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Why Should the Consumer Buy From You

What is your Unique Selling Position (USP)? It is creating a position in the consumer’s mind, about your company and what you are offering. The USP states your unique position as a company.

What makes your business different from your competitors businesses? Study your closet competitors and see how you can be different from them. Be different, stand out from the crowd, and make sure your potential customers will sit up and take notice.

Your potential customer must have severral good reasons to buy from you rather than your competitor. What added value are you offering your customers?

Selling Position

Your Company must answer the buyer’s question ” So what is in it for me?” It is all about BENEFITS.

Your visitors must see the overwhelming benefits of your product and services. Many companies just list features. To establish your unique selling point with your potential customers, you must list benefits not features. You must answer without a shadow of a doubt the question, “What is in it for me?”

Filling the Consumer’s Need

You must convince your visitor that your product and service will fill their needs and be highly valuable to them. How do you establish your USP?

Your Sales Letter

Your Sales copy must state very clearly what your unique selling position is and how your products and services will greatly benefit your reader. This will be discussed in greater detail later on.

Establish Your Brand

Branding your business makes it unique and will establish your company as a household name. You will need to considerr your logo, slogan, and character or mascot.

Why Should Consumer Buy from You? With all the competition out there you need to be different.

Your Logo

This is a small graphic which represents your business. It must firmly impress on your public what your company stands for and be memorable. For instance, real estate companies often have a house silhouette incorporated into their design. Their readers know at a glance that they are in the business of buying and selling houses. Dollar signs are popular with banks and lending institutions for this same reason.

Slogan

This is your business motto that people remember you by, for example, ” We Do Chicken Right” by Kentucky Fried Chicken. It should be relevant and easy to remember. Your market needs to associate your slogan with your business. It will always be part of your letterhead or business card usually with your logo. Again put your slogan on every e-mail you write.

Character

Many businesses have a mascot character associated with their company to familiarize people with your company and allow them to empathize. An example would be the cartoon character of the Colonel for KFC. These characters become represeentatives of your company and when portrayed in every ad make your company a household name. Establishing your unique selling position is very important in your business.

* It will enable you to make a strong foundation for your sales ad copy.

* It will establish in your customers minds exactly what your company represents and what you can offer them.

* Branding makes your company familiar to your market and also encourages viral marketing.

Hopefully by now you know Why Consumer Should By From You.

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After you have conducted your market research, you will need to develop your product or service to fit the unique needs of your market and make a note of all the products and services that would fit them. Hot ideas are:

* Info products: e-reports, e-books, and instructional videos.

* A specific need: software and special tools.

* Services: match your skills to your market needs.

Info Product

* Info books and e-reports: Your best way of selling these is in digital e-book form. This is a low-cost high-profit margin. Customers like this as they
can get bool as soon as they pay for it.

* Videos can be made for immediate download so they are also very cost effective after the initial cost of making the first one.

* Articles can be strong promoters of anything you are selling from your Web site. Make interesting useful articles that you can distribute and attract
targeted visitors to your Web site. This is a proven way to pre-sell and make sales. They can be expanded to make high demand e-reports, which
should be six to ten pages long and about a hot topic.

* Always have at least six info products to sell so that you can offer backend products. When customers have bought once from you, they have confidence
and trust you so that they will buy from you again, increasing your profits without having to spend time and money on new marketing,

* If you do not have enough products, you can affiliate for some or get resale rights to some hot items. Make sure they are all related and will fit your
market.

* Expand your business by penetrating new related markets. Develop six new products and repeat your process. You will build your business quickly and
efficiently.

Make a list of subjects that interest you and look up each one with a keyword in Overture search tool, www.inventory.overture.com/d/searchinventory/suggestions/. You will find how many people searched for your subject in the last month, and will give you an idea how popular a certain topic/concept is. The more searches found on a topic the better your chances of selling a product within this market.

Next, look up that same keyword in a search engine www.google.com and you will see a number of Web sites, indicting supply.The more Web sites found, the greater your supply and the more your competition will be. Your aim is to find a well-searched topic with less supply: high demand and low supply. This will be your future niche market.

When you have decided on your market, analyze your potential customers, also known as your target market. Take a moment to think about them and ask yourself these questions:

What Web sites and messages will they visit for information? What forums and networks will they visit? Make a list of them all. These are the places you will advertise and aim your marketing. Although you cannot advertise on a forum or business network, you can post with your signature. More about this later.

What publications do they read? Make a note of these. This is where you will do your advertising.

A good plan is to make a thubnail sketch or profile of your potential customers, using the questions and answers you found when you did your marketing analysis, research. Study the customer profile you made to find out their wants and needs. The answers you get will help you pinpoint the particular problems they are experiencing. Make a note of these. You can then get ideas to fill those needsand solve their problems with your products and services.

How do you find your niche market? Do your research for high demand and low supply markets. Do you have a unique skill or product that is hard to find? Sometimes you can identify a niche by supplying a product or service that you have found hard to get and can supply a need for others like yourself. Other times you have to penetrate a more saturated market.

Your customer base will often start with fewer people if you are a working a niche market, but you can expand your market in different ways with related products and services. If your customers like a certain product, you can also offer another one that you know will interest them. For instance, those people who like a certain golf club will also need golf balls.

Another way to create a niche in a saturated market is to add value to your service and make yourself better and different from your competitors. Added value will allow you to offer something with your service or product.

With your marketing analyses you will be able to sort out your chosen market and develop your product or service around your research findings. Then you will be ready to market your product or service.