Success Fanatic Blog

Marketing Strategy - Figure out where your customer is and go there

Marketing Strategies need to also include the location of your potential clients. This goes back to the idea of selling ice cues to Eskimos - you probably won't get top dollar. Unless you sell ice cubes that are different than the other ice they have available. Suppose you could sell them an ice cube with a liquid that would warm them for 8 hours?

If you can't come up with something different, then you need to find the market that will want what you offer - so if you're selling standard ice cubes, you may want to do that in South Florida.

Use that as a starting place and stay alert for any new ideas that you have. Sometimes your best idea will come after you've set your course. Be ready to adjust your course along the way.

Marketing Strategy - Pricing

I've watched so many service professionals underprice themselves for all the wrong reasons. I can now tell just by having this conversation exactly what they think of themselves and their own abilities.

It now comes down to this: In many cases if you don't think you're worth more, then you may not be. In many cases these are the professionals who don't understand value, and don't know enough about their business to make sure that they have something of value to offer.

If you think you are just like everyone else, then maybe you are, and if you are just like everyone else, then you will need to underprice yourself to get business, and it is probably also true that many of your clients will not be happy with your services even at a really low price.

Start treating your business like a real business. Develop your area of expertise, and help your clients solve a problem. Then you can get paid what you deserve.

Marketing Strategy - Tipping Point
What is it you can offer your potential client that will push them over the edge so they HAVE to order what you have to offer? Play with this concept for a while. Try different things, and you'll find the answer. Once you do, it is easily repricatable. It's a personal formula.

For instance, if you offer a package, you can configure it with different services so that you are offering several packages. See which one sells best. Then you know what your clients really want.

This is a time when potential clients will still spend money, they just are careful to get what they really want when they spend it.