“Half the money I spend on advertising is wasted;
the trouble is…

I don’t know which half!”

~ John Wanamaker

Dear Business Owner,

What entrepreneurs like you tell me again and again is they wish their marketing dollars brought in more business. They know marketing is important, but the results just aren’t showing up.

Sound familiar?

There’s a key mistake 99% of business owners make–they use their marketing money and time to talk about how great their company is and why everyone should do business with them.

Now, let me ask you.  When you want something, do you care how great the provider claims they are? Or do you want to make the best buying decision, based on getting what YOU want at the best possible price?

Do you want to know what makes marketing and advertising work?  It’s the focus on the client that matters.

Let me put your efforts to get clients in a different context.  Remember that first date? It’s a lot easier to get a date when you start the conversation about the other person’s interests, rather than talking about yourself.

Try THAT with your marketing… Find out what interests, fears, hopes your best potential buyers have.  Better yet, get to know the little voice inside their head that keeps talking to them… If you can capture THAT, and speak to it, YOU have an attraction magnet.  It works like gravity.  No one can resist finding out more…

What else do you need to do to make your overtures successful?  You must know and understand the hidden, internal objections they carry around with them.  Things like,

“You’re too expensive”

“I tried that already, it didn’t work”

“Why should I listen to you?”

Those thoughts are automatic, predictable, a natural barrier that keep them from seeking you out and letting you into their world.

You must overcome those barriers in advance and set their buying criteria in your favor.  In this way, YOU control the lens through which they see you–WAY before you begin to talk about the benefits and features of your products and services.

Third and just as important, they must see you as the expert.  You must become the “go to person” who will meet and exceed their expectations.

Want some help attracting more key buyers to your business?

Send me an email and I’ll send you more details on how to do this, FREE, at no charge to you.

Debra-Sue@KeyMarketResearch.com

You’ll be glad you did!

To your success and well-being,

Debra-Sue Cope
President
Key Market Research, LLC

303-570-4206

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