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Marketing-for-Leads Guide: Step 7 – Determine the specific business problems you solve
Step 7: Determine the specific business problems your products/services address and the problems your company is qualified to solve.
The first step in developing your marketing strategy is to identify the business problems your product or service will relieve. Why would somebody buy what you are selling? What specific problems does it solve?
For example, if you sell filling-line equipment to bottling plants, you might solve the problem caused by faulty integration between the labeling and bar-coding equipment. Or if you are selling tax-consulting services, you might solve the economic problem caused by paying too much in taxes.
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In addition, you need to think about the problems your company and its people are qualified to solve based on your experience and special credentials. What kinds of business problems have you helped customers with in the past? What kinds of professional or educational credentials and industry experience do your people have? What licenses, certifications or approved-vendor status does your company hold?
Thanks for the post, Mac.
Aside from a company’s website, a great way to tell prospective customers what specific problems their company can solve is through case studies. Customers usually ask about experience in their industry and ask for references and well-written case studies can show how a client’s problems and challenges were solved.
Posted by: zsa zsa | Feb 25, 2009 at 8:11 pm
I would totally agree with the above comment. Another way is to do surveys and maybe get them to fill in comment forms. I always thought that these were a waste of time and I hated to fill them in thinking that no one would actually look at them, and to my surprise they are a fantastic thing.
Posted by: Wendy Silk Screening | Aug 21, 2009 at 4:14 am