If you have ever marketed a product or service online then you understand that there is some psychology involved. Not necessarily the psychology of you the marketer, but the psychology of your prospects. Marketing is a skill that requires you to get inside the head of your prospect and find out exactly what they want. More specifically, you are trying to provide a solution for your prospect. The marketers who understand this are the ones who are always selling and closing. The ones who don’t are left wondering why then can’t seem to make a sale.
Marketing does not have to be hard, but for some reason the majority of people marketing online make it that way. Marketing is very simple if you focus more on the customer and not always the sale. The money or commission from the sale will always be there, just as long as you are providing a solution to your prospect. If you are leading with value and being solution oriented, you will be able to market better than 90% of people online who are doing just the opposite.
In order to help you with this I have included some questions below that you need to ask yourself before you begin marketing and setting up any sales funnels. From the answers to these questions you will have a better understanding of who your prospect is, what they need and how you can help them.
1. Who is my target market? – This is the biggest and most important question to ask yourself. Before you begin selling and pitching your business you need to determine who it is exactly that you want to market to. You would be surprised how many people miss this and then wonder why they struggle.
2. What pain is my prospect going through? – Whenever someone wants to buy something it is usually because they want to eliminate a pain. It may not be a physical pain, but is causing a problem for your prospect. You want to determine if you can help reduce or eliminate this pain. For example your prospect might need more leads for their business. If you can show them how to do this, you eliminate their pain.
3. What kind of solution can I provide, if any? – You have to ask yourself if your product or service can provide a solution for your prospect. If you can provide a solution then you will want to present this to your prospect and if it is a good fit, they will buy.
4. What is my prospect seeking to accomplish? – What are your prospect’s goals and objectives? Is there a way you can assist them? By finding out what it is that your prospect wants to accomplish you can tailor your marketing accordingly.
By asking these questions and really getting a feel for what your prospect needs are, you will be able to sell so much more. This all has to deal with the congruence factor. In your marketing campaigns and throughout your sales funnel you need to have congruence. Meaning that from your advertisements, to your landing pages, to your opt-in forms, to your emails, you need everything to be directed towards your target market.
Many times online I will see ads being shown on Google that don’t even match what the user typed in for their search. They may get a few clicks, but because their campaigns are not congruent and focus on their target market, they lose money, leads and time. This happens quite often and you would be shocked at how many people marketing online have absolutely no clue. All you have to do focus on your prospects, their needs and never stray from your target market and you will do just fine. And remember, put your customers first and the sale second.
Yours In Success,
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