Don't Sell Me, Give Me Benefits

I'm trying to market my business but all I ever get is offers to join other businesses. This is a common complaint we see and hear from others that are trying to market their online business. This is why we tell people not to market their businesses directly. You may not hear it directly but your prospects are saying, Don't Sell Me, Give Me Benefits.

If you do not understand this or have this as an option, then you need to seriously consider how you are making your offer to your prospects. What are your options when you market your home based business? Who are you marketing to? Do you sort your prospects? Can you make money whether your prospect says yes or no?

When I read your email, what are you offering me, your prospect, which will be a benefit to me? When I see a very good advertisement, I measure how good the ad is by what benefit is being offered to me. To give you an example, there are a lot of cars in the $20K price range and there are a lot of cars in the $30K price range. Why would anyone pay $10K more for one car than the other for it to take you from point A to point B? A car in the $30K price range may have more safety features such as anti-lock brakes that would provide for a safer ride for my family. It may have independent suspension for a smoother ride making my trips more comfortable.

Most of us are marketing to people that have a problem. That problem is they are already in another home based business and your business opportunity doesn't look better than theirs anyway. In addition to this, if they join your business opportunity, they still have the same problem they had before. They DON'T KNOW HOW TO MARKET!

When I read your email, here is what I should see. I want a solution to na problem.

I call this Solution Marketing. You are providing me a solution with my marketing problems. If I'm in a home based business and I need prospects, when I read your email and you offer me a solution, then you have a prospect. I am not a prospect unless your offer matches my needs. This is the importance of sorting your prospects. You can not afford to waste your time on people that are suspects for wanting to own their own home based business.

Providing a solution to other online marketers prospecting needs may not be what you had in mind but this will help your business grow faster and be profitable sooner. People that are using this method of marketing their business are quickly becoming more successful in their home based businesses because they are NOT running out of money before their business turns a profit. Many marketers drop out of their business before success settles in because they can not afford to continue to market without a quick profit.

If you first show people how to succeed online, they will be more willing to look at your primary business opportunity. Even if they are not interested in your primary home based business, by helping them to become successful, you can make a profit.

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