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Wherever you are in your business, sooner or later comes in the huge need to promote. In the end without a promotion of your business, where are the clients going to come from? The questions that usually circle around when it comes to promoting your product or service are: Where to find the clients? What am I going to tell them so that they buy? What does my client really want- so that I can tweak my offer and give it to them? These are all the right questions, just asked in the wrong way. When you answer those 5 questions you will not need to ask yourself the usual ones.

1. Why this?
This is THE question that every buyer asks themselves. Even if your offering is unique – there's nothing else like it on the market, there is competition. That competition offers the same results, or similar. They may even not be in the same business as you – but they target the same clients as you do – so that makes them your competition. If you have an answer to the the question: Why the client will choose your service or your product, you are ahead of the game already.

2. Why now?
The answer to this question is what converts the leads into sales for you. You need to know why your client will buy your product or service today not in a year from now. In order to figure out this – you need to know what's going to happen IF the client chooses to do it themselves or choose to close their eyes and pretend that this is not a big issue and it can stay like that until it's really urgent. Like preparing your taxes. Or for many- renovating their home on their own. In the end – the home is renovated – but by that time years of uncomfortable living has passed.

3. Why from me?
This is really asking what kind of a seller or entrepreneur are you. The question is about your experience, your success record (happy past clients) and your expertise. You may not be the guru in the field but you may be natural in feeling the pulse of this particular kind of business (I've already seen couple of naturals) and that makes you extremely valuable. So, can you answer: what are the top 5 qualities you stand by? Mine are:  trust, honesty, passion, honor and integrity.

4. Why at this price?
"But my clients don't have money."I've heard this from my clients hundreds of times and yet I am surprised every time i see it. Finding money is just like finding time. You have a limited resource of money and a limited resource of time. If you can't find the time or can't find the money, that just means that you don't manage them well enough.You over-schedule your time, or you waste it.You over-spend your money or spend them unwisely. Going back to your pricing. Most likely your clients will not have additional $997, or $5 000 or even $25 000 laying around. BTU they will find the money if they want the value that you offer. Just make sure that the real value is reflected in the price.

5. Why to buy at all?
Every client asks themselves: "Can I go without that? It's a HUGE investment. Maybe I can do the same without spending that kind of money." So what you can do about it is to make it very clear that you are not sitting under an apple tree, waiting for an apple to fall on your head in order to discover gravity and share it with the world. If you offer a personal service – create package what you do in a special event and price this event with a special price what is not going to hold forever. If you sell a product – you can offer for a limited time up-sell goodies and discounts.




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