Business Marketing begins with a secret ingredient. You want to craft all your marketing activities around the frustrations, challenges and fears of your customers.
The benefit here is how you create marketing with the clearest focus, in words that resonate for your buyer, rather than as advertising about what you personally want them to value. You’re going to be able to double and triple your sales by making this shift.
My marketing leverage formula
My business marketing leverage formula goes like this –
Your ideal client’s challenge + Your matching solution = Unbeatable product and service offerings.
The key is the word “matching”
There are 3 steps to creating a solution you key customers will be clamoring for:
1. Ask them what their business Vision looks like, and what the key roadblocks they are running into are. You might uncover a frustration you can fix with little or no effort on your part. The difference will be when you tell them that’s the very thing you want to solve for them.
2. Be a problem solving resource by staying in regular contact. Your job is to be the relationship builder, rather than the technician. You can hire people to provide your products and services. YOU are the one with the broader business experience so that you can leverage your rolodex to connect your customers with the experience and intelligence of other people to solve their business challenges.
The more you do, the easier it will be for you to focus your customers on turning to you for ideas that grow their business.
3. Challenge “the way we’ve marketed in the past” to constantly invite new, more productive and more profitable ideas be brought to your attention. Spend 30 minutes each week reading business periodicals like Entrepreneur Magazine, just to see the myriad ways other businesses have marketed themselves.
Every time you read an article, no matter what industry or product or service it’s covering, ask yourself how you might adapt their approach to your business. You’ll find a gold mine of new ideas your competitors have never thought of.
The other great thing is as you go forward using this marketing strategy and you deepen your relationship with your customers, your competition won’t recognize what you’re doing. They won’t even think of it as marketing and you’ll be leaving them in the dust as you create deeper connections with your clients.
