A Little Marketing Clarity: Selling Advice From a Pro

Keep in mind some of the basic rules in selling, because some times “less is more” with marketing. If you are talking about you or you are not listening to your prospect because you are talking too much, you are not selling. If the prospect does not know what you are offering or what the conversation is about you are not selling. If the prospect does not understand that your products and services are not the right logical solution for them, you are not selling. If you do not ask for a “yes” for a sale or ask a for a “yes decision,” you are not selling. If the prospect does not understand why they should act, you are not selling, “now.” If you do not follow up with the “not nows” you are not selling. If you do not engage, bond and get the prospect’s interest you are not selling. If you are speaking in theory and not actuality you are not selling. If you do not show commitment and persistence you are not selling.

Each marketing message you give is specific to each prospect you are speaking to, if not then you’ll never get through because you have only 15 seconds to get someone’s attention. With traditional marketing such as mailers, you probably have even less time before it is yet another piece of junk mail. Keeping your marketing personalized always gets someone’s attention.

When giving your prospect your message make sure it is clear and concise and that it is intended for them. So if it is not specifically for the prospect and for what they want, they will not want it and they will not listen. Once you have found the common nerve by addressing something they really want then you have started your marketing message and will get your desired results. Otherwise, it is just another message that gets you nothing. It could be even worse, by converting that prospect to someone who now not only knows of you but also now has a negative opinion of you.

Putting together a marketing plan means catering it to your intended prospects. If you do not know your prospect then find out about them or do not bother starting the process. Create interest; address some of the prospects concerns and fears. Above all get to the right prospect so it means that the connection counts.

Have a plan of action and think how to approach it and each prospect individually before you begin the campaign, because it is not a one shot event. There is no such thing as one approach to marketing, that is for impulsive and direct response immediate selling. That is great for products but remember you are providing a service, so gear your approach to each prospect and you will more than likely succeed more.

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