Why Isn’t Our Marketing Getting Any Traction? 10 Self-Diagnostic Questions for B2B SMBs.

If you’re marketing efforts aren’t getting traction, there are a few areas to look at...

First, have you defined what “traction” even means? Have you clearly defined what exact outcomes you want from marketing? And are those outcomes even measurable with marketing? 

Many people make the mistake of measuring marketing success based on sales outcomes. You have to be sure you are measuring the correct outcomes, with the correct metrics at the correct points. 

Second, have you chosen a niche within a target market? And is it a viable one for you? 

Just because you want a certain niche doesn’t mean it’s the best one for you to pursue. 

Third, do you understand the IMMEDIATE pains and problems of your target market? 

Too many people try to market without understanding what their audience is after RIGHT NOW.

Fourth, does you lead generation messaging speak to the IMMEDIATE pains, problems, or desires of your target market? 

If not, they will not engage. 

Fifth, are you using the right platforms and formats to convey your message (and influence your audience)? 

Twitter is free to post on, but it’s a lousy way to reach geriatrics. 

Sixth, does your lead generation messaging offer a reason to respond that creates desire in the audience? 

Getting prospects to take action from your marketing or lead generation messages is the first “sale” you have to make, and it don’t come easy. 

Seventh, have you designed a response path that is easy for your prospects to use? 

Trying to get someone to go from a reading blog post online to picking up a phone and spilling a bunch of information to you so you can sell them stuff never happens. It must be simple and incremental. 

Eighth, does your sales process flow naturally from your lead generation process? And do your salespeople (if you have them) continue the prospect’s experience? 

Cognitive dissonance is easy to create, and always loses prospects. 

Ninth, is your solution the no-brainer outcome of your lead generation-to-sales process? 

No use going thru all that trouble just to offer what you want to sell instead of what the prospect desires to buy. 

Tenth, are you leveraging the positioning of your brand in your marketplace? And is your brand unique and compelling, or just another “me too” company?

If you are not unique, you’re pretty much toast. 

You have your homework. Get to it! And Good luck!

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Any of these issues plaguing your company?

Need help fixing them?

Then let’s talk! 

Reach out to me here on Linkedin: https://www.dhirubhai.net/in/erikluhrs/