A sound approach to marketing and selling ensures that you do not need to do any cold calls or hard selling. You provide accurate information about what types of problems you address, the solutions that you obtain, and the benefits that clients may expect. Before long, prospects will invite you to meet them. They will have an educated notion that you are the right person to assist them.
Marketing campaigns versus random activities
Virtually no company owner has a comprehensive grasp of marketing and selling. Each is a knowledgeable expert on their company's products and services, but few make the effort of acquiring a proper understanding of the process of marketing and selling. Most have a website, a brochure, perhaps blog and a newsletter, but very few have a marketing mindset and a comprehensive approach to marketing.
All have random marketing and selling activities, but a very small percentage have marketing campaigns.
Where do you fit in?
Marketing questions
How would you answer these questions?
- Do you have enough clients?
- Have you clearly defined your target markets and are you effectively directing your marketing at them?
- Are you attracting the "right" clients namely Ideal Clients as per your own criteria?
- How much time do you devote each week to marketing?
- Do you have a Marketing Plan?
Marketing is a vital part of running a business. There is little point in having perfect products and services if you do not reach Ideal Clients. And you need to communicate in a manner which ensures that they immediately relate to your message.
Marketing is a learnable skill
Fortunately marketing can be taught. It requires the right mindset and the learning and use of a process.
ABPLAN offers a Marketing Workshop with a Marketing Plan and a range of supporting action plans e.g. an Website Action Plan, a Newsletter Action Plan, a Facebook Action Plan, etc. as outcomes. Ask for details...contact us
Marketing game
Robert Middleton, a consultant who specialises in coaching professional services companies on how to market, developed a very effective baseball game metaphor and diagramme.
The diagramme assists in explaining the five stages of marketing: Positioning, Packaging, Promotion, Persuasion and Performance. Any company has to perform against very high personal and client standards in each of the stages.
ABPLAN added a sixth "P" for People to emphasize the central importance of people throughout the process. Develop client value propositions and buyer personas about them. Focus on building relations and providing extraordinary value.
ABPLAN turned the main diagramme into a series of 7 diagrammes which show how the game moves around the field and what you, the service professional, need to do at each stage of the game.
ABPLAN offers a Marketing Workshop and assists its clients in developing an easy-to-use Marketing Plan and a series of action plans including a Referral/Introduction Action Plan.
Approach us ...contact us
My marketing guarantee
This plan is guaranteed to increase your client base by 30% or more - and I will guide you to execute it properly. But first you need to develop an understanding of marketing and learn the marketing game.
Cold calling and hard selling - no more
This marketing process or game played correctly and with integrity eliminates cold-calling and hard selling. Follow the process; establish each time where the prospective client is in the marketing game and take the prospect to the next base.
Furnish truthful, appropriate and clear information about the type of problems you address and assist others in solving. In conversation and negotiation ensure that you address the specific needs and problems of the prospective client. Define needed outcomes and offer solutions which lead to these outcomes. Your services and products are simply a means for doing so.
Understand that old-fashioned hard sales techniques are passé and even suspect.
There is much more to marketing than is covered in these few paragraphs. However, the marketing game metaphor provides an easy means for gaining an understanding of the various stages and aspects of marketing and selling.
Call me, learn how to play the game...and acquire clients...contact us
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For details about Robert Middleton's InfoGuru Manual (which I recommend without reservation) please visit ... worth reading
Last modified: 18-11-2011