Chris Ruisi The Coach - Monday Morning Wake-Up Call
Chris Ruisi The Coach

Is Your Marketing Working For You or Your Competitor?

 

No better time than right now for you to make certain that you have the right goals and focus for your 2014 marketing efforts. I don't really care what business you are in; if you are not sending out the right message to get in front of the right (qualified) buyers, then you will be wasting time and money. More importantly, you and your business will fade into obscurity and your competitors will take advantage of that!

 

So here are 6 key questions to ask to get your marketing momentum working effectively as early as possible in 2014.

 

1. Who are we and what is our product and service? Keep your answer specific and simple. Just remember your service solves your customers needs or problems, and your product is the way you accomplish it.

 

2. What is it that we do? Create a two to four sentence description clearly identifying all of the needs that you address or problems you solve - remember I said needs. Many fall into the trap of describing the features of their product or what they do. Your prospect or customer wants to know what's in it for them, i.e., the benefits.

 

3. How are we different? The answer to this question is what is often referred to as your USP - your unique selling position. It's the big differentiator between you and your competitors. One way to get a handle on your USP is to ask some of your best customers for help. First ask why they chose to do business with you, and secondly why do they keep doing business with you? The answers should give you valuable insight into what makes you unique from your customer's perspective.

 

4. Who do we serve? The answer to this question should result in an accurate description of your ideal client. Without this description you are guaranteed to waste both time and money in your lead generation efforts. One way of defining your ideal client is to look at past and present clients. Which ones did you enjoy working with the most and why? List the characteristics that they may have in common. Identifying how they found you will also help you use the right lead generation strategies.

 

5. How do our customers benefit from doing business with you? As I said before, it is all about the customer and their needs. Your customer is always asking, "What's in it for me?" So here's your chance to answer it for them. Your answer must be direct and honest - no fluff here, just the facts from their perspective. To come up with your response, look at how others have benefitted by buying from you. Your client success stories are out there - find them and use them!

 

6. What are the two best reasons why people should buy from you? Here's a chance to sharpen your storytelling skills. Why? There is this old expression, "Facts tell, but stories sell." Think about why others have bought from you. Those "whys" are the basis of the stories you will tell your prospects; people find comfort in knowing why others bought, so use that to your advantage.

  

 

"Since nothing happens in a business until a sale is made, then you better be paying a lot of attention to your marketing message so that you have the right buyers to sell something to. 

- Chris Ruisi, "The Coach" 

  

 


Coming January 8, 2014  Talk Radio Show
Chris is launching his new Radio Show Step Up and Play Big on VoiceAmerica with special guest Colonel Gregory Gadson
 
Mark your calendars now to join Chris for LUNCH on the East Coast or BREAKFAST on the West Coast, or a "SNACK" in between every Wednesday, 12:00 to 1:00 pm EST, 9:00 - 10:00 am PST on VoiceAmerica. 
 
 

 
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