First, I did want to make sure you knew about the looming deadlines:
1) Estimated taxes for the third quarter are due on Tuesday, September 15th. If this applies to you, you know who you are. We’d love to help you, though, if you need a quick word of advice. Shoot me an email (click the email button at the top of this page).
2) Corporate filings are also due on the same day (9/15). Again, you know who you are, if this is for you … but let these simple reminders not be wasted!
Secondly, I wrote last week about how we can peel away from the “old” style of adversarial selling, and got some great feedback. THANK YOU for that — I put a lot of heart and thought into these notes, so your feedback is always appreciated. I have some additional, different thoughts this week.
I think it’s high time that we all realized that our customers and prospective customers have become “wise to the game” when it comes to certain, antiquated marketing tactics.
There’s a better way, now being adopted all over the place, but not just because it is very effective … in my opinion, it’s a much more ethical and principled way to sell.
Venuti’s 4 Tips For Sending Better Marketing Messages
“You don’t lead by pointing and telling people some place to go. You lead by going to that place and making a case.” – Ken Kesey
“They” say that we’re all being slammed by over 3,000 marketing messages a day, and I believe it. Some, more than others, of course — but you have to know that your prospective customers are seeing something like that amount. Daily.
That’s a lot of messages.
And, in order to avoid information overload, many of us have trained our minds to completely ignore those messages.
That’s why you must properly implement a series of steps to *lead* your prospect to becoming a client — effectively AND ethically. Effective, because it actually works. Ethical, because it’s about delivering ALL of the information needed for a purchasing decision … and it’s not reliant on “sneaky” sales tactics.
And once you *implement* these steps to leading your customer to a sale…you can easily overcome those marketing filters your prospects have.
Here are the steps:
1) Get to know them.
When you know everything there is to know about your prospects, your messages become much more targeted. Which gets your prospect’s attention. And, your prospects will feel as though you truly care about them.
2) Follow up consistently.
When you consistently and effectively follow up with your prospects, your message will eventually sink in.
3) Offer your prospect actual value.
Every marketing message out there is an attempt to get your prospects’ money from their wallet. Imagine how you’ll stand out when your message does more than make a pitch. It educates, engages, entertains and/or helps your prospect in some way.
4) Value your customers.
Once your prospect becomes your customer, don’t abandon them. They need the same attention you offered them as a prospect. Offer that same personal attention and they will become a raving fan!
These are things which I’m consistently emphasizing to my Newtown Square, PA business owner clients and friends. It’s because they work. And it’s a much more satisfying way to build sales.
Feel very free to share this article with a Newtown Square, PA business associate or client you know who could benefit from our assistance — or simply send them our way? While these particular articles usually relate to business strategy, as you know, we specialize in tax preparation and planning for Newtown Square, PAfamilies and business owners. And we always make room for referrals from trusted sources like you.
Warmly (and until next week),
Stephen Venuti
610-353-0686
Stephen J. Venuti, CPA, MST, LLC
