Welcome to Marketing Tips from Prospect Communications 
Recharge Marketing and Increase Sales
An uncertain economy creates challenges for anyone in sales and marketing. To increase your sales opportunities, you must focus and energize your communications so that they are targeted, relevant and powerful.
Recharge your marketing and
get results:
- Segment your target audience. Review your list of customers and prospects and determine which ones are best for your products and services (see the article about target markets).
- Develop relevant messages. Understand what your target audience is interested in and make your messages relevant. We are all bombarded with lots of messages every day. Make your message standout and get noticed by making it relevant.
- Create irresistible offers. People are busy and do not have time to change what they are doing. Your offer must be so good that people stop what they are doing, change their behavior and take action.
- Integrate your communications into a campaign. Look at all your communications they should be planned and consistent. In today’s market to increase sales, you will need to communicate with your customers via multiple mediums (email, print and web). Each message needs to be consistent and relevant. Using multiple mediums will help your message resonate.
- Personalize your messages. Each piece, where possible, should be personalized and reflect messages that are relevant to the recipient. People notice and respond to communications that speak to their needs.
- Measure and fine-tune your actions. Once your campaign has started, monitor the response, and fine-tune your messages and communication methods as appropriate. Fine-tuning enhances the results and can help you increase sales.
In this uncertain economy many companies are stalled and are doing minimal marketing. This presents an opportunity for you.
Recharge your marketing and
get results:
What are Target Markets and Why Should I Care?
 For many people, a target market is a foreign concept. In simple terms, a target market defines who your ideal customers are. It describes who needs your products or services the most and what customer will have the highest potential to buy. So is your best customer anyone who walks by the store or is it anyone on the internet or is it a very specific-type of buyer?
Understanding who is the best prospect for your products and services, helps you determine the best marketing message, select the best sales approach and identify the optimal sales prospects. Knowing who your ideal prospects are improves your sales success and increases your return on investment.
What is important when defining a target market?
When defining a target market for your products or services the target market needs to be:
- A clearly defined market that can be measured (e.g., companies with revenue between $1M and $10M, within a 2 hour radius of a location and rely upon technology to run their business).
- A large enough market to sustain the growth of your company (taking competition into consideration).
- A reachable market – a market that your company can easily service, market and deliver products and services to (e.g., are you servicing local, regional, national or international customers, are certifications required, etc).
How do I define a target market?
Defining a target market describes the “who, what, when, where, why, and how” of a customer. It identifies the customer’s needs and the benefits they will derive from your product or service. The advice we give clients is to picture in your mind an image of the best customer for your product or service. Then describe the following: 
Who: Who would use my product and who would derive the most benefit from my product?
What: What are they doing that requires my product? What makes my product a “need-to-have”? What has to happen for my product to be a “need-to-have”?
When: When do they use my product or when is it critical to use my product?
Where: Where would they purchase my product or where do they need my product?
Why: Why would they use my product or why is my product essential?
How: How is my product used or how does my product help the potential customer do their job better?
Many times when you are determining target markets you may look for groups of potential customers that exhibit similar characteristics. For example, healthcare professionals and insurance professionals my both exhibit similar needs and buying habits for your product. Identifying some common characteristics can help you refine and prioritize marketing and sales efforts
Target Markets – Why Should I Care?
In any economy and especially in this difficult economy, getting the highest return for your sales and marketing efforts is paramount. Understanding who the best prospects are for your product and service and why they need your product increases your ability to realize results.
Prospect Communications has worked with many customers to help them refine their target markets and increase their return on investment. Contact Prospect Communications and see how we can help you deliver results!
Irresistible Offers 
Launch a Personalized Campaign
Prospect Communications can help you create and launch personalized marketing campaigns and deliver a great return. Contact us at results@prospect-comm.com or at 603-256-6372 for more information.
Marketing Success Plans
This is a great time to revisit your marketing plans. We are announcing a 20% off promotion to help you develop a Marketing Plan, identify target markets and create marketing initiatives that drive growth and take advantage of the economic times. The first consultation is Free. Contact us at results@prospect-comm.com or at 603-256-6372 for more information.
Prospect Communications is a marketing firm dedicated to driving growth and delivering results. We offer strategic marketing and creative design services to help our clients succeed. Our integrated production capabilities uniquely allow us to deliver solutions quickly and cost-effectively so that our client can realize results faster. |
