And the list goes on...

Because the objective of investing in these brand impression makers is to promote your unique value, you often jump into push mode - pushing what you do onto others.

Do your marketing materials currently:

• Focus on you, your services and staff?
• Focus on glowing testimonials and your client list?
• Use business-speak, instead of language that anyone would understand?

If you've answered "yes" to any of the above, you are using what is referred to as push marketing. PUSH marketing is where you are essentially pushing your product or service to a prospective client/buyer. In other words, this strategy is more YOU centered and leaves your client completely out of the process.

The most effective way to generate interest and to attract boatloads of clients is by focusing your marketing language on what your potential clients want, need, fear and/or the problems they need solved. This is what draws - pulls - clients to you instead of you having to chase after them.

PULL marketing focuses on your client making your marketing ALL about THEM.

Give them ideas they can apply instead of information about credentials, or past clients - those tri-fold brochures that list all of your services and a couple of testimonials just won't cut it! Once you draw them in by addressing their most pressing needs, you are then in a position to push your information on them - as long as it has value.

Ask yourself these questions:

• Are you pulling prospects in or just pushing your information out?
• What is your markets #1 pressing need you can fill, fear you can relieve, or problem you can solve?
• How can you fill, relieve or solve what ails them?

Review your marketing materials for the right sequence. Take a look at your web site, brochures, newsletters, commercial, ads, proposals, everything. Use the pull-push strategy to get your marketing moving! You'll be amazed and delighted as you watch both your prospect and client lists grow and your business achieves wild success!

© 2006 Liz Pabon. All Rights Reserved