It’s ALWAYS better to Attract than Chase.

This tip may be the most important one of all. So, I have to say it again:
It’s ALWAYS better to Attract than Chase.

This is not rocket science. If you can …

1) determine the core emotional desire or need of your customer
2) address that desire or need with a really good solution
3) present that solution in a way that’s not agressive (ie: attracts their attention and motivates them…)

…then they’ll be lining up at your door. It’s the difference between smart, respectful marketing, and selling.
(more…)

Part 3 with a Q&A covering:

• Importance of having a great product.
• Case Study: Sorrell Ridge Jam
• Viral Marketing.
• Case Studies: Jib Jab and Blendtec
• Marketing the “Emotional” benefit.
• Measuring Effectiveness.

Hear Final Part

Passion Power. I’ll never forget a comment from ad legend, Tom McElligott, who was asked the secret to his phenomenal success in selling edgy creative work to clients. “It has nothing to do with selling,” explained McElligott, “it’s about passion. Clients can sense if you truly believe in what you’re presenting. That’s often the difference in getting a something approved, or not.” I’ve found the same to be true in my experience. So, hopefully you’re genuinely excited about your product or service. And, if you’re not, you’d better figure out why.

(See “The Power of Passion” from my “How to Attract Your Prospects” Booklet.

Listen to the podcast that lets you hear how other buisness owners solve their tough marketing problems.

Don’t underestimate the power of a great card. A business card is one of the most important, and most overlooked, elements of any marketing effort. It’s often the first impression that a prospect will have of your business. So, rather than ignore it, why not make it an impressive, memorable reflection of your product or service?

It’s almost comical how often at networking events people will blather on and on about their product or service and then hand out the most lame, cheesy-looking card. Not exactly a great credibility builder, is it.

Can you imagine a business card sparking a conversation, that sparked a meeting, that led to a 93 thousand dollar project? I can, because it happened to me. If you want to hear the story and see the card, just leave me a comment below and ask for the “card story.” I’ll be happy to share it with you.

It pays to be creative. The more creative your message is, the more memorable it will be. The more memorable it is, in a positive way, the better your chance of making a sale. Here’s one Follis example:

Click here to see more.

Don’t confuse marketing with selling. In the B2B world, the job of a sales force is to sell, sell, sell. They work on commission so the more they sell, the more they make. Problem is, that no matter how smooth or sexy they do that, most prospects know they’re being sold. And, they have good reason to question if a sales person truly cares if the product or service they’re selling is really right for the prospect’s business. It’s an inherently faulty dynamic.

The job of marketing is to inform prospects in way that lets them come to their own decision. Done right, it grabs a prospect’s attention in a positive way, and then informs persuasively once it does. Bottom line: The better you market your product, the less you have to try to sell it.