Before you market your service, it’s important to ask the right questions. Once I was on a sales call and after our introductions, I began with what I saw the challenges were in a client’s business. She promptly told me that she wasn’t looking to do that. Rookie mistake.
I have a master’s degree in psychology and I’ve worked in the sales and education field for years. If there’s one thing I’ve learned, it’s how to ask good questions! Fortunately, after that blunder, I was still able to work with her to create a successful content plan for her business.
Since that experience, I’ve always remembered to ask questions before offering solutions.
But what questions should you ask? Well, I’m so glad you asked!
Here are the 5 most important questions you should ask before you start marketing your services.
What does success look like to you?
Before you can arrive at a destination, you need a plan to get there. A clear idea about where you want to take your business is the only way to make it happen. Do you want a 6-figure business working 20 hours a week or prefer to invest more time for more money? Do you want your brand to be nationally known or are you content with being known only in your local area? Drill down and think about your goals then you can identify a clear plan to make it happen.
Who Are You Trying to Help?
When you know detailed characteristics of your ideal client, you’re better able to focus your message. It’s not enough to know that your service will help a large demographic such as female entrepreneurs. Identifying a more specific population within that demographic will serve you better when it comes to marketing your service.
For example, a target market might be female service providers who have been in business for at least 6 months and are interested in cultivating their online presence and increasing their conversions through strategic digital marketing.
How does your service help?
Or in other words, why you? Knowing why your ideal client should choose you over the next business can give you a competitive advantage and help you market your service more effectively. Is your service more convenient, specialized or less expensive than your competition?
Be thorough and honest about your answer and keep studying your business to identify your unique selling point.
How Can I Prove My Claims About My Offer?
After claiming that your product or service can solve your client’s problem, the next logical question is how can you prove it? The answer to this question can come in the form of social proof from followers or testimonials or perhaps you have a college degree or professional experience to back up your claims. Whatever it is, be sure to include the answer to this question in your content.
How Can Your Clients Get the Goods?
So often we are so familiar with our website and social media content that we forget that the customer does not know what we know. Review your content and make sure a new client can easily see how to purchase your product, sign up for your email list or subscribe to your service.
When it comes to effective marketing, asking good questions should be the very first step.
