Author : Joyce Racine

One very simple change in marketing, the experts claim, can make a big improvement in results

Increasing sales, and therefore your profit, is the life blood of any business It’s the same for internet marketing, a home-based business, small business, as well as giant firms Sales go up Sales go down Our goal, of course, is to find out what makes the numbers go up

Have you ever done something one way just because that’s the way you’ve always done it, but deep down sense there might be a better way?

We get so excited about our product we tend to concentrate on its features and benefits As far as we’re concerned, everyone should have it And so we go about doing our dead level best to show how our product is better, cheaper and more wonderful than any of the competition out there

But there is a more effective way

Change Your Focus

There is one question we need to ask In fact, it’s so simple, we tend to miss it The question is six words: What does my customer really want?

You can agree with me, can’t you, that when someone goes shopping for a shovel, he doesn’t just want a shovel, his need may be to dig a hole Well, in that particular case, what your customer really wants is a hole in the ground

Therefore, rather than concentrating on your product, wouldn’t it make more sense to concentrate on your customer and the need that is below the surface? Rather than thinking about why your product is so great, think about what it is your customer really needs, and redirect your focus to meet those needs

Sell the Sizzle

You’ve heard the phrase, “Sell the Sizzle ” That’s exactly it Your customer doesn’t just want a slab of bacon Your customer wants something that tastes good And, if it smells good enough, he’ll eat more than just one slice!

Freshly Baked Cookies

In the real estate business, brokers often suggest that the seller bake a batch of cookies just before an Open House Why? Because the buyer wants a home not just a house The aroma of freshly baked cookies as you walk in the front door is irresistible In fact, this one little tip could make the difference in the client purchasing your house rather than the one down the street You’ve simply added the desirable aspect of family, comfort and “home ”

Cosmetics Appeal

In the cosmetics business, women don’t just want more make-up No, they want to look better They want to feel attractive hide a few of the imperfections get a compliment In fact, Charles Revson, creator and manager of Revlon for over 50 years, said it best, “In the factory we make lipstick, in our advertising we sell hope ”

Pain Relief

In pain management advertisements, you don’t see an elderly person being shown a bottle of pills for arthritis No, you see them lifting their little grandchild up in the air What they really want is more than relief from the pain They want to enjoy life with their family

Selling the Farm

Back in the 1800′s, Daniel Webster an American statesman, was asked by a friend to auction off his farm

“Neighbors,” he said, “we’re not auctioning Tom Brown’s 34 good milk cows or 80 acres of fine land or a sturdy home that’s seen 20 winters ”

“No,” continued Daniel, “I’m offering you the chance of biting into a red apple with the juicy sap running over your lips the smell of new mown hay clear mountain steam water on your table the crunch of snow under your feet and the best neighbors in the world ”

After he was finished, bids from the townsfolk came pouring in – because Mr Webster knew what his prospects really wanted!

And so, as these five examples suggest, let’s learn from the experts Let’s stop concentrating on the product Let’s start concentrating on the customer The question should always be, “What does my customer really want?”

It’s a simple change in focus and easy enough to make If you will combine the benefits of what you’re selling with what your customer really wants and needs, you’ll not only gain more satisfied customers but experience a nice increase in profits as well

Joyce Racine, internet marketer, specializes in an easy, step-by-step process to make it possible for both the internet novice and the expert to succeed online. Request Free Money Making Video www.OnlineBusinessBooster.com

Syndication Source: Thought Search Articles

Read More ...