One of the components of Market Naturally is taking into consideration the business (owner and employees), the product or service, and the client demographics and profile.
Who you are, as well as what sales style you are comfortable performing, make a huge difference in the process of sales. If you have never taken a behavioral profile, like DISC, you should. Knowing thyself is a great starting point to making great strides in all you do.
Understanding how your product/service fits in with the audience it serves (a must have, a nice to have, versus I just have) drives how it should be marketed. Does it have mass appeal or a specialty niche? Is it a low margin or high margin item? Low margin products are synonymous with high volume sales requirements.
Lastly, what are the details of the typical client? Why do they do business with you? What does the ideal client look like? Can they be targeted? Do you know what they read, where they like to eat, what their hobbies are, family member names, etc. In today’s tough economy, knowing thy client is almost as important as knowing thyself.
Oh, and by the way, serving the wrong client is costing you lots of money that may not be so easily seen. The wrong client is hard on your support structures, like customer service and sales teams. They call in more often, demand things for less money, want discounts and favors, may yell and bully your staff, all in the name of “I deserve”. When clients really get you, I mean “really get you”, they feel comfortable you are worth the price and are willing to pay a fair price for services rendered.
If you are struggling with this first premise, give us a call. We’d be glad to assess your situation to determine how we can help you begin to market naturally.