Why Dont You Have Ten Times As Many Clients You CouldWhy Dont You Have Ten Times As Many Clients You Could

You know that hundreds, if not thousands, of people want and need your products and services. You're spending good money on advertising and mailings and you have a great looking website up, but you're still not getting all the clients you want or could handle. Why aren't more people responding to your marketing?

The most likely reason is your small business marketing materials aren't answering the questions your prospects are asking about your goods and services.

Imagine you wanted a new car and walked into a dealer's showroom. You spot the sleek looking model you're interested in and go over to take a look. It's at this moment that a salesman walks up to you and introduces himself.

You start asking him questions about what makes this car worth so much, what it's good for, what features are included, guarantees, etc. Then you ask him if you can take the car for a test drive. now imagine that the salesman responded to each question with a shrug and said, 'You'll just have to buy it to find out if it is what you want.'

If the salesperson couldn't or wouldn't answer your questions, you'd most likely walk out and head for a car dealer where they could give you detailed answers to all your questions.

You don't want your prospects to walk away and possibly turn to one of your competitors do you? Of course not. But if your marketing isn't answering your prospects' questions you're going to continue to see most prospects walk away from your marketing materials and look to make their purchase elsewhere.

My small business clients generally report that once they meet with a prospect, they can close 20 to 50% of sales. The problem is getting prospects to contact you or selling services and products without a sales conversation at all, through the Internet or direct mail. Your marketing has to be as good as you are face-to-face. Is it?

Bob and Dennis from Kansas called with just this small business problem. Once they meet with a prospect and present their information, their closing rate is almost 50%. The problem was that despite getting ten thousand visitors to their web site in the last couple of months, only a handful of these had contacted them. You can't close more sales without qualified leads.

When you're face-to-face with a prospect, you know how to get a conversation going and to answer all the questions they have about your products and services. Prospects reading a sales letter or your web site or listening to an ad also need their questions answered. No answers, no sales.

Once I explained to Bob and Dennis how to focus their web site marketing and use it to answer their prospects' questions, and they made the necessary changes to their site, they saw their leads and sales surge.

So what are the questions your small business prospects would ask if you were meeting with them? What do they want to know in order to be convinced you can help them? What are the questions your marketing needs to answer? What information should your marketing materials give prospects in order to make a sale?

Whether you're marketing a product or a service, your prospects want to know:

- Who is it for? - What's the primary problem it solves? - How will I be better off with it? - Will it really do what you're telling me it will? - What specifically will it do to solve my problem or answer my concern? - Is this information for real? - Is it the newest or latest model? - Who else has bought it? What did they think of it? - Why should I trust you? - Is yours the best company to get this item from? - Is it a fair value? - I really want it, but how can I justify spending the money? - Do I really need it now? - Why should I make this purchase today, or this week? - How can I make sure I'm not making a mistake? - Okay, I'm ready to get it, but tell me again why I should want it? - If I buy it, how complicated will it be to use? What kind of help will I get? - How long will I have to wait to get it? - Yes, I made the purchase, tell me again why it was worth all the money I spent? - I own it, now how can I get the most of out it?

Want ten times as many clients? Start by giving your prospects ten times as many reasons to contact you and buy from you and you'll see your sales soar.

If your small business marketing isn't generating all the clients you can handle, it's not giving prospects the information they need to make a decision to contact you or buy.

You can keep using the same small business marketing strategy, the same marketing materials and the same marketing copy and get the same results ? or you could discover how to give your prospects the information they want and see your sales skyrocket.

2006 ? In Mind Communications, LLC. All rights reserved

by Charlie Cook
References and Bibliography

The author, Charlie Cook, helps service professionals, small business owners and marketing professionals attract more clients and be more successful. Sign up to receive the Free Marketing Strategy eBook, '7 Steps to get more clients and grow your business' at http://www.marketingforsuccess.com

Rated:NR/0 Votes
3 Views
Add To My Article Reading List
Add To My Article Reading List
Print Article
Print
More Article By Charlie Cook
More Article by Charlie Cook
Share
More Articles From Marketing
More Articles From Marketing
Related Articles and Readings
Does Your Small Business Marketing Suffer From The Bulldog Effect By: Jennifer McCay
If you're an entrepreneur responsible for your own small business marketing, there's a marketing method you should avoid at all costs, which I've coined the bulldog effect for reasons you will understand shortly. Keep reading to find out if you're guilty of using this technique in your own marketing and ...
Create Marketing Materials That Actually Provide Information By: Kevin P Dervin
Most small business marketing materials are really bad! They don't provide any real information and make no case for anyone to inquire further let alone buy your services.Are poor quality marketing materials limiting your opportunities? If yours don't provide enough information and make a compelling case for someone to take ...
Small Business Marketing Tip 2 Return To The Roots Of Advertising By: Jimmy Vee
Gravitational Marketing is about returning to the roots of what advertising is really all about.But, the question is?What is real advertising?Well, I can tell you with surety that it is not what they do on Madison Avenue these days. And for you, my small business marketing friends, it is not ...
Getting Personal Innovative Marketing for Small Business Owners By: Amber McNaught
The small business marketing strategy you can't afford to miss Everyone loves a story. Even if you don't particularly like reading them chances are you love watching them, either on TV or at the movies. Imagine if your marketing literature was like a great story: people would read it from ...
Small Business Marketing Are We There Yet By: Kevin P Dervin
Small business marketing is not like taking a family vacation.Did anybody take a family vacation this summer? Do you have children of your own, or do you remember what it was like when you were a kid taking a trip somewhere?I can still remember the family vacations as a youngster ...
The information provided in this article and/or the comments is the sole responsibility of their respective authors and does not necessarily reflect the opinion of ezinepost.com. ezinepost.com  does not endorse any article and/or comments published by our web users unless otherwise noted. 

Member Panel

login to submit articles and more

StatisticsEZINEPOST.COM

  • » Active Categories: 419
  • » Active Articles:252603
  • » Active Authors:31917
  • » Active Members: 38237
  • » Statistics Updated:
    - Tue Sep 1st, 2020 09:28AM EST