Our society is bombarded with advertising and marketing messages. How can you make your marketing stand out and be effective to your target market? The answer is easy, its by taking the time to listen and relating your message to the pain of your client.
Keep in mind that it is easier to sell a solution to a problem than to sell a positive benefit or substantial features. What problems are your potential clients facing? A great way to find out is to spend some time networking and doing market research by contacting potential clients. Find out what their needs are by spending time asking questions and intently listening to their answers, taking mental note of their needs, problems, and pain.
Once you see the presence of a problem that your product or service can solve, study that problem and reposition your marketing so that it is offering a benefit and a solution to that problem. You will notice that by doing this marketing and selling will become a lot easier.
Not sure if this works? Take a few moments and consider the products and services that are currently hot on the market. These products include products that help you quit smoking, lose weight, grow hair, and diminish wrinkles. Why are these products reaching a high level of success in sells? They offer a benefit and a solution to a negative situation or problem.
Once you've identified the problem that your product or service solves, it's time to get to work by drafting your marketing material. When drafting your marketing plan be sure to mention the problem and the solution. This will assist your marketing efforts from going off in the wrong direction. You will want to spend some time researching, problem-spotting, problem-discussing, and solution-positioning.
The key to keeping your marketing efforts effective is to focus on selling the solution to the problem not selling the features or benefits.