Growing businesses must be concentrated on the customer and not on sales to attain targets. 99% of selling is targeted on getting the sales thru, without understanding the needs of the purchaser. Nonetheless, these ventures have average market sales. If a little entity is promoting its products expertly, it would result in gigantic sales figures. Your potential buyer desires to understand why he must buy the item. Consider a straightforward example of an impressive marketing ability : a man walks into a shop to buy two shoes. The sales representative starts pitching the man about the benefits of the shoes on sale. The man tries few and moves to a new shop.

The sort of system adopted by a roofing contractor would depend entirely on the character of the product. These days growing businesses firms try and capture the market by employing the web for advertising as well as sales. However the success of web marketing relies on the kind of products that folk choose to buy online . Often the products that have a good online market can be grouped into the following categories : books, music, electronic products and software. Books,music and films have a market share of 34%. Software has a market share of thirty percent while the remaining 14% goes to electronic goods. If our business model involves the production and distribution of any of these things we might be better off selling on the web. In this example we should concentrate on online selling.

The following is an easy exercise meant to help you with building your next promotion or clarifying your brand. Set aside, say, 15 mins and just look at your company’s strengths. For now, please forget about your company compared to the competition. This is not a discovery exercise in working out where your company is positioned in the market. To start with, simply list features and benefits of your first products or services. Remember, a feature is a function, the ”what it does” of a service. A benefit is a ”what is does for the customer”. There is a world of difference between the 2. We recommend that you build an easy table on your PC, or you may also rough it out on a chunk of notebook paper. Beneath the four columns, list 10 or 20 rows. It’s best to write down loads of features and benefits, even ones that you think trivial, and then eliminate ones that aren’t relevant to your promotional efforts. So the first two columns could have 20 rows, while the last two might look half full. You might be able to mix certain features and benefits with the same marketing message or device . Your time will be spent wisely if you conjure up even a couple decent selling ideas that help to effectively communicate your company’s Brand to your clients.

For instance, if ample parking is a bonus at your shop, then list ”plenty of free parking” as a feature unless you travel like a masonry contractor. The advantages would include ”no cash spent on meters ; no wasted time looking out for a parking spot ; customers do not have to walk far to our store”. A pair words that sum up your parking might be ”free, close-by parking”. Making this benefit memorable is a different trick. What if you ran a week-long promotion where you gave a penny to each purchaser who shopped at your store? The reasonthe next time they’re shopping where there’s a meter they’ll have a dime, courtesy of Your Store, the home of ”always free, always close parking”. The idea here isn’t to come up with a dozen promotions. Rather, it’s to flesh out the little things that can distance you from the competition. This is the type of exercise you can spend a few days on, thirty mins at a time, here and there. It’s hard to tug everything up and out of your brain in one quick setting ; better to let ideas percolate around within for some time.

A few years ago my buddy went to a mall with the aim of splurging on her new wardrobe. She was running her fingers thru her hair time after time, expecting to somehow manage her unruly locks. This was when she was approached by a perceptive salesperson who had gauged her weakness. He was able to sell a hair care product she hadn’t even heard about and had absolutely no intention of buying. This experience serves to educate us the significance of concentrating on emotions while trying to make a pitch. This is true for both sales as well as marketing. Selling a product does not need to be a costly affair. Every growing businesses should target the strategy that’s best for its business. Providing rebates giving live product demonstrations and concentrating on prospective patrons can go a good way in selling. These can also help achieve the twin objectives of selling viz. Building awareness and sales.

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