How To Communicate Your Sales Message So Buyers Act Now!

Wouldn’t it be great every time you make a sales presentation, write a letter, send in your sales literature or place an ad that you knew, with some certainty, that you could get your prospects to act and respond to your offer?

Well, to put it bluntly, it’s not that difficult if you just use the basics of marketing. Unfortunately, marketing is one of the least understood and least understood actions in today’s business.

Marketing has made, and will continue to make, the difference between the survival and extinction of today’s business. Throwing our way into the future with the overwhelming pace of day-to-day change in this unpredictable changing market, with shorter product life cycles, requires businesses, large or small, to gain advantage or lose market share to the competition.

Getting ahead today will mean refining your marketing with a holistic approach and razor-sharp strategies that accelerate the growth of your business. The more I research and study how businesses stay alive and healthy – the more I am convinced and respected that strategic marketing is the precursor to optimizing our sales performance.

Think of it this way: Visualize an umbrella – and label it “marketing” and “strategy.” Next, under the umbrella see advertising, branding, PR, etc. Label those items, “sales” and “tactical processes.”

“Marketing,” – the strategy – is what places your company’s products or services favorably in the customer’s mind and aims to stimulate desire and demand on the part of the customer to buy.

“Sell” – the tactical processes – are tools used to educate, inform, influence and persuade customer purchasing actions.

Marketing and sales must lead the customer to take action. For example: Advertising is a sales operation. Radio, television, newspaper, direct mail (electronic or paper) and magazines should all be built in the same challenging way as a salesperson makes a presentation to a potential customer.

The same skills, practices and attitudes required by a vendor to influence execution, on behalf of the customer, should be directly aligned with all your various tactical processes.

For example – The successful seller must:

1. Develop and build relationships

2. Understand customer needs

3. Emphasize tangible benefits

4. Skilfully move a customer towards a purchase

5. Keep the potential customer “engaged” in the purchase process

6. Strategically link products or services to a customer’s most pressing needs and issues

7. Details of the product or service to drive the customer’s purchase action

Every piece of advertising used in your marketing arsenal – newspaper ad, magazine ad, direct response posting, public relations campaign should present a complete and compelling case for your products and services in the same way a salesperson would do in person .

1. Do your ads (metaphorically) speak to your customers – do they build relationships?

2. Are your brochures, letters, newsletters, advertisements and PR material credible and emotional in people’s curiosity to want to learn more?

3. Is your marketing targeted at perspective customers who really need your products and services – do they have the money and are willing to spend it?

4. Do your marketing materials educate and emphasize all tangible benefits to ensure the potential customer is engaged and motivated to take purchase action.

Today is not the time to be volatile in your marketing. People need nudity when making decisions. They want and expect to know how to take action to access your products and services.

Take an assessment of your strategic marketing and sales actions mentioned above and in addition see if you:

1. Educate your customers about the unique benefits that your products and services offer:

a). Service guarantees

b). Technical or manufacturing support

c). Warranties

d). Durability and reliability

e). New product developments

f). Product upgrades and improvements

g). Distribution

2. Asking strategic questions about:

a). Relate products or services to customer needs

b). Provide solutions for their problems

c). Managing customer relationships

d). Keep your customer and potential customer involved in the purchasing process

3. Active Listening for:

a). Emotional triggers

b). Logical reasoning

4. Dealing with objections to:

a). Reduce concerns

b). Overcoming obstacles

5. Delivery of benefits:

a). Stimulate your customer loyalty and purchase action

b). The advantage of your products and services over your competitors

Now is the time to pull out all your marketing materials, ads, sales scripts, brochures, presentation materials, marketing channels, and yes, check your attitudes, habits and skills – it’s time to be innovative, no stranger and bold in your mind and business. efforts.

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