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             Business marketing is a science and has a method. If you can figure out this method , your success will bepredictable and measurable . Now, what are those steps? First you’ll want to get your prospect interested ; this is where the science comes in. If you don’t give the person something new and exciting , people are literally in a trance like state . Next, you have to promise to help them . The third step is all about making a low risk value exchange. Last,nurture the relationship with your prospect and help them through buying .

When thinking about the first step, it’s very easy to comprehend .  You have to give people a reason to notice your service, then they might use it . Speaking scientifically, there are two ways a person’s brain behaves:

• When things seem normal and safe, we go through the day not paying much attention to anything because there is no reason to.
• When there is something new or exciting that draws attention; we are going to figure out what it is. 

This should be the focus of your marketing – Find a way to interest the more qualified prospect . Make them pursue you , not the other way around.  The best way to go about this  is to make your target prospect’s “pain points” the focus of your marketing.  For example; let’s say that you provide an appliance repair service.  One of your target prospect’s pain points is never knowing if and when a repair person is going to show up and thereby wasting your prospect’s entire day . Well, you would want to use a headline like this : “Tired of Repair Services Who Keep You Waiting Around All Day” because that headline speaks directly to their pain.  Make Sense?

However, once you have their attention it is very important to keep them interested . If they see your catchy ad but then lose interest, you’ve gotten nothing done, have you?

            So how do you sustain your prospects’ attention?  Promise to help with any issues they may have . Appeal to your customer; “does this make you mad? Well I can help.” Things that will make them say; “This guy actually cares. We should call him.”  Once they realize that you are the go to guy, they will want to do business with you.

            Now you’veattracted your customer, sustained their interest and promised that you can help .  It’s time for the third step of the process – create a low-risk value exchange. Make the person believe you are the expert on the topic. Maybe it is a report or a podcast online. In exchange you get their contact information and permission to educate (and sell!) them.  This is the first step of actually doing business because when someone exchanges something of value with you they become a customer.

At this point your new customer has decided that you are going to be the one to help them .  And this is exactly what you want.  Start building your relationship, let them get to know you, like you and trust you. Teach them all about you; make them feel like they know you.

Once they trust you, this customer will never consider anyone else besides you, and if they’re going to make a purchase there is a good chance it will be from you. .

If you’re lucky, and do a good job the first time, they will tell their friends all about you. . At this point you are going to be the name at the top of everybody’s mind and well on your way to becoming that big business you dreamed of becoming.

If this sounds aggravating, time consuming, and difficult , relax!  There are advertising consultants who can develop complete, automated systems that do the whole process for you!  This allows you to focus on what you do best while the advertising consultants do the work for you in a turn key fashion.  One  consulting agency headquartered outside of Chicago and with coverage across North America has experience with both Fortune 1000 and local businesses as well and can cost effectively position your business for growth.