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Wednesday, 15 September 2010

Sing Your Own Praises

If you’re in marketing or advertising, this rule has undoubtedly already been tattooed onto your brain. For everyone else: you need to give people credible and compelling reasons to buy what you’re selling. And that means you have to think in terms of what’s in it for them.


WHAT IT MEANS: Every ad, brochure, e-mail, or direct mail is an opportunity to win customers and drive sales—but people don’t buy things to keep you in business, they buy what they think they need. Your challenge is to discover those needs and address them. To the extent that you can identify problems and position your products or services as solutions, your marketing messages will be more effective. Many business owners are so enamored with their offerings that they focus—to their disadvantage—on features.


Rick Frishman

Read more (courtesy Selling Books)

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