L Moment asked:

Small business marketing is all about determining the needs of your target market and then providing solutions to meet those needs.

These 7 steps are aimed at entrepreneurs starting a small business and those who want to create a successful small business marketing plan for an existing business.

Most small business promotions focus on how great their products and services are. Instead, you should educate your target market consistently and start building a relationship that will establish your credibility and trust. It is important to develop a marketing mindset. “Think Marketing” your products and services all of the time. It is very important to consistently market your products and services. Don’t fall into the trap of stop and go marketing. Some small business owners only market when sales are down.

You can’t have a successful small business without having a successful small business marketing plan. Effective small business marketing is the way to growth and profits.

If you’re a small business owner or you want to know how to start a small business in the future, this simple 7-step plan will help you understand your business and your target market.

How to Start a Small Business Marketing Plan: 7 Steps

Begin the process by answering these questions:

1) Who — Who specifically is your target market? Who is your ideal client? What research can you do to find out more about your target market?

2) What — What products and services do your ideal clients want and need? What does your product and service do for your ideal client? What problems does your product solve for your customer? What are the solutions that your ideal client is looking for? What is your area of specialty that will differentiate you in the marketplace? What are the industry trends? What type of message will your ideal client likely respond to? What are you ultimately selling? For example: Are you selling eye glasses or are you selling vision? What is your unique mix of products and services? What is your pricing strategy?

3) Where — Where is your ideal client? Where is your customer located geographically? Where will you position yourself so they can easily find you? Where are the best places to get your marketing message to them? Will you speak to groups, hold seminars, or write a blog, newsletters or articles?

4) When — How frequently does your target market need to hear your marketing message? When are they most likely to buy your products and services?

5) Why — Why are you in business? Why do customers or clients buy from you? Why should they choose your product or service over your competition?

6) How — How does your customer buy your product or service? How are you going to reach potential buyers for your services and products? How will you communicate your marketing message? How will you provide customers or clients with the information they need to make their buying decision?

7) Marketing Mindset – Practice mastering a Marketing Mindset and you will be on the path to a profitable small business.

With these 7 steps, you can take action towards starting a small business marketing plan that targets new customers. “Marketing is about testing and evaluating your return on investment. But it’s primarily about helping people get what they want.” Master these small business marketing steps and you will be on the path to more profit and success as a business owner.

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Top 10 Online Business Marketing Mistakes

admin — Sat, 25 Jul 2009 03:53:33 +0000

Assassin Marketing asked:

Before starting up any kind of business, one must set up a plan to earn more than we spend and avoid mistakes along the way. Here are a few internet marketing mistakes that you should watch out for and avoid:

1. Making viewers wait.

Don’t regret paying more for a hostile package that could bring you to people fast. If your website is constantly down, your server is slow, your graphics take two minutes load, you can say goodbye to your potential customers.

2. Technical arrogance.

Never assume that everyone has the latest version of a program to view your site. Always have plain HTML and text versions ready for these users who do not have Macromedia’s flash installed. Also, take notes from successful sites. Outsource to a pro for SEO writing, web design, and programming to invest in a good template for your site if you’re not that confident on your technical prowess.

3. Not marketing offline.

Complement online traffic to your site by marketing offline as well, because no one is online all the time.

4. Not remaining timely.

If you want to attract customers, you need to be updated on recent and upcoming events that are relevant to your site. If you’ve got marketing materials on your site about Memorial Day special and it’s June 15th, you’re losing customers.

5. Poor linkages.

Focus on building long-term passive traffic rather than bulk traffic packages or trying traffic gimmicks. However, be very careful with whom you align yourself. Some companies operate co-registration and affiliate programs that violate the CAN-SPAM act and other rules and regulations. Check out any company that offers you anything , especially those who offer you anything that’s quick and easy.

6. Giving users the third degree.

Signing up for newsletters or making purchases should be easy for your customers. Avoid making them go through a number of links or asking too many questions before complete tasks. You loose 10-15 percent of your potential customers for each question you ask them.

7. Not using viral marketing.

Let your customers create ‘buzzwords’ for you through simple ‘forward to a friend’ links or ‘two for one offers’ or offline marketing on t-shirts and other accessories that your customers can wear. Viral marketing or ‘word of mouth’ (in offline marketing lingo) could create an exponential growth of your site’s visibility by spreading from customer to customer and then business to business.

8. Resorting to cheap gimmicks.

Some marketers resort to goofy and even phony campaigns just to gain brand exposure. These could be entertaining and even viral but sometimes those could backfire because they are irrelevant to the customers and sometimes even to your product or service. Provide something that convert to sales and not just to generate shock or surprise. Connect with your buyers in a positive way by providing products and services that are worth talking about. Associate your site with quality rather than gimmicks and you’ll have customers coming back.

9. Not collecting email addresses.

This is not the same as spamming email addresses because unlike spamming, you ask for your customer’s permission to send them your newsletters and other updates to your site. Remember that spamming could cost you because fines could be very heavy when you are found to be in violation of CAN-SPAM laws. By collection email addresses, you maintain your target audience and your potential market.

10. Mistaking Traffic for Results.

Only because a lot of people seem to be clicking on your ad doesn’t mean that they are buying. Remember that some sites actually buy traffic just to maintain top-line business. But if these people aren’t buying, how do you expect to even earn off it? Continuously paying for this traffic can be expensive. On the other hand, just because you have enough traffic, it does not also mean that your income is guaranteed for the next months to come. What you should really focus on is, how much of this traffic actually converts to sales? Everyday is a challenge to offer something that your client really needs, to persuade them that they need what you’re offering and that you are offering the best of what they need. Online customers actually know what they want, so it is up to your to tell them that what they want is what you are offering.

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Business Marketing: The Most Important Aspect Of Your Business

admin — Fri, 17 Jul 2009 13:21:27 +0000

James Copper asked:

You’re currently at the situation where you have built up a company based on products or services that you genuinely believe will provide great earning opportunities. Before you get ahead of yourself, however, you need to gain the attention of the market to make them pay notice to what you’re selling first. And this is not an easy thing to do.

Here are 6 tips for your first attempt at business marketing:

It is not all about the money – Many business owners make the mistake of believing that the bigger and flashier a marketing campaign is, the more market attention it will gain. And true, and expensive advert will capture your market’s notice, but it may not retain it long enough for them to buy into what you are offering and to trust in you.

Don’t delegate – You should only trust yourself and your partners to build the marketing foundations to your company. Your employees can’t possibly know and love your company as much as you do, no matter how qualified the employees are. You can ask for advice from outside sources such as experts, and they can create a marketing business plan for you, but make sure that you work closely with them and don’t just wait for their outcome.

Be ethical in business marketing – Whatever you do, avoid using illegal or deceptive methods whilst carrying out your business marketing. If you want your company to be successful, you must learn to love and respect your customers. You may be tempted with quick money-making schemes but these won’t work for your business in the long term and it may lead to the company going bankrupt.

Don’t be shy – There’s no room for shyness in the business marketing industry. Now is the time to overcome your inhibitions and face the world. You will need to stand up for your company, if you want to market your business effectively. It is crucial to sound convincing and actively promote the many wonderful benefits you are offering. People want to be engaged, and the only way to do this is to be assertive and forthcoming.

Bring your target market closer – In business, you need to think of your target market as your own family. By doing this, you will gradually learn which ways to reach customers and keep them interested in your company’s products or services. It is important you learn everything about them including what they like and what they dislike. You should get to know them so well that you can almost perfectly predict how they would react in any situation.

Focus on benefits and not features – Remember this when it comes to business marketing as it is important. Make sure you focus on the benefits of your ad campaign or marketing strategy as apposed to the features of your product or service. Customers are more likely to remember how their life can be made better or easier by what you are offering, rather than how your product or service works.

One last point to note is that evaluating the results of your marketing strategy should be high up on your list of priorities for the business. One can always learn a large amount from past successes and failures and this knowledge can serve your company greatly.

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Is It Time You Started Some Business Marketing?

admin — Thu, 02 Jul 2009 17:41:09 +0000

James Copper asked:

The process of increasing sales via a definite strategic plan is known as marketing. Marketing is of two types, Business marketing and consumer marketing. The basic difference between the two types can be summarized as follows:

In business marketing, the commodities are sold to an organization i.e. one business dealer sells his products to another business dealer. In business marketing, industries are buyers. Whereas in consumer marketing, the business dealer sells his products to the end users i.e. the buyer in consumer marketing is only a single person/family

Business marketing is also known as industrial marketing. The promotion in business marketing is more direct and usually does not involve media advertisements. The promotion is usually made through business newspapers, magazines etc.

Also, direct mails to the concerned buyer organizations are sent by the sellers.

Business to business marketing (B2B) was always behind business to consumer marketing (B2C). But, in the recent years, B2B marketing has been growing by leaps and bounds. The credit of this can be given to three revolutions:

1. Technological Revolution: With advancement of technology, the business organizations have come closer. Thus technological revolution gas a big hand in the growth of business marketing. Again Business marketing aims at more technological growth. In this way B2B marketing and technology have grown together by linking with each other.

2. Revolution in Entrepreneurship: More and more people started trying their hands in business marketing. This gave rise to tremendous increase in competition. Following Darwin’s theory that ‘only the fittest survive’, these competitors became more and more perfection demanding. They became aggressive and innovative in their business ways. Thus, due to the massive revolution in entrepreneurship, the over all bar of business marketing was raised.

3. There was a revolution in the market also. The demand increased and so as to satisfy them in the quickest and the best possible way, there was a change in the entire nature of business marketing.

4. The Internet: The Internet is the largest reason for the growth of business marketing. Big companies and industries got together with each other and made joint ventures to form aggressive power forces due to the Internet. They realized that instead of competing with each other, they would gain more profit by working together in co-ordination.

The Business Marketing Association (BMA) is one of the largest associations representing the B2B dealers.

Just like the usual marketing strategies, the B2B marketing also follows certain strategies. The 4Ps pf price, place, product and promotion are followed in B2B marketing. The promotion is usually not very aggressive as the dealer does not have to reach the consumer end mass. The branding of their products is the dearest to them. Their main aim is to increase their shareholder value in the market. Development of the business and making a firm position is also one of the strategies for consistent and steady business.

Thus Business marketing is a trade amongst businessmen and has a good potential.

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Small Business Marketing and the US Census: Economic Trends, Market Research and More

admin — Sun, 28 Jun 2009 20:20:38 +0000

Michele DeKinder-Smith asked:

What would you say if I told you there were an online tool that could provide detailed information about the size of your market including trends in your industry and other important information concerning the economy as a whole?

What if I told you that this tool could help take the hit-and-miss out of small business marketing?

And what if I told you it was free?

The US Census site – www.census.gov – is all that and more. That’s why it’s such an essential data destination for market researchers, entrepreneurs, government agencies and anyone who needs accurate information about social and economic trends in the US. The economic portion of the site offers a wide variety of reports – usually in the form of a downloadable .pdf document – covering topics ranging from basic economic indicators to employment statistics and more.

There is, of course, one major drawback to US census data, and that’s how often it’s collected. There are areas of the website’s economic data still based on the 2002 Economic Census, and even the economic indicators updated on a monthly basis do so based on information obtained two months previous.

Even so, there are numerous ways that US Census economic data can be essential to making informed small business marketing decisions, and having a sense of the scope of resources available will get you started in putting that data to work for you.

Does the number of households with children in your county, region or state make a difference in terms of the size of your potential market? How about the number of retirees, or individuals representing a certain minority group? If so, you’ll want to check out the People & Households section of the website which also contains important information concerning household incomes.

These numbers could help to influence how much of your marketing budget you dedicate to reaching certain sectors of your target demographic, and where, geographically, you choose to concentrate your advertising dollars. It may also help you determine baselines for products and pricing.

If your target market is tied to a certain business or industry – the housing market, for example, or the entertainment industry – you’ll want to explore the Business & Industry section of the US Census website. This is where you’ll find general economic indicators for major areas of the economy, as well as more specific information through the North American Industry Classification System (NAICS.) This type of industry-specific info is also good for surveying exactly how your own business is doing relative to your industry as whole.

There are a number of different ways to use the information available through the Business & Industry section. If you’re wondering, for example, what types of online businesses and e-commerce websites are making the most money – and what areas of online sales appear to be growing the quickest – you might go to the E-Stats section. If your market includes small business owners, you might gain some useful information from the Survey of Business Owners. And, if the local economy is important to the growth and development of your business, the section marked County Business Patterns, under the heading of Economic Indicators, is a great place to start.

By taking US Census information into account, you’ll be able to “look before you leap” when it comes to major business decisions, and develop key strategies to keep pace in a changing world.

For more information about how to put US Census data to work for your business, visit

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Small Business Marketing | How To Write An Article To Grow Your Business

admin — Thu, 18 Jun 2009 22:41:37 +0000

Marketing Buzz asked:

Do you subscribe to internet newsletters, read books or buy the same magazine or newspaper on a regular basis?

If so, why?

Well my friends I’m going to take a stab in the dark here and say the main reason for you reading something on a regular basis is because what is being said is of interest to you. Yes I know that assumption or guess is hardly rocket science but when it comes to writing your articles you have to remember that the most important thing is the content.

The actual subject of your article isn’t really that important in a way as the chances are there are people out there who will be interested in what you’re writing about. However if you use articles as just another way to promote your business instead of focusing on your readers then I’m afraid your articles won’t be read, won’t be published by many people and won’t bring you results.

So if killer content is the key how do you actually make sure you do it?

Well here are 5 top tips on how to write an article that if followed will turn your thoughts, observations and words on a particular subject into article gold dust.

Top Tip Number 1 – A.I.D.A

For those of you already familiar with A.I.D.A you’ll know just how important having a structure to something is (be it a letter, an advertisement, a press release or an article).

A.I.D.A being:

Attention

Interest

Desire

Action

For many articles you will only get a small opportunity to get the readers attention and make them want to read more. Therefore make sure your article begins with a catchy headline and ensure the first paragraph explains what the article is about (in many cases a problem) and how the article is going to solve the problem.

So once you get your readers attention, make sure what you’re saying is interesting. How many times have you brought a book based on the cover, the title or what’s written on the back only to start reading it and think BORING!

The same applies to your article writing. It is pointless promising the world and delivering next to nothing. Not only will it annoy the reader but it will also put them off your writing long term.

Also on the subject of interest make sure what you’re saying is somehow different to the crowd (and believe me in the world of article writing there’s a pretty big crowd). Don’t worry though as they’ll still be hundreds and thousands (and dare I say millions for the right articles) of people wanting to read well written articles.

Desire – what do you desire? The secret to great article writing is turning curiosity into a desire to get something. If you do that your article writing will transform your life and the lives of others. By that I mean that you have to make people really want to know what you have to say. Just imagine an article with the headline of “The secret of life finally revealed”. I for one would want to know what it was (PS…I do actually know what this is so if you’d like to know please visit the Nettle Helpdesk at thenettle.com/helpdesk/index.php and just ask me).

Clearly your articles may not reveal such things but for many people across the World what you have to say will be important to them and they will want to know more. Examples being:

“This Years Top 10 Christmas Presents” – people will want to know what they are

“The secrets to playing better golf” – people will read it (I know I would)

“Why 8 out of 10 women prefer Chocolate to Sex” – women will probably want to know who the other 20% are and men will be checking the Top 10 Christmas Presents above to see if they should take the **** underwear they’ve just brought their partners back to the shop and instead buy them a big bar of chocolate instead! (my tip on this is buy both – well, you never know!)

My point is, make people want and desire you knowledge.

The final point of A.I.D.A is Action but we’ll look at that more in Top Tip number 5 next month.

Top Tip Number 2 – Share your secrets

I’m not a religious man myself but I’m sure there’s a passage in the Bible somewhere about in order to receive you must at first giveth. The same is true with articles. The chances are you will be writing about something that you have some expertise in or you have a real passion for. With this in mind you shouldn’t hold back with your knowledge. Instead share your knowledge and yes your trade secrets with your readers. And the good news is even if they don’t agree with you; they will respect you sharing your thoughts with them.

Top Tip Number 3 – Benefits

If you’re not an Information Technology expert and you have ever gone to purchase a computer you’ll know what I mean here. You go into a computer shop and you’re told all about the latest computer and what features it has. RAM, Hard Drive, Multiple USB’s, Pentium Processors, Prompt Action Mean Drive. OK so I made the last one up but going shopping for a computer might as well be like attending a Rocket Science conference as far as many people are concerned because the sales people focus on the features and not the benefits. All I want to know can I set it up quickly and use the internet, can I write some letters and store accounts information and can I download and play the latest tunes and films. Tell me that and you might have a sale. Make me look stupid by using jargon and technical mumbo jumbo (is mumbo jumbo jargon by the way?) and I’ll smile and way away.

Top Tip Number 3 is to focus on the benefits that your article gives.

If you’re giving tips on how kittens can be taught to use a litter tray then focus on the benefits that your house and carpet won’t smell of cat wee. If you’re writing on how to get the best insurance deal then focus on you the fact that you will save time and money.

Features don’t sell. Benefits do.

Use benefits in your article writing and watch your profits increase and your business grow.

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5 Steps to Massive Profits – A Business Marketing Tip

admin — Mon, 18 May 2009 02:21:15 +0000

Steve Majors asked:

Here’s a business marketing tip to gain maximum profit from any product or service in your business marketing lineup, and how you will gain extreme profits when you follow these 5 simple, LAZY steps;

1. Look not at what you are offering through your business marketing efforts – look at WHO WILL BUY your product/service. Make a picture of your ‘typical buyer’ – who they are, their age, what they like to do, etc.

This is often known as the ‘target market prospect’, yet, the more detailed you define this ‘target’ in your business marketing, the better.

I’ve even gone to the point of giving this ‘target market’ person a name and put a picture up on my computer monitor (find a ‘friendly face’ on the Internet somewhere and ‘tag’ it as your target market prospect) – get your business marketing centered around every aspect of your target – the more you know them, the easier it is to chat about what they need.

2. Develop a list of your target market prospect’s likes and dislikes as it would relate to a product/service similar to yours. (You’ll get a ‘third party’ look at your competition, as well as some inside looks at their business marketing efforts.)

Consider some questions they would have, or some typical objections to buying this similar product/service (this may come from your previous research, or you may have to simply do some).

One way to personalize the business marketing research of your ‘target market prospect’ is to ‘role play’ – think about your prospect as a good friend that you are having a picnic with (or even a co-worker at the water cooler, etc.) and in passing, your friend brings up that ’similar’ product/service.

What do they say about it?

What are their questions/concerns?

Is there a ‘running joke’ about the competition’s product/service that defines a hole in their business marketing? (i.e., “Did you hear about the lady that used X?”)

All these things need to be addressed, and documented.

Let your mind be creative and wander, but keep it to a time limit – about 15-20 minutes per business marketing ‘play’ session. Think of nothing but this ‘conversation’ during this creative (often fun) time.

It might even be helpful for you to say everything that comes to mind out loud during these business marketing planning sessions(as silly as that sounds, it works…) and record it, as some of the best business marketing ideas get overlooked when you are trying to write them down quickly.

Listening back for those ‘nuggets’ might even trigger other ‘bits of business marketing gold’ for you to work with.

3. Figure out how your product/service and business marketing plan is similar, yet different than the competition. Just how does your solution overcome all the questions, concerns and yes, even ‘jokes’ from your target?

If you can’t answer these questions for yourself, how would you expect to answer them from your prospect?

The beautiful part about this business marketing exercise is that, if you go through it with commitment, you will already know the answers to the prospect’s questions BEFORE they ask them – which quickly eliminates any fears you might have about talking with them.

4. Continue this simple exercise – every couple days for a week or so. Giving 15-20 minutes of serious thought to your business marketing plan and role playing every couple days will stimulate your conscious mind, as well as keep your unconscious mind actively thinking about it.

You’ll be surprised at the outcome of taking these steps seriously.

But be forewarned – you will very likely have a very different outlook about your prospect after one week of this simple, yet extremely effective business marketing, ‘target market’ finding tool!

You will know them as well as you know yourself, so you will be able to talk with them about things quickly, simply and with the best, consistent results of your business marketing efforts.

5. Now, take a look at your product/service and business marketing plan – through the prospect’s eyes (now that you can clearly see through them…)

Does it fit your prospect’s needs?

Does it answer their questions and eliminate their fears?

Is it priced right for your target prospect?

Is there a market for your product/service other than your personalized target market prospect? (This step is vital as a ‘reality check” – and one that many business marketing planners miss)

When you follow these five steps faithfully, you will have credibility, knowledge and successful long-term relationships with your customers (who used to be simply ‘target market prospects’ before you understood the power of this business marketing tip!).

Steve Majors – To-the-point training and coaching for business and wealth creation through creative Real Estate investing. Known as “The Lazy Investor”, with courses and training sessions to slingshot your success.

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