drive business growth grow revenue

The #1 Rule To Drive Business Growth

If growing your business and attracting new customers is a priority for you, here’s the #1 rule you need to follow.  Never let a day go by without doing at least one marketing activity.

Unfortunately many small businesses only focus on marketing when time allows, which rarely happens, or when forced into it when sales decline or the pipeline dries up.  Like most things in business, success comes from consistency – doing the right things each and every day.

Now you may be thinking, “I barely have time to do what I do, how do I add marketing into each and every day”?  Well here is the key – break down activities into small tasks that can easily be done in 15-30 minutes AND block the time on your calendar to do them.

Quick Hits to Grow Revenue

What can you accomplish in just 15 minutes?  A lot when you stop viewing it as JUST 15 minutes – and eliminate the distractions, busy work and time wasters in your day.  Here’s just a few things you can do when you plan your time and make business growth a priority:

  • Initiate new contact request on Linked-In
  • Write a few notes or cards to people you met at an event
  • Call a customer (or two) to request a testimonial or online review
  • Write a blog post
  • Make a ‘how is it going’ call to customers – put that database to work!
  • Call to schedule lunch or a meeting with a current or potential power partner
  • Post an update or share a tip on social media
  • Reach out to a Linked-In connection with a private message
  • Contact a former customer – any new opportunities?
  • Ask or answer a question on social media (groups)
  • Make a follow-up call to prospects in your sales funnel
  • Make a ‘survey’ call to customers or prospects – for feedback and ideas
  • Set up Google Alerts to stay abreast of industry or competitor changes
  • Investigate industry or business groups – and schedule attendance at an upcoming event

So what about all those ‘bigger’ marketing activities – a direct mail campaign, overhauling your website or implementing a new marketing strategy?  Even if you outsource the project, there are tasks that YOU will need to do.  This is where breaking down tasks into smaller pieces can really pay off.

For example, you want to build a better Linked-In sales strategy — to generate more high quality leads. It will certainly take more than 15 minutes to update your profile, do some company or industry research, and create compelling templates.  If you wait until you have a few extra hours to tackle this, it will likely remain incomplete!

So break it into smaller chunks – and work on pieces for 15-30 minutes a day.  Over time, you can complete the project — while still handling your other responsibilities.

Remember, if you want to see consistent results, you need to take consistent action.  So make marketing activities, big and small, something you do every day!

Ready to Put Your Business on the Path to Success?

Would working with a business coach help you grow both revenue and profit? Then let’s explore the possibilities with a complimentary consultation. It’s a chance to get to know each other, discuss your goals and the obstacles that hold you back. Together we can determine if there is a good fit between your needs and my services.

Call me at (856) 533-2344 to learn more or schedule an appointment.

Leaking profit

Are You Leveraging Your Marketing?

How to leverage your marketingIt’s risky to have a business that is too dependent on one customer or key employee. But what about your marketing? Putting all your eggs in one basket here is just as risky. Changes in customer attitudes and behaviors can leave you with an empty pipeline and roller coaster sales. Leveraging your marketing improves results — and can actually save you time and money.

What considerations go into your marketing choices? For some, it’s all about the latest buzz or what’s new. Others look for tactics that are easy or inexpensive. Maybe it’s time to think like your target market. Do they rely on one method to get information? The answer is probably no. Even if you work within a small niche, it is likely that communication preferences still vary within that group. Choice and convenience matter.

How To Reach More Prospects

The best way to reach more new prospects and build relationships with existing customers is to utilize a variety of communication methods. The same message, delivered consistently, through various channels will go a long way toward improving your results.

Marketing tools, when used together, create synergy – so the whole is greater than the sum of its parts. Years ago, I did a direct mail campaign that achieved a 5% response rate – yes that’s really high! While my agency designed a great piece and we had a compelling offer, it was part of an integrated effort that included radio. And that made a huge difference.

As a small business, you don’t need to rely on broadcast media to create an integrated effort. Print with digital (online) marketing works well. So does print with on-site signage for retail and trade businesses. Digital, print, and phone work well together for many B2B companies.

The key to creating leverage is to plan ahead! Avoid the last-minute, toss-it-out there to see what sticks approach. Complement that direct mail campaign with an email effort and powerful landing page. Pump up your trade show with a follow-up postcard and email campaign. The options are limitless when you …

Think Integration. Think Complementary. Think Consistent.

For more articles on growing revenue, click here

Ready to Put Your Business on the Path to Success?

Would working with a business coach help you take your business to a whole new level? Then let’s explore the possibilities with a complimentary consultation. It’s a chance to get to know each other, discuss your goals and the obstacles that hold you back. Together we can determine if there is a good fit between your needs and my services.

To learn more or schedule an appointment, call me at (856) 533-2344 or drop me an email Joan@HybridBizAdvisors.com

Leaking profit

3 Steps To Get More Sales

3 Steps to YesWhile customers must need the products and services you offer, they will buy when they are ready, willing and able. You must meet all three to gain the business and get more sales. Here’s what you need to consider.

Ready is often a timing issue.  Customers may want what you offer, but not now. So how do you speed it up or put yourself in a position to win when they are ready? You have a few options here.  First, look for ways to make it easy for them to decide.  Turn their want or need into a must-have through differentiation and special offers.

Second, understand the timing cycles as it relates to your products or services.  Timing often impacts your ability to get more sales now.  So when do people think about what you offer?  Some are seasonal such as lawn care, tax preparation, and apparel.  Some are linked to events or milestones such as engagements, weddings, holidays, college graduation, the birth of children, new home purchase or death of a spouse. Others are linked to product life cycles and usage. How long does that heater, appliance, car or computer last?  Make sure your marketing efforts are timed properly to take advantage of the opportunities.

Third, have a system to stay connected with the ideal prospects in your sales funnel so you are the first one they think of when they are ready!

Related Article: Make It Easy For Customers to Decide

Willing has to do with perceived value and trust.  Do your customers understand what you do and why you are the better choice for them?  Do they perceive value as it relates to your products or services? Do they trust you to deliver what you promise each and every time?

This is where building a relationship with current customers and prospects really comes in.  Use your marketing to engage, educate and build credibility with online reviews, testimonials, and guarantees. This puts you in the consideration pool when they are ready to buy. Without trust, it’s difficult to get more sales.

Able is all about the capacity to pay.  No matter how awesome your products and services, some people simply can’t buy because they lack authority or financial resources.  Does your contact have the authority to make the purchase? Can he/she afford to buy your products or services now or in the future?  If the answer to both is yes, stay connected and continue to build and nurture the relationship.  Time may turn this opportunity into a sale.  If not, let it go and move on.

We all want customers who are instantly ready, willing and able to buy.  But the reality is that many aren’t.  So stay connected by phone, email, mail, in person or through social media. In doing so, you move them closer to the sale.  Take the three steps to create that all-important YES.

More Business Improvement Ideas

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4 Elements of a Strong Marketing Foundation

A building needs a strong base to support it or it will crumble and fall. The same is true when it comes to your marketing. Your foundation is the building blocks for all your marketing activities – it makes it easier and is a key to getting results.

Foundation for Strong Marketing

So before you jump into the strategies and tactics you will use to reach people, be clear on these four elements that are the foundation for strong marketing:

Target Market. Who are your trying to sell to – the ideal customers for YOUR products or services? Your target group ultimately dictates everything in your plan from your goals and objectives to the tactics you use to reach them.

Prospects Problems. What issues or concerns frustrate your customers? What do they want or need today to make tomorrow better? If you want potential customers to stand up and take notice, you must clearly identify the problems they face and demonstrate that you do understand. If they don’t think you get it, they won’t look to you for solutions.

Benefits and Solutions. How can you solve their problem or improve their situation? What benefits will the customer get from working with you or buying your products? Think of solutions as what you actually sell. And benefits are what your customer gets in return – it’s the emotional or financial payoff.

Remember, it’s all about them. Your features, solutions, and benefits are only relevant if they solve their problems or improve their situation. Link them and you’ll hit a home run with your marketing.

Marketing Message.
This is nothing more than what you say to get people interested. It must grab their attention, show them how you can solve their problem and articulate why they should choose to do business with you. It must resonate with YOUR target market and get a reaction like ‘wow, that’s me’. The right message will compel them to take the next step – visit your website, call you, come to your location or simply ask others about you. Get it right and use it consistently in ALL your marketing from social media and online to direct mail and selling!

A strong marketing foundation will certainly help you get better results – more leads and sales. But here is an added bonus – it makes doing a marketing plan a lot quicker and easier!

Ready to Put Your Business on the Path to Success?

Would working with a business coach help you take your business to a whole new level? Then let’s explore the possibilities with a complimentary consultation. It’s a chance to get to know each other, discuss your goals and the obstacles that hold you back. Together we can determine if there is a good fit between your needs and my services.

To learn more or schedule an appointment, call me at (856) 533-2344 or drop me an email Joan@HybridBizAdvisors.com