Creating a platform from which to sell to a potential client is essential for most businesses, especially those that that are selling on intelligence (service industry).

But, how to you generate a new and engaging sales proposition… again and again?

Vertical Marketing

Well, you could go down the route of creating sales propositions for vertical markets within your existing client base. After all, it’s easier to sell to an audience you know about.

A contact I met once had a great tactic of segmenting her client base and then approaching each market, asking about current industry related problems that they were facing. She’d then go back to the drawing board and create a bespoke marketing proposition for the problems in the form of white papers for publishing. Great way to utilise PR and gain relevant market attention.

But I Don’t Know What To Talk About!

A constant theme when I introduce people to Blogging is content.

In fact, I’d argue that most clients struggle with content as an ongoing problem, even after they have insisted (and invested) in a Content Management System so they can continuously update their website themselves.

A Problem Is An Opportunity

I don’t know about you, but I have problems almost daily in one shape or form. Problems that can be converted into a sales proposition. In fact my example above is prime for a webmastering or content generation service.

I’m not sure if some marketers are waiting to be slapped around the face with the ”bleedin’ obvious” or what. All I know, is that behind every problem (whether it’s mine or a clients) is a sales proposition waiting to happen.