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Levels of New Market Development

A. Passive

Passive here means broad spectrum media ads which stimulate the front runners - who are the gasoline for the engine of the movement of any new product from “new” market development until it becomes a commodity. These are the TV or newspaper ads that stimulate enough people to act. This stimulus/response takes a little selling, but, is a lot easier than direct sales, and is a little harder than merchandising commodities.

B. Active

This is direct sales. Direct sales means that you called (or mailed to) them directly and went for a “yes” or “no” without them being predisposed in the first place. Direct sales is the most difficult to achieve, but is also the most rewarding when successfully accomplished. Because price is not an object.

For example: Media ads for new windows - Once there is an inquiry, a professional sales person is sent to “close” a sale. This is a skilled and highly paid professional. But even harder and more high-paying is the non-response selling of a new product or service. Getting an appointment on a new product (generating leads) is a chore in itself.

Secondly, sales of perceived value are lower in close rates than media response leads, but the control of the number of responses and sales is much greater. You are not dependent upon as many exterior conditions being favorable (seasons, inflation, etc.).

Mail order also falls into this last category. To be “good” at marketing any one of the above levels does not necessarily mean much with the other categories. Do you have inexpensive “passive” promotions? If you are selling an unknown product or service, are you describing what “problem” you are going to solve, or, how you are going to enhance their life from the status quo?

Daniel Wadleigh is a nationally published marketing consultant and has programs for start-up and existing businesses including effective web sites, e-mail/database, other non-internet ways to drive them to your website, and low cost ways to get more new customers.

Go to: http://www.more-new-customers.com to get free copy of “Marketing to Men vs. Women- the 8 different responses” and a Free copy of “Market Research- 7 Questions to Ask to Start-up and 7 to Ask to Improve Any Business.”

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Writing an effective print ad, particularly a classified advertisement, requires that you remember five essential points. Failure to implement these points correctly can cost you much in the way of time lost and a sale missed.

You’ve just cleaned out the attic and straightened up the garage. You’ve identified items you no longer need, but they certainly have a cash value to them. You could really use the money, but you don’t want to post the information on eBay. What to do? You create a classified ad!

Unlike in times past, the classified advertisement you run with your local paper will more than likely have exposure beyond the printed copy. Smart newspaper publishers, knowing the inroads that the internet has had on their businesses, now allow advertisers to have a copy of their advertisement appear online. This is important as newspaper readership is dropping rapidly as internet usage continues to climb sharply. Still, a printed copy is smart especially if the classified ad section of your local paper is popular.

When designing your ad, you need to come up with an eye grabbing title. The title you choose will help the reader decide whether they want to read more or continue scanning their eyes toward other ads.

List the item you are offering for sale predominately within the name of the title. If you have several items to sell, consider a catchy title such as, “30 Year Contents of Attic” which will indicate to readers that you probably have antiques. If you state, “Assorted Sporting Goods” you will attract people who are looking for a bowling ball, fishing equipment, children’s toys, etc. The key is attracting the reader and encouraging them to read your ad.

Beyond the title, the following five points will help you in your campaign:

1. Be descriptive The clearer you present what you have to offer for sale, the better your responses will be.

2. Do not abbreviate Not everyone understands what an abbreviation means. Spell it out and erase all doubt!

3. Specify the price Particularly if you are selling just one item, list the amount you want for that item.

4. Highlights I like ads that stand out. If the newspaper offers decorative symbols, characters, or fonts use them to draw the reader’s eyes to your listing.

5. Ad campaign One day listings only work for popular items. Do you believe your item will sell if you list it for just one day? If you list it longer, you can always cancel the ad. Remember to find out what the newspaper’s policy is about online ads too. Your buyer may only see the ad online.

Some newspapers will design the ad for you, if you find writing ad copy to be a difficult task. Not everyone is gifted in writing clear, concise copy. If they want your business, they should be happy to provide this service.

Matt has over twenty years experience as a wordsmith, writing ad copy, creating articles, and designing websites. His chief sites are: Aviation Employment Board, http://www.aviationemploymentboard.com and Corporate Flight Attendant Community, http://www.corporateflyer.net

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Have you ever taken part in that debate? The one where someone tries to prove that some product in their home was purchased for purely logical reasons, with no emotion involved?

They never can win. Even a kleenex becomes emotional when you can’t find one. The same applies to choosing which brand to buy of all the choices available for most products. You choose the brand that makes you feel the best, even if it means choosing a specific brand of canned peas because once upon a time your Mother told you that to serve less meant feeding your family sub standard meals.

How does that apply to you as a marketer… or as an individual selling a used car or the snowsuit your child outgrew?

It means your first job is to show people how good they’ll feel when they buy what you offer. Never mind the features, go first for the feelings. The features come later, as logical proof that they’ve made the right choice.

You might start your snowsuit ad with a verbal picture of a child staying warm and dry. The used car might be a big gas guzzler… but focus on how good it will feel when everyone can stretch out their legs… and how convenient it will be to take everyone in the same car on your next outing. Or…it might be a sporty little job that makes you feel like a kid as you zip down the freeway.

If you offer a cleaning service, talk first about how your customers will be free to pursue work or hobbies and still come home to a fresh-smelling, sparkling clean house where they can relax and enjoy the evening. Then go in to how you use environmentally friendly cleaners, remember to clean every little corner, and don’t mind walking the dog while you’re there.

Whatever you offer, remember that emotions create the desire and logic backs it up. You need both, but if all you offer is logic, it will be a tough sale. It isn’t always easy. Sometimes you have to uncover hidden benefits that appeal to emotions people don’t necessarily want to talk about.

Those are emotions such as pride, as in: “I have a cleaner house than my best friend. (And that means I’m a better wife.)” “My car is much cooler than my brother’s. (And that means I’m going to get the girls.)” “My children are warmer… meaning I’m a better Mom or Dad. (And that means my own Mom is going to approve of me at last.)”

Dig deep, find those benefits before you start to write, and tap into the emotions that cause your customers to buy.

Happy writing!

Marte Cliff is a Freelance Copywriter with many more tips to share. Visit her at marte-cliff.com and sign up for a free monthly advertising ezine. Marte also offers a no-obligation critique of your present advertising.

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