What,your,prospects,want,amp,# marketing What do your prospects want?
Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t
One of my main promotions is web hosting.A great package with lots of extras, but it's been a bit slowlately.But I couldn't figure it out why. Every time you look aroundthere's another new site!So what's wrong with my deal? It's not as if I don't getcustomers, I do. But not on the scale I believe that the packagemerits.So what do I do?Test (and if you didn't know the answer to that, shame on you!).========================================Sidebar:Are you testing your ads, copy, mailshots?How do you know which work and which don't?How do you know which offer the best rate of return?Code all your adverts and then you'll be able to see ifyou're wasting or investing your money.========================================I looked at what I've been offering, and put myself in the mindof the prospect.Great they might say, but it doesn't have this, or that, or howwill I be able to do...?Doing that I came up with a few possible answers. Web design wasa big one, copywriting another, fear of not making it workanother.I ended up with a list of 12 'problems' which could hold aprospect off from signing up.The next step was working out which ones I could do somethingabout. That left me with three problems that I could solve for myprospects - and the main thing - make it easier for them to dobusiness with me.========================================Sidebar:Make a complete list of all your skills.Don't undervalue any. It 's easy to 'ignore' something that youdo everyday that someone else might find difficult orthreatening.Examine that skill list and see which could be of benefit to who.Either you'll come up with an idea for a brand newproduct/service, or you'll discover 'an added value extra' thatyou could add to an existing product/service.You could also look at the potential of re-packaging severalproducts together and make something ''new".========================================So which one of these three potential prospect-problem solversto choose? In this case the answer was quite simple. The quickestand cheapest to test. Why make life harder for yourself.For me, that was web design.Although I wouldn't classify myself as a professional webdesigner, I do design all my own sites and know enough to producea clean, simple and productive site (well, 'I' like to thinkso!).So off go the coded emails with my 'latest hot offer'.For several days I post the same offer testing differentheadlines, and adding the essential 'this is a limited offer',just to cover myself - I didn't want this to be too successfuland get inundated with hundreds of people.And? Well I hit a hot spot. I got several new clients directlyfrom those adverts and have had to introduce a waiting list!Infact having discovered the need out there, I'm getting somesoftware written which will allow people to edit their ownwebsites with no knowledge of html (the language of theinternet). Once that comes on stream, there won't be a limit tothe number of new clients that I can take on.So do you get the message?*** Know exactly what it is that your product/service is offeringpotential customers, so that:***You can discover what is lacking in your offer that is holdingpotential clients back from buying from you, because then:***You can become an even better 'solution provider', andincrease your business and customers satisfaction.It doesn't matter whether you're competing with loads of otherpeople selling the same thing, infact that's great!========================================Sidebar:What do you mean?The more people promoting the same thing meansthat prospects can get used to the product/service name.It becomes familiar. Considering that most people don't buyanything till the sixth or seventh approach, you're still inwith a great chance especially as you are adding somethingextra to the deal.=======================================Whatever you are selling, find a way to be 'unique', in eitherpresentation: don't use the same adverts/leaflets as everyoneelse - delivery: repackage, add something extra - or customerservice: faster, better refund (risk reversal) policy.In fact make up your own. That's really unique!And to prove a point, I must compete with several thousand peoplewith my web hosting affiliation. But now (as far as I know), noneof the others can compete with my offer.
What,your,prospects,want,amp,#