You know that hundreds, if not thousands, of people want and need your products and services. You’re spending good money on advertising and mailings and you have a great looking website up, but you’re still not getting all the clients you want or could handle.<\/p>\n
The most likely reason is you\u2019re marketing materials aren’t answering the questions your prospects are asking about your goods and services.<\/p>\n
Imagine you wanted a new car and walked into by a dealer’s showroom. You spot the sleek looking model you\u2019re interested in and go over to take a look. It’s at this moment that a salesman walks up to you and introduces himself.<\/p>\n
You start asking him questions about what makes this car worth so much, what it’s good for, what features are included, guarantees, etc. Then you ask him if you can take the car for a test drive. now imagine that the salesman responded to each question with a shrug and said, “You’ll just have to buy it to find out if it is what you want.”<\/p>\n
If the salesperson couldn’t or wouldn’t answer your questions, you’d most likely walk out and head for a car dealer where they could give you detailed answers to all your questions.<\/p>\n
You don’t want your prospects to walk away and possible turn to one of your competitors do you?<\/strong> Of course not, but if your marketing isn’t answering your prospects’ questions you’re going to continue to see most prospects walk away from your marketing materials and look to make their purchase elsewhere.<\/p>\n My clients generally report that once they meet with a prospect, they can close 20 to 50% of sales. The problem is getting prospects to contact you or selling services and products without a sales conversation at all, through the Internet or direct mail. Your marketing has to be as good as you are face-to-face. Is it?<\/p>\n Bob and Dennis from Kansas called with just this problem. Once they meet with a prospect and present their information, their closing rate is almost 50%. The problem was that despite getting ten thousand visitors to their web site in the last couple of months, only a handful of these had contacted them. <\/strong><\/p>\n You can’t close more sales without qualified leads.<\/strong><\/p>\n When you’re face-to-face with a prospect, you know how to get a conversation going and to answer all the questions they have about your products and services. Prospects reading a sales letter or your web site or listening to an ad also need their questions answered. No answers, no sales.<\/p>\n Once I explained to Bob and Dennis how to focus their web site and use it to answer their prospects’ questions, and they made the necessary changes to their site, they saw their leads and sales surge.<\/p>\n So what are the questions your prospects would ask if you were meeting with them? What do they want to know in order to be convinced you can help them? What information should your small business marketing materials give prospects in order to make a sale?<\/p>\n Whether you’re marketing a product or a service, your prospects want to know<\/strong>:<\/p>\n \u2022 Who is it for?<\/p>\n \u2022 What’s the primary problem it solves?<\/p>\n \u2022 How will I be better off with it?<\/p>\n \u2022 Will it really do what you\u2019re telling me it will?<\/p>\n \u2022 What specifically will it do to solve my problem or answer my concern?<\/p>\n \u2022 Is this information for real?<\/p>\n \u2022 Is it the newest or latest model?<\/p>\n \u2022 Who else has bought it? What did they think of it?<\/p>\n \u2022 Why should I trust you?<\/p>\n \u2022 Is yours the best company to get this item from?<\/p>\n \u2022 Is it a fair value?<\/p>\n \u2022 I really want it, but how can I justify spending the money?<\/p>\n \u2022 Do I really need it now?<\/p>\n \u2022 Why should I make this purchase today, or this week?<\/p>\n \u2022 How can I make sure I’m not making a mistake?<\/p>\n \u2022 Okay, I\u2019m ready to get it, but tell me again why I should want it?<\/p>\n \u2022 If I buy it, how complicated will it be to use? What kind of help will I get?<\/p>\n \u2022 How long will I have to wait to get it?<\/p>\n \u2022 Yes, I made the purchase, tell me again why it was worth all the money I spent?<\/p>\n \u2022 I own it, now how can I get the most of out it?<\/p>\n Want ten times as many clients? Start by giving your prospects ten times as many reasons to contact you and buy from you and you’ll see your sales soar.<\/p>\n","protected":false},"excerpt":{"rendered":" Use this simple formula to make sure your marketing materials give prospects the information they’re looking for so they understand the value of your services and why they should buy from you.<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[13],"tags":[36],"_links":{"self":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts\/1322"}],"collection":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/comments?post=1322"}],"version-history":[{"count":0,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts\/1322\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/media?parent=1322"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/categories?post=1322"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/tags?post=1322"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}Isn’t it about time to stop letting so many of your prospects and potential sales slip through your hands?<\/h4>\n