Marketing A Misunderstood or Scary Product or Service营销误解或害怕的产品或服务

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Article source: http://www.dealslive.com/ . 文章来源： http://www.dealslive.com/ 。 Used with author's permission. 用作者的许可。

What do you do if your business, product or service is something hardly anyone is aware of or understands?怎么办如果您的企业，产品或服务是几乎没有人知道或理解？ Or worse yet, if it is something they are afraid of or want to avoid?或更糟糕的是，如果这是他们害怕或想避免？

My answer is three-fold.我的回答是3倍。

First, focus on the SOLUTION you are providing第一，着眼于解决您所提供的

What is the primary problem your prospects have that you can solve?什么是您的首要问题的前景已经可以解决？ Do they have pain you can relieve?他们是否有疼痛可以缓解？ Do they have an ailment or affliction you can cure?他们是否有疾病或疾病可以治愈？ In these cases, you are not selling your "scary" or "misunderstood" product or service, you are selling pain relief or healing.在这种情况下，你不卖你的“可怕”或“误解”的产品或服务，您正在出售的疼痛缓解或愈合。

It is imperative you look at what you are selling from your prospects' perspective and talk about it terms of a solution for them.当务之急是你看看你是从您的销售前景的观点和谈论它的解决它们。

Second, understand your competitive advantage其次，了解您的竞争优势

You must understand how what you sell stacks up against the other options your prospects have.你必须了解你卖栈对抗其他选择您的前景。 Is it superior?这是上级？ Do the effects last longer?这样做的效果持续更长的一段时间？ Is it safer?这是安全的？ Is it cheaper?难道便宜的产品呢？ The list of questions could go on forever.问题清单可以永远继续下去。

In the end, you must be able to clearly communicate to your prospects how you can help them in a way no one or nothing else can.最后，你必须能够清楚地传达给你的前景如何，您可以帮助他们在某种程度上没有人或没有别的可以。 This makes your "scary" or "misunderstood" product or service the only logical alternative for them and will help to overcome any obstacles or fear they may have.这使得您的“可怕”或“误解”的产品或服务的唯一合乎逻辑的选择，并将有助于克服任何障碍或担心它们可能。 It simply becomes THE best solution for the problem the have.它只是成为了最好的解决办法的问题，有。

Third, undertake an educational marketing effort第三，进行教育营销工作

Through your web site, a newsletter or ezine, special reports, tele-seminars and presentations, or other free information products and services, you have an excellent opportunity to educate your prospects about your product or service and to dispel any fears or misconceptions they may have.通过您的网站，通讯或联系我们，特别报告，远程研讨会和演讲，或其他免费的信息产品和服务，你有一个极好的机会来教育您的潜在客户了解您的产品或服务，并消除任何恐惧或误解，他们可能有。

You may even want to enlist testimonials from satisfied clients.您甚至可以要争取从推荐客户满意。 People very often believe what others say about your business more than what you say.人们往往认为别人怎么说了解您的业务超过你说的话。 If you don't yet have clients to gather testimonials from, treat some friends or colleagues to your product or service and ask them to provide you with testimonials in exchange.如果你还没有收集客户推荐的，治疗一些朋友或同事分享您的产品或服务，并请他们为您提供鉴定的交流。 It's a great way to get your business off to a great start!这是一个伟大的办法让您的企业开了一个很好的开始！

(C) 2005 Debbie LaChusa （ C ） 2005分黛比LaChusa

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