89 Headquarters Plaza, North Tower, Suite 1461 Morristown, NJ 07960 908-460-5529 CrowleyLawLLC.com
PRST STD US POSTAGE PAID BOISE, ID PERMIT 411
In This Issue
1. Marine Medicine in Motion
2. IP, Ideas, and Impact
Referral Testimonial
3. Podcast Preview
4. From Resource to Revenue
Teach, Don’t Tell
The Vast Value of Educated Consumers
Nobody should ever be expected to care even a little bit about what you’re trying to sell them — unless you educate them on why they should care. Capturing a consumer’s trust and loyalty is a constantly shifting process. Consumers are bombarded with marketing attempts — including your competitors’ — virtually every moment of every day and your costly marketing campaign can be buried in a mountain of cyber clutter in a millisecond. How do you maneuver through the mire and capture consumers’ attention? Here are three tips to help you turn your sales tactics into opportunities to train potential buyers to view you as the definitive go-to provider for their needs. DON’T RESIST GIVING AWAY SOME OF YOUR STORE. If you want a consumer to understand why your product is the best answer to their concerns, show them why your solution
matters. Nowadays, it’s increasingly common for companies to post blogs, articles, or webinars on their websites or upload brief informational videos on YouTube offering expert tips on addressing their customer base’s areas of need. Don’t hesitate to provide free expertise and advice before a sale, as giving an interested consumer a solution in advance may lead to greater sales. USE PICTURES OVER PARAGRAPHS. Pictures will always speak louder than words when attracting a potential sale. Studies have shown that including images in text increases a person’s ability to retain information by as much as 55%. REMEMBER WHO YOU ARE. Never neglect to acknowledge you’re a consumer yourself. What kind of marketing tends to attract your attention? When a salesperson contacts you, are you interested in learning about every facet of his or her company or services, or do you just want the
most pertinent information that speaks to your immediate needs or interests? Consider how you’d explain what you’re selling to a neighbor or family member. Would you stuff your overview with eye- glazing industry jargon or make your words succinct and easily understood? And always remember to test, test, test your assumptions about the needs, wants, and interests of your potential customers. Each consumer has his or her own specific needs, wants, and interests. Some may be similar to yours. Some may be different. But only by testing in the market will you find the combination of approaches that will maximize your traction with the consumers most likely to be your customers and ultimately lead to the success of your business. Genuine empathy and education will always win their trust — and money — better than any flashy gimmick or overblown explanation ever could.
4 — CROWLEYLAWLLC.COM
Published by Newsletter Pro • www.NewsletterPro.com
Made with FlippingBook Ebook Creator