Fast Forward Selling -
The Marketing Review
by Lois Creamer
Celebrate your small business! We are the fastest growing segment in the
economy. We need to keep growing and adapting to change in our markets. Your
ability to adapt to change will directly result in your being successful.
There never has been a better time to be reminded of the basics needed in
order to thrive - not merely survive.
Questions to ask yourself when reviewing your marketing
- Do you have a well-written one-year marketing plan?
There are a number of free resources you can use for this. Search out the
Internet for some freebies, also, don't forget to look in your community
for further resources. Local colleges are great, as are groups of retired
businesspeople that often donate their services to new businesses. Take
advantage of these things!
- Do you have a strategy in place to grow your business?
If you don't, get one. What are the resources you have to promote? I suggest
you need a few written marketing pieces and make sure you create PDF files
as well. Find out how prospects wish to receive your information. If you
simply ask how your prospect wishes to receive your materials, you will
- Do you have a well-defined target market?
Don't try and be all things to all people. Sure, your service may be a good
fit for everyone, but we can't create a strategy "for everyone"! Seek out
an industry, and markets within that industry. For example, take financial
services. Markets within this industry would be banks, credit unions, associations
connected with these, and more.
- Are you using the best marketing channels to reach that target market?
What can you use to open the door? Have you done any work at all that
you can springboard off of? Do you have any contacts in these areas? These
are the things you need to consider. Network where these prospects go. Read
what they read. Make sure you ask friends and family for introductions.
- Is your marketing compelling and targeted to reach its goals?
This is really the important piece, isn't it? Are you positioned well? Get
help in creating positioning and materials if you need it. Call me! It's
what I do! I do know this. If you don't have killer materials that describe
what you do by concept and outcome of working with you, you won't get the
business. Period. Check out the competition. What are they doing that is
different from you?
Also check out Fast
Forward Selling in Challenging Times for tips to carve out
a positioning strategy for your business in your market. Do it and your business
will grow. Isn't that what it's all about?
Lois Creamer works with organizations that want to fast forward their selling
skills. She can be reached at Lois@FastForwardSelling
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