Here’s a business marketing tip to gain maximum profit from 
any product or service in your business marketing lineup, 
and how you will gain extreme profits when you follow these 
5 simple, LAZY steps; 

1. Look not at what you are offering through your business 
marketing efforts – look at WHO WILL BUY your 
product/service. Make a picture of your ‘typical buyer’ – 
who they are, their age, what they like to do, etc. 

This is often known as the ‘target market prospect’, yet, 
the more detailed you define this ‘target’ in your business 
marketing, the better. 

I’ve even gone to the point of giving this ‘target market’ 
person a name and put a picture up on my computer monitor 
(find a ‘friendly face’ on the Internet somewhere and ‘tag’ 
it as your target market prospect) – get your business 
marketing centered around every aspect of your target – the 
more you know them, the easier it is to chat about what they 
need. 

2. Develop a list of your target market prospect’s likes and 
dislikes as it would relate to a product/service similar to 
yours. (You’ll get a ‘third party’ look at your competition, 
as well as some inside looks at their business marketing 
efforts.) 

Consider some questions they would have, or some typical 
objections to buying this similar product/service (this may 
come from your previous research, or you may have to simply 
do some). 

One way to personalize the business marketing research of 
your ‘target market prospect’ is to ‘role play’ – think 
about your prospect as a good friend that you are having a 
picnic with (or even a co-worker at the water cooler, etc.) 
and in passing, your friend brings up that ‘similar’ 
product/service. 

What do they say about it? 

What are their questions/concerns? 

Is there a ‘running joke’ about the competition’s 
product/service that defines a hole in their business 
marketing? (i.e., “Did you hear about the lady that used 
X?”) 

All these things need to be addressed, and documented. 

Let your mind be creative and wander, but keep it to a time 
limit – about 15-20 minutes per business marketing ‘play’ 
session. Think of nothing but this ‘conversation’ during 
this creative (often fun) time. 

It might even be helpful for you to say everything that 
comes to mind out loud during these business marketing 
planning sessions(as silly as that sounds, it works…) and 
record it, as some of the best business marketing ideas get 
overlooked when you are trying to write them down quickly. 

Listening back for those ‘nuggets’ might even trigger other 
‘bits of business marketing gold’ for you to work with. 

3. Figure out how your product/service and business 
marketing plan is similar, yet different than the 
competition. Just how does your solution overcome all the 
questions, concerns and yes, even ‘jokes’ from your target? 

If you can’t answer these questions for yourself, how would 
you expect to answer them from your prospect? 

The beautiful part about this business marketing exercise is 
that, if you go through it with commitment, you will already 
know the answers to the prospect’s questions BEFORE they ask 
them – which quickly eliminates any fears you might have 
about talking with them. 

4. Continue this simple exercise – every couple days for a 
week or so. Giving 15-20 minutes of serious thought to your 
business marketing plan and role playing every couple days 
will stimulate your conscious mind, as well as keep your 
unconscious mind actively thinking about it. 

You’ll be surprised at the outcome of taking these steps 
seriously. 

But be forewarned – you will very likely have a very 
different outlook about your prospect after one week of this 
simple, yet extremely effective business marketing, ‘target 
market’ finding tool! 

You will know them as well as you know yourself, so you will 
be able to talk with them about things quickly, simply and 
with the best, consistent results of your business marketing 
efforts. 

5. Now, take a look at your product/service and business 
marketing plan – through the prospect’s eyes (now that you 
can clearly see through them…) 

Does it fit your prospect’s needs? 

Does it answer their questions and eliminate their fears? 

Is it priced right for your target prospect? 

Is there a market for your product/service other than your 
personalized target market prospect? (This step is vital as 
a ‘reality check” – and one that many business marketing 
planners miss) 

When you follow these five steps faithfully, you will have 
credibility, knowledge and successful long-term 
relationships with your customers (who used to be simply 
‘target market prospects’ before you understood the power of 
this business marketing tip!).