Target Market – Who is going to buy your product/service? Are you selling to consumers or business? Is your market B2C or B2B? If you are selling to business, be specific about what kind of business are you targeting. For example, if you are a marketing company your shouldn't just market to business in general. You should target business by size, revenue, industry, location, etc. You have to be able to describe your target market in measurable terms. For example, your company might target companies with revenue in the range of $2-$20 million, in business for at least ten years, with at least 15 employees, in the biotech industry, located in the San Diego, CA area.

Why do they buy from you? – What are the reasons businesses buy from you? Is it your price? If it is the price what exactly about the price that closes the sale for you? Are you cheaper or more expensive? Do you have a range of prices, or a one price fits all strategy? Is your service business solves your client's problem more effectively than your competitors solution? Have you interviewed your best customers in the last 6-12 months to find out the reason(s) they buy from you, or you just assume the reasons?

Competition – Are you studying your competition? What differentiate your competition from your business? What are they doing better than you? What can you do better than them? Have you spent time studying your top ten competitors both offline and online? Can you attack any markets your competitors have already entered? Can you offer something of need that has not been addressed by your competition?

Referral Channels – Have you developed strong unidirectional referral channels? Your referral network can be your most effective sales force. Have you identified non-competing businesses that you can refer to? Have you identified companies that can refer clients to you? Effective referral networks are working best when they are mutually beneficial. The development of your referral network should have a premier place within your overall marketing strategy.

Credibility – How quickly can you establish credibility with a new prospect? Does your company belong to any industry groups? Are the leaders of your business on boards of organizations your prospects respect? Have you been written about in books, papers, blogs, or any other forms of publications? Have you won any awards? Do you have a professional website? Are your marketing materials up to date? Have you developed a consistent branding strategy?

Call us now at 800-530-9141, if you want your marketing to take your business to the next level.