|
|
Do you know why your clients buy Seems like a pretty simple question, right Not really, when you dig deeper under the surface. How you answer is critical to the success of your business.
To begin, understand one simple fact: prospects and clients buy for their reasons, not yours. They could care less about your company and your mission statement or the long list of product features you so skillfully articulate.
They only care about the outcome your offer provides them. They want the benefit, the impact, the improvement, the comfort, or the security it will deliver. Most small business marketing fails to address these crucial client needs directly. Instead, they focus on the greatness of their product or service and miss what is important.
Small business marketers are often their own worst enemies. Frequently, they are not communicating on the buyer's level of motivation. They are too busy figuring out how to "sell" the product than finding out the reasons the client "buys".
The problem comes down to the marketing strategy that is employed. Are you pushing your product or are you pulling the client through the marketing process
There is a very important distinction here. Since buyers only care about their needs and take action for their personal reasons, why should they pay attention to why you think your product is so great
When you push your products, you are essentially telling the client that they should buy from you because of your reasons. With this egocentric approach you often run into a stone wall of objections and delays. comfortzone Pushing the product forces them out of their comfort zone and places unnecessary pressure on their decision making process. A relentless assault of closing techniques pushes them away from a purchasing decision on their terms.
Pulling a buyer through the purchasing process is much more effective. When you pull you are leading them to the purchase like leading a horse to water. You gently guide them through your features and benefits and come to a decision on their terms. If they resist you have not educated them enough with information to motivate them or you haven't addressed their objections sufficiently.
goal setting The buyer will only make a decision when they are comfortably satisfied your offer has met all of their purchasing criteria. As a seller, you must pull them through the process and always let them stay within the limits of their comfort zone. It's by staying within these boundaries that trust is established and a long term relationship is built with the client.
Also remember that the purchasing process is completely rooted in the perceptions of the buyer. They have ultimate control over the process, not you. Your job as a marketer is to develop all your communications to make them comfortable and lead them to the best outcome...purchasing your product or service.
Always be aware of which method you are using - push or pull - and adopt it to the buyer's personal reasons for purchasing and you will enjoy continuous success.
| | |
|
I've lived most of my life doing what was expected of me, not what I wanted to be. Now that I have finally decided to follow my heart's desires, I am forced to make significant changes in my life; changes which push me beyond my comfort zone, into a new and exciting world of the unknown.
We all have deep desires of what we would like to achieve in life; some of us are able to actively follow through on those desires to bring them to fruition. The majority of us however, get so caught up in the rat race of life that we push our true desires to the back of our minds, placing them in that mental closet which we periodically visit only to reminisce about what might have been.
What hinders us from really following our hearts desire The answer is simple; fear of change.
Whether you like it or not, change is necessary for you to advance in life; if you wish to move into the medical profession you have to change from a non-medical person into someone that is fully equipped mentally, physically, emotionally and educationally to deal with the challenges you will face in your chosen area of medicine. If you do not make the change from being non-qualified to fully-qualified you will not be allowed to operate in the medical fields.
So it is with your heart's desires, there has to be a change within you and it starts in your mind. When periodically thinking about their heart's desires, many people focus on the negative aspects relating to how it will affect their current life status; their minds become filled with lots of "but, what if . . ." questions.
They perceive following through on their true desires as an intrusion into the status quo lifestyle they have lived so far; quickly falling back onto their safety net of excuses as to why they cannot pursue their dreams.
The reality though, is that for you to get somewhere that you've never been before, you will have to travel roads that you've never travelled before.
To do something that you've never done before, you will have to do something you've never done before.
That was an obvious statement, yet many people don't apply it in their lives, they continue doing the things they have always done, yet expecting things to change someday for the better.
The change has to first be made within you; you must first change your mind, because under normal conditions, your body never takes any physical action without the consent of your mind comfortzonebook.
If you've never tasted a pepperoni pizza before, and you would love to know what a pepperoni pizza tastes like, then you are going to have to taste a pepperoni pizza. You have to make the decision in your mind that you will taste a pepperoni pizza.
Earlier I mentioned that I made the decision to follow my heart's desires; what motivated me to do so was that I repeatedly saw reflections of myself in the people around me. People, who like me, did not have the courage to take that first step in the direction of their dreams, instead spending each day moaning about what could have been. They focused on the imaginary obstacles that were supposedly stopping them from making the slightest move towards filling the emptiness within the depths of their souls.
Once I made the decision to follow my heart's desire's I then noticed that my life reflections began to change; I am now surrounded by people who are focused on what life has to offer, it's no longer an atmosphere of people who are afraid to try, but one of risk-takers; voyagers into the unknown.
Don't sit around waiting for the right circumstances to materialize in your life before following your heart's desire; regardless of whether it's a perceived lack of money, lack of time, family responsibilities or occupational constraints, there is a way for you to do what you know in your heart that you should be doing. The problem is that if you don't look for a way then you will never find one comfortzone.
Ninety percent of the time, the things which we you see as obstacles to fulfilling your somekeyword are not even real, because once you decide to make a move and start taking whatever action is possible, regardless of how small it may be, then you will see other doors opening up and pretty soon you'll be looking back and laughing at yourself; wandering why you never took the chance before.
My next article "Mind Games, The Psychological Warfare" will provide helpful insights on how to control your own mind; thereby easing the transition from a fearful mind to one of daring and excitement of facing the unknown procrastinating.
| | |
| -- Put me in a structured networking group where I can ask for what I need and help others at the same time -- Im in heaven.
We all have our levels of how we interact, the environments where we thrive and the environments where we are extremely uncomfortable. I have seen many people go into business for themselves, myself included, that would rather give up their dream than to market their business and themselves stop procrastinating. I was almost one of those statistics. I almost QUIT my dream until I discovered the secret.
Im sure youve heard the phrases for successful marketing, Find Your Passion; Market from your Passion; Marketing from Within, etc. This is actually correct, but there are a few more steps. Too many times we focus on things we cant do (weakness) versus the things we can do (strength). The most common phrase Ive heard is I dont want to feel like Im selling. Then we have this belief were supposed to market from the standard marketing box; cold calls, networking groups, speaking, knocking on doors, etc. NO! You dont need to jump directly into the marketing box first. Get out of the should(s) and the cant(s). Step into what you do well and what you enjoy first, then, open the marketing door.
A program participant was very good at her profession as a lawyer but was very uncomfortable with marketing. I have clients brainstorm and write down their strengths and passions. She expressed she had very few on her list. It doesnt matter how many are on your list as long as you pay attention to whats there. Some people have 30-40, others have 5-10. She chose her top 3.
Out of her 3 the main passion and strength on her list was one-on-one conversations. We then began thinking of who might be good strategic partnerships for her business. She was thrilled she could not only market from her favorite and most comfortable approach, but also choose her favorite environment, which happened to be in a cozy coffee shop. stop procrastinating However, that wasnt all that was holding her back. She had never given herself permission to call one-on-one conversations marketing. Once she redefined marketing to One-On-One Conversations, she left saying, I feel like Ive had a black cloud lifted off my head.
When she gave herself permission to market from her comfort zone she began taking more steps naturally. Two weeks later I turned around at my networking group and there she was. She was enjoying herself because she gave herself permission to redefine marketing to fit her passions and strengths AND she allowed herself to market from her comfort zone. I have seen this so many times. Once you give yourself permission to stand in your comfort zone, its amazing how you will naturally evolve towards expanding your marketing. It becomes FUN and Exciting!
Look at what you already have. comfortzone All you need to market may be right in front of you with your most comfortable group of prospective clients.
A Life Coach I met had a horrible fear of marketing but really believed in his chosen profession and didnt want to give it up. Through the process described above most of his fears disappeared. But he still found himself hesitating. He had identified his best client but that first step of where to begin seemed too big. In asking Bob about his past profession and contacts he realized not only would they be a perfect client but he knew a large number of people he could comfortably approach. Bob did several things.
Sometimes we are so close to things we cant see them. Look right in front of you your perfect client and ease of approach might be within reach. However you approach your marketing, you get to choose how you do it. If need be, ditch the word marketing and insert ____________ (the words that fit YOU).
| | |
|
It's free to dream so we should dream big. This can motivate every person in this world who wants his or her goals to put into success. For the most part of every individual, one normally starts off with the basics, and that is education. Learning things one at a time as well as dealing with every single aspect makes a person wiser everyday. Working hard for a degree is not far from climbing the highest peak of a mountain. The moment you are there, you will be the happiest person having the most gratifying feeling of reaching your destination.
It's free to dream so we should dream big. This can motivate every person in this world who wants his or her goals to put into success. For the most part of every individual, one normally starts off with the basics, and that is education. Learning things one at a time as well as dealing with every single aspect makes a person wiser everyday. Working hard for a degree is not far from climbing the highest peak of a mountain. The moment you are there, you will be the happiest person having the most gratifying feeling of reaching your destination.
Along the way to your success, it would not be possible for any individual to be always on the go. Anybody can run here and there just to achieve something, but he or she will always find time to stop for awhile and look for a comfort zone. Comfort zone such as a place where a person can relax and cease the time for a moment.
One of the greatest dreams of most individuals is to have something to cherish and treasure in life. stop procrastinating Something they can call as their own. Building your own home or maybe designing it can be one of the greatest accomplishments of anybody's life. It is crucial to anybody on how their home would look like inside and out. Kitchen for example, is one of the best places in the house wherein we can temporarily get away from every stressful aspect in our lives. It is a best place to loosen up against afflictions and burdens we encounter.
All the physical or mental pressures set off quickly since you are already captivated by the food. The look of the kitchen would also contribute to ones interest in staying to such place for contemplation. Not only because of the food present in there, but it is also an area where family members as well as friends can socialize. Some people nowadays are fond of remodeling their kitchens from the primitive style to modernized angles. They have the tendency to make it more welcome and enthusiastic in such a way people would even be more revitalized to gather and reconnect with others. For others, not just kitchen wares nor kitchen gadgets but also kitchen tiles play a significant role. Colors and designs of every tile put up makes a difference.
Few will choose baby stains to allure kids to eat and finish the food set before them. procrastinating And others will go for plain and unflashy colors to make their kitchen look exceptional. Additionally, kitchen can also be considered as a representation of ones inner state. Having an organized kitchen also means harmonized life. Therefore, comfort zones such as home, with a beautiful kitchen play a vital part of anybody's life.
| | |
|
What makes some people a success in attraction marketing, network marketing and/or internet marketing vs. others who struggle People who are willing to take risks and very bold action are the ones who get the rewards. As long as you keep shooting, eventually you'll score.
Og Mandino's essay on taking action highlights the importance of taking immediate action. How much kindling have you put in the fireplace at this point in the year, as the fourth quarter looms into sight What about the Christmas presents and next year's vacations Do they depend on achieving your goals It is important to realize that lack of action has real consequences.
comfortzonebook A lot of people who say they want to earn $10K per month, having never reached this level in their life vastly underestimate what is needed. That is because most saying this have never reached it, based on their own actions. Earning $3-5K monthly takes significant action, but what most don't realize is that their $10K goal will take massive action.
Many people operate from a "comfort zone." Whatever their current earnings level is is a reflection of their current comfort zone. Do you have the desire to break free from this level and devote the massive action necessary Are you willing to act right now
The difference between people that are rich vs. those facing poverty is also the willingness to take actions. Some have a fear of what those who they contact about their business or products will think Does it really matter what people are saying about you Stop procrastinating and making excuses and get the things done now that will move you forward. The only person who is stopping you is the person in the mirror. Recruiting and product sales are the only two ways to increase your bank account. What have you done lately that directly contributes to these two actions
Successful entrepreneurs reportedly have the same emotions that you do. There isn't a single phone call that they make that they really would rather not. The only difference between them and you is that they don't listen to the "inner voices" and critics and just do it anyway, consistently, over and over until they reach the goal. Is this your year (or quarter) to break through and finally achieve success through massive action, no matter how uncomfortable you feel in the process Take action now and bring it to pass
| | |
|