Small Business Marketing Tips: Create Value First
If you want to capture the attention of your prospects in your sales and marketing materials, you’ve got to CREATE VALUE FIRST.
Creating value is first done in your marketing. The headline and body copy of your ad, your sales presentation, your letter or your e-mail. You’ve got to identify for the prospect WHAT’S IN IT FOR THEM. You’ve got to articulate all of those benefits for the prospect, because you don’t know which ones are really going to turn their crank.
Finding the right hot buttons isn’t the only reason to spell out all the benefits in your selling message. Another big reason is that by piling them up, you’ll be demonstrating massive value.
Your prospect will buy because you hit the key hot buttons that touched his key human needs and buying motivations… and because he’ll be able to justify the purchase with all the other bennies your offering gives him.
So make sure your sales message delivers all the benefits. Remember, the more you tell… the more you sell.
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Comments
Any tips on how to identify those “hot buttons” that your target market will respond most favorably too?
Matt
Matt, thanks for stopping by! Great question. I’ll dedicate a post to this in the next week or so.
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