Is Your Small Business Idea & Marketing Automatically POLARIZING Your Prospects From Your Customers?

Did I polarize you or your perception about this blog post by using the word “polarizing?”

I hope so. Let me explain…

Before I started The Strategic Incubator, I spent years in biotechnology and medical device sales and marketing leadership positions.

I was taught to do what every other sales and marketing professional was taught to do-locate the people who purchased our products and tell them why our product was the best and then persuade them to say they wanted to purchase our products.

I was trained on asking questions, handling objections, and articulating the perceived features and benefits of our products.

There was only one problem…

This approach worked on occasion, but it sucked the life out of me and my customers.

You may have been told…

“Never give-up, keep trying and convince them that they need your products and services.”

“You must always be closing.”

We have been duped. It’s all B.S.

There is a better way.

If Your Biz Idea or Marketing Is Not Polarizing Then You Will Spend More Time With INDECISIVE People…

It’s really the kiss of death for so many small business owners who don’t have a sales and marketing system to attract your ideal customers by having an online and offline process where people have the opportunity to get to know, like, and trust you.

And Indecisive People RARELY Will Make A Buying Decision In A Reasonable Time Frame.

How successful are you really in converting your “I want to think it over” prospects?

I can answer that one for you, we are rarely converting those people to become customers and even if we do on occasion, it’s just too much effort.

Here are 3 simple ways your marketing system may automatically and tactfully polarize your prospects from your customers:

• Have a highly focused market niche. When your niche is being a high-priced all-exclusive wedding planner for plus sized brides, you will not attract skinny women who are broke. If you are a generalist small business owner, get ready for people who are vertical and have a pulse to “kick your tires.”
  
• Clearly define your ideal client. Your online and offline marketing should clearly state in very specific words your ideal client. Example, We equip West-Coast Divorce Lawyers to show up at the top of their local search engines.
• Be willing to accept either a YES or NO in your client project discussions, but remove I WANT TO THINK IT OVER as a possible next step. Want to hear what it may sound like? I must share with you that most of you will be uncomfortable with saying what you hear me say on this audio recording below. I’m not trying to convince you to do what works for me, I’m just telling you exactly what I say every time I enter into a decision discussion with a prospective client. Perhaps the reason I feel so confident in this process is because I hated the situation of giving great presentations to people and having so many people say, “great presentation, your product/service sounds great. We are very interested and we will call you after we think it over.” Rarely did I get a return call and most often I would continually follow-up with them to no avail. Click on the audio play button below and you can hear what I say in that situation.

What are your questions about tactfully developing an online and offline marketing system to polarize your prospects from your customers?