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Getting Attention 6. Does your marketing message prompt prospects to contact you? 7. Do your ads, letters, and web site motivate prospects to contact you? 8. What are your conversion rates? 9. What steps can you take to improve them?

Positioning 10. What are you doing to establish your credibility with prospects, to help them know and trust you? 11. Is it working as well as you'd like? 12. What could you improve? 13. Is value of your products and services clear to your prospects or do they question you about merits and price? 14. Want to learn how to ensure that your prospects understand value of your products and services?

Selling 15. How successful are you in selling, that is, in getting commitments for everything from appointments to orders? 16. What's your conversion rate of prospects contacted to clients and customers? 17. Do initial s/ales generate repeat s/ales and referrals for years to come? 18. Want to learn how to generate more s/ales from each client?

Evaluating Your Marketing Plan Use Michael's three questions to summarize your comments about your marketing plan and your success in getting attention, positioning and selling.

1. What's working?

2. What's not?

3. What do you want to improve?

The hardest part about cleaning out your closet, attic, garage or your marketing is getting started. It may be time to straighten up or throw out some of your old marketing strategies and tactics and replace them with new more effective ones. Start 2005 with a well organized marketing plan, one that helps you Get Attention, Position your products and services and Sell and you'll find your business growing in leaps and bounds in coming year.