Remember, you don’t need a great smelling product or service to get noticed by those most likely to buy from you. You need a compelling marketing message.

Demonstrate Value If your product or service doesn’t have a wonderful smell it probably doesn’t taste too good either so you’d be well advised not to have your prospects take a bite of your top selling motorcycle or latest legal brief you’ve written.

Instead, you can demonstrate value to your prospects by offering a test ride or providing a helpful and informative guide about a specific topic of particular interest to your target market. By giving something away for free you demonstrate quality of your product or usefulness of your service. Be sure to get your prospects’ contact information in exchange for anything you may give away as your goal is to consistently demonstrate your expertise to your prospects over time, with their permission, of course. In so doing, you will win their trust and position yourself in their minds in such a way that they will think of you when they decide it is time to solve an ongoing or newly created problem.

Make a Remarkable Offer Once you’ve grabbed your prospects’ attention and have demonstrated your value to them you want to make a remarkable offer. The decision to buy from you should be a no-brainer. Your offer should include benefits that far supercede cost of your product or service. Your offer should be a knock-out punch.

In order to make a remarkable offer you must truly understand your prospects wants or needs.

What are some questions you can ask your prospects to better understand their needs?

Once you have these answers you can use them to custom mold your offer to any prospect.

Move Your Marketing Forward™ It doesn’t matter if you are most talented person in your field or you have best product in world if nobody knows you can help them. The sales process described above begins by attracting attention with an outstanding marketing message. If you are not effectively using an outstanding marketing message you can improve your ability to generate interest in what you do by developing one and broadly incorporating it into your marketing strategy. Making decision to improve or use a marketing message is one of strongest moves you can make as a small business owner to improve your ability to market yourself. Bake your cake and buy some fans.

Instead try this...

Set out for a dream product state-of-mind that is full of features that can be turned into benefits... What you're doing in essence is conjuring up most unlimited version of your product. One that defies all confines at this stage. Write it out as if this product was right there in front of you and can performed every detail that you promise.

You are in effect reverse-engineering your product which is a catalyst to making product not only better, but also helps it live up to high expectations you design into it.

What you bring into reality is an out growth from using unlimited creativity to logical harnessing of all ideas fused into a finalized product.

Writing sales letter first adds incredible inspiration into your product ideas. This technique helps dictate new avenues of creation and marketing that can add much leverage to a successful product launch.

One sure fire way to get started using this technique is by consulting a good source on sales copy writing.

Before you know it, your product will have wings to fly and a killer sales letter to get it off ground!

By Michael Nicholas (c)2005