Who is buying what you have to sell?

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It can be hard to determine where your future revenue will come from. You know there’s a market out there, you just need to find it.

 

Don’t despair – even the big mining companies have similar issues to address. They may not be prospecting for likely people to buy their product or service but they still prospect and they can spend zillions trying to find it and then they have to mine it before they get a return.

 

So how do we find our market when we don’t have unlimited funds to do it?

 

We can reduce the time to market and the associated costs by doing some internal research and asking the following questions;

 

  • – Who buys your product or service now?

 

  • – Break your information down to see if any patterns arise i.e. Is there a gender bias, do they come from similar industry groups, how about locality, is geography an issue?

 

  • – How did they find you?

 

  • – By what method did they order from you i.e. via your website, over the phone, through media advertising?

 

This will form the basis for a customer profile. Knowing who your customer is, where they come from and how they wish to interact with you will give you a very good understanding of how to market to your potential audience, making your business development dollars work harder.

 

One further element you need to keep in mind is the even though you might be ready to sell, your prospect may not be ready to buy. That doesn’t mean they will not buy its just that they’re not ready yet. Be aware that you need to stay top of mind so that when they are ready, its you, that is the first port of call.

 

Its not an art to remind your audience by communicating your message regularly but it does require you to develop a program that over time will turn them into customers. Think about how you can stay top of mind with your customers.

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7 Reasons to Use Print Marketing

1. ENGAGEMENT
Consumers are more engaged when reading printed material, unlike websites, which are often skimmed in as little as 15 second visits (Print Power, 2014).

2. IT'S CREATIVE
A lot of brands take advantage of the creative potential of print marketing with many using innovations such as lenticular inks, holograms and scented paper.

3. TOTAL RECALL
When companies want to leave a memory in their customers’ minds, print is the strongest performer. People remember what they feel and see more than what they just hear (Bigelow and Poremba, 2014).

4. HAND IN HAND
Print and digital work together and deliver optimal marketing results. Research consistently shows significant jumps in ROI when print and digital marketing tools are adopted across one campaign.

5. FOLLOW THE TREND
Print holds a sense of legitimacy. The fear of spam, viruses and privacy invasion is enough to make people wary of clicking. There is no imminent danger in picking up a printed brochure.

6. RELATIONSHIP BUILDING
Because print is easily put down and picked up, it sticks around in the household or workplace, read again and again by others that come across it (Print Power, 2014).

7. SEND THEM SEARCHING
Print increases online search – with websites offering a virtual sales person 24 hours a day seven days a week, print can help you bring
people to your virtual window.

Source: VoPP
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