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Entries in Message Creation (15)

Tuesday
Nov202007

TRUE or FALSE (For Your Business): “Our marketing material inspires me.”

What happens when our Marketing Materials - the website, the flyers, the brochures, the leave-behinds - do not inspire us?

Well, think of it this way, if our own marketing material does not inspire us - moves us emotionally - what are the chances that they will inspire our prospective clients?

The faculty us humans have been given to make decisions is not intellect; it’s emotion. We make buying decisions emotionally and justify them intellectually.

If our marketing materials don’t inspire us, the probability that our prospects  will do business with us goes down - dramatically.

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Monday
Nov192007

"I am satisfied with the QUALITY of opportunities in our sales pipeline": True or False (for your business)?

There are FOUR reasons why a company’s sales pipeline - a list of business opportunities waiting to be closed - does not have enough Quality of prospects in it. And there are four corresponding ways - PATHS - to fix this problem, once and for all.

FIRST PATH You are not clear about what makes an IDEAL prospect. How do we define an ideal prospect? Ask yourself the following questions: Whose problems am I solving? What kinds of business? What kinds of people? Business owners? Presidents? CFOs? CIO? VP’s of Sales? How important is it for these people to solve the particular problems my business addresses? Would they have the authority to spend the money to buy my products or services? Are they the final decision makers? Who else would get involved in making the final decision?

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Monday
Nov192007

"We always have more prospects in our 'sales pipeline' than we can comfortably handle": True or False (for your business)?

There are three reasons why a company’s sales pipeline - a list of business opportunities waiting to be closed - does not have enough quantity of prospects in it. And there are three corresponding ways to fix this problem, once and for all.

FIRST PATH Your MESSAGE to your market does not have a strong enough “What’s In It For Me?” component. A crucial component of attracting a large quality of prospects to your business is your MESSAGE. A very important part of this message is a blunt, no-nonsense SOLUTION statement to a problem that they are struggling with. Example: A busy executive who is conscious of his dirty shoes hurrying to catch a flight to an important business meeting reads these words at the airport: “Two- minute Shoeshine.” Would the message get his attention? How many more executives like him would the shoe-shine shop attract? What’s your blunt, no- nonsense WIIFM (What’s In It For Me) message for your market? Is it attracting a sufficiently large quantity of prospects? What KINDS of prospects does attract? Follow the link “Want to Jump Start Your Sales? STOP Marketing!” for more on why and how to craft such a message.

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