They don’t get a great reception, I’ll bet, writes Great Guns Marketing.
Imagine how you would respond if they knocked or telephoned whilst your house was on fire? They may get a much more receptive response. If their pitch is good, and benefits rich, they would be matching benefits to the very clear pressure you were feeling at the time.
How do we, as business leaders, know what our prospects business pressures are? Watching the news on TV and reading the newspapers would give some clues as to current Euro-Zone induced pressures! Market research can help in a big way too. Actually talking to the people on the ground in your target markets and understanding what’s happening in their world and how your products and services can bring release to some of the pressures affecting them.
Information certainly is power; a statement that has been proved time and time again. Using market research to build information on your target markets and your prospects gives clear opportunities to precisely target the benefits of your products and services at the pressure points that your prospects are experiencing right now.
This can give you a major advantage over competitors that may not be as information rich as you.