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Let's assume that you have found a hungry crowd (also called "the market", that is, people or businesses buying certain type of products or services). Let's further assume, that the market is big enough, and people in this market are already spending money buying stuff.
OK, next thing you need to do is to find out what those people want. If you know what they want, how they want to buy it, how they want to pay for it, how they will use it - you can design your selling process and create your products.
So how you find what people want? It is simple - just ask them.
How to ask questions? Use any possible way:
Important: you have to find out how your customers buy (web, off-line, by phone, etc.) and what is their buying process BEFORE you ever begin to develop your company's selling process.
Important: The response on the ASK campaign gives you an idea of the responsiveness of the market. Some Google ASK campaigns have 80% conversion on their landing "ASK" page. Others - less than 10%. If enough people don't give you their questions in exchange for a free gift - that means that their interest is low, and there is no way they will give you money for your product when you start offering one.
Important: Your goal is to build relationship. People buy from you because they know you, like you, trust you. Message is not as important as relationship. The most cost-efficient model for greater conversion - frequency, not just reach. You start building relationship before the sale - and continue after the sale.
You can find out how your customers "consume" product (when, why, and how). Ask why they bought from you. What other products they were considering - and why they have chosen you.
The language of the responses gives you "the conversations in the minds of your prospects and customers". Use this language when you write your sales copy. Also, you will be able to sort the questions - select ~ 20 of most vital, frequently asked questions - and use them in your copy (as benefits). These questions will help you to find the best title for your product, the best headline for your web site, the best text for your ad, etc. Your market "writes" your copy for you.
In fact, you can use the questions to create brand new products (classical example - make an interview with an expert based on these questions - and sell the interview as an audio or a book). Another example - acquire dozens of testimonials within 10 min after your teleseminar by offering a summary of the content revealed.
www.GoRomance.com - free subscription ... - see how questions are asked.
Tip: make an exit popup - and ask your abandonment traffic why they've decided to exit your Web site without giving your offer a try: "Wait! We need your advice... What is the single biggest reason you are leaving us without giving ... a fair try? Submit Your Advice Now. (You can offer a bribe - may be even a free product in exchange for the advice).
Tip: Follow-up your ASK surveys with audio postcards to promote and sell something.
Tip: Offer a rebate (check) in exchange for their feedback. When they will receive a check in mail - this builds trust.
Tip: use off-line strategies: phone, fax, mail
How to set up your ASK campaign:
Mmake/order a simple CGI script. Or use a service:
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