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Here is the conclusion of the Article: HOW TO KEEP YOUR MARKETING STRATEGY AND SALES ON COURSE by Charlie Cook. Don't forget to check out his resource box/byline which includes his contact info. Please note that this article may have been slightly edited for length. Charlie has also written other wonderful and informative articles about Marketing your Business. You can also find more articles on marketing and related topics at the Resources section of Home Business Match. In order to reprint this article you will need to feature Charlie's resource box and have a link to his website and not the website of Home Business match. Charlie's other articles are featured at the website: articleblast.com which features a wide array of informative articles regarding Lead Generation and Closing Ratio's, advertising, closing, marketing and a host of other important topics.

Do you know what your prospects want and need? Here's how to keep your business and your marketing pointed towards profits:

1. Continually Collect Information You do not need to hire a marketing research firm and spend thousands of dollars to learn what your prospects want. Yes, third party research can provide one more way of listening to what people want, but you can use many low-cost oe even free methods info. collection. Use every prospect and client contact to find out more about what they desire. Each time a prospect or client speaks to you on the phone (or anywhere else, for that matter, HBM ed.) or visits your internet site, use the opportunity to prompt them to tell you more about their requirements. Get people to respond to your postcard, letter or your internet site copy by offering them a free report in return for their input.

2. Ask Questions Ask prospects and clients what they need and/or want. Ask clients how they used your product/service and what would make it more useful.

3. Watch What Clients Do With Your Products/Services One of the challenges of product development is getting prospects to identify a product they have not seen. Steve Maynard, a VP of Marketing at Wiremold in Connecticut understood this dilemma and had a simple solution. He regularly sent his employees out to watch how customers used his company's products.

By watching customers install their wire/cable management products, they could identify any problems that occurred and come up with new and/or improved products. These insights into your customers' needs and problems can also drive your marketing.

4. Listen to the Questions Prospects and Clients Ask Every day prospects and clients call me with lots of questions about how to improve their marketing. I get questions about cold calling, email marketing, closing s.ales, getting the boss to spend money on marketing, solving office politics etc. Each question is an indication of a need. When I evaluate which products to develop, which services to keep and which to add, I use this list of my own prospects' needs to help set the course of my business.

5. Think About How You Want to Be Seen By Your Customers Do you want your customers to think of you entirely as a profit-driven service provider? Or do you want your clients to think of you as a professional who they know and trust to help them solve their problems? The path you choose will determine how you approach your product development, delivery and marketing. Do you Want to be assured of repeat orders and the continued growth of your business? Keep your business compass pointed to prospects' needs and wants and you'll stay on a course toward long term success and greater profits.

About Charlie Cook: 2005 Š In Mind Communications, LLC. All rights reserved. - The author, Charlie Cook, helps service professionals, small business owners and marketing professionals attract more clients and be more successful. Sign up to receive the Free Marketing Strategy eBook, '7 Steps to get more clients and grow your business' at http://www.marketingforsuccess.com

Disclaimer: You may reproduce this Home-Based Business Article on any website, webblog, newsletter, print publication or ezine as long as you link to Charlie Cook and give him credit for the article.