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Answer from Expert Laura Wiegert of Creative Consultants - page 2 Create a Benefits List Before you can sell your service, you need to see its benefits from the customers' side of the table. Why do they need your service? How does it make their lives easier or solve their problems? Why should they choose you over a competitor? Come up with a list of selling points and prioritize them. Once you have a solid list of benefits, use these in your marketing materials. Choose Your Marketing Strategies Once you have your customer profile defined and know why your service will appeal to them, put together a menu of marketing activities that will help you reach them. Start by brainstorming on ways to effectively reach your customers, such as direct mail, trade publications and the Internet. For your specific service, direct mail would be an effective way to target your customers. Cook up a large-scale mailing, such as a DVD sales piece that showcases your services and success stories. What better way to let people know what you do than to show them? Then follow that up a few weeks later with an appetizing post card campaign. Mail out a new card every couple weeks, with each touting a different benefit of your company (which you have already defined!) and including a call to action. Consider including a savory offer, such as 10% off their first order, or "X" number of DVDs free with an order of "XX". Make them want to contact you! And make sure to include every possible way to get a hold of you, from address to phone number, fax, e-mail and website. (continued)
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