Whether you are a professional in a solo-practice or own a
small business, chances are you feel overwhelmed when it
comes to marketing. While you may be an expert in your
field, consistently attracting new clients probably isn't
one of your strengths.
Here is just a short list of "marketing culprits" that are
likely keeping your business from reaching its full
potential:
Unclear Target Market. It absolutely makes my marketing
blood boil when I hear "our service can help everyone". How
on Earth do you find everyone?
Confusing, Self-Centered Marketing Message. Since the early
1900 marketing geniuses like Claude Hopkins have been
telling us that shouting "we are the best, come buy from
us" doesn't work - no matter how loud you scream!
Amazingly, over 90% of all marketing materials out there
are doing exactly that!
'Hop-And-Drop' Approach. Any worthwhile skill takes
practice. Yet most small business owners abandon each
marketing tactic after just one try, without giving
themselves a chance to get good at it. It's like a running
rabbit - switching direction with every hop!
On and off approach. Spending a lot of time and effort on
marketing when the business is slow, but then giving up on
almost all promotional activities when business gains
momentum!
Not Preaching To The Choir. Most businesses make the
mistake of chasing new markets all the time instead of
maximizing profits using their existing database of current
and prospective clients.
If you can put a "yes, guilty as charged" checkmark next to
any of those statements, chances are you are not profiting
from your business as much as you could. To help unleash
the extra profits currently hidden in your business or
practice here is a simple Five Step Marketing Model.
1. Create a MAP!
You don't need to kill a tree to create an effective
Marketing Action Plan. Simply describe your target market,
their problem, and the benefits your service or product
offers. Identify five to ten ways in which you can get
visibility and generate new leads. Finally, list all the
action steps you need to take daily, weekly and monthly and
assign specific deadlines and outcomes to each step.
2. Craft Your Magnetic Marketing Message!
Potential clients don't give a hoot about your titles,
awards, and prestigious office location! All they want to
know is that you understand their problem and have an
effective solution to it. Communicate those two things
clearly and new clients will flock to you like bees to
honey!
3. Develop Attraction Tools!
Forget about the self-focused brochures! You need
promotional materials that intrigue interest and generate
response. Today's technology allows to easily and
inexpensively assemble and distribute information products
- like special reports or CDs - that illustrate your
capabilities and effortlessly promote your services.
4. Generate Leads.
Getting all the visibility in the world
will not do any good if you are not giving your potential
client an irresistible reason to contact you. Try and test
several marketing messages and media to see what
promotional strategies bring in the biggest bang for the
buck.
The key here is testing - tweak your approach multiple
times before you decide to completely abandon it. What
might have been a big flop at first, with a bit of tweaking
can turn into a total goldmine!
5. Follow-up, follow-up, follow-up!
Studies show that over 80% of all sales are made on or
after five contacts with the prospect. However, more than
80% of follow-up ends after just three attempts! Creating
and automating a systematic follow-up process is a must to
maximizing your marketing ROI.
Develop a series of 12 to 24 meaningful communications each
addressing something of relevance to your prospects and
find a way to periodically distribute them to prospects and
clients.
6. Learn To Sell!
The thought of selling causes most professionals to cringe.
Fact is, effective selling is not about memorizing hundreds
of closings tactics or becoming an attack dog that corners
prospects into saying "yes". Instead, study a consultative
approach model and become a master of asking powerful
questions that compel others to action!See Also:
How to
Successfully Retain and Grow Your Customers
The key to growing your business is to effectively communicate and
leverage your new customers into advocates for your products and
services and purchasers of additional services.
Business Marketing Strategies From Bill Gates, Sam Walton and Walt Disney!
What could you possibly learn from Bill gates, Sam Walton or Walt Disney?
It's no accident that these guys ended up living their dreams and making truckloads of money.
Set Marketing Goals To Build Your Confidence
Whatever your business you won’t succeed unless you make it a habit to do some marketing
every day. Start small, set tiny achievable marketing goals. If you do that, your business will be a
success.
Seven Highly Effective Marketing Tactics
Here are 7 well known, highly effective marketing tactics many small business owners overlook when developing their marketing program.
Seven Steps For Creating Successful Marketing
Jay Conrad Levinson, the creator of the
Guerrilla Marketing series of books - the best selling series of
business books in history, shares his secrets for successful marketing.
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About the Author:
Adam Urbanski teaches service professionals
and business owners how to develop better marketing
strategies to increase sales and profits. His website
offers more how-to articles and free tips to create a
winning marketing action plan at
http://www.themarketingmentors.com
