The Marketing Solution

The Marketing Solution increases sales dramatically, by deliberately and systematically converting market opportunity into market demand.

Indicators

Market opportunity way exceeds demand for our products and services.

Ultimate Goal

Our goal is to secure a dramatic increase in qualified leads.  (The ability to service a dramatic increase in demand is covered in the other solutions in this section).

Performance-Limiting Problem

The problem is lack of awareness of and clarity on the customer's real need – typically on both our side and the customer-side.  The problem is compounded when, even once the customer is aware of the need and has correctly diagnosed it, s/he doesn't match it to our products and services, either because s/he doesn't know us or our portfolio well enough, or because the matching process is too complex.

Conventional Solution

The conventional solution to this problem is to write better marketing collateral and devise better and better marketing campaigns.

Simple Breakthrough Solution

The counter-intuitive solution to this problem is to proactively equip customers - as much of the market as we can access - to quickly and easily recognise and diagnose their needs and match our products and services to those needs.

This replaces the conventional push-system with a simple pull-system and has a number of prosequences and spinoffs in terms of capacity, sales cycle reduction and customer trust and intimacy.