Create Messages That Will Double Your Income

By Author: Peter Lawless
Total Articles: 92
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You surely understand what your products do and how they do it, but do your potential clients know? Do they know what your service enables them to do? And most importantly, do they know how to put a value on it? If your potential clients can not put a value on what your offering will help them with, they will probably think it is too costly.

The steps described below can be done by your self, but it is recommended that you have a professional facilitator present. They will help you through the brainstorming exercise, and more importantly, they will keep you honest.

It is also a very good idea to have production and support specialists at the session as well. The reasons being; with the production manager to ensure that you are building and creating the right products and services. With the support manager who will have got great feed back from customers who buy what you provide.

Set up a room, with a scribe and a large whiteboard or flip-chart and proceed through these steps.

Follow these steps for amazing results:

* Now for each feature, list clearly the problems or desires ...
... that are addressed by each of these items.
* Match your list of solutions with those of your competitors - Identify at least three unique solutions.
* Define what people in each of these positions will be enabled to do, once you have helped solve their problems.
* Now put a value on the new capability that your customers will get. Use any testimonials you may have. If you can not do this, you will need to go back to your customers and ask them. Sometimes the value may be intrinsic such as desire.
* What is the status quo of your prospects? In other words, what are they likely to have in place right now? Remember that, the status quo is your biggest competitor.
* Using the three solutions that you identified in step 6, rewrite them for each of the positions identified using at least 3 of the industry specific words.
* Now add the length of time it takes to achieve this goal - after 5 minutes, in three months, in one day, etc.
* Create 3 headlines that have each of the 3 key elements above. Then create a 3-4 line subhead that explain them in more detail and could be interesting for your prospects.
* Once you have created your marketing messages as above you will need to Test, Adjust and Measure any lead generation campaigns that use them.

The resultant message that is created can be used as part of your lead generation program.

3R Sales and Marketing has created a , known as ADSPORT. This program, will more than double the number of qualified leads coming into your business, without necessarily increasing your market spend, and in most cases reducing it.