7 Keys to an Effective Promotion

This is an abridged version of the highly requested article recently posted.  I hope you enjoy.

1. Unique Value Proposition – Highlight the value that your solution brings. Make sure you outline the major benefits the client will gain from your unique solution. This is an essential but often overlooked aspect of a successful promotion.

2. Target Audience – Identify the types of companies and specific types of individuals that stand to gain the most from your solution and provide the best opportunity for repeat business. I recommend using SIC or NAICS codes to generate a targeted company list. And, because most decisions are made by committee these days, it helps to put your solution in front of the major decision makers (e.g. Director of Marketing and VP of Sales).

3. Compelling Reason – Provide a compelling reason for your prospect to look at your unique solution. One example is to use a direct mail promotion that includes a low-cost “Free Gift Inside”. The vast majority of people will open a package that includes these 3 Magic Words and will take the time to understand your offer.

4. Time-Sensitive Offer – Promote a sense of urgency to take action using a time-sensitive offer. This can be in the form of a unique sales promotion, a scheduled teleconference, or a free strategy session for the first 20 respondents to name a few examples.

5. Show Credibility – Include content that shows you to be a qualified solution provider to these companies. Include specific experience and testimonials that provide credibility.

6. Free Online Collateral – Provide free collateral online that entices your prospects to contact you and share your unique solution with other interested parties. This can be in the form of a free newsletter, free tips, free audio CD, free recorded webinar, etc. In today’s world of social media, I also recommend placing links to your Facebook, Twitter, and/or LinkedIn profile to generate connections.

7. Follow Up on a Scheduled Basis – Not every buyer will be in a position to purchase your unique solution the first time it is presented. However, if you continue to provide valuable content to these individuals, you will continually build your prospect database and create a consistent and ever-expanding sales pipeline (rather than the typical peaks and valleys).

When you put your unique solution in front of the right buyers and explain the benefits of working with you, your inbound leads will skyrocket. Once you have established a solid customer base, testimonials and referrals can also be used to accelerate your sales growth even further. Your possibilities for revenue growth and success are endless when you are able to connect with the right buyers and provide value.

Wishing you all the best,
Andy Hedrick

Founder & COO
AE Promotions
andy.hedrick@aepromotions.com
http://www.aepromotions.com/
1.866.584.6249

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