Marketing MISTAKE #10 – Not Keeping In Touch With Customers & Prospects Regularly Enough

Let me ask you a question…

How often do you keep in touch with your clients, customers or patients and prospects? If your answer is less than once every month, then you’re missing out on an untapped goldmine.

You must keep in touch with your clients, customers or patients because…

  • You want to keep them for as long as possible (increase the duration they keep buying form you)
  • Get as much profit out of them as possible (by selling more of your products and services to them, and other complimentary products and services from other suppliers – known as ‘endorsed relationships’).
  • Marketing and sales is all about timing and changing circumstances. Just because someone isn’t interested in buying your product or service today, doesn’t mean they aren’t going to be interested tomorrow.

Let me explain this further…

Let’s say that at the moment you’re really happy with your car. You’ve got no intention of changing it. Therefore every advert, every mailing or any contact you have with a car dealer or car manufacturer is wasted on you.

Letters go in the bin without a second thought. You pick up your newspaper when the adverts come on TV. You simply aren’t interested. And nothing will prevent you at this stage from even considering changing your car.

However 3 months later your circumstances have changed.

You need to do more travelling and so you decide it’s time to look for a more suitable car.

Now every mailing, advert, or communication to do with cars is instantly given attention by you.

You’re “in the market” for a new car, and you develop an insatiable appetite to find out as much as you can about the cars which would suit you best.

This happens every single day when people are buying products and services.

If you don’t keep in touch regularly with your prospects you’ll never get “lucky” with the timing (this is also known as ‘The Moving Parade’ – people move in and out of the market depending on various circumstances).

By keeping in contact once a month the chances that you’ll hit the prospect at the right time are increased ten fold.

Do this one thing and your sales will increase.

Do NOT take this lightly.

Keeping in touch (or follow up as I call it) is one of the simplest yet rewarding marketing strategies you can use to significantly increase sales.

Thanks for reading. Here are 3 other great resources to help you grow your business fast…

Alex MacArthur

#1: FREE Sales Accelerator ROADMAP >> Request Here

Fix your sales and marketing to accelerate the growth of your business with this amazing software tool. Over 500% improvements are common place!

#2: FREE Scientific Marketing Makeover >> Request Here

Multiply the results of any of your marketing strategies (web site, landing page, print ad, letter, postcard, leaflet, etc.) with zero extra cost!

#3: FREE “The FORMULA” Webinar >> More Details Here

How to implement ‘The FORMULA’ and achieve transformational results even if you have zero sales and marketing experience!

Marketing MISTAKE #9 – Not Using A Guarantee

Listen to me carefully…

If you put in place a powerful guarantee today, you’ll be staggered by the success it achieves for you in the coming days, weeks, months and years.

As you know, the benefit of your product or service is gained only after the sale is made.

Sometimes this can be days, weeks, months or even years after the first sale was made. This in itself places an enormous risk on the shoulders of would-be clients or customers.

It’s this risk that often prevents them from buying.

However, if you lower or eliminate the risk, then the natural consequence is people will be more inclined to buy from you.

That’s the secret of creating a powerful risk reversal.

Your risk reversal is nothing more than a simple method that takes the ‘barriers’ away from the prospect, and ensures they keep progressing towards the sale.

As soon as you add a risk reversal or guarantee to your business you…

  • Remove the risks, gaining more clients, customers or patients
  • Automatically differentiate your business from your competition (remember ‘differentiation’ back in Part 2?)
  • And, your prospects will value your products or services much more, because they’ll automatically assume your product must live up to expectations or you must be excellent at delivering your service (why would you offer a guarantee if your product or service wasn’t great?).

The result is a BIG increase in sales, and an avalanche of new clients, customers or patients!

The ultimate is to guarantee the result or main benefit of your product or service and add a ‘penalty’ should your service or product fail.

Here’s a simple example of how risk reversal works:

A man wants to buy a puppy for his daughter. He responds to two ads in the local newsagent window. He examines the first puppy and it seems ideal in temperament, and looks. The man says to him, “If the dog isn’t right for your daughter, bring it back in one week and I’ll give you your money back.”

Clearly he appreciated the value of risk reversal but he didn’t fully understand it!

The man then goes to look at the second puppy…

Again it seems ideal in temperament, and looks. Only this time the owner says, “Your daughter is obviously looking forward to her new puppy and it’s important that she’s totally happy with it. Please take the puppy, let your daughter play with it, look after it, and get to know it. If after three weeks the puppy is perfect for her, pay me for it. If not, just bring it back and owe me nothing!”

Now this man really understands risk reversal. First he extended the “trial” period. He knows that his puppy is a good dog. He also knows after three weeks the puppy and girl will be inseparable. He totally reverses the risk.

You also need to understand this…

The company that reverses the risk, automatically gains competitive advantage and wins more business – in fact much more!

This competitive advantage is very significant when attracting new clients, customers or patients to your business.

Here’s another good example. I think it’s one of the best I’ve ever seen. It’s from a pest control company called BBBK. Their guarantee is aimed at hotels and restaurants:

“You don’t owe one penny until all the pests on your premises have been eradicated…if you are ever dissatisfied with BBBK’s services you will receive a refund for up to 12 months of the company’s services…plus fees for another exterminator of your choice for the next year.

If a guest spots a pest on your premises, BBBK will pay for the guests meal or room, send a letter of apology, and pay for a future meal or stay…and if your facility is closed down due to the presence of roaches or rodents, BBBK will pay any fines, as well as all lost profits, plus $5,000.”

Although I don’t know for certain, it’s easy to assume several things about BBBK from this guarantee:

  • They are very good at pest control.
  • They understand the concerns of their clients with regard to hygiene.
  • They are very successful at attracting new clients!
  • They are probably providing very similar services to their competitors. However, they understand risk reversal and their profits I’m sure will reflect this!

Interestingly, they charge 10 times MORE than their competitors!

…and that’s another huge advantage of having a powerful guarantee…

Because it differentiates you, you can charge more!

Hopefully you now have a basic grasp of guarantees and reversing the risk and what it can achieve for your business. If you’ve given any thought to the strategy one question may be entering your mind…

“What about people taking advantage of my guarantee, won’t people try to abuse what I’m offering?”

The key of course to successful risk reversal is this – if you offer a good product or service and you only guarantee what you control, then you have nothing to worry about.

Unfortunately I cannot say no one will ask for a refund or for their money back (or whatever your guarantee states).

What I can say is that for every one of these, you will attract many many more prospects and clients, customers or patients by simply offering a risk reversal in the first place.

Don’t worry about this.

Your risk reversal strategy is usually the one thing that tips the scales in your favour. Because you offer risk reversal your prospect thinks and assumes the following things about you…

1). If you’re offering this risk reversal guarantee, you must be very good at what you do

2). You must be foolish to offer such a guarantee if you were poor at delivering your promises

3). In the prospect’s mind, your risk reversal has ‘proven’ to him or her that you can give them exactly what they need.

4). More importantly, when most people choose to buy a product or service, they choose it for perfectly good reasons and intentions. And they spend time making their decision. They wouldn’t choose you in the first place if they wanted to capitalise on your guarantee.

Isn’t it time you started to use your very own guarantee?

Thanks for reading. Here are 3 other great resources to help you grow your business fast…

Alex MacArthur

#1: FREE Sales Accelerator ROADMAP >> Request Here

Fix your sales and marketing to accelerate the growth of your business with this amazing software tool. Over 500% improvements are common place!

#2: FREE Scientific Marketing Makeover >> Request Here

Multiply the results of any of your marketing strategies (web site, landing page, print ad, letter, postcard, leaflet, etc.) with zero extra cost!

#3: FREE “The FORMULA” Webinar >> More Details Here

How to implement ‘The FORMULA’ and achieve transformational results even if you have zero sales and marketing experience!

Marketing MISTAKE #8 – Failing To Use Testimonials

Let’s be honest – selling isn’t easy.

Unless you convince your prospect your product or service will give them the result they’re seeking, you won’t get the sale.

And what you say is often taken with a ‘pinch of salt’.

After all, we’re all sceptics these days.

So how can you almost instantly prove to the prospect you can deliver on your promises?

It’s actually much easier than you may think. All you need to do is use client, customer or patient testimonials.

Again, I can’t tell you how often I see businesses trying to sell and market their products or services without the use of testimonials.

You make your life very, very difficult if you don’t use testimonials. Testimonials have the power to get clients or customers by the handful.

And remember, ever since Amazon first created ‘reviews’ they changed forever the way people now buy.

And because of that, testimonials are even more important now.

And don’t think ‘my customers won’t give me testimonials.’ For example, our unique ‘Testimonials By The Dozen Letter’ ALWAYS works.

Here’s a simple example (the legal firm thought their clients wouldn’t send in their testimonials because of the sensitive nature of the work they do)…

image

Notice the number of benefits in this one testimonial alone…

· Understanding and helpful

· Took time to talk

· Returned many calls

· Nothing was too much trouble

· Helpful home visits

· Worked hard to get the best result

If you were looking for a personal injury lawyer, don’t you think this testimonial would make you believe this firm would do all they could to get you the best possible result?

And that’s just one of dozens they got, many with the damages amounts given, just like this one…


image

(Please Note: Each testimonial when shown includes the full name and partial address of each client, although I’ve omitted them here for obvious reasons)

You can’t have enough testimonials.

Place them in all your marketing communications. Place them in every place where your prospects will see them – in your offices, in your reception areas, on your walls, in your website and landing pages.

Blow them up and parade them. You’ll see an immediate and noticeable difference in your sales and profits once you start using testimonials.

Thanks for reading. Here are 3 other great resources to help you grow your business fast…

Alex MacArthur

#1: FREE Sales Accelerator ROADMAP >> Request Here

Fix your sales and marketing to accelerate the growth of your business with this amazing software tool. Over 500% improvements are common place!

#2: FREE Scientific Marketing Makeover >> Request Here

Multiply the results of any of your marketing strategies (web site, landing page, print ad, letter, postcard, leaflet, etc.) with zero extra cost!

#3: FREE “The FORMULA” Webinar >> More Details Here

How to implement ‘The FORMULA’ and achieve transformational results even if you have zero sales and marketing experience!

Marketing MISTAKE #7 – Using ‘Institutionalised’ Marketing & Advertising

I would say 99% of business owners use this technique.

Institutional marketing and advertising is marketing and advertising that doesn’t ask for a direct and instant response.

For example, it is characterised by ads that have the company name as the headline at the top of a print ad or web page…

Very little copy on the ad…

A list of products or services provided by the company…

Lots of white space…

No incentive to call now… etc.

Pick up your local newspaper of a magazine and go to any page. You’ll see this type of ad all over the place.

I urge you to stop this now. Institutional marketing and advertising is costing you thousands of pounds.

Institutional or image advertising is fine if all you want to do is promote the image of your company, your products, or the services you offer.

But let me tell you – image itself doesn’t generate sales!

And when you consider the fact that your clients, customers or patients and prospects really don’t care about you, your business or what you sell all they care about is ‘what you can do for me’. That explains why to a small and medium sized business, image or institutional advertising is a complete waste of money.

Always remember this…

People don’t buy your product or service – they buy the result. They buy ‘what’s in it for me’. They buy a solution to their problem(s).

It’s true that institutional or image advertising can help build “brand-awareness”.

And that’s okay for large corporations such as Coca-Cola, that have multi-million pound advertising budgets (having said that, these companies would prosper even more if they used direct response advertising).

But most small or medium size businesses simply cannot afford to spend their hard-earned money like this.

What would you prefer…

Marketing and advertising that generates sales, almost immediately (direct response), or advertising that builds your name awareness or ‘brand’ (institutionalised advertising) in the hope that sometime in the future someone who wants your product or service remembers your ad and may or may not decide to buy from you?

Do you really have any option?

I guarantee as soon as you start writing direct response marketing and advertising, your results will skyrocket. For example, those characterised by powerful headlines, large amounts of copy written in a very personal style, cluttered ads, a reason to call now and a free bonus for calling (special report etc) etc., …you’ll increase your responses and sales many times over.

Break from tradition.

Start creating marketing strategies that give you a fast and immediate response, that you can monitor and assess in terms of cost and return. You’ll save money and make much more money by following this advice!

Thanks for reading. Here are 3 other great resources to help you grow your business fast…

Alex MacArthur

#1: FREE Sales Accelerator ROADMAP >> Request Here

Fix your sales and marketing to accelerate the growth of your business with this amazing software tool. Over 500% improvements are common place!

#2: FREE Scientific Marketing Makeover >> Request Here

Multiply the results of any of your marketing strategies (web site, landing page, print ad, letter, postcard, leaflet, etc.) with zero extra cost!

#3: FREE “The FORMULA” Webinar >> More Details Here

How to implement ‘The FORMULA’ and achieve transformational results even if you have zero sales and marketing experience!

Marketing MISTAKE #6 – Not Having A Sales & Marketing System

I have yet to walk into any business and find a proper sales and marketing system in place.

What I see repeatedly is haphazard marketing followed by ineffective sales.

This is caused by the omission of any structured systems or processes.

It may surprise you to learn that sales and marketing need to work hand in hand.

Both are reliant on the other.

To succeed in today’s highly competitive market place you must see your business as a “sales and marketing machine.”

Even if you are the number one expert in your field with the best service or product imaginable, you will never achieve the rewards you deserve unless you master sales and marketing and SYSTEMISE them.

As I mentioned previously, inferior products and services are thriving because the business is capable of being able to market and sell effectively.

Conversely superb products and services are failing for one reason and one reason only – the business is poor at the sales and marketing functions.

Why have a sales and marketing system?

Good question.

It’s quite simple really.

As I see it, marketing is all about generating qualified prospects/leads for your business. Sales is all about converting these prospects/leads into clients or customers, and then maximising the profit from each client or customer.

There are several set stages every business has to adhere to in order to maximise the effectiveness of both sales and marketing. No matter what product or service you sell you must have these stages in place.

I know you might think your business is different.

Don’t we all?

But let me ask you two questions…

Do you need profitable clients, customers or patients?

Do you need to keep them once you’ve got them, and keep them buying more from you?

You see every business is the same when it comes to sales and marketing.

They all need a steady supply leads.

They all need to convert those leads into clients, customers or patients.

And once they’ve got them, they need to keep them and maximise profit throughout the duration of the relationship.

Acquiring and keeping clients, customers or patients for your business is just as important to you as it anyone else – agreed?

Ultimately you need to understand that no matter what product or service you sell – you’re in the business of ‘sales and marketing’ and then you need to systemise it.

Thanks for reading. Here are 3 other great resources to help you grow your business fast…

Alex MacArthur

 

#1: FREE Sales Accelerator ROADMAP >> Request Here

Fix your sales and marketing to accelerate the growth of your business with this amazing software tool. Over 500% improvements are common place!

#2: FREE Scientific Marketing Makeover >> Request Here

Multiply the results of any of your marketing strategies (web site, landing page, print ad, letter, postcard, leaflet, etc.) with zero extra cost!

#3: FREE “The FORMULA” Webinar >> More Details Here

How to implement ‘The FORMULA’ and achieve transformational results even if you have zero sales and marketing experience!

 
 

Marketing MISTAKE #5 – Only Using A Small Number Of Sales & Marketing Strategies

It amazes me that people come to me and say things like, “I’m just not able to grow my business. I’ve tried lots of things, but nothing seems to work.” The first question I ask is this…

“How many marketing strategies are you using at the moment?”

I think you can see where I’m going with this.

The reply often goes something like this…

“Well we have a website, we send emails, we post on our Facebook page and send some letters out.”

Now I’m not saying you can’t have enormous success just from using these strategies, but just think what you could do if you used 5, 10, 15, 20 or more proven and cost-effective marketing strategies to grow your business? What effect would this have if each marketing strategy was working and returning a profit for you?

This is how you create multiple streams of income. I’ve identified dozens of proven low or no cost marketing strategies that can be applied to your business. You can get a full list of them in the ‘1-Page Business Growth FORMULA’ (see link below).

I wonder how many you’re using right now?

Thanks for reading. Here are 3 other great resources to help you grow your business fast…

Alex MacArthur

 

#1: FREE Sales Accelerator ROADMAP >> Request Here

Fix your sales and marketing to accelerate the growth of your business with this amazing software tool. Over 500% improvements are common place!

#2: FREE Scientific Marketing Makeover >> Request Here

Multiply the results of any of your marketing strategies (web site, landing page, print ad, letter, postcard, leaflet, etc.) with zero extra cost!

#3: FREE “The FORMULA” Webinar >> More Details Here

How to implement ‘The FORMULA’ and achieve transformational results even if you have zero sales and marketing experience!

Marketing MISTAKE #4 – Launching Your Sales & Marketing Without Preparing & Using The ‘Core Elements’

Benjamin Franklin said…

“By failing to prepare, you are preparing to fail.”

Nothing could be more true with sales and marketing.

For example, I could show you literally hundreds of different ads and sales letters sent by businesses, which are so poorly written it would be a miracle if a response was generated.

This is the norm.

It is extremely rare that you see any sales letter, website or other marketing strategy even close to average in standard. The sole reason for this is lack of preparation.

Your sales and marketing are your “building blocks”.

You must build them step-by-step, piece-by-piece.

This does take time initially but the rewards are astounding if you take the time to get them right and include all the important elements that are necessary to achieve success (for example, you must use all 5 Success Keys of The FORMULA).

I don’t care what product or service you’re selling you need to go through the same preparation as the next person.

The one difference is your content – the stuff that makes you unique.

But for example, every successful marketing strategy, whether it’s a web page, an email, a sales letter and so on must include the elements that make marketing work. These are called the ‘Core Elements’.

There are 9 of them.

In short, they are the tactics that make marketing work.

Here they are…

  1. Target Market (we spoke about this in Part 1 of this training)
  2. Differentiator (we spoke about this in Part 2)
  3. Headlines (coming soon)
  4. Irresistible offer (coming soon)
  5. Social Proof (coming soon)
  6. Features & benefits (coming soon)
  7. Call To Action (coming soon)
  8. Guarantee (coming soon)
  9. Reasons Why (coming soon)

I have a sporting analogy to explain this point further…

A good friend of mine used to play professional rugby for Leicester Tigers – one of the most successful rugby teams in Europe. Prior to each match on a Saturday afternoon, they would train 10 to 12 times between Sunday and Friday.

They would watch numerous videos on their opponents. They would discuss tactics, which were closely aligned to the team’s strengths and also focused on their opponent’s weaknesses.

They had strict diets.

They were told what they could drink and what they couldn’t drink.

And they were told when to rest and when to sleep.

Preparation was a religion (and still is for any sportsman/woman). This amounted to approximately 6 whole days of preparation for an 80-minute match on a Saturday afternoon.

My friend’s team won 90% of their matches each season. They won the league and the cup competitions.

How do you think they would have faired if they turned up to the match on a Saturday afternoon without all this preparation?

It goes without saying that you must be this clinical in your preparation if your business is to grow at the rate you want it to. Far too often we rush into doing things without planning and preparing. And then we wonder why our results were so poor.

Often that’s because the Core Elements haven’t been used or used correctly.

Thanks for reading. Here are 3 other great resources to help you grow your business fast…

Alex MacArthur

 

#1: FREE Sales Accelerator ROADMAP >> Request Here

Fix your sales and marketing to accelerate the growth of your business with this amazing software tool. Over 500% improvements are common place!

#2: FREE Scientific Marketing Makeover >> Request Here

Multiply the results of any of your marketing strategies (web site, landing page, print ad, letter, postcard, leaflet, etc.) with zero extra cost!

#3: FREE “The FORMULA” Webinar >> More Details Here

How to implement ‘The FORMULA’ and achieve transformational results even if you have zero sales and marketing experience!

Marketing MISTAKE #3 – Not Using All 5 ‘Success Keys’

      How many ways do you think there are to grow a business? You may be surprised to learn there are just 5 ways. Each one of these is what I call a ‘Success Key’ and each combines to create what I call ‘The FORMULA’…

( T × L × C × M )S = EXPONENTIAL BUSINESS GROWTH

You must use all 5 Success Keys to successfully grow your business.

If you do I guarantee your business will reach or at least get very close to its potential very quickly and then move on beyond.

It is my estimation that you are only using one or possibly two of these Success Keys (and thes e could be improved significantly). Here they are…

The 5 Success Keys’ of The FORMULA…

1. Transform: Optimise every sales and marketing strategy using the ‘Core Elements

2. Lead Generation: Getting more qualified leads

3. Conversion: Improving Sales Conversion Rate (converting more leads into sales)

4. Maximising Customer Value: Selling more products and services to your clients, customers or patients. Includes:

– Increasing Average Order Value

– Increasing Referrals

– Increasing the Frequency of Purchases – Retaining Customers for Longer

5. Systemise: Systemising and automating your lead generation, conversion and maximising customer value success keys

There are numerous proven strategies you can apply to massively improve each of these 5 key areas, and by combining the power of each one you have the ability to grow your business to heights you never thought were possible.

Thanks for reading. Here are 3 other great resources to help you grow your business fast…

Alex MacArthur

#1: FREE Sales Accelerator ROADMAP >> Request Here

Fix your sales and marketing to accelerate the growth of your business with this amazing software tool. Over 500% improvements are common place! #2: FREE Scientific Marketing Makeover >> Request Here

Multiply the results of any of your marketing strategies (web site, landing page, print ad, letter, postcard, leaflet, etc.) with zero extra cost!

#3: FREE “The FORMULA” Webinar >> More Details Here

How to implement ‘The FORMULA’ and achieve transformational results even if you have zero sales and marketing experience!

Marketing MISTAKE #2 – Not Having A Differentiator

This is one of the most common mistake people make. Let me explain…

A differentiator is the one thing that sets you apart from the competition in the minds of your prospects and clients, customers or patients.

Your differentiator is what makes the difference between having a truly outstanding business or a faltering one.

Often your differentiator can be found in your business – you just need to articulate it in a way that makes you stand out from the crowd.

I can’t stress enough how important this is to you.

How can you expect your clients, customers or patients to be able to choose you, over and above any of your competitors, if they can’t quickly see what it is you do that is so unique and beneficial to them?

Outstanding businesses have been founded on a differentiator alone. For example, here’s a very well known differentiator…

“Red hot pizza delivered to your door in 30 minutes or less – guaranteed.”

Tom Monahan of Dominos Pizza created one of the most successful fast food businesses in the world from the strength of this differentiator. They currently produce $3.4 Billion in revenue!

Please don’t dismiss the importance of having a differentiator.

I guarantee your competitors are unlikely to have one. This will make a massive difference to the growth and profitability of your business.

Plus, there are other factors to consider…

If you are viewed by your clients, customers or patients and prospects to be the same as your competitors, what do you think becomes the important criteria when they want your product or service?

That’s right – price.

There’s no hiding the fact that as soon as you create your differentiator you automatically take your business out of the “price war” and into the nirvana of higher prices/fees – and less competition!

That’s the power of a differentiator.

Thanks for reading. Here are 3 other great resources to help you grow your business fast…

Alex MacArthur | Business Growth Mentor

 

#1: FREE Sales Accelerator ROADMAP >> Request Here

Fix your sales and marketing to accelerate the growth of your business with this amazing software tool. Over 500% improvements are common place!

#2: FREE Scientific Marketing Makeover >> Request Here

Multiply the results of any of your marketing strategies (web site, landing page, print ad, letter, postcard, leaflet, etc.) with zero extra cost!

#3: FREE “The FORMULA” Webinar >> More Details Here

How to implement ‘The FORMULA’ and achieve transformational results even if you have zero sales and marketing experience!

Marketing MISTAKE #1 – Marketing To Everyone

“You can’t be all things to all people.”

I know this may come as a shock to you, but it’s true.

You cannot hope to market your products or services to everyone, even if you think everyone needs them.

I’m not saying you can’t be successful doing this. What I’m saying is you really do limit your potential by not focusing on select groups of people or businesses. These specific groups are called “target markets”.

By focusing on one or more target markets you’re able to connect with these people at a much higher level, and consequently you automatically gain more business.

I’m sure you’ve heard people say things like, “This person really connects with me, they really understand my business.” This is what you do when you choose to market to these different groups.

Think about it…

What’s also important to understand is that certain groups of people or businesses are more likely to want and need your products and services more than others.

More importantly your target market must focus on the groups who can AFFORD your products or services.

There’s no point in targeting groups who want and need your products or services if many of them can’t afford to buy or pay for them!

A common question I’m often asked is this – “If I limit my market won’t I be reducing the chances of doing business with more people?”

Of course you will, but to succeed in today’s competitive market place you need to concentrate your marketing on a smaller number of well chosen segments or niches into which you pour all your resources.

Because you are targeting smaller numbers, the same amount of money you were previously using to acquire clients or customers, is spread across a smaller number, and therefore you have more to spend on each prospect than you would if your market was bigger. This alone makes you more successful.

In a nutshell your target market is the segment(s) that represents your best chance of getting a good return for your marketing efforts.

These target markets are critical to you.

Of course, if you focus on a smaller group you may not get the business of other people or businesses outside the target group. However, what actually happens is you increase the amount of business you receive from your target market(s).

This is because you are specifically meeting needs and requirements of your chosen market.

You’re saying to them that, ‘you are THE company that knows about their situation’.

No other company specifically meets their needs in this way, and therefore you are seen as the logical company to turn to.

Here’s an example to show the power of defining your market or niche…

Let’s say you’re a start-up business and you need an accountant. Your first choice is to look in the local newspaper. Although there are a number of small ads the first one you see reads…

‘ABC Chartered Accountants. Tax preparation, auditing, bookkeeping, payroll services and management accounts, for all types of businesses.’

The second ad reads…

‘XYZ Chartered Accountants. Specialising in helping Start-Ups get their businesses running quickly, profitably and effectively.’

Which firm of accountants are you likely to choose?

The answer is obvious, but it serves a good example to show how effective this strategy is – yet how widespread it is that few businesses follow this simple approach!

The first ad is trying to be all things to all people and is a very common approach.

The second ad is completely focused on ‘start-ups’ and therefore is much more likely to get start-up business owners contacting them and in much higher numbers.

If you can create this bond between you and your target market(s) I guarantee you’ll grow your business to unprecedented levels.

That’s the power of target marketing.

By concentrating on specific groups, you can achieve very high market shares in that particular category because people automatically come to you.

You’ll ‘own’ the market.

You are viewed as the only choice because your product or service is ‘designed’ to solve the specific problems of those people.

Not focusing on one or more target markets is perhaps the biggest mistake people make!

Thanks for reading. Here are 3 other great resources to help you grow your business fast…

 

#1: FREE Sales Accelerator ROADMAP >> Request Here

Fix your sales and marketing to accelerate the growth of your business with this amazing software tool. Over 500% improvements are common place!

#2: FREE Scientific Marketing Makeover >> Request Here

Multiply the results of any of your marketing strategies (web site, landing page, print ad, letter, postcard, leaflet, etc.) with zero extra cost!

#3: FREE “The FORMULA” Webinar >> More Details Here

How to implement ‘The FORMULA’ and achieve transformational results even if you have zero sales and marketing experience!