What’s the biggest issue you face in selling your products or services? Market positioning? What to say? Collateral? Bad Product/service? Too many potential customers (don’t we wish)?
A lot of marketing success is just dumb luck, other times its extensive research. But once somebody hits on something that works, a Mother Duck/Duckling phenomenon kicks in. If it worked for the other guy, maybe I should try it, too. Maybe not.
My best referrals are from people I’ve served, who like me, and who have benefited from our relationship in a non-monetary way.
How much time and energy do you spend trying to figure out what your competition is doing? You’ll win buzz word bingo with “competitive analysis” and “benchmarking”, but will you win customers?
Stop networking, and start building a network. Stop collecting contacts and start making true connections.
Why doesn’t your marketing work? Reason #2 – Maybe you are marketing Processes, Features, and Benefits/Results when you should be marketing Outcomes.
Reason #1 why your marketing doesn’t work – You are using Big Business marketing rules. If you’re playing by their rules, you’re going to lose just about every time.
What most sales people and most business owners do not understand is that our job is enter other people’s worlds, not get them to enter ours; to meet them where THEY are at, not where we want them to be.
Start-ups are faced with very many challenges not least of which is the need to keep costs down while business develops and revenue starts to come in.
If you’re spending a lot of money to develop your brand through advertising or a nifty website, you might want to rethink that. You don’t control your brand anymore, so trying to create or enhance it with slick images and thought-provoking tag lines could just be a waste of valuable time and money resources.