How NOT to Approach Strategic Marketing
• Be an informed provider.
Save your prospect time by learning about his/her company before your meeting. This will demonstrate your genuine interest in the business and set you apart from the majority of marketers who don’t take the time to come up to speed on the company’s history, challenges and related matters.
• Be accessible.
This sounds like a no brainer, but I can tell you that I often follow-up with individuals who request my attention on their new product or service who do not follow-through with information I request.
• Be a giver.
A quick rule of thumb is to “give to” prospects three times before asking for anything from them. You can bring them pertinent information they can use in their every day business. You can offer prospect leads they could follow-up with who might make good customers for the business. And you can investigate what they are working on and offer resources you are aware of that might help them. After you have done these things and built some trust, you might have earned their appreciation and they might be inclined to return the favor.
• Be professional.
This tip seems obvious, but it is often ignored in the marketplace. If someone hints they don’t have time to talk right then, immediately offer to contact them at a more convenient time. Examples of putting the prospect in charge sends the right signals of how you would behave if they become a customer.
Prospective customers have many choices today. They don’t have to do anything they don’t want to, and that includes buying from you! So don’t give them a reason to NOT do business with you; give them a reason TO do business today!
Tom Wants To Hear Your Branding Issues:
Tom Marin, Managing Partner of MarketCues, wants to hear from you! Follow MarketCues on Twitter for branding and social media tips - as well as the latest trends. Tom also welcomes emails, new LinkedIn connections, calls to 407.330.7708 or visit www.marketcues.com. How can he help solve your branding issues?
Tom Marin is the Founder and President of MarketCues, Inc., a national consulting firm. He has worked for some of the world’s largest corporations and middle-market firms. Tom’s focus is to help CEOs drive their strategy shifts and strategic growth programs. Follow MarketCues on Twitter. Tom also welcomes emails new LinkedIn connections or calls to (919) 908-6145.