Sell What Sells
The goal of any campaign is to generate sales. Therefore, the ideal campaign should build trust, influence sales, and generate brand awareness. The trick to selling is to give customers what they want or something better. As a business, you need to focus your marketing campaigns on the services or products which have proven to generate sales. Your business should target and adapt your marketing strategies to highlight what customers want and will purchase, not necessarily what you want to sell. For example, if Product A (the product you least like) sells more than Product B (the product you want to sell), then you need to adjust your business and focus on the product that is generating a profit and sustaining your business.
When I started as a consultant, I worked under the business name Tex Design Studio (TDS) where I worked directly with customers to sell web design, SEO, marketing, and other services which I outsourced to artists and developers. After a few years, I had discovered that my TDS brand was not growing as I would have liked. Customers were calling the business for me, and me only. They were also Googling my name and referring me any not my company to their family and friends. Considering this, I realized I had been trying to push a brand on customers that they did not want. I wanted so badly to grow the company, that I made it difficult for those customers who wanted something entirely different. As I realized this and adjusted to the customers, I stopped pushing TDS and gave the customers the personal brand that they wanted by renaming my consulting agency Elijah Clark and Associates which proved to be much more successful than TDS ever was or could have been.
The customer is the ultimate power broker within any organization. And as the power brokers, they will set your selling price, name (or rename) your business, help you decide which products to sell, and let you know when it’s time to hire or fire employees. Because of the authority in which customers have on the success of your business, you should structure your marketing efforts on identifying and meeting the customer’s individual needs. Those needs must be met within all aspects of your business including price, customer support, and overall value.
