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Small Business Marketing

As small business marketing consultants, we help you grow your small business into something bigger.

We know you’re great at what you do, but you may not be as good as working out what marketing is right for your small business. You probably don’t have time to then do what is needed.  That is where SME Needs comes in. We will help you:

  1. Work out what has and hasn’t worked in the past by measuring your marketing performance.
  2. Identify who you want to market and sell to, by focusing on your Ideal Clients and target audiences
  3. Develop a marketing plan that will meet your budgets and targets
  4. Deliver on that marketing plan, so you get the leads you want and need to grow your small business.

These articles are designed to help you, but if you need a hand implementing your marketing, give us a call on 020 8634 5911

Five great sources of market information

By A Helping Hand, Small Business Marketing

When looking to expand your business, it’s vital that you research the market and the opportunity.  If you don’t there is a chance that your business expansion plans don’t deliver the business growth you are looking for.  The question is: where do you go to understand the size of the opportunity?

Here are five really good sources of quantitative information:

1. The Office Of National Statistics

Want to know about the businesses in your county, borough or town; look no further. ONS will provide information by industry, by size, by age and a whole lot more.

2. LinkedIn Search

How many, for example, solicitors are there within 10 miles of your office? Don’t know – used LinkedIn to find out.  With over 7 million people in the UK on LinkedIn and 141,842 UK companies  it is a great source.  Want to know if they are in private practice or within a commercial organisation – simple use another filter.

Just in case you wanted to know, there are 5,404 solicitors within 10 miles of my postcode.

3. CreditSafe

Is your prospective client creditworthy? How much money did they make/lose last year? You can find out here.  There are plenty of other similar sites out there but this is one of the best.  It’s a paid for service but it will tell you what you want to know about your clients and prospects.

4. Companies House

Don’t want to subscribe to an annual service – go PAYG instead at Companies House. Annual Reports direct from Companies House are just £1 each.

5. Facebook Ads

You don’t need to spend any money to get numbers from Facebook.  With 35 million UK adults regularly using Facebook where’s better to get information about the consumer market?

Set up a Facebook Ads account (no charge) and use the plethora of filters to understand how big your target market is. If you think of all the information you put into Facebook, that’s the number of filters you can apply to really target your search.

 

bounce rate statistics from Google Analytics. Image to support article on creating more traffic for your website

How to attract the right traffic to your website

By A Helping Hand, Marketing Performance, Small Business Marketing

Creating more website traffic is a key goal for most small businesses, as more traffic means more business – right? Most of the time, yes, but not always. There is good website traffic and then bad traffic. Here are 15 tips on how to attract the right traffic to your website…

Good Website Traffic

In a perfect world, every person who visited your website would get in touch, as they want to buy what your small business sells. In reality, a 1-2% contact rate is going to deliver a great flow of leads into your business. There are a number of different ways to recognise good website traffic, so you can do more to encourage it.

Bounce rate

Do you know the bounce rate on your website? If you don’t you need to as it tells you whether you are making a good first impression. Google defines a bounce as:

The percentage of visits in which a person leaves your website from the landing page without browsing any further.

If you haven’t got Google Analytics on your website, click here to set up your account and get your web developers to add it.
A healthy bounce rate is 15 – 40%. If it is above that, you are attracting the wrong visitors, or you are not giving them what they are looking for on the first page they land on.

How to improve your bounce rate
  1. Look at what pages have a good bounce rate, and which don’tbounce rate statistics from Google Analytics. Image to support article on creating more traffic for your website
  2. Is there a big look or feel difference between the content on the good and not so good pages?
  3. Use Search Console to identify the keywords that are generating natural, or paid, search for that page.
  4. Shape the content so the viewer is getting better information when they land on those pages.

Returning Traffic

How much of your traffic is returning? If viewers are returning to your website, it suggests that they are interested. Google Analytics shows you two stats to help this: New vs. returning and Depth of Visit.
To increase the amount of returning traffic, look at the pages that are being returned to and create more content like that. Alternatively, consider using remarketing as a way of getting people back to your site after they’ve visited.

Engaged Traffic

If your website is grabbing the attention of your visitors, they will stay and read more of the content before getting in touch. Again, two numbers to keep an eye on: Length of visit, and Number of Pages Visited. The longer the visit and the higher the number of pages visited, the better.

How to improve website engagement
  1. Look at what pages have a high Exit Rate. They either do not have useful information or they don’t clearly show the viewer where to go next.
  2. Review your website routing. Is it logical and giving the viewer a good route around your website?
  3. Are there appropriate Calls to Action on the website. Too few will mean people don’t get in touch and too many will seem desperate, and put people off.

Traffic that is making contact

Do you know how many people are calling you (is there a phone number on the website?) or completing a Contact Request form? These are the lifeblood of your small business, giving you a flow of leads you can convert to new business. Without a steady flow of new leads, you are going to struggle to achieve your growth and performance targets.

How to increase the number of people who contact you

1. Add a phone number. Too many websites lack a phone number and so will stop people getting in touch.
2. Ensure they are links to your Contact Us page on every page of the site. For some landing pages, you may want to add a Contact Form to those as well. Not too many though (see above).

Are your mailing list and social media working?Google analytics screen shot to support article about increasing website traffic

Do you know how much traffic hits your website from your social media activity or your email marketing? If these marketing channels are part of your marketing mix, you will be investing considerable amounts of time on them. You need to know whether the time is being invested wisely. Google Analytics will show you how much of your website traffic is coming from these channels.

From the right keywords

Google Analytics, Search Console and other premium tools, such as SEMrush or Moz, will tell you what keywords are driving traffic to your website. You want to drive more traffic from the right keywords, but ensure that the wrong ones (cheap, free, in another geographic region, etc.) are not driving traffic.
For Google Ads, this is simple; you simply add negative keywords to your campaigns so that Google doesn’t show your Ads to people who type them into the search bar. For natural search, this isn’t quite as easy.
You cannot block natural search, but you can ensure that your content and metadata doesn’t include the negative keywords you want to avoid. If “free” or “cheap” are being used in different parts of your website, in conjunction, with your service or product offering, you run the risk of getting natural search traffic that you don’t want.

The Bad traffic

Bad website traffic isn’t just a waste of bandwidth. It’s a waste of your time too. If you are getting enquiries coming in from people who are expecting something different to what you are selling, they take up time before you qualify them out. Let’s look at this in more detail.

Traffic that Bounces or leaves quickly

Google may not use bounce rate data directly within its algorithms, but it does pay attention to how long people stay on your site after a search. If they see lots of people leaving very quickly, that tells them your site isn’t providing what people are looking for when using the keywords they searched on. Google will then move you down the rankings for that search term.

Traffic from outside your target area

If you only sell to companies in the UK, the last thing you want is traffic, and potentially enquiries, from outside the UK. Appearing in their searches is simply wasting their time. Enquiries from them are wasting your time. Nobody wins.

Stopping this type of website traffic isn’t always easy. Probably the easiest way to limit the amount of out of area traffic is to talk more about the area you want business from. You’ll see on our Contact Us page a map showing where our clients have been based. We’re actively looking for clients across the UK, so we use the map to show this. Look at how your website content shows where you want to work. Include an address on the site (not just in the Privacy Policy page) so it is very clear. Add a telephone number so the search engines can pick up your area dialling code too.