Where are my prospects?

Posted by tracyhawkey on June 13, 2018

“What is the biggest business problem most small businesses are struggling with today?”

The answer (this month as it has been for the past 45 months), is finding and acquiring new customers. As a matter of fact, according to the SBA, more than 72% of all SMB’s state this as their number one problem.

This is interesting to me, in that for the last decade or so, I see a lot of advertisements, blogs, and articles on how important it is to get your digital marketing engine humming to find and close prospects. This seems to make sense especially when you know that there are more than 1 million digital marketing resources that can and do provide lead generation type services just registered on LinkedIn. That means there are a lot of resources that you can select from to execute your digital marketing plans and make this problem go away.

So why are most SMB’s still struggling with lead generation?

For some businesses, it has been solved, but for most others, something is missing? So, what needs to be done to help, no I mean really help the SMB owners get this under control and start to ride this economic wave of cash?

The secret is simple but far too often overlooked.

Finding and acquiring customers starts with identifying, defining and cultivating three fundamental facts about your business opportunity before you invest in the plethora of digital marketing tactics

The three fundamental facts every business MUST have in place and ensure they are used for each and every product or services market are:

  1. The business must be unique. Your business must find a way to stand out from the crowd. Each business unit, organization, product and or service MUST establish that all-important market-dominating position.

  2. The business must offer extraordinary and exceptional value. Your prospects, no matter who they are or what they’re buying, always want the best deal. That doesn’t mean the lowest price, it means the most value for the price they pay. They will gladly pay a higher price, as long as the perceived value is greater than the price.

The key words here, of course, are “perceived value.” In an upcoming presentation, we’re going to help you specifically define what their perceived value is as it relates to your specific product or service.

  1. The business must have a compelling message that confidently communicates the first two fundamentals. This third fundamental may be the most important of the three. You must be able to explain to someone quickly and succinctly what it is you do, and how your product or service will benefit them.

With these 3 fundamentals firmly in place, you instantly separate your business from your competition and immediately position yourself as the dominant player in your market. Your prospects will literally be thinking to themselves that they would be absolute fools if they bought your product or service from anyone else but you.

Without these business fundamentals in place and agreed to for users to communicate to your market by your business representatives, any investment you make in digital marketing will not provide the results you are expecting and will lead to possible failure.

Execute a review of your business/market fundamentals, gain agreement, then invest in digital marketing tactics that will reach your audience and bring in your prospects.

If you need help in mastering this exercise, and most business owners do, I can help you.

Please get in touch with me at trhawkey@toc.coach and together we will get this done together.  I guarantee that you will master this exercise when we are done in addition I will leave you with a process that you can use for additional endeavors.  Get it right so you can get a reasonable return on your marketing services investment.

Dedicated to your success!

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