Here is another important business development suggestion from Steve Lauterback. I hope you find it informative and useful. Pass it on to friends and colleagues who might need help in growing their businesses.
Identifying your target market and motivating them to action is probably the greatest need and weakest skill for businesses large and small.
Here are some of the most important factors to consider for increasing sales right now. Don’t place another ad or meet with another prospect until you understand these key points.
Be crystal clear about your likely customers. Profile your market then learn all you can about their needs, desires, problems and pains.
Find out how your prospects get information on products and services like yours, and determine how best to communicate with them. Start by creating some questions then call some of your current customers and ask them.
Create several provocative offers and be prepared to test the response to each one.
Establish the true facts about how your offering can solve customers’ problems or fulfill their desires.
Create statements that compel prospects to take action now. Develop powerful headlines, list all meaningful benefits, and address objections.
Determine the easiest ways for prospects to respond to your offer and anticipate the risks a prospect will consider before he or she takes action.