Six Questions to Answer When Marketing Your Product

1. What do I want to result from this marketing activity?
2. What product or service will I specifically offer?
3. How will I present that solution to the prospect?
4. What is the call to action for the prospect?
5. How can I enable this prospect to move closer to completing this transaction?
6. What can I learn from this prospects visit so that I can better service future customers?

What information you yield from these questions is proportional to how deeply you dig into the spirit of the question.

With question number one, you obviously want to build revenue, so skip the easy answer.Perhaps you offer a similar service as your competitors but at a lower cost. Whatever the reason, educating your prospect about why your business is unique is probably the best answer. A deep dive into this question should also mention an ideal prospect profile.

Question number two should be an expansion of the education you provided earlier that culminates with a succinct product or service offering.

How will I present this solution? This answer greatly depends on the vehicle you have chosen to conduct your marketing activity. If you sent a postal mailer, your options are limited and expensive. Alternatively, using an email or website in your marketing strategy allows a great many options at very efficient cost per lead prices.

Call to action: If your marketing strategy does not clearly define a single call to action but rather many, you might want to break each call to action down to a separate marketing strategy or campaign. Remember: If you sell to everyone, you sell to no one. In the vast majority of marketing campaigns, your prospects will not click a "buy now" button and will instead need to engage a sales person or at least contact your organization. How will you enable that?

Finally, while revenue is a critical necessity to every business, one of the most overlooked aspects of any sale is the educational value it offers. Was this an ideal sale? How can reproduce this experience? Maybe this was a difficult sale and you wish you had better educated your prospect. How can you do that?In attempting to answer these questions your business will be better informed of its place in the market and how it can or should evolve. There is no right or wrong answer and in six months, all of your answers may change. Therefore, ask yourself these questions as regularly as you want your revenue to grow.