Promotional Marketing Basics
While there are many things to consider when promoting for business or product, there are 10 things you should understand about your potential customers.
1. They need what you have
They are waiting for you. Don't think about the other suppliers they are dealing with, you have a product or service they need. Approach each prospect with that in mind.
2. Potential customers want to look good
Remember you're purpose as far as the client in concerned is to make them look good. A business is only as good as their suppliers, so what they want from you, apart from your product, is for you to make them look good.
3. You have to do most of the work
You will have to do most of the work when it comes to getting the prospect to contact you. A little hand holding can go a long way. Help them find you, contact you and work with you. The fewer impediments they face the more likely you are to do business.
4. People are busy
Be patient. Think about how busy your office is and how often you are interrupted. Isn't it hard to get things accomplished with everything that is going on? Remember they are just as busy as you are and be patient.
5. Impulses, we all have them
We get excited by things that interest us, and prospects are the same. We gather as much information as we can straight away then put it in a pile to come back to later, if ever. You need to determine whether the enquiry you are dealing with is an impulse and waste as little time as possible with them. Just don't write them off completely, put them on email or mailing list.
6. They may need to categorise you
You may feel like you are being stereotyped to begin with but it is a necessary part of forming a relationship. They will pigeonhole you, however you have plenty of time to set them straight in the future.
7. People don't always know what they need
Listen, listen, listen. This is the key. Your prospect may know what they wish to accomplish, however, they might not always know the best way to do this. Listen to them and advise them of a solution for their marketing problem.
8. Potential customers need time
The person who contacts you isn't always the person who makes the decision. When a prospect says they need more time, they really do. Don't write them off for taking time to discuss the decision with colleagues. Keep the
9. Build a relationship with them
The key to long term interaction with prospects is building a relationship with them. Remember it isn't just a company you are dealing with, it is an individual. It's also important to remember that people don't necessarily stay with the same company for their whole career now, they move around. You may be building a relationship with someone who can potentially bring you more clients in the future.
10. Put yourself in their shoes
Lastly, put yourself in their shoes. You are someone's prospect too, How do you react when being contacted? How often is too often to be contacted? How much time do you need to make decisions? Bear this in mind, and be patient and understanding with their processes.
By thinking these things through you can gain a greater understanding of your prospects, their needs, and how they think. By showing more understanding to them you can form better and longer relationships.
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