Hopefully you have given the matter a little thought and decided that educating your customers is the way to go. The opportunities are almost endless but consider the following process you can follow to start educating your customers and prospects almost immediately.

 Step 1

Make a list of all the facts and details of the product or service you sell. How and why was it developed, how is it made, what materials is it made from, where are the materials sourced from and why, what colour s it and why, how long does it take to train your staff to deliver a service, why is it larger, smaller, louder, quieter, why is it better value. Write down everything you and your team can think of.

 Step 2

Start writing (do not limit yourself in length) about all these details in the form of benefits, advantages and value provided. Customers and prospects will be interested in the detail of your product or service but in the context of how it impacts upon their lives. Write in an informative interesting way. If you are not confident to write then buy a small digital recorder and have an imaginary conversation with someone where you simply tell them about your product or service. Bring your enthusiasm and passion into this “conversation” and then have the tape transcribed.

 Step 3

Take your customers “behind the scenes” of your business. Do this either literally by arranging trips or outings for selected customers, or figuratively by writing about it.

 Step 4

Write a free report about your product, service or industry that will provide prospects with valuable and helpful information which they would not otherwise have had. DO NOT make your report into a sales pitch. Simply provide good, solid, helpful and interesting information. Make your report so interesting that prospects wish to keep it forever.

 Once you have written your report give it away and use it to identify your prospects.

 Have a GREAT Day!

Stuart Lockley

Over the next few blogs we are going to consider how you can use Educational marketing to set you apart from your competitors and dramatically multiply your sales.

 Educating your customers and prospects about the benefits, advantages and value of your product or service can dramatically increase the sales of your business.

 Most business owners simply assume customers and prospects know, or should know all about the product or service they are selling. Business owners think the details of their product are obvious. This approach will cost you a fortune because the details of what you sell are not usually obvious to anyone but you.

 Educating your customers is a simple way to set your business apart from the competition.

 Explain to your customers why your product is different, what are the benefits and advantages of buying from you. Your customers will be interested in the process you go through to make or source the product, the training it takes to be able to produce the product.

 As your customers learn more about the process involved to bring the product to them they will inevitably give it a greater value in their minds and the more they value it, the more likely they are to make a purchase.

 Every prospective customer – whether they voice the question or not – is asking themselves “How will this product benefit me?”  “Will this product provide the value I require?”

 You can only answer these questions by providing information and educating your customers and prospects.

 In the next blog we will consider the process you can take to begin educating your customers immediately.

 Have a GREAT Day!

Stuart Lockley