Article - 3 Ways to Increase Your S.ales

The author retains in full the copyright of this article. Sale of this article by anyone other than the author is strictly prohibited without written permission from the author.

Usage of more than two articles at a time without the written permission of the author is strictly prohibited. My intent is to provide you with a flow of helpful articles for your publication or web site, not to have you aggregate my content or to sell it. The later is prohibited.

For additional details on republishing visit

www.marketingforsuccess.com/marketing-ideas/republishing.html

Email notice of intent to publish is appreciated but not required: ccook@marketingforsuccess.com

Article Size: 676 words (body) Pre formatted to 60-65 characters width

========================================
Summary: What is marketing? Learn what marketing really is, and the three most important things to do to increase your sales. ========================================

3 WAYS TO INCREASE YOUR S.ALES by Charlie Cook www.marketingforsuccess.com

Last week I got a call from Jose, who was looking for help improving his ads. He'd been running the same ad in four local papers for two months and only gotten one response. He was understandably frustrated. With more than a dozen very satisfied clients, he knows that the residential property management services he and his brother provide should interest more people, but he wasn't having any success getting attention or generating leads.

Jose knew that to grow his business he'd need to do some marketing. He had a web site and was doing all the networking he could in addition to running his ads. Isn't this what he should be doing to attract more clients? Aren't advertising, web sites, mailings and networking what marketing is all about?

Webster's dictionary thinks so; it defines marketing as an aggregate of functions involved in moving goods from producer to consumer. In other words, marketing is a collection of activities. Is this how you think of it? Has approaching marketing with this mindset helped you increase your s.ales and pr0fits?

Think about it. You started your business to provide products or services that help people. You work long and hard for your clients to ensure they get what they want. You know that the more helpful you are to your clients, the more likely they'll be to hire you again and the more often they'll recommend you.

Your products and services are focused around your prospects' wants and needs. Focus your marketing on these wants and needs and that will guide your marketing activities.

Marketing is Helping Your Prospects Get What They Want.

Marketing is not about you. It is not building your brand name, (unless you're a Fortune 500 company and have the advertising budget to match). It is not convincing people to buy your products and services. It is not a group of activities that move goods and services. It is about your customers and what they want.

Working with Jose, I had shown him how to refocus his marketing on what his prospects were looking for. A few days ago Jose called me back to tell me about his experience with trying out this helping model of marketing. During a recent visit to Home Depot, he struck up a conversation with a prospect, Bob, who asked what Jose did. Instead of going through the litany of services his company provides, Jose said, 'We help landlords manage their properties more efficiently and make more money.'

That got Bob's attention; he wanted to know how Jose helped landlords. Jose briefly explained his company's services from the landlord's point of view. Bob asked for Jose's business card, so they could have a conversation about Jose managing Bob's 56 rental properties.

Whether you are crafting your advertising copy, elevator speech, or the copy for your web or print brochure, it should focus on what your prospects want. When your prospects see you as helping them instead of just trying to sell them, they'll be more likely to respond.

Want to help your prospects get what they want so you can increase your sales and profits? Focus your marketing on helping by doing the following three things.

* Regularly ask your prospects what they want, what their goals are and how you can help them.

* Use this information to shape your marketing copy.

* Describe in brief and in detail your clients concerns and how you help them on everything from your business card to your sales letters to your ads and to your web site.

When you focus your marketing on helping your prospects get what they want, you'll get what you want; more leads, more prospects and more clients.

2005 © In Mind Communications, LLC. All rights reserved.

The author, Charlie Cook, helps service professionals, small business owners and marketing professionals attract more clients and be more successful. Sign up to receive the F.ree Marketing Strategy eBook, '7 Steps to get more clients and grow your business' at www.marketingforsuccess.com

For additional details on republishing visit www.marketingforsuccess.com/marketing-ideas/republishing.html Photo Available at www.marketingforsuccess.com/images/headws-ns.jpg