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Avoid Being Vague


We are bombarded with thousands of marketing messages daily? On television and the radio, on the internet, in magazines and newspapers, on billboards and other signs, and even at the bottoms and on the backs of receipts. The world is, indeed, a very noisy place. And in order to get heard, we need our marketing messages to be clear and concise.

A vague message is one that isn't easily understood - it doesn't speak to a potential customer or client. To be successful in business, our messages must clearly target a specific audience, explaining to them the features and benefits of our product or service. We need to get the public involved and interested enough to want to have further conversations with us. Only then do we have the entrée for beginning to develop a relationship with them, the first step in the selling process.

How can we ensure that our messages are all that they can be?

1. Define your target market. One of the best ways to create a clear output is to start with clear inputs. When it comes to anything you do for your business, you need to be very clear on your target market. Who do you want to reach with your marketing efforts? Define them as clearly as possible. Are they male or female? What are their ages, their occupations, and their lifestyles? Why would they want to do business with you? The more clear you are about who you want to work with, the more clear you will be when crafting your marketing messages.

2. Market narrowly, but deliver broadly. Your marketing message should be carefully focused to cater specifically to the needs and wants of your target market. One might think you'd be passing up opportunities for more customers or clients. The reality is that more people will be attracted to you if you position yourself as a specialist rather than a generalist. Folks associate a higher degree of expertise with a specialist, and, more than likely, you'll be able to charge premium prices to reflect this marketing position. Once you've gotten their attention you can market many things to them (delivery broadly).

3. Talk about the customer, not yourself. Your marketing message should speak to the prospect, their particular needs and wants. What problems can you solve for the customer? Make a list of the top 10 problems that you solve for others. These should be the substance and focus of every conversation that you have. Avoid talking about yourself. People are interested in what you can do for them - sometimes even more than the specifics of the product or service that you offer. Your prospects needs and your solutions should be the focus of all of your marketing materials.

4. Explain the benefits. Not only should you explain the benefits of your product or service, but you should be able to explain the benefits of working with you. Features are defined as the distinctive characteristics of a product's use or design. A benefit, on the other hand, is how the feature will add value to the prospect's life. Carefully define your features and benefits. At the same time, what are the benefits of working with you? Do you provide 24-hour turnaround? Do you return emails and phone calls promptly? Do you offer a free introductory consultation? Do you provide additional value to your customers - extra reports, information or discounts on future purchases? People buy benefits, not features. What's in it for them? Let them know!

5. Know your products and services. There is a lot to know when it comes to your products and services. The more articulate you are in explaining their features and benefits, the higher your chances of closing a sale. For each product or service you offer, make sure you can clearly articulate the features, the benefits, and the specific client need that is addressed. Word this information in language that prospects can clearly understand - that relates to who they are as a target market. Drafting a simple one-page summary of these details can help you to get clear on what matters most.

6. Keep it simple. The best messages are those that are simply said. People understand simple. The more complex the explanation, the higher the risk you run that you'll "lose them along the way." Again, refer back to the one page summary of your client needs, as well as product or service features and benefits. Provide information that is easy to understand. Don't give more information until the client asks for the information. Always let the prospect guide the conversation.

7. Use a tagline. A tagline is a slogan or phrase that conveys something about a feature or benefit of something you offer. For example, the tagline for Chase Manhattan bank is "The Right Relationship is Everything". This slogan clearly communicates that one of the features of working with them is relationship - not just any relationship - but the right relationship. Another example of a tagline is Alicia Smith: The DISC Ninja. The DISC Ninja implies skill, precision, and performance. What type of tagline can best describe you and your business?

8. Consult your R & D team. To create on-target marketing messages, run them by your friends, family, and colleagues before you release them to the world. Creating your own R & D team is a great way to experiment or to try out your ideas in a low-risk environment. Probably one of the best things to do is to get feedback from your current customers. They can tell you first hand what works and why. Never pass up an opportunity to get feedback, as it will help you to fine-tune your marketing message.

9. Provide clear and clean information. It should go without saying that you should provide clear, easy-to-understand information. This applies to everything from your business card to your website. Make sure you include your complete contact information on everything, including your email signature. Provide FAQ or Frequently Asked Question sections in brochures, on your website or on other marketing materials. Make sure that you make it as easy as possible for people to contact you and to do business with you. If they need to search for how to contact you, they may very well search someone else out. Along with the times and days you do business, include your business, cellular, and fax numbers, as well as your website and email addresses. Include instructions on how to return or receive a refund on an item. Clear and concise is the name of the game.

10. Understand the customer. Prospects, and even your current customers, are focused on one thing and one thing only; what's in it for them. For the most part, they aren't really interested in you or your product or service. They are interested in benefits. How can you solve their pain? How can you resolve their issues? If you keep this in mind, this will help you to create marketing messages that are focused and really hit their mark.

© Copyright 2004 by Alicia Smith

Alicia Smith, a Coach and Trainer whose specialty is helping people Make Money Now. This article is derived from just one of the 26 lessons contained in her audio program, Marketing Marathon Blunders From A - Z. To learn more about that course and her other products and services, please visit http://www.90DayMarketingMarathon.com or http://www.AliciaSmith.com. You can also email her at alicia@aliciasmith.com


Todays News by officejax free advertising and ad exchange solutionsMORE RESOURCES updated Thu. January / 17 / 2019

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  1. Facebook Advertising Profiles Are a Mystery to Most Users, Survey Says  The New York Times
  2. Most Users Still Don't Know How Facebook Advertising Works  WIRED
  3. Survey: Facebook Users Remain Unaware Of Targeted Advertising Practices  Fortune
  4. How Facebook Advertising Works  The Atlantic
  5. Most users are unaware Facebook compiles lists of their interests for advertisers: poll | TheHill  The Hill
  6. View full coverage on Google News

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Gillette's controversial ad looks beyond advertising's male lens  mUmBRELLA*

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Behavioural Science And Advertising  BW Businessworld

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The Current Applications Of Artificial Intelligence In Mobile Advertising  Forbes

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Carnival Cruise Line takes advertising campaign to the Southern California skies - Long Beach Press Telegram
Carnival Cruise Line takes advertising campaign to the Southern California skies  Long Beach Press Telegram

Carnival Cruise Line is taking to the air to promote its latest development on the water. The Carnival AirShip, with the message #ChooseFun on its side, flew ...


'Fortnite' Heads Off Potential False Advertising Trouble With A Free Giveaway - Forbes
'Fortnite' Heads Off Potential False Advertising Trouble With A Free Giveaway  Forbes

Epic says confusing wording on a recent Fortnite bundle means that many players are going to be getting a free giveaway soon.


How A Little Science And A Lot Of Shady Advertising Boosted Yeast's Popularity - NPR
How A Little Science And A Lot Of Shady Advertising Boosted Yeast's Popularity  NPR

Nutritional yeast isn't a new health fad — in the 1920s, sales exploded due to the "Yeast for Health" campaign. But bad news about the candida strain affected all ...


Advertising: Why billboards and outdoor ads are booming in a smartphone age - Curbed
Advertising: Why billboards and outdoor ads are booming in a smartphone age  Curbed

Netflix produces *content*, namely billions of dollars worth of documentaries, series, and cooking shows every year. But, like any tech firm, it's also heavily ...


Queen advertising for new Buckingham Palace chef - Could you cook for the royals? - Express
Queen advertising for new Buckingham Palace chef - Could you cook for the royals?  Express

THE QUEEN is hiring a new royal chef to work at Buckingham Palace.


Atlanta-based firm will handle advertising for Asheville tourism - Asheville Citizen-Times
Atlanta-based firm will handle advertising for Asheville tourism  Asheville Citizen-Times

The firm, 360i, will be tasked with providing advertising, marketing and data services to help market Asheville's tourism culture to the world.


Tucker Carlson's Advertisers Haven't Returned - Hollywood Reporter
Tucker Carlson's Advertisers Haven't Returned  Hollywood Reporter

Carlson hit a new low of 19 advertisements on Thursday night, down about half from before he said on Dec. 13 that immigration makes America "dirtier."


9 Ways Advertising Can Take Advantage of Digital Growth in 2019 - Adweek
9 Ways Advertising Can Take Advantage of Digital Growth in 2019  Adweek

We're deep into the mechanisms of digital transformation. Retailers are gradually migrating to more automated customer experiences, there's an app for ...


Advertisers Flee Tucker Carlson’s Fox News Show After He Derides Immigrants - The New York Times
Advertisers Flee Tucker Carlson’s Fox News Show After He Derides Immigrants  The New York Times

The Fox News host Tucker Carlson has lost advertisers after saying on the air last week that allowing certain immigrants into the United States “makes our own ...


Old advertising signs discovered behind barber shop walls in Upper Ferntree Gully - Herald Sun
Old advertising signs discovered behind barber shop walls in Upper Ferntree Gully  Herald Sun

Incredible old advertising signs have been discovered behind the walls of an old barber shop in Upper Ferntree Gully. The discovery has prompted calls for the ...


Analyst Predicts Amazon, Netflix Will Introduce Advertising Model In 2019 - Forbes
Analyst Predicts Amazon, Netflix Will Introduce Advertising Model In 2019  Forbes

Amazon and Netflix are likely to introduce advertising sometime later next year, driven by the maturity of the streaming-video market and by increasing advertiser ...


When Will DigiTrust and LiveRamp Advertising ID Consortium Be Widely Available? - eMarketer
When Will DigiTrust and LiveRamp Advertising ID Consortium Be Widely Available?  eMarketer

The Advertising ID Consortium is getting off the ground after an eventful 2018: MediaMath's co-founder departed the organization, AppNexus vacated its board ...


Sharing Data for Deals? More Like Watching It Go With a Sigh - The New York Times
Sharing Data for Deals? More Like Watching It Go With a Sigh  The New York Times

Tech companies say consumers prefer being shown ads that are relevant to them. But a professor's research shows they trade data for those ads not because of ...


A New Year's resolution for NASA: Stop advertising our presence - Washington Examiner
A New Year's resolution for NASA: Stop advertising our presence  Washington Examiner

Can we please stop sending RSVPs to extraterrestrials? Hasn't the top brass at the Jet Propulsion Laboratory ever seen the "Twilight Zone" episode where ...


Advertising organization files complaint against CTCA - Newnan Times-Herald
Advertising organization files complaint against CTCA  Newnan Times-Herald

The Truth In Advertising organization, or TINA, has filed a complaint against Cancer Treatment Centers of America. A yearlong investigation by ad watchdog ...


Sam’s Club advertising locally for help - The Robesonian
Sam’s Club advertising locally for help  The Robesonian

People line up in January 2018 to find deals at Sam's Club after the decision was made to close it. The company is looking for employees to work there, leading ...


What Amazon Advertising’s big 2018 advancements will mean for 2019 - Marketing Land
What Amazon Advertising’s big 2018 advancements will mean for 2019  Marketing Land

It's easy to over hype things, but 2018 will be remembered as a momentous year for Amazon's advertising business. It is estimated to now be the third-largest ad ...


SF tech company criticized for advertising what some call an app for '1-click layoffs' - SF Gate
SF tech company criticized for advertising what some call an app for '1-click layoffs'  SF Gate

The goal of Rippling is to eliminate time-consuming paperwork and manual processes for HR and IT workers. But new ads placed at bus stops around San ...


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