Positioning strategies are all about how your prospects perceive you. To start off, nobody likes to be sold. Give your prospects enough information to make a buying decision in a safe environment and watch your sales soar.

Would you rather come to a decision on your own after acquiring the proper information, or would you rather have a pushy salesman try to convince you that his or her services are perfect for you?

Decide how you can position yourself as the expert in your field. People are easily persuaded by people of authority, and by people they perceive to be experts.

Let me ask you this. When your doctor prescribes you medication, do you question their judgment? No! Why not? Maybe because you consider your doctor to be an expert in the field of medicine. Lets say your lawn guy come to you and tells you that you have a disease that’s killing your grass, would you believe them, and be willing to take the proper steps to prevent it? In most cases yes! Why? Because you see them as the expert, someone who has the knowledge to solve a particular situation.

We have been programed from childhood to respect and listen to experts and authority figures. Or at least people we think are experts or authority figures (Dentists, Doctors, Nurses, Lawyers, Police, Politicians, Engineers etc.)

So, how can you position yourself as an expert? It’s fairly simple. Set up marketing systems to let your prospects acquire more information about your expertise. You can do this through websites, Free recorded message lines, audio CD’s, free reports, articles, and direct mail.

If you set up this system properly, you’ll only deal with prospects that are ready and eager to do business with you. You have to STOP trying to convince your prospects that you’re their solution, and allow them to come to that conclusion on their own.

When you’re trying to sell someone on doing business with you, what’s their first reaction? No thanks, just looking. They immediately pull back and reach for their canister of anti-sell mace, they shoot you right between the eyes, you tear up, and go running to momma without a sale. Okay, so I got a little carried away, but you get the picture.

We are all programed to want what we cannot have. Let your prospects jump through a few hoops. Let them come to a buying decision on their own by the information that you provide. The information you provide will position you as the “Rock Star” of your industry. Let them acquire the knowledge they need to make a decision by themselves.

When you let your prospects come to their own conclusion they’re less likely to have buyers remorse. Positioning strategies allows your prospects to come to the conclusion that you’re the expert, so you’ll rarely haggle over price. And in most cases, you’ll be able to charge a premium.

Positioning strategies should be incorporated throughout your marketing material (website, direct mail, free recorded message lines, your staff, your articles, videos, free reports, etc.)

The way you market to your customers or prospects either strengthens or weakens your position. If you’re marketing your business in the same boring way as your competitors, you’re doomed to mediocrity. If you’re sitting around waiting for prospects and customers to come to you, you’re doomed to mediocrity. In today’s economy you have to use positioning strategies in order to make things happen.

Positioning strategies start with how your prospects receive information from you to make a buying decision. If you have a prospect call you to set up an appointment, and the appointment is made for next week. Why not send them a free report on all the benefits your services or products provide.

Explain how your services or products compare to your competitors. Explain exactly what your product or service will do for them, and how it will make their lives better. You can send testimonials along with a free report. You can send case studies proving your expertise. You can have celebrity endorsements. You can have before and after pictures.

Do you think you might have a better chance of doing business with this person? Of Course! And you won’t waste time trying to convince him or her of your expert status. Testimonials are a great way to let your customers do your selling for you.

One of my clients received a phone call from a potential prospect who was inquiring about his services. Before understanding these positioning strategies, he naturally tried to sell his prospect over the phone (ugly, painful, and time consuming.)

Once he understood these strategies, he immediately turned prospects into customers. When speaking to a potential customers, collect their name, address, and phone number. Let them know that you’ll send them more information on your products or services.

Let the information that you provide, prove beyond a reasonable doubt that you’re the qualified expert, and that your products or services are far superior than your competitors. Let your prospect know that their search is over, and there’s only one expert, YOU!

Putting these simple positioning strategies to work in your business, will give you market dominance. Do you think your competitors are using these positioning strategies to make their prospects feel more comfortable about buying? Nothings worse than trying to beg, force, or convince your prospects into doing business with you. It’s easier to position yourself as the expert. Give your prospects the information they need to make a buying decision in a safe environment, and watch your sales skyrocket.

Let me know what you think of this article. Good, bad, or ugly your feed back is encouraged and welcome.

To your marketing success,