The,Basics,Small,Business,Mark marketing The Basics of Small Business Marketing
Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t
You Are Not Selling YourselfContrary to popular belief,customers do not buy products or services because they like the companyoffering them. They buy products or services because they need them.Therefore, the key to selling your product or service is not topersuade the customer that you have a great company. Rather, the key isto convince the customer that you can provide a product or service thatfills their need.Many small businesses make the mistake ofdesigning their advertising efforts around their company. They dress upthe brochures with fancy color printing and words about how great theircompany is, how long they have been in business and how many people,they have working for them.That approach does not work. Unlessyou tell the customer how you are going to solve a problem that theyhave how you are going to fill a need no amount of fancy wordsabout your company is going to make the sale.First, Find CustomersWhatdoes your company do? What product or service do you provide that fillsa need? Determine the answers to these questions, and then askyourself, Who needs this product or service? This is by far the mostimportant thing you will ever ask yourself regarding your business.Asa small business, you cannot afford to market your product or serviceto everyone. You must focus your efforts on only those customers whohave a need for what you provide. So, find ways to attract thesecustomers. In addition, make sure you get their contact information,because chances are you will not make the sale on the first contact.Follow UpOnceyou have identified your target customers and have begun collectingtheir contact information, then the real marketing begins. You thenstart communicating with your target customers repeatedly. Ideally,you want to contact each of your prospects at least 8 times. You can dothis in a variety of ways. You can send out postcards, direct letters,brochures (with color printing) or any other cost effective way youfeel would be effective. The bottom line is to contact your prospects.And to keep on contacting them.Sometimes, Personal Contact is NecessaryIfyou have made moderate progress with a prospect, but cannot seem toclose the deal, you may want to make contact that is more personal. Apersonal email may be sufficient, or you may need to make a phone call.Remember,however, that you are not selling yourself. When you make personalcontact with a prospect, focus on filling their need. Convince themthat you can provide what they need, and you will make the deal. Do nottry to persuade them about how great your company is.
The,Basics,Small,Business,Mark