Tag: get more customers

It’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.

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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

While 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.

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