Promotional Marketing Basics

1. People Need What You Have
Your prospects and your clients need the products and services you offer. Don’t worry that by promoting yourself you are intruding on or interrupting. Are you thinking, "They won't want what I have," or "They've probably already got someone. At this very moment, your prospects are waiting for you." Whether it's true about a specific prospect is irrelevant; if you approach each prospect with that frame of mind, you'll succeed.

2. Your Prospects Want to Look Good.
A business is successful if it has the right suppliers. No matter the industry, from construction to graphic design, things aren't the way they used to be -- not for you and not for them. So what they want from you, over and above what they're asking for, is that you make them look good. If you can communicate to them and attract their attention they are likely to

3. You Want their Business More Than They Want to Give it to You.
Even though your prospective clients will be thrilled with your service once you get to know each other, in the first place you will have to do some of their work: help them find you, help them contact you and help them work with you. The fewer obstacles they have to surpass, the more likely they are to follow through, and the more likely you are to do business.

4. Your Prospects Have a Lot Going On - Be Patient
In the office, there are always interruptions. It’s hard for them to get anything accomplished. You are just one of the many things they are trying to focus on. Tat could why they aren't calling you back!

5. Your Prospects Act on Impulse.
We see something interesting, we get excited, we call for information and when it comes, we put it in a pile. Determine as quickly as possible if you're dealing with an impulse inquiry and waste as little time as possible with them. But don't write them off entirely; just put them on your quarterly mailing list and let them come back to you.