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Small Business Information |
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Building Marketing Momentum For Your Small Business
The success of your business depends on your ability to build marketing momentum. Without the ability to generate new sources of leads your capacity to sell will slump and the growth of your business will stagnate or shrink. Unfortunately, many small business owners are at a loss when tasked with coming up with new ways to market while others are frustrated into stagnation by seeing consistently ineffective results from their marketing efforts. It doesn't matter if your business is young or established. If your business is young you must market well simply to survive. On the other hand, if you have had marketing success with a method that does not increase your opportunity to generate new business your success will be stunted by your limited ability to find new sources of business. Building marketing momentum is like kicking a ball down a hill that keeps getting steeper. Each time the hill becomes a little steeper the ball will roll faster and pick up momentum. In marketing, any tactic you add to attract attention to what you do is like making the hill a little steeper. The other day I was talking to Ed who runs a successful metal shining business. I asked him how he went about generating new sales. He told me that 100% of his marketing effort is networking. I couldn't help but wonder why. I realize that he is doing well with it but if he simply placed an ad in the yellow pages that generated just one sale a year he would cover the cost of the ad and be profitable! Even though Ed's networking efforts are successful he is limiting his ability to grow his business by only implementing one form of marketing. By simply trying something new in addition to networking Ed can benefit from developing a new way to generate leads and build his marketing momentum. Is your marketing effort one dimensional or stagnant? Here are five tactics you can use to build marketing momentum. Deliver a Great Marketing Message If you answer the "what do you do?" question with a savvy marketing message you will find that more people associate what you do with a need of their own or that of a friend, colleague or relative and you will win more referral business. Develop and use an outstanding, compelling marketing message and you will find that more people show interest in what you do. The result will be more better sales. Make Cold Calling a Hot Source of Sales The fact is that by regularly picking up the phone and reaching out to potential clients small business owners increase their chance of finding new business. A percentage of the people you speak with will become clients when you make cold calls, especially if you are targeting your market well and are offering something they need. What's more you can work to improve your phone skills to increase your ability to make sales. Add cold calling to your marketing strategy and you will increase your opportunity to generate new business. Use Your Web Site as An Effective Marketing Tool Develop Your Network So then, just how should you go about building your network? Ed, from our previous example, is able to successfully operate his business with networking alone. That's because Ed networks the right way. Many small business owners and executives don't realize what networking truly is. Unfortunately, all too often people think they are networking by reaching out only to the people they know when what they should be doing is taking steps to continually expand their network. Ed regularly attends networking events and is involved with multiple networking groups. He ads new people to his network all the time and has a successful business to show for it (though he could be even more successful if he added another tool to his marketing toolbox). Measure Your Results By measuring my results and trying new things I have been able to develop an ad that enjoys a 20% response rate. The ad is so successful I only need to run it occasionally to generate enough calls to keep me very busy. Not only does this great ad do a fantastic job of generating interest in my marketing services it saves me money on my advertising costs because I can meet my goals by running fewer ads. You too can develop highly effective ads by measuring your results. Move Your Marketing Forward Jeremy Cohen, helps small business owners attract more clients and grow their business with his coaching service and free marketing guide: Jumpstart Marketing: More Prospects, Clients & Success Get the guide at http://www.bettermarketingresults.com
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