People often say success is about being in the right place at the right time. That can happen with luck, but we prefer to make it happen by design. For our clients we follow some basic marketing principles.
Even if you are selling to other businesses, the buying decisions are ultimately made by an individual. We always ask clients to think about the following:
What need are you satisfying?
People buy from you because they need or want what you are offering, solving a problem, saving them money; basically, delivering a benefit. You need to be really clear about what your product or service provides for any potential customer. It may seem like a no-brainer to you, but how do you articulate it? Marketing makes sure that this is translated in a way that’s easy to understand. And remember, the benefits could be different for different customers.