Or, more to the point of the title, question every word you use to market your business and then answer every question in your marketing.People make buying decisions in ways that we may find hard to imagine. The mental, logical process and the emotional, feel good process come together at some point in every sale. The problem, though, is that this process is invisible to the marketer.
Here’s my best advice for making sure that your marketing materials hit the logical and emotional mark.
Every time a prospect or client asks a question, write it down. Collect these questions on an ongoing basis, make every sales person note the questions they receive. In a very short period of time you will see patterns develop. If you are getting some of the same questions over and over again you can bet that your marketing materials need to address the answer to those questions.
Photo by couleurs gm.
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