How To Market Your Business E-Course
When you discover that potential demand is not met by supply a distinct niche market will evolve.
This can be a very profitable market area because of lack of interest on the part of large businesses or lack of awareness on the part of other small companies. The key to capitalizing on this overlooked market is to find or develop a market niche that has customers who are accessible, is growing fast enough, and is not owned by any one established vendor already. If you can locate a niche such as this, jump on it and become the expert to that market.
A Market Always Has Room For A Good Product..
Henry Ford had the right idea when he said,
“Don't find fault, find a remedy”.
He also said, “It has been my observation that most people get ahead during the time that others waste” and “Quality means doing it right when no one is looking”.
Talk to people in their own language.
If you do it well, they'll say,
“You know, he said exactly what I was thinking”.
Please read the following sentence until you totaly get it!
"It's not the thing that you're selling that inspires the customer's desire for it, but rather the anticipated feelings that they will experience, as a result of having it."
If you grasp the above sentence and put it into effect, you will be head and shoulders ahead of most other marketers out there.
It's the emotional content of our thoughts that motivates us. Once we are motivated that’s when we demand logic to justify the decision we have already made.
“Sell the sizzle not the steak.”
A fellow by the name of Elmer Wheeler coined that phrase in his book ‘Tested Sentences That Sell’.
During his testing of over 105,000 words on more than 19,000,000 people, Wheeler uncovered words, phrases and sentences that sell.
Because of this research he found resounding evidence that certain words would produce incredible differences in results over other words.
After making a careful analysis in the sales process he realized that sales were made or lost by the sales people in what they said and that determined how much merchandise was sold.
As a result of this research, Wheeler formed the “Wheeler Word Laboratory” and his 10 years of research can still be profitable for you in today’s marketplace.
Here are a few examples.
Wheeler’s test of the following sentence worked best to get 250,000 motorists to open their hood in one week.
The question Wheeler found to work best was....
“Is your oil at the safe driving level?”
Results? 58% effective instead of “should I check your oil?”
When waiters/waitresses asked,
“Would you care to order a red wine or a white wine with your dinner?”
It doubled the sales of wine.
When a customer was asked, “small or large?”, the usual response was “I’ll just take the small one.”
The change to an assumptive question instead like, “Large one?”
7 out 10 people said “yes”!
Ask a question that breaks through the mental indifference.
Don’t ask “if” but ask “which”!
Wheeler says you should always frame your words to give the prospect a choice between something and something.
Not something and nothing.
By asking the right questions, you’ll get the answer you want.
Next installment, we find out about Scientific Advertising………….