5 Powerful Tips To Beat The Biggest Problem ALL Marketers Face

5 Powerful Tips To Beat The Biggest Problem ALL Marketers Face
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(c) 2004 Charles Kangethe
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I bet you can't tell me... the single biggest problem facing
Every Direct Marketer, new and old.

It's not generating traffic, nor building an O'pt-In list,
nor is it finding products to market and it's not a lack of
Cash.

You can buy traffic, you can buy O'pt-In list members, you
can make or buy products and you can even borrow Cash.

The biggest single problem for any Direct Marketer is How To
Earn Your Prospect's Trust.

Learn how to earn AND keep trust and you open up huge new
Marketing possibilities.

Too many salespeople of doubtful credentials, and too many
adverts promising so much and delivering so little have
hardened consumers, they no longer trust Marketers and
Marketing claims without a great deal of convincing.

So how exactly do you turn a skeptic into a believer ?

Tip #1 - Make Your First Contact Count
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Your initial point of contact with prospects is typically

* An advert, in a PPC, a banner exchange, a classified or solo
campaign
* An entry in a Search Engine directory,
* Or an article you have written.

Unfortunate as it may be, people do judge others by first
contact. If your initial impression of someone is poor, chances
are that you will not give them a second look, be it in business
or your personal affairs.

Make sure your initial point of contact with all prospects is
to your advantage.

This does NOT mean expensive, glitzy or superficial.

It means make your initial contact Sincere.

Keep that one word in mind as you design all your sales and
marketing strategies and your Initial Contacts will always be
positive.

Tip #2 - Products, Pricing, Promises and Personality
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Sincerity in your contacts with prospects comes from applying
the (modified) 4 p's of marketing.

* Products
Market the best products you can and never settle for second
best. Add value and benefit to your prospect with quality
merchandise. Resist the temptation to market "Cost Cutting"
alternatives that are in fact more expensive due to their poorer
real value.

* Pricing
Price your merchandise at a fair value for the producer, the
consumer and the marketer. Over pricing your products is a self
defeating tactic because prospects learn to avoid your pitch and
with over high pricing you invite competition to under cut your
cost and price base.

* Promises
Your sales literature and copy must be accurate and reflect the
true benefits of your products and services. This does not mean
you should be unduly modest, by all means make big claims, but
make sure you can prove and demonstrate anything you promise.

Remember, in this context, any guarantee you give must be more
solid than any Banks Vaults and worth as much as the contents
of Fort Knox

* Personality
Inject your personality into your contact with prospects.

People love to do business with people they know. Avoid doing
things you feel uncomfortable with, but do tell people about
yourself, your failures, your wins, your hopes and your fears.
Be the human face of you business and build a sincere
relationship with prospects.

Tip #3 - Communication
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When you get past the initial contact, the next hurdle
in building trust is communication with your prospects.

There are several ways to do this

* A sequential autoresponder with relevant messages sent to
your O'pt-In prospects at regular AND frequent intervals.

* An e-zine sent out to subscribers with useful information and
not just an excuse for another advert.

* Articles showing your prospects how YOU manage your business
and personal tasks, tactics and strategies.

Communication is two way traffic. Ask your prospects for input
into your professional relationship and how they think you can
improve it. Listen to your prospects.

Tip #4 - Credibility
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Prospects always seek comfort that they are doing the right
thing.

It pays to use "borrowed" credibility if you are not a world
recognised expert in your field. This is where testimonials
enter the picture.

Here are a few ways in which you can obtain testimonials and
build credibility with a new product or service :

* Give a few samples away to a test group in return for the
testimonial

* Use functionally disabled or time barred samples as demo
versions which you can give away to prospects

* Develop fully functional modules with less features than the
standard product and give those away to prospects.

* Develop e-courses and other training programs showing
prospects the benefits and training them in how to use and
consume your products and services.

Tip #5 - Service
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Your prospect's Trust is very hard earned. But this is as
nothing when compared to retaining their Trust.

Once a prospect becomes a customer, too many marketers make the
fatal mistake of taking that customer for granted.

Post sales service is a crunch time for cementing the Trust you
have managed to win with such effort.

Make sure you stay in touch with your new customer. Offer them
advice and help in the use of their new product or service. Make
sure any potential issues are dealt with before they escalate.

Be available and within easy contact for your customers and
prospects.

Relevant Resources
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http://www.simplyeasier.com/me.html

Conclusion
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As a direct marketer you can buy traffic, you can buy O'pt-In
list members, you can make or buy products and you can even
borrow Cash.

You cannot manufacture or in any way manipulate trust - Trust
is the one thing in your business that must be earned the Hard
Way.

Be sincere, do the right things as shown here and build trust
with your prospects.