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By George Dodge
Let me ask you a question. The answer is to the question is critical to your business success.
Do you fully understand the real nature of the business you are in?
Your instant response is of course, I’m in the [put your industry name here] business. For example, you probably said, of course, I’m in the real estate business, or the plumbing business, or the printing business, etc.
But that is only partly correct if you are the owner of the business. As the business owner, the real nature of your business is marketing the business you are in.
You may have the greatest service or the best product in the world, but if no one knows about it, you will soon be out of business.
One method of increasing the exposure of your business to your potential customers, is to conduct a marketing crusade.
You can compare this marketing approach to a missionarys work or the launching of a crusade because only the fervor and the determination of a missionary or crusader will assure your marketing success.
Missionaries are driven by more than just their desire to sell someone on buying their product or service. Rather, a missionarys goal is to convert the world to their way of thinking, their mission and their crusade. Only through such a conversion process can you expect to receive not just a customer, but customers for life.
When your business launches a marketing mission, it takes a different approach than traditional marketing.
Traditional approaches are taken and set aside in favor of our missionary or crusaders goal. In a traditional marketing effort, the real motivation for most marketing activity is just to make money. Thats nice to do, but thats not all we need.
Every marketing effort, at this point, is tied directly back to its contribution to money coming in.
Now, as a missionary, your business goal becomes an effort to win your customers lifetime business and loyalty. If your business marketing activity is successful in changing the way your customers think about your business or products or services in such a way that the customer sees you as a vehicle to accomplish their goal and growth, then your goals and your growth will be a natural result.
As your business manages its sales growth properly, increased profit is going to follow. Immediate profits are nowhere near as important as long-term profits. To insure that youre going to continue to profit for the long-term, your real objective is to convert your prospect into a customer who shares your vision of what youre trying to accomplish and is a true believer.
Vision is a problem with the normal sales approach. There is no vision other than the short-term, which is to make the immediate sale. There is little or no real focus on back-end selling and the life time value of a customer, which well talk more about later on.
What is your vision?
Is your business focused on an area of interest to your customers, prospects or clients?
Are you driven fervently by the need to help them or yourself?
Why should others patronize your business rather than any other business? Or not do anything at all?
What can you do that will not only cause your customers to return again and again, but cause them to tell others to buy your products and services as well?
Can you take that vision and incorporate it with a main sales and marketing thrust, advantage or Unique Selling Proposition and use that for an advantage over your competitors?
A good marketing crusade will integrate all this together and soon have customers coming to you as a result of what Dan Kennedy calls a Magnetic Marketing System. If you were Jiffy Lube, you might call it a well oiled marketing machine.
About the Author: George Dodge is host of Dan Kennedy’s
Magnetic Marketing System
where you can discover more than one great
marketing idea for small business
and get a FREE Dan Kennedy Audio CD.
Source:
isnare.com
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