Internet Marketing – 5 Questions For Success
5 STRATEGIC QUESTIONS FOR A SUCCESSFUL INTERNET (and off net) MARKETING
A growing, top-notch company is one that understands the customer and caters to their needs. Following are 5 critical questions the most profit conscious companies should ask repeatedly. These tried and proven suggestions for success work equally well for both online and offline business models.
1. Who is your customer?
The answer to this question isn’t as simplistic as it sounds. The names and addresses of your current customers are of course, fundamental to your business. One Internet guru I know actually downloads his current weekly customer list and stores it in a bank vault. He says it’s his “bread and butter”. Yet, the customer is more than an address. He or she is also a collection of likes and dislikes, habits and opinions.
For example, are most of your customers holders of advanced degrees with an average income of say $100-150,000 who spend their every waking hour watching the stock markets? Or do you cater more to young single males who like pick up trucks and video games?
Obviously, your sales letters and your offers will be very different for each group. The business who speaks the specific language of their typical customer will make the buying easier. The customer will feel comfortable with you. They are more likely to trust you and consequently, be loyal clients. One way to get to know your customers is simply ask them. Regularly ask for feedback, and reward them for their trouble with freebies. Satisfied customers who feel comfortable with your sales message and products become regular contributors to your income.
One mistake many companies make is discarding past customer lists. Sometimes a postcard or email with a personalized “We’ve missed you Tony” will be enough to make an old customer new again. Or better yet ask them, “What could we do to serve you better?”
2. What problems do your customers have? What do they need that they don’t have?
Searching for the answer to these questions and then fixing the problem with a better or new product .. is like shooting fish in a barrel. With answers to these questions:
* you know what they want * you improve your product or make a new one in response to their needs * you offer to them just exactly what they want * you collect money and happy customers * you obtain valuable product endorsements
Asking for customer feedback is good business. People love to give their opinions and it makes them feel important and a part of something bigger than themselves. The longer they stay on your home page, or on the phone, or in your store; the longer they have to develop a relationship with you. And relationship building is the new buzz phrase for success on the net. People will shop where they feel comfortable and your business will increasingly make money. And lastly, asking if they have a problem with your product or service is the polite thing to do. Never underestimate the power of good manners. I’m sure you know people who won’t go back to a business just because someone there treated them rudely.
Good manners is good salesmanship. And, if I might be so bold, it’s just the right thing to do.
3. What went wrong? (Or how did a product fail?)
Knowing what didn’t work is almost as important as what did. Ask them and listen. Knowing the answer to this question will save you a lot of rabbit hole chasing. Be a good listener to your customers and they will reward you with their trust and loyalty. They will also tell others. Word of mouth advertising is FREE and very good for business.
4. Why did they choose your product in the first place?
Here again, ask the customer. Learn to recognize what you do right according to those who actually use your product. Not only will it help you build on success; but it could also be a great testimony. A good testimony is an amazingly powerful sales tool. Testimonials add credibility … a key element for building trust. And a written record of customer success and satisfaction can greatly expand your list of paying customers.
5. How did they use your product as a solution to their problem? What results did they get?
This question is much like the previous one except this one is more specific. Find out how they use your product to solve their problem and you will benefit. It will give you deeper insights to the strengths, and weaknesses, of your product. Furthermore, your customer may use your product in ways you aren’t stressing in your marketing. Tweaking your ads to show this new benefit may increase your market place.
Gather testimonials that specify what problem was fixed and what kind of results were obtained. Once again, these ultra-specific testimonies are very powerful. So in summation, the answers to these 5 questions are critical to your Internet marketing business and/or offline business. Careful, continual research will enhance your customer satisfaction.
In actuality, this whole process can really be summed up in these few words:
Know who your customer is and what they want. Treat them well. It’s the golden rule of successful business.