Power point presentation:
20 Things You Must Know to Market Your
Small Business Successfully.
Ideal for busineess owners whose companies don't have a marketing department and sales professional
who want to reduce cold calling and attract
high quality sales leads.
Product Management Principles in a Services CompanyClifford Dive
....or "we're brilliant guys and we can do clever stuff for you."
Companies delivering services have many of the same challenges as product companies but there are some significant differences too.
Berenice Mann and Clifford Dive look at what makes service companies special, the challenges and possible solutions. They describe their experience of working together in Marketing and Business Development as a local consultancy went through a transformation process, and touch on:
- how to promote the company as thought leader
- coordinated product and services story
- innovation
- sales and marketing working together
Some things worked, and others didn't.
Berenice comes from an R&D background, with a PhD in Physics. She has experience of technical project and team management, from product development and production through to marketing.
Cliff has broad experience in product innovation and realisation, with roles including product management, programme management and business development.
Berenice and Cliff have experience both of product and services companies. They first met at Sentec, where Berenice was Marketing Manager, and Cliff was Business Development Manager, at a time when the company was rapidly evolving, attempting to grow both revenue and profitability.
Business West held a one day workshop on Innovative Marketing Strategies for Small Businesses on a limited Budget, this covered Guerrilla Marketing, Fusion Marketing, Affilliate Marketing and Joint Venture Marketing along with learning about the socail media tools you can use to put these strategies into action.
Balihoo Guide - Local Marketing Insights from Industry Leaders on Developing ...Balihoo, Inc.
We've partnered with industry experts, including MOZ’s David Mihm and Google’s Cecelia Choi to empower attendees to stay abreast of new technology, consumer behavior, and shifts in the digital marketing space, and provide them with actionable solutions. This informative guide features key data, insights, and recommendations from four of our most popular 2014 webinars:
-Maximizing Your Local Search Visibility at Scale
-Driving Local Sales with Video Marketing
-3 Secrets to Converting Visitors
-The New Search Behavior
Product Management Principles in a Services CompanyClifford Dive
....or "we're brilliant guys and we can do clever stuff for you."
Companies delivering services have many of the same challenges as product companies but there are some significant differences too.
Berenice Mann and Clifford Dive look at what makes service companies special, the challenges and possible solutions. They describe their experience of working together in Marketing and Business Development as a local consultancy went through a transformation process, and touch on:
- how to promote the company as thought leader
- coordinated product and services story
- innovation
- sales and marketing working together
Some things worked, and others didn't.
Berenice comes from an R&D background, with a PhD in Physics. She has experience of technical project and team management, from product development and production through to marketing.
Cliff has broad experience in product innovation and realisation, with roles including product management, programme management and business development.
Berenice and Cliff have experience both of product and services companies. They first met at Sentec, where Berenice was Marketing Manager, and Cliff was Business Development Manager, at a time when the company was rapidly evolving, attempting to grow both revenue and profitability.
Business West held a one day workshop on Innovative Marketing Strategies for Small Businesses on a limited Budget, this covered Guerrilla Marketing, Fusion Marketing, Affilliate Marketing and Joint Venture Marketing along with learning about the socail media tools you can use to put these strategies into action.
Balihoo Guide - Local Marketing Insights from Industry Leaders on Developing ...Balihoo, Inc.
We've partnered with industry experts, including MOZ’s David Mihm and Google’s Cecelia Choi to empower attendees to stay abreast of new technology, consumer behavior, and shifts in the digital marketing space, and provide them with actionable solutions. This informative guide features key data, insights, and recommendations from four of our most popular 2014 webinars:
-Maximizing Your Local Search Visibility at Scale
-Driving Local Sales with Video Marketing
-3 Secrets to Converting Visitors
-The New Search Behavior
Business West held the last in their roadshow of Marketing Workshops in Bristol on the 25th October.
This event covered Affilliate, Fusion, Joint Venture and GUerrilla Marketing along with giving you advice on SOcial Media Tools to implement these strategies on a budget!
Salespeople need to get sold on sales not just the sales process. One of the big questions any sales team needs clarification on is "what do you want me to do".
An easy step by step guide to establish implementable & actionable LSM ( Local store Marketing ) in retail stores, Proven easy & useful, used & copied & adopted by leading fast food chains & retail company's in the Philippines. If you need a copy of the Power point presentation email your request @ dngrtz2000@hotmail.com, will send you your copy immediately.
Outline:
- What changes in a crisis and what should you continue doing
- Turning a crisis into an opportunity and executing strategically
- Preparing for life after the crisis and not being under leveraged
[April 2020]
Eight lessons:
1. This is not the new normal
2. Stay away from perma-bears
3. Change tactically, not strategically
4. Find new stakeholders, new channels
5. Don’t be afraid to pivot your positioning
6. Sweat every lead and opportunity
7. Focus on your existing customers
8. Create and broadcast your narrative
The food broker can be a great tool used in your market planning and growth of your product and company with the opportunity for substantial financial returns. This requires you 'selling' the food broker on the merits of your product prior to making the sale to customers. The broker develops local relationships while you manage sales opportunities in multiple national markets.
Winning with Content Marketing in 2014: A Roadmap for SuccessRed Bamboo Marketing
You know you need to do content marketing - but how do you get started?
With this in-depth overview, Red Bamboo Marketing teaches you how to build a complete content marketing program from the ground up. You'll get a complete road map that will show you exactly how to build a content marketing plan, set goals, understand your limitations, and execute successful programs.
This presentation is authored by Stephen Murphy, Partner & CMO at Red Bamboo Marketing.
The Fallacy of the Funnel and Other Lessons in Creating A Driven Growth BusinessChristopher Ruff
Creating a continually growing business is a challenge for most entrepreneurs and managers. This presentation discusses at a high level some strategies that I developed over 20+ years building software and services focused companies.
Business West held the last in their roadshow of Marketing Workshops in Bristol on the 25th October.
This event covered Affilliate, Fusion, Joint Venture and GUerrilla Marketing along with giving you advice on SOcial Media Tools to implement these strategies on a budget!
Salespeople need to get sold on sales not just the sales process. One of the big questions any sales team needs clarification on is "what do you want me to do".
An easy step by step guide to establish implementable & actionable LSM ( Local store Marketing ) in retail stores, Proven easy & useful, used & copied & adopted by leading fast food chains & retail company's in the Philippines. If you need a copy of the Power point presentation email your request @ dngrtz2000@hotmail.com, will send you your copy immediately.
Outline:
- What changes in a crisis and what should you continue doing
- Turning a crisis into an opportunity and executing strategically
- Preparing for life after the crisis and not being under leveraged
[April 2020]
Eight lessons:
1. This is not the new normal
2. Stay away from perma-bears
3. Change tactically, not strategically
4. Find new stakeholders, new channels
5. Don’t be afraid to pivot your positioning
6. Sweat every lead and opportunity
7. Focus on your existing customers
8. Create and broadcast your narrative
The food broker can be a great tool used in your market planning and growth of your product and company with the opportunity for substantial financial returns. This requires you 'selling' the food broker on the merits of your product prior to making the sale to customers. The broker develops local relationships while you manage sales opportunities in multiple national markets.
Winning with Content Marketing in 2014: A Roadmap for SuccessRed Bamboo Marketing
You know you need to do content marketing - but how do you get started?
With this in-depth overview, Red Bamboo Marketing teaches you how to build a complete content marketing program from the ground up. You'll get a complete road map that will show you exactly how to build a content marketing plan, set goals, understand your limitations, and execute successful programs.
This presentation is authored by Stephen Murphy, Partner & CMO at Red Bamboo Marketing.
The Fallacy of the Funnel and Other Lessons in Creating A Driven Growth BusinessChristopher Ruff
Creating a continually growing business is a challenge for most entrepreneurs and managers. This presentation discusses at a high level some strategies that I developed over 20+ years building software and services focused companies.
Sampling of the topics covered as part of the one day intensive Coffee is for Closers sales seminar for entrepreneurs. See www.coffeeclosers.wordpress.com for more information
This presentation was used by Anaz Kabeer at Headstart Startup Saturday Kochi on June 13th 2015. The topic for this particular meet was "Getting initial customers".
Digital Marketing and Lead Generation for Startups. Focused on online lead generation, but also covering Outbound lead generation processes. Covers identifying target buyers; value proposition; website design for lead generation; content marketing; paid online ads; Search Engine Optimization, email marketing, social media marketing. Describes key steps in Outbound lead generation too - prospecting, prospecting tools, initial email contacts, follow-up and conversion.
The Fallacy of the Funnel and Other Lessons in Creating A Driven Growth BusinessDriven Growth
Creating a continually growing business is a challenge for most entrepreneurs and managers. This presentation discusses at a high level some strategies that I developed over 20+ years building software and services focused companies.
Insights that are covered in this presentation, include:
1. Create a Plan for Driven Growth
2. Focus on Your Differentiation
3. Define Your Unique Business Offering
4. Develop a Driven Growth Sales Culture
5. Use Content and Thought Leadership to Generate Leads
6. Build Simple Yet Effective Management Systems
TOP DIGITAL MARKETING INSTITUTE IN INDIA.pptxRVPatel21
NIDM (National Institute Of Digital Marketing) Bangalore Is One Of The Leading Digital Marketing Institute In Bangalore, India And We Have Brand Value For The Quality Of Education Which We Provide. Our Curriculum/ Courses Are Designed with Practical knowledge are Fully For Job Orientation Bases.
The Many Faces of Sales Enablement: How to Drive Revenue Through Retention Ma...Aggregage
In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
An introduction to the cryptocurrency investment platform Binance Savings.Any kyc Account
Learn how to use Binance Savings to expand your bitcoin holdings. Discover how to maximize your earnings on one of the most reliable cryptocurrency exchange platforms, as well as how to earn interest on your cryptocurrency holdings and the various savings choices available.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
In the Adani-Hindenburg case, what is SEBI investigating.pptxAdani case
Adani SEBI investigation revealed that the latter had sought information from five foreign jurisdictions concerning the holdings of the firm’s foreign portfolio investors (FPIs) in relation to the alleged violations of the MPS Regulations. Nevertheless, the economic interest of the twelve FPIs based in tax haven jurisdictions still needs to be determined. The Adani Group firms classed these FPIs as public shareholders. According to Hindenburg, FPIs were used to get around regulatory standards.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
Call 8867766396 Satta Matka Dpboss Matka Guessing Satta batta Matka 420 Satta...
20 Marketing Tips You Must Know
1. 20 Things You Must Do
To Market Your
Business Successfully
Presented By:
www.HowToIncreaseYourSales.ca
20 Things You Must Do To Market Your
Business Successfully 1
2. What Is Marketing?
What Is Selling?
• Marketing: is a process of finding and attracting people or
businesses (leads/prospects) who are most likely to want and
need your products/services and can afford to pay for it. Then
developing long-term relationships with them to promote repeat sales
and encourage referrals.
• Selling: is the process of converting your leads/prospects
into paying customers.
20 Things You Must Do To Market Your
Business Successfully 2
3. #1 Clearly Identify
Your Target Market
• If you try to sell to everyone you’ll end up selling to very
few
• Develop a profile of your ideal customer
• Select a market niche that interest you and that you can
communicate with easily, often and for a low-cost
• Not defining your target market in detail results in
wasted time, money and effort
20 Things You Must Do To Market Your
Business Successfully 3
4. #2 Define Your Product/Service
• What want or need does your product satisfy?
• What problem does your service solve?
• i.e. make money, save money, increase self-esteem,
fun, popularity, possess beautiful things
• Can you clearly describe your benefits
in terms of fulfilling need/wants, solving problem?
• Product/Service must be a solution, at a price people
are willing to pay
20 Things You Must Do To Market Your
Business Successfully 4
5. #3 Find A Way To Differentiate
Your Business From Your
Competitors
• What is the unique benefit (s) that you offer that makes you
different from your competitors?
• I.e. Dominos Pizza – “fresh hot, pizza in 30 minutes or less”
(huge reason for their success)
• Also known as USP – unique selling position, core marketing
message
• Why should people do business with you instead of your
competitors?
20 Things You Must Do To Market Your
Business Successfully 5
6. #4 Focus Your Marketing On
Your Customers Instead Of You
• The majority of your marketing communications should focus
on how your target market will benefit from using your
products or services
• Your customers want to know “What’s in it for me”. “How are
they going to benefit from using your product or service?”
** You must answer this question clearly in all your marketing
• Your education, technical skills, how long in business,
awards; should not be your main marketing message
• Talk about the problems and issues that your target market is
having and how your product or service can help them solve
them
20 Things You Must Do To Market Your
Business Successfully 6
7. #5 Communicate Your Benefits
Instead of Features
• People don’t buy what your products or services does, they buy the
end results of what you offer
• You must clearly and specifically tell people the results they will get
from doing business with you. Convert your features to benefits.
• I.e. Feature: highbred car, Benefit: It will save You money on gas and
reduce air pollution
• Effective communication of your BENEFITS is critical to attracting
your potential customers
• Educate your target market on how the BENEFITS of your products or
services will make them happier, save them time, make them money,
solve their problems and add value to their lives.
20 Things You Must Do To Market Your
Business Successfully 7
8. #6 Employ All The 3 Keys To
Growing Your Business
• Lead generation – finding and attracting potential customers
• Marketing to your current clients
- increasing the size of the average sales
- increasing the number/frequency of purchases
- receiving more referrals from customers
- Should have a REFERRAL PROGRAM
- strategy to encourage your customers to give you referrals
• Improving sales conversion rate
i.e. instead of getting 3 sales of 10, work on getting 6 of 10
** Use all 3 to leverage your time and resources**
20 Things You Must Do To Market Your
Business Successfully 8
9. #7 Implement Your
Marketing System
• You need a marketing systems to CONSISTENTLY ATTRACT
your PROSPECTS?, encourage repeat sales and referrals
• How are you going to encourage your prospects to contact
you?
• If you’re fishing for prospects, what are you going to use for
bait?
I.e. offer a free report, newsletter sign up at website, offer free
seminars, product sampling
• ***Must be planned, organized **
20 Things You Must Do To Market Your
Business Successfully 9
10. 20 Things You Must Do To Market Your
Business Successfully 10
11. #8 Base Your Marketing
Strategies on
Research and Testing, Not
Guesses and Assumptions
• Research your potential customers – their issues and problems,
wants and needs
• Spy on your major competitors, what are their strengths and
weaknesses? How can you use them to give you a competitive
advantage?
• Test all you marketing activities on a small scale before you go
big – i.e. mail to small list first
• Find out as much as you can about your target market.
20 Things You Must Do To Market Your
Business Successfully 11
12. #9 Use Direct Response
Advertising, Instead of
Institutional Advertising
• Institutional Advertising – focuses on creating awareness/branding
“ GET YOUR NAME OUT THERE”
• Direct Response Advertising – asking your target market to respond in a
specific way i.e. call you for a free item of value, go to your web site to
download, watch or listen to something for free
• The marketing message should include the following things:
- An attention grabbing, compelling headline
- A specific offer
- A strong call to action
- A sense of urgency
20 Things You Must Do To Market Your
Business Successfully 12
14. Use Two-Step Advertising
• Step #1
Your objectives: to get people to identify themselves as potential
customers and to capture their contact information
• How? Offer them something of value that they want and need for FREE
• i.e. call for a free report, CD/DVD , visit your website to download an
e-book
• - To get your FREE stuff they have to give you their contact info
(name, email address, phone#)
•
Step #2
Enter their contact information into your database to follow-up and
implement a variety of marketing campaigns.
20 Things You Must Do To Market Your
Business Successfully 14
15. #10 Use Headlines In All Your
Advertising Literature
• Your headline is responsible for 80% of the success of your
marketing piece
• It must grab the attention of your audience in 5 seconds
• Must have strong benefit, or offer, be relevant to your target
market
• 5 times as many people read the headline as the body copy
• Headline must address the needs and wants of your target
market
20 Things You Must Do To Market Your
Business Successfully 15
16. #11 MAKE SPECIFIC OFFERS
• 3 TYPES of OFFERS
1. Offer to Generate Prospects – goal to capture contact info
i.e. Free No Obligation Marketing Check-up
• 2. Offers to Generate First-Time Customers – goal encourage first
purchase
i.e. Free 30-day trial
• 3. Offers to Generate Repeat Sales – goal encourage multiple purchases
i.e. Repeat orders are eligible for 10% off and Free delivery
• Make your offers enticing and compelling to entice people to take
IMMEDIATE ACTION
• Appeal to people’s self interest
• 1- offer per marketing piece (may be 2)
• Test different offers to see which ones generate the highest response
20 Things You Must Do To Market Your
Business Successfully 16
17. #12 Include a Call To Action
In Your Advertising
• Your Call to Action Tells People How to Respond
to Your Marketing Message
- Call for more details/info is not effective, it’s too vague
• Examples of effective call to actions
- Buy today save 25%,
- Offer ends December 31st. Call now!
- First 10 people to respond get a free special bonus
Your call to action should be related to the objective of your
marketing piece
20 Things You Must Do To Market Your
Business Successfully 17
18. Example of Awareness Ad Example of Direct Response Ad
20 Things You Must Do To Market Your
Business Successfully 18
19. Awareness Ad Direct Response Ad
20 Things You Must Do To Market Your
Business Successfully 19
20. #13 Use Social Proof to
Build Trust and Credibility
• Testimonials are a powerful tool to help break through buyer
skepticism, build trust and credibility
• Case Study –real life story of how your product helped someone
• Photos/video/audio of happy clients
• PR – get quoted in the papers or a magazines, guest on TV and
radio
• Use social proof at your website, in print ads, in brochures, even
on the back of your business cards
20 Things You Must Do To Market Your
Business Successfully 20
21. #14 Develop A Database Of
Your Customers And
Potential Customers
• Your database should be the hub of all your marketing
activities
- it will help you organize and schedule your touch points with
customers and prospects
• Get a contact management database
- i.e. ACT, Gold Mine, Maximizer
• Collect relevant info on your clients and prospects
20 Things You Must Do To Market Your
Business Successfully 21
22. #15 Follow-up! Follow-up!
• It usually takes 7-11 exposures to your marketing message
before people think of contacting you
• Over 60 percent of all sales are made after the 7th contact with a
prospect, especially true in B to B sales
• Studies reveal that most sales are lost due to lack of follow-up.
• Develop a follow-up system and you will get an advantage over
your competitors (contact management software)
• Follow-up at least ONCE a MONTH
20 Things You Must Do To Market Your
Business Successfully 22
23. Why a Follow-up System Is So Critical
----------------------------------------------------
2% of sales are made on the 1st contact
3% on the 2nd contact
5% on the 3rd contact
10% on the 4th contact
80% of all sales are made on the 7th -12th contact
Source: Referral Marketing Handbook
20 Things You Must Do To Market Your
Business Successfully 23
24. How Effective Are Sales
People At Following up
----------------------------------------------------
48% of sales people never follow-up
25% of sales people make 2 follow-ups and stop
12% of sales people make 3 follow-us and stop
10% -15% of sales people make 4 or more follow-up
contacts
Source: Referral Marketing Handbook
20 Things You Must Do To Market Your
Business Successfully 24
25. #16 Develop an Effective
Website
• Developed your website to achieve specific objectives
• i.e. to get leads, educate your customers, sell a product,
technical support
• Lead generation- capturing the contact data of your visitors
should be a major objective. Especially for new businesses
• Plan out your site on paper before you spend any money
20 Things You Must Do To Market Your
Business Successfully 25
26. Implement A Promotional
Strategy For Your Web Site
• You must have a strategy to encourage and entice people to visit
your website
• Too many businesses fall for the “Fields of Dream Myth” – if you
build it they will come NOT!
• How are you going to get people to visit your web site?
• You need more than search engine placement.
• Your web site address on all marketing materials is
a good start
• How about having a contest give away at your site?
20 Things You Must Do To Market Your
Business Successfully 26
27. #17 Set A Marketing Budget
• How much should you spend on marketing?
• Forecast the “LIFE TIME VALUE” of your client/customer
• Then decide how much you are willing to invest in finding and
keeping your customers
• Make a list of at least 10 specific marketing tactics,
NO COST, LOW COST, HIGH COST
• Remember that marketing is an investment in the growth of your
business, it’s not just an expense
20 Things You Must Do To Market Your
Business Successfully 27
28. #18 Set Marketing
And Sales Goals
• You must set specific, written goals with time lines and a
measuring component i.e. monthly/yearly sales
• Number of inquiries or referrals in a month
• Clients acquired in 3 months
• Goals will help you STAY MOTIVATED and FOCUSED
• Review your goals regularly and reward yourself when you’re
successful.
20 Things You Must Do To Market Your
Business Successfully 28
29. #19 Develop A Written
Marketing Plan
• Your marketing plan should be your roadmap to finding and
attracting your prospects, getting repeat sales and referrals
• It should organize and integrate all your marketing activities
• Research has found than not having a marketing plan
contributes significantly to business failure
and underachievement
• Include a Marketing Calendar: a to-do list of all your planned
marketing activities. Start date, who will do it, estimated cost,
measure results
• Companies that follow a marketing plan do about 24- 30%
more sales than businesses that do not. (U.S. SBA research)
20 Things You Must Do To Market Your
Business Successfully 29
30. #20 Track & Measure Your
Marketing Activities
• If you can’t measure the results of your marketing activities
you’re probably wasting your money
• Track and measure inquiries, leads, sales, phone calls you
generated
• I.e. use a coupon in an ad, subscribe to your newsletter link in
an email
• Tracking and measuring will let you know what’s working and
what’s not
ROI – track the return on your marketing investments
20 Things You Must Do To Market Your
Business Successfully 30
31. Conclusion
• Successful marketing will take patience, persistence,
testing, repetition, commitment
• Marketing is a process of testing and evaluating,
adjusting
• There’s no “Marketing Silver Bullet”
• No one marketing strategy or specific tactic will give
you quick, massive sales success
• Marketing is the most important job in your business.
20 Things You Must Do To Market Your
Business Successfully 31
32. Want More Sales?
Get FREE Marketing Tips & Ideas every month when
you sign up for my monthly newsletter. Sign up at:
www.HowToIncreaseYourSales.ca
204-783-6342
email: theMarketingCoach@PrimetimePromotions.ca
20 Things You Must Do To Market Your
Business Successfully 32