2 great ways marketing helps grow your business

2 great ways marketing can help you grow your business in a gentle, non-sales-y, yet very effective way!

  • Attract more new clients
  • Maximise existing relationships

Let’s concentrate on the first one: Attract more new clients and start with what should be the easiest methods of marketing, yet most of us don’t capitalise on:

Word Of Mouth

And there are 3 main things to take into consideration and be absolutely clear on here:

  • Know your niche target audience
  • Know where your target niche hang out
  • Have an irresistable offer

Your niche target audience

Know your niche:

Be able to draw a word picture of who your clients are that easily helps people self-identify or think of a person or persons who ‘fit the bill’.

How many times have you been to a networking meeting, asked someone (or several someones) what they do and been no wiser at the answer as to why you should refer them to someone you know?

Accept that your target market is NOT everybody – or you’ll likely attract nobody because you’ll be too bland… Don’t be afraid that your message might repel some people if it’s clearer and more attractive to the ones who will become your clients.

How do you know it’s a good niche?

  • It has people in it who are hungry for what you provide – and will happily pay you for it
  • There are enough of them to keep you in business for as long as you could possibly want
  • There are already well established, high quality hang out areas where these like minded souls get together

– which brings us onto the next component:

Know where your target niche hang out

  • Networks they’re members of
  • Associations &/ or Institutes they belong to
  • Conventions (or any events) they go to
  • Magazines they read
  • Websites they visit and sign up to

And so on – anywhere you establish that they congregate

Why is this important? Well, which do you think is easier: Finding one potential client at a time or going to a place where there’s a whole load of them hanging out???

Having an irresistable offer

Before you get into your fabulous offer you need to demonstrate your understanding of the problem/ pain you solve. I know, I know, it can seem like a real graunch and yuk! that many of us Brits feel it’s distasteful and somehow tacky to identify, expand and home in on. Yet unless all of us can get our clients to face the gremlins and obstacles that are a real pain to them, they won’t take action to get over them.

The more you can demonstrate understanding of the impact of these issues to your (potential) client, without pushing you, your product or service, the more you will be building rapport and a potentially trusted relationship.

Let’s have a mini recap

  • Identify your niche
  • Know what their biggest hassles are (that they’ll pay to get sorted and you can help with)
  • Become great at (genuinely) empathising with them

Based on that, have a brilliant and irresistable offer… and remember:

People love discovering a product or service that could almost have been tailor made for them – but they don’t want to be sold it. The want enough information to make the right decision for themselves.

So you have some great tips – let us know how you use them!

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