| Copyright (c) 2008 Paul Flood Marketing, LLC | | | | save clients the time and aggravation of having to |
| These Powerful Small Business Marketing Tips Are | | | | search elsewhere to complete the purchase. |
| Guaranteed to Dramatically Increase Your Sales! | | | | Marketing legend Dan Kennedy sums up this concept |
| If you are like many entrepreneurs, you are looking for | | | | beautifully by saying "People are walking around |
| small business marketing tips that not only work, but | | | | holding an umbilical cord and saying, "Tell me what to |
| work consistently. If you're ready to take the your | | | | do." Your clients and prospects need and value your |
| small business to the next level, you need to look at | | | | recommendations and will follow them so make a habit |
| marketing differently. | | | | of providing them! |
| This may seem obvious but, over 97% of the time, | | | | 3. Capture client and prospect information and create |
| your small business marketing should have one of two | | | | a database. Take a moment to ask yourself the last |
| goals: 1. Result in a sale. 2. Result in a lead or prospect. | | | | time a retailer or restaurant asked you name or asked |
| The other 3% of the cases include your community | | | | you to return. In general, it is NEVER! Your business will |
| service marketing like memberships in Rotary, Kiwanis | | | | be one of less than 5% of companies that make any |
| and organizations to which you belong. | | | | effort to build a powerful bond with your clients. |
| Marketing Shouldn't be a Mystery! | | | | 4. Use your database to keep in touch. Send thank |
| Small business owners often see marketing as a | | | | you notes. (Super car salesman Joe Girardi is in the |
| mystery and don't know what works for their | | | | Guinness book of records for selling more cars than |
| business. Not knowing what to do leads to either | | | | anybody. His secret? he kept in touch with tens of |
| copying competitor's poor marketing or their falling prey | | | | thousands of clients using thank you notes and |
| to media and agency reps who often know less about | | | | greeting cards.Give them a reason to return by |
| marketing than them! The reps are taught to tell you, | | | | sending special discount coupons, invitations to |
| the small business owner, the goal of your marketing is | | | | "Platinum Client Days"." Always thank them for their |
| to build your brand. | | | | past business and give them a special offer as a |
| The ground is littered with failed small businesses who | | | | reason to return and always have a deadline for your |
| fell for this brand-building fallacy. Don't misunderstand | | | | offer. 5. Start a newsletter, which is THE most |
| me here. I strongly believe in advertising as a pillar of | | | | powerful small business marketing tip to build a fence |
| your marketing system but you must view all your | | | | around your clients. The added advantage is that you |
| marketing as an investment, not as a trial to see what | | | | are marketing to those most likely to buy - Current and |
| works if people know your name. | | | | past clients! |
| Another Small Business Marketing Tip: | | | | 6. Create a referral and reward program. |
| Look at advertising as you would a sales ep. Would | | | | Unfortunately, most people are afraid to ask for |
| you hire a sales rep to build your brand and "get your | | | | referrals even thought clients are happy to give them. |
| name out there?" If they never close and sale and | | | | The easiest strategy is to simply ask for them and |
| you're losing money, do you keep them on board? Of | | | | reward people who send you new clients. It can be as |
| course not! You don't keep them around longer or pay | | | | simple as giving coded coupons to a client in your |
| them more money. You make a change. | | | | store. For each one that is redeemed, the referring |
| Do you see the analogy? Your sales people and | | | | client gets a gift. Many professionals are a lot more |
| advertising are both marketing investments. Why | | | | strategic and have arrange special meetings with their |
| continue advertising that doesn't generate profits? | | | | clients for the sole purpose of getting high quality |
| Remember that everything in your business is part of | | | | referrals. If you are living up to your USP, clients will |
| your marketing. You either move clients and prospects | | | | gladly refer others! You must realize that if you are |
| towards or away from a buying decision. When you | | | | providing quality products and services, it is your right |
| look at everything you do as part of your marketing | | | | to ask for referrals. |
| investment, you begin to consider how to leverage it in | | | | 7. The final small business marketing tip is so powerful |
| every possible way to increase profits. | | | | that you must insure you have the capacity to handle |
| 7 Powerful Small Business Marketing Strategies That | | | | the additional business! Joint Ventures and Strategic |
| Will Grow YOUR Business! | | | | Alliances leverage the goodwill and relationships other |
| 1. Develop a powerful (USP) that gives prospects a | | | | businesses have built with their clients. |
| compelling reason to buy from you now. Your USP | | | | Identify non-competing businesses that serve a client |
| must scream a powerful reason to do business with | | | | base similar to yours. Approach the owner and |
| you. It motivates your clients to send friends in droves | | | | propose a joint venture or strategic alliance in which |
| to buy your product or service! This small business | | | | you are going to endorse their business to your list and |
| marketing tip has built small companies into empires! | | | | vise-versa. As mentioned earlier, consumers are |
| Remember the little pizza company that guaranteed | | | | constantly asking "Who should I buy this product or |
| fresh hot pizza in 30 minutes or less - Or it's free? | | | | service from?' |
| Make an outrageous and exciting claim that shows | | | | This powerful small business marketing tool leverages |
| that you are better than anybody else and the best | | | | the trust you and your alliance partner(s) have built with |
| thing for a prospect can do is buy from you now! | | | | their clients and, when properly structured between |
| 2. Learn selling and customer service skills. Advertising | | | | two good companies with quality products and |
| legend Clyde Bedell taught us "That all good selling is | | | | services, is as close to a guaranteed success as you |
| service." Service and sales go tightly together. When | | | | will ever get. |
| you cross-sell, you provide a tremendous service. You | | | | |