| How does learning how to fish improve your | | | | they read? What social websites do they |
| marketing? Well, for a start they both share | | | | frequent? |
| similar concepts, such as: | | | | As for bait, what information/products/services |
| - Deciding on exactly what type of fish you are | | | | are they hungry for? It is not good enough to |
| after | | | | take the approach of thinking that they need |
| - You will require the right tools | | | | your services, therefore they are open to your |
| equipment(targeted lists, research,marketing | | | | message. Most people need certain things, but we |
| materials) | | | | tend to buy based on our wants. Our wants are |
| - You will do better if you know where they are | | | | deep emotional drivers that will dictate our buying |
| located(geography or venues they attend) | | | | actions. You need to become very aware of |
| - You need to understand what bait will attract | | | | what these drivers are for your market. What is |
| your game (lead offer) | | | | the "pain" that your offering or solution will ease |
| - You should study the best ways to handle them | | | | or remove? |
| when they are hooked (handling objections)Right | | | | Handling objections is part and parcel of the sales |
| at the beginning of your marketing journey you | | | | process and if you want the least painful approach |
| must identify what your target market is. It | | | | to this challenge, here are some tips: |
| doesn't matter whether you are a professional | | | | - Sit down and write out all the objections you |
| service provider to the consumer market or your | | | | can think of or that you have heard of in your |
| business sells to other businesses, the same | | | | experience (regarding your product/service). |
| approach applies. Many businesses struggle due to | | | | Some of these may be - "Too expensive", "Not |
| ill defined markets - how can you craft a | | | | Interested", "It May Not Work", "How Do I Know |
| message to an audience if you do not know who | | | | It Is Good?", "I Don't Know You"... |
| you are addressing? This lack of focus can lead to | | | | - Draft a Frequently Asked Questions (FAQs) |
| expensive and ineffective marketing results. | | | | sheet that presents the objection in question |
| Make sure you have marketing materials such as | | | | form - then goes on to answer and resolve each |
| information or product sheets, flyers, case | | | | objection. This will go a long way to reducing the |
| studies, pricing models,FAQs,testimonials etc to | | | | amount of questions and resistance encountered |
| provide to your suspects and prospects. The | | | | during any follow up or presentation activity. Then |
| better these material are in answering any | | | | you can spend time discussing your prospects |
| questions you prospect may have, the more they | | | | issues and your solution rather than fielding |
| handle the "heavy lifting" in the marketing/sales | | | | objections. |
| process. If done properly these material can | | | | - Include this FAQ sheet in you marketing kit |
| presell for you prior to a face to face | | | | along with testimonials from satisfied clients, and |
| presentation or follow up call. | | | | your service offerings.Concentrate on a crafted |
| Know the venues you are most likely to | | | | message to the right audience with an irresistible |
| encounter your target audience, such as trade | | | | offer to build your business. Learn how to fish |
| shows, conferences,seminars,business chambers. | | | | and you will always beat your competition! |
| What magazines,newspapers and newsletters do | | | | |