Sunday, February 1, 2009

Sell More to People who Want to Buy-Part 2

Have you ever heard of the term "Marketing Bridge"?

On the right side of this page I say that Marketing is so much more than Advertising and here's a checklist that you should use to see how you can Sell More to People who Want to Buy.

The Marketing Bridge is what connects you and your business to your customer so the exchange of money for goods and services can take place. You need to take a look at each of these elements and honestly evaluate where you are strong, and where you can improve.

Starting on the left side of the bridge we have:

Your Business:

  • Quality Products
  • Location
  • Reputation
  • Service
  • Financing
  • Parking
  • Business Vitality
  • Delivery
Your Pricing:
  • Are your Prices Right for the Value received?
  • Is your Price Competitive?
  • Cleanliness
  • Attractiveness
  • Display
  • Lighting
  • Items Properly Marked
  • Orderly
  • Timely
Personal Selling:
  • Product Knowledge
  • Suggestive Selling
  • Product Benefits
  • Sincere
  • Helpful Attitude
  • Smiling
  • Dress
  • Grooming

As you see there are all kinds of factors that contribute to your marketing success. If you can improve on any or all of the above, you can increase the value of each customer that comes to you to buy.

Advertising then is primarily designed to bring customers to you, to create an awareness of you so that when customers are going to buy, they consider buying from you. In order to accomplish that with your advertising, here are a few key elements regarding your Advertising:

  • Proper Medium
  • Quantity
  • Consistency
  • Planning
  • Timeliness

In the weeks ahead we'll dig deeper into all of this and as always your comments are always welcome. And if you need help, contact me at:

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