Successful Business Building Tools

There are some fundamental truths in the business world. These secrets are taught in universities and books on business building.

One of the simplest and most powerful is the ‘give to get rule.’ This is no real secret. All aspects of life are improved when you follow this rule. The more you give, the more you get.

No one enjoys being sold and being ignored after they hand over their money. And, people are increasingly being turned off of the attitude ‘give me your money and see if you feel that I gave you your money’s worth.’

People appreciate being helped, mentored, and included in the program. People want to feel like they found a good product, researched it, and then decided to buy. That is why many of today’s marketing tools do not work.

Television commercials, magazine advertisements, and ‘buy now’ webpages have what is called the ‘intrusion factor.’ The fastest way to make a sale is to make visitors feel like they are ‘clicking’ to the buy-now page, on purpose. They do not want to feel that they are going to find information, a solution to their problem, or something free, and then find that they were forced to a buy-now page.

Free articles have given way to forums. Webpages have evolved into blogs. Free ebooks have gave way to video interviews, tutorials, and web based courses.

Pre-selling

All marketing, Internet and brick-and-mortar, has three sections of selling. The first section is called ‘pre-selling.’ This section educates the buyer and teaches them why they need the product or service.

Pre-selling should not be about the product at all. It should focus on the potential buyer. What are their needs? What problems do they need sold? What do they want from the product? These things all focus on the buyer.

Pre-selling increases profits like magic. It increases the seller’s credibility and trustworthiness, and if done right, it can increase the seller’s image as an expert.

Selling

Encouraging potential buyers to part from their money is one of the most difficult aspects of marketing.

Giving away free products adds ‘value’ to your product. These do not always need to be tangible products. Discounts are also valuable. An ebook is a good give-away. However, a 50% off the print book version can offer more value to some people.

Create Your Own Market

Creating your own market is a part of the section section of marketing. Not all people buy on the first two stages. This third stage takes the potential buyer in different tangents, and maybe touching a ‘need’ or ‘problem solution’ that they didn’t know existed.

Dog training is a good example. Some people may want a well trained dog so they can travel with their dog. Others want their dog to stop destroying their home. The third group may want ribbons. A fourth group may want to stop behavioral problems. All of these things can be addressed in the same dog training book, but each person needs to be sold in a different way.

Follow up

The third section of marketing should be addressed at all stages off marketing. You should continually ask people to comment on a blog post, join a newsletter, sign up for a forum, or even sign up for a free course.

This gives you several opportunities to ‘sell’ your client.