The unique pricing challenge for service businesses lies in overcoming the don’t do it or do it myself decision
Businesses that provide a service face an additional element in convincing a target customer to buy, which is the do...
Businesses that provide a service face an additional element in convincing a target customer to buy, which is the do...
Your promotional mix represents the unique combination of promotional methods you incorporate to communicate your message to your target audience....
Your promotions only influence behavior when they are relevant to your target customer. In contrast, when your promotions are irrelevant,...
The best salespeople use the terms “prospect” and “suspect” to help them differentiate a consumer who has become aware of...
You will never earn the money you should until you know who is most likely to benefit from the products...
The importance of defining the who for your business represented by your target customer comes down to knowing the breadth...
The core question to answer with any product is: What problem is the person buying from you trying to solve?...
If your business has visibility and is well known, your problem then becomes one of helping your target customer see...
Generating new customers is hard work. It is tough to do when people aren’t in the mindset to need or...
At any given time, only a small percentage of consumers will have a genuine need or desire for your products....
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