Welcome back to our blog post series on marketing tips for technology firms. Here are tips #4 through #7.
4) Make sure your brand is clear. There is nothing more frustrating for prospects than trying to figure out what a brand is all about. Be precise in what you are selling and to whom.
And as a technology company, your branding should also align with your current and future product and services roadmaps.
5) Clearly articulate your technology products or services. In order for your clients and prospective clients to understand what you are truly selling, then you must be clear in your presentation. This is especially important for technical services.
We recommend answering the 6 questions in Harry Beckwith’s Selling the Invisible.
a. Who are you? (Your company’s official name)
b. What business are you in?
c. For whom…what companies/users do you serve?
d. What need…what are the special needs of the company you serve?
e. Against whom…with whom are you competing?
f. What’s different…what makes you different than the competition?
g. Unique benefits…what are the unique benefits a client derives from your services?
These seven questions work equally well for products. By answering these questions, your customers and prospective customers should be able to get a better understanding of what you will provide for them.
WOMMA shares the 5 basic elements to word of mouth marketing: 1) Educate people about your products and/or services 2) Identify people most likely to share their opinions 3) Provide tools that make it simpler to share information 4) Study how, where, and when opinions are being shared 5) Listen and respond to supporters, detractors, and neutrals.
In this vein, URefer is an interesting online referral engine that was just launched. Now folks can refer business to you online and the site also has interesting word-of-mouth possibilities.
