One of the problems my consulting clients consistently ask
me about especially if they are in the information marketing
business (most of them are) has to do with "What should you be
selling your customers?"
Here's what Microsoft did in a similar situation:
Back in June, Microsoft announced they were planning to come
up with some kind of music subscription service, to compete
with Yahoo... Apple's iTunes Store... and Napster.
Microsoft and all these other companies realize the future
of home computing is going to focus more and more around
digital entertainment and consumer electronics.
According to market analyst Matt Rosoff, Microsoft wants "to
get as much use as possible for the PC as a home
entertainment device, and one way to do that is to ensure
there is a lot of readily available content."
That makes good sense, right?
You see, Microsoft's already the provider of the media
player (Microsoft Media Player) used by a lot of the other
content providers, and they know, all they need to do is run
some display advertising on your Microsoft Media player
when you're using it, and after a while, you'll click on the
ads enough times and look at enough offers, that
eventually... enough people will subscribe to the monthly
music service!
I'll challenge you here: Ask yourself what kind of help are
you giving your customers and clients, that will allow you
to "expand" and get ALL of their business in this area.
For instance, let's say you're a broker of joint
ventures. Meaning, you find two people who aren't
competitors, but whose customers are likely to be buyers of
one another's services, and so you bring them together...
set up an "arrangement" so the two of them can start making
money from each other's list, and then you take a piece of
each deal.
Couldn't you also start offering to do all the
administrative and accouinting work that comes with each of
these arrangements?
Or maybe you can offer to take over the adminitrative and
accounting work for ALL of their business in general?
Meaning, the extra profits that come in as a result of your
brokering deals, now have NO additional cost (or time, which is
even more important) because now you're also handling all
the selling... billing... and fulfillment... for them.
You're taking care of all the other daily minutia your
customers HATE, but usually get caught up with because it's
a part of business -- albeit an unproductive part.
What I'm saying is, think about all the related services
you're not involved with, as it relates to servicing your
clients, and ask yourself, "What else could you be doing,
without too much extra effort on your part, but that will
be a HUGE added extra value for your clients".
And then... just... start doing it!
Or even better yet, ask your clients what else you could be
doing for them.
Now go sell something,
Craig Garber
http://www.kingofcopy.com
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About The Author:
Craig Garber is America's top direct-response copywriter. Join the ranks of the swelling list of global VIP's who subscribe to his unconventional daily marketing moments, and discover how to seriously crank up your sales at http://www.kingofcopy.com
