By Jimmy Vee & Travis Miller,
If you're like many small business
owners and entrepreneurs today, you’re not attracting new customers the way
you should. There was a time when you could just buy a small ad, handout
business cards at a networking event, or mail a postcard--and subsequently
That’s no longer the case.
What changed? Where has all the
The traditional model is broken and
traditional marketing methods are quickly racing toward obsolescence. You
want—and have a right to expect— more.
- More prospects.
- More sales.
- More money.
But too many entrepreneurs, business
owners, and sales people are wasting their time, money, and efforts with
traditional marketing practices. These practices are washed up and worn
out. They do not deliver profitable results.
So what’s alive? What's working?
What can you do today to make a difference tomorrow without breaking the
Here’s a sure-fire approach anyone
can take immediately to make a dramatic impact on the bottom-line:
How to Revitalize Your Business
Using Powerful, Low-Cost Marketing
1. Stop Thinking Media
Most business owners jump right to
asking, "Where should I place my ad?" Then when the chosen media doesn't
perform the way they think it should they state triumphantly, "______
doesn't work."Then that media gets crossed off the list of possible choices
and you're one step closer to finding the magic media.
Or so you may think.
If you continue this trend and this
way of thinking, you will quickly run out of media options and be left with
only bus benches and match book covers. With every other media crossed off
your list you'll be forced to come to the conclusion that marketing doesn't
That's certainty not the case. It
just doesn't work the way you're doing it…the traditional way.
You have to stop thinking about
where the ad should go and start thinking about who the ad is for.
2. Stop Selling Products
Perhaps we should say, stop
MARKETING products. Everyone sells products and features. Whether you're
selling computers or accounting most people could care less about what you
offer and have a thousand options.
So why should they pick you?
If you fail to create a compelling
reason for people to buy what you're selling, you will wind up right in the
middle of the commodity market where logic dictates the sale. You will be
left with no option but to compete on price and selection. That’s when your
lead flow dries up and your profits suffer.
3. Start Selling Outcomes
Instead of talking about the
features of your products and services, declare to the world, “I am the
obvious choice! Doing business with anyone else would be foolish.”
Start talking about the specific
reasons a prospect should choose you over everyone else. Discuss what they
will gain from their investment.
You want to make concrete offers and
tie those offers to powerful benefits by answering these questions:
- What are the big obstacles your
customers are facing?
- What do they have gain by
working with you?
- What do they have to lose by
not working with you?
- What are your competitors
- What do you do potentially
better than anyone else?
Your potential customers are dying
for a buying preference that makes their decision making process easy. So,
make your claim, back it up with a promise and a guarantee, and tell the
prospect exactly how and why you will make their life much, much better.
Traditional Marketing is Dead …
Here’s an important distinction:
we’re not talking about spending money on marketing or advertising in order
to “get your name out there” or to “build brands.” That's traditional and
tends to be a waste of money for smaller businesses.
We’re suggesting that you
communicate your ideas through a compelling story or message that causes
people to take action and allows you to measure your results.
Most entrepreneurs and business
owners don’t know this information and many of the ones who do know it are
too stubborn, too lazy or too afraid to do anything with it.
The wise person who takes this
information and runs with it will be in striking distance of dominating
their market. They will make their competition impotent and end up with a
lead producing machine so powerful that they're actually able to take a few
days off each week to spend with their family because the marketing is so
About the Authors
Jimmy Vee & Travis Miller, small
business marketing experts & authors of “Gravitational Marketing: The
Science of Attracting Customers,” turn the traditional sales and marketing
process on its head. Their powerful concepts show business owners,
entrepreneurs and sales professionals how to naturally attract a steady
stream of qualified prospects who pay, stay and refer. Now you can get their
ULTIMATE FREE GIFT -- $539.00 worth of free business building tools @