By using simple time tested principles in your market messaging, your 1. Use the WIFM principle -What's In It For Me? The challenge you face is that people don’t care about you. They care about themselves and their business problem. In our business start up coaching, we often find that many entrepreneurs are so excited about their new gadget or innovative service, that they get caught up in their own jargon and forget to provide a solution that customers care about. The worst thing you can do in any marketing campaign is to forget the principle of WIFM – people think in terms of “What’s in it for Me?” The best way to message to a customer is to avoid speaking about features and instead speak about benefits. Give practical examples and customer testimonials whenever possible to increase your credibility.
2. It’s all about Value Add
Before you create a Go To Market Strategy, ask yourself some very soul searching questions about your product or service:
➢ What real value are you actually adding to the customer and their business problem?
➢ Does the amount of value you want to communicate actually inspire your clients to share your message with others, based on simple excellence?
➢ Do you communicate your message in such a way that exudes both knowledge and confidence in contributing to your value chain?
This one Principle, alone- if mastered with passion and zeal- will conservatively accelerate your business success rate exponentially.
3. Know your buyer’s Purchase Decision Model
Study your product and everything about it- visualize the wants of your prospective buyers- dig up the facts, and you'll almost always find plenty of facts to support the buyer's reasons for buying.
Here is where you use results of tests conducted, growing sales figures to prove increasing popularity, and "user" testimonials or endorsements.
“Just exactly what is in it for me?!?”
Draw a mental picture for your potential buyer. Let him imagine owning the product. Induce him to visualize all of the benefits you have promised. Give him the keys to seeing all of the benefits of your product or service affecting his life and his business.