Selecting the “right or wrong” target market can be THE factor which determines success or failure! Marketing means: Market first, message second, and media third, in that order!
Your marketing message must be centered around giving your target market everything they REALLY want, not what YOU THINK they want and definitely not what you are just going to give them.
Make “irresistible” offers to your target market! Irresistible offers? Most tax business owners either don’t know what an “offer” is, or they just don’t use them in their advertising.
When tax business owners promote this way their words and phrases actually have “little meaning” because they could be talking to anyone, seemingly about anything.
It Really Does Matter What You Call Things! A fact of life is: whatever you sell (in our case, tax services), you’ll sell MORE of them if you add bonuses or premiums to the main offer.
Now that you know about guarantees and their importance to growing your tax business, what’s stopping you from having two? Two bold, gutsy guarantees will out sell one. Three out sells two.
This same principle of using “proven success” applies here but in a more specific way. There are many different sales formulas that have worked over the years in many different industries.
Shape expectations in the marketing message and “weed” out the kinds of people that aren’t going to use the accounting services. Only let clients dictate your business through sales.
Now that we’ve covered the first two M’s (Market and Message) it’s time to move onto the 3rd M: Media. How are you going to reach your market with your message? Real marketing is ordered Market, Message, then Media!
Media Tips: What good is a quality target market for your tax services if you CAN’T reach them? (Not much.) But ff the media you choose can’t make money (or it’s not affordable) then look elsewhere for one that is!