News
 A
Simple Strategy for Marketing Your Business
By Susan Greene
Building a successful business is hard work, much of
which will be devoted to finding customers. Here are
six steps that should help you to launch your new
enterprise or breathe new life into an existing
concept that’s not as profitable as you think it
could be.
1. Identify your target market.
Before you can begin advertising, you need to
determine who you’re selling to. Who is most likely
to buy your product or service? What characteristics
do they have in common? What problem do they all
have that your product or service solves? Next,
where are these people and how can you reach them?
2. Determine what makes your product or service
unique.
What are the qualities of your product or service?
How do these qualities differentiate your product
from that of the competition’s? Identify its
features and then translate those features into
direct, specific benefits for your consumer. Take
the time to actually put into writing these features
and benefits as they will be the focus of all your
advertising and sales efforts.
3. Make a compelling offer that motivates your
prospect to buy now.
Procrastination equals lost sales. That is, if you
get a prospect’s attention but are unsuccessful in
motivating him to act immediately, then there’s a
pretty good chance you’ll never get the sale. You
need to strike while the iron is hot, and the best
way to do that is to make a time-sensitive offer.
4. Remove the risk.
There’s always a risk on the part of the prospect
when it comes to trying a new product or service.
Eliminate that risk, and you take away the biggest
reason prospects say “no.” Offer some sort of
no-lose guarantee, money back if not satisfied, or
free no-obligation consultation. This type of offer
shows your total confidence in the quality of your
product or service.
5. Spread the word.
The best product or service is destined to fail
unless you find a way to tell people about it.
Launch your sales effort with well-written,
lead-generating advertising. Most likely you’ll want
to begin with a comprehensive website, since all
other advertising can refer prospects to that
website for more information.
6. Get more business from existing customers.
It’s always easier to get more business from your
satisfied customers than to find new prospects. Be
sure you take care of your customers so they’ll keep
coming back. Also, find ways to offer them
additional products or services. Finally, look for
opportunities to encourage and reward them for new
business referrals.
Susan Greene is a freelance copywriter located in
the Orlando, Florida area. Contact E-mail:
susan@susangreenecopywriter.com,
(407) 578-5528.
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