How To Attract More Clients And Customers, Improve Your Sales And Profit Margins Without Spending A Dollar More On Advertising

By Martin Howey

There are only two reasons any business (including you) advertise...

1. To either get someone to buy the products or serves you're offering, or... 2. To generate interest in potential customers so they will contact your business (either call or visit you) to obtain information that will enable them to make a buying decision.

The question you need to be asking yourself is... how effective are the ads you're running at accomplishing at least one of these two objectives? Are your ads getting you all the clients and customers you hope for when you place them?

It's no secret that clients and customers are the lifeblood of your business, no matter if you run a service-oriented business or you operate a professional practice. And it takes a steady stream of new clients and customers to keep your business alive and prosperous, and to replace the customers you lose through attrition.

In order to gain more new customers, your ads and promotions have to be strong enough to convince your prospects (your competitors' customers) that it is more advantageous for them to do business with you than it is for them to continue doing business with your competitor.

Your competition isn't going to let their best customers (your best prospects) go easily. They're going to do everything they can to retain those buyers... to keep the money in their pockets rather than letting it flow into yours.

On the flip side, your competition is at this very moment, making plans and actively taking steps to take your clients away from you. So not only do you have to be proactive in the protection of your clients and customers, if you want your business to grow you have to also be proactive in aggressively recruiting more new clients away from your competition, and convincing potential clients who may be shopping for a business to buy from why yours is the best choice.

You can't afford to be complacent in this area. When you allow your competitors to hang on to their current clients and you let potential clients slip into the hands of your competition, you lose in two ways. First, your competition picks up the money that those customers could have spent with you. And second, your competition will use those dollars to strengthen their relationships with their current clients, and in their marketing efforts to attract your clients away from you.

For most businesses, advertising plays a big role in helping bring new customers in to your business. But advertising isn't free; it costs money. Sometimes a LOT of money; especially if you run a decent size ad, you run more than one ad, or if you send a lot of direct mail with multiple contacts.

It stands to reason then, that to be an effective marketer and get the greatest return on your advertising dollar, that you should know the best techniques possible to make your ads and sales letters stronger, make them stand out, and produce the greatest number of responses.

Your Ads MUST Bring You New Clients And Customers

The entire reason you run ads is to bring you new customers. Your ads have to produce results that are measurable, quantifiable, predictable, trackable, and more importantly, profitable.

As a smart business owner, you must realize that if you are investing your money in advertising, it's critical that you know how many leads or responses your ads are pulling and decide whether it makes sense to run the same ad again.

Or if you need to make appropriate changes before you repeat the ad in order to make it perform better. You may even decide to stop running the ad altogether if it didn't get the result you hoped for or that you expected.

Ideally, as your potential clients read your ad they should learn how their problems can problems can be solved, minimized, or eliminated by doing business with you; be enticed by an offer they can't refuse to take advantage of; and then be presented with a compelling reason to contact you to either buy or to learn more about the benefits and advantages of what you have to offer.

A "Catchy Ad" Isn't Enough. You've Got To Give Your Readers A Compelling Reason To Contact You

Here's a quick checklist to help make your ads more effective: • Do you have an attention-arresting headline that tells the reader specifically who you're targeting, and why they should read the rest of your ad? • Can you take your name, address and phone number out of your ad and insert the same information from one of your competitors and have the ad work just as well for them as it does for you? • Does your ad take full advantage of the available space, and make it easy for your readers to focus their attention on your offer? • Do you make it very clear what you can do for your readers (potential clients)? • Is what you can do for your readers different in a beneficial way from what your competitors say they can do? • Do you give clear and persuading reasons for them to do business with you as opposed to your competitors? • Do you make a compelling offer that they can't refuse? • Do you tell them exactly what you want them to do and what steps to take next? • Do you make it easy for them to respond or to contact you? • Does your call to action include a sense of urgency to get them to respond now?

In other words, does your ad not only stand out from the others, but does it give your readers the information they need, and sufficient reason to rush to the phone or jump in their car and come to your place of business? That's what an effective ad does.

Look at your competitor ads. How do they compare? Do ANY of their ads answer the above ten questions positively?

Gaining The Upper Hand In Advertising Doesn't Have To Be Complicated Or Difficult

It really doesn't take much to create an ad that out pulls your competition. And if you want to capture a larger share of your market, that's exactly what you're going to have to do. But before you jump into creating an ad, here are some questions you should consider concerning the products you're selling or the service you're providing:

• What problems or challenges does your product/service solve for your prospects? • What specific benefits does it provide them? • What distinguishes the products you sell from those your competition sells? • Why should your prospects choose what you sell or provide over those your competitors provide?

These questions are designed to get you thinking about what your products, your services and your business has to offer that will be of benefit to your prospects and customers, and more importantly, why they should buy from you as opposed to any other options they have.

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