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marketing strategy Archives - SME Needs: your Virtual Marketing Director

Positive brand feelings

How can small businesses encourage a strong response from a client?

By Customer Understanding, Small Business MarketingNo Comments

“What about you?” 

What about you makes you the best choice for your potential client to work with instead of others? 

This blog post will help you to recognise and communicate what your brand means to your client. 

Positive brand feelings

This is the third post of the ‘activate fierce brand loyalty’ series. 

So far we have covered, “who are you?” and “what are you?”in the previous two blog posts. 

After answering those two questions, your ideal client will start to form feelings and judgements towards you. This is due to having a base of broad awareness. Following this, the brand building blocks of performance and imagery are then taken into consideration. 

The ability to create intensely positive feelings 

A brand is more than its product or service. 

A brand evokes feelings. 

As small business owners, you must consider how your brand makes your customers feel about you and them.  

There are the four responses your business faces:  

  • intensely negative  
  • mildly negative  
  • mildly positive   
  • intensely positive. 

How best to handle a negative comment

The reality for most UK businesses is that you rarely experience mildly negative or mildly positive feelings in the form of reviews or social media interactions.  

However, you know when someone has a negative experience; it is quintessentially British to make sure everyone knows about it!  

For example, someone may dislike the opinion piece you shared in your weekly e-newsletter.  

They email you angrily about how you are a total and utter disgrace!   

It is important to politely respond. Apologise for how they feel and do your best to resolve it. If the negative feedback is unwarranted and unreasonable, do not be afraid to unsubscribe them from your list. It is best to focus your time, efforts and content towards those that value it. 

Turning the peri-peri meter from mild to spicy 

Potential clients who have an intensely positive feeling towards you are likely to follow you on social media. They may be subscribed to your e-mailing list. Most importantly, it will lead towards an intensely positive feeling in which they are more likely to buy from you. It is vital to be able to communicate your knowledge and expertise consistently. There are various ways to do so: 

  • Tips and guides 
  • Case Studies 
  • Testimonials 

To make the most of these methods to showcase your knowledge, it is best to share content to specific segments of your audience. If you are aware that your potential client is in the tech industry, share a tech-related testimonial with them.  

A practical tip is to share specific e-mail content to a specified segment of your audience that it is applicable to. Following this, send a follow up email. To be able to turn a potential client’s mildly positive feeling to intensely positive, it is necessary for them to engage with the content. A follow up email increases the likelihood of opens and click-throughs, which then leads them towards the landing page with a call-to-action.

The more relevant the shared content is, the more likely they are to react to it. 

Through these feelings, positive judgements will be formed of your business and what it represents. It will enhance your image of credibility and superiority that makes you a business worth working with and paying for. 

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Risks with referrals

The risks with referrals

By Marketing PerformanceNo Comments

We all love getting referrals. 

Who doesn’t like getting a useful referral? They are usually an easier sales pitch as the referrer has already done some of the work for you.  I acquired a new client at the end of last week from a referral, so I am particularly positive about them at the moment. 

There is one real issue that stops people giving referrals – the risk to them. 

Let me explain: 

When someone refers you, particularly to one of their clients, a little bit of their reputation goes with the referral.  There is a, hopefully, small risk that you won’t do a good job.  If that happens, there is a potential risk that your referrer could lose their client.  

On the positive side, if you do a very good job, their reputation is enhanced with that client. You are then far more likely to get more referrals from that person.  

The principle of liking comes into play here which can be broken up into three simple points;   

  • having a preference for those that we consider like ourselves in behaviour, values and attitudes,   
  • those that pay us genuine compliments, and most importantly,  
  • those that cooperate with us towards shared goals and vision 

Therefore, when some refers you, by managing to match the positive perception of the referrer, their reputation is enhanced with that client. You then gain an increased trust, improving the likelihood of you gaining further referrals from that person. 

So the morale of this blog is simple, if you are looking at getting referrals from your network, make sure you deliver on your promises.  

If you are looking to further improve your prospects of effective networking and gaining relevant referrals, our marketing experts at SME Needs are here for you.  

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appropriate clothing

Nine questions to choose the right marketing channels for your business

By A Helping Hand, Marketing PerformanceNo Comments

appropriate clothing

What are the right marketing channels for your business?

As the Norwegians are famous for saying, there’s no  such thing as bad weather, just inappropriate clothing. It’s the same for your marketing. There are lots of different ways to market your business and its up to you to choose the right marketing for your business. So where do you begin? Read More

dump em - the prospects not engaging with your marketing

Dump those who aren’t engaging with your marketing

By A Helping Hand, Customer Understanding, Marketing PerformanceNo Comments

dump em - the prospects not engaging with your marketingAs a business owner, you want people engaging with your marketing.

That means it grabs the attention of your target audience, it educates them on why they should use your product/services and they jump willingly into your sales pipeline as a new lead. Marketing engagement is key.

If people aren’t engaging with your marketing you have two choices:

  1. Continue trying to engage them
  2. Dump ‘em

Let’s look at the options.

Continue trying to engage

People who really aren’t responding to your marketing are sending you a message: they’re not interested! If they really aren’t opening any of your emails, responding to your social media activity or even taking your calls, you have to consider whether this is a good use of your time. If they were interested, they would be interacting at least some of the time.

  • They are consuming your mental energy because you believe there is still an opportunity for a sale with at least some of them.
  • You spend time liking, retweeting and responding to social media posts. Time that is a scarce resource.
  • Keeping them on your mailing lists impacts your marketing stats, making open/clickthrough rates lower than they should be.

Dump ‘Em

If you simply remove them from your mailing lists (what member rating do they have in MailChimp?) and stop engaging with their social media, you have that most precious resource to invest in those who are engaging.

Those who are engaging with you want to know more. They want you to talk to them and they are far more likely to buy from you.

The consequences

Let’s think about all of this:

Who would you rather invest your time in? Those who are engaged are likely to buy from you and your time is far better spent on them. Which is a safer bet: 3:1 or 50:1?

There is a slim chance that those who aren’t currently engaged will come back to you. It may be that they aren’t ready to buy from you just yet. I know I’ve suggested you take them off your mailing list (GDPR and all that), but that doesn’t mean you have to cut all ties. You may still be following them on Twitter and you may still be connected on LinkedIn. What’s more, by giving your time and mental effort to those more engaged, you ensure your business is still around when others return.

Tracking isn’t just for rednecks

By Customer Understanding, Marketing Performance, Social Media, Technology & your businessNo Comments
  • A broken twig
  • fresh footprints
  • Frightened birds
  • Canddi return trigger!?!

All are signs a tracker will use when hunting their prey.  Knowing where their prey is through tracking is key for the hunter if they want to eat tonight.

The same goes for the your business (with the last one on the list only really for businesses).  Knowing who is looking at you and your online presence can really help you to grow your business. It’s key to be tracking your marketing

Let’s split this into two: you and your business.

Who’s looking at you?

As the owner or director of the business, you are a figurehead for the business.  People will look at you as an indicator of what the business is all about. There’s a few places people will go to in order to look at you:

LinkedIn

Both your personal and company profiles are likely to be looked at.  Are you happy they portray you well?  The good thing about LinkedIn is that you know who is looking at you and when they looked.  This means you can return the favour and then make a decision about what to do next.  Are they a potential client, a possible supplier or simply someone who could be a useful person to network with.

Twitter

To an extent, this depends on whether you tweet as you or as the business, but they’re still going to look. Keep it consistent and interesting. Most of all make sure you’re interacting.

Who’s looking at your business?

There are many tools you can use to check out your website’s performance, starting with good old Google.

Google Analytics

An oldy but a goody.  At the most basic level, you can see how many unique views you get, where they came from, how many pages are being looked at and what pages are liked/disliked (check out the bounce rate).  At the other end of the scale, you can see whether viewers are following the path you expect them to, what they are spending and what your demographics look like.

Check out Audience/technology/network as well.  You can see the names of some of the companies checking you out!

Canddi

No, I haven’t mis-spelt it, there are 2 d’s.  There are a number of more advance web analytics tools out there, including Trovus, Lead Forensics and IDFingerprint.  My favourite at the moment is Canddi.  Not only have they agreed to a free trial for all my clients, they won’t tie you in for a long-term contract and you can set it up to tell you when people return to your website.  Would you like the next conversation you have with a prospect to be timely and absolutely relevant?

I could go on forever about the various tools you can use to track who’s watching you online, but let’s save the 1984 bit for another time.   The simple truth of the matter is that keeping an eye on who is looking at you means you get a chance to interact with them, you know what they are interested in and you can have both a highly relevant conversation and one at the right time.

I wonder if your competition are doing the same thing?

Need a hand tracking your marketing performance? Call us on 020 8634 5911 or click here and we’ll call you.

 

 

Five great sources of market information

By A Helping Hand, Small Business MarketingNo Comments

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.

 

The 6 things Potential Buyers are looking for before they will consider buying from you

By A Helping Hand, FocusNo Comments

There are 100’s, if not 1,000’s, of potential buyers of your products/services out there right now and you want them to buy from you.  This is what they are looking for BEFORE they talk to Sales.

  1. Visibility – fairly obvious but if you’re not visible to them, they cannot buy from you.  They will often look to see if they can find you in other ways.  If they find you on Google, are you on LinkedIn, Twitter or Facebook etc.?
  2. Cleanliness – I don’t mean proof that you use a lot of soap.  What I mean is a clean website; one that is easy to read, to understand and to navigate to find the information they are looking for.
  3. Headlines – Newspapers tell millions of copies based on the headline that day, with some of them employing dedicated headline writers.  When you’re found through an internet search your landing page(s) have seconds to grab their attention or they simply bounce.
  4. Pain Relief – Buyers rarely go shopping if they are happy with what they’ve got.  Does your marketing material make them believe your solution will make their life easier or better?
  5. Evidence – You can talk the talk but can you walk the walk? Evidence, in the form of case studies, testimonials, published articles etc. develop confidence in the mind of the buyer and draw them towards you.
  6. Experience – Even new companies have experience of delivering the product or service they sell and they’re usually more passionate about it too.  After all, how many people do you know who started up a company to do something they hate?  Buyers want to know that you know what you’re doing so talk about your previous experiences to increase their confidence in you.

70% of the buying process is complete before anyone talks to Sales.  Are you helping people to make the right decision and buy from you?

 

 

Do People still buy People?

By Marketing PerformanceNo Comments

The old adage is that people buy people and that decisions are often made within seconds of the start of a meeting.  Is this still the case?

Absolutely but I believe there is a condition attached now:  People buy people with demonstrable experience.

I spoke about this a couple of weeks ago when talking about a piece of website review work I was doing with a client. The discussion was about what pages were important on their website and I argued that evidence (their What We Do pages) had some of the highest traffic levels of any part of the site.  Google Analytics helped me to prove this…. but I digress slightly.

In order for you to get the opportunity to get in front of someone and help them buy your services, your marketing material needs to persuade them to get in touch.

Let’s assume that you are looking for IT support and you do a Google search.  Two of the top four have case studies that can be easily seen and read; the other two either don’t have them or I couldn’t find them.  If they are not prepared to talk about what they have delivered to their clients, would you trust them to be able to deliver what you need?

It’s the same whether you are looking for a good restaurant, for a web designer or an accountant. Reading positive comments and how they have helped their customers makes you much more likely to pick up the phone, so please make sure your website and marketing material demonstrates how you can help new customers.

If you would like me to review your evidence, give me a call on 07770 970 557 of complete the form below and I will call you. As your Virtual Marketing Director, I’m sure we can help you improve your small business marketing performance.

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I know 50% of my marketing works, just not which 50%…

By Marketing PerformanceNo Comments

Which 50% of my marketing works?

The best person to ask which part of your marketing worked is………… your customer.

when was the last time you asked a prospective client how they found you and then recorded it somewhere?

As a small business your time and your money are both valuable commodities.  Your money you may get back but your time is lost forever.  If you could have some of both, by knowing which marketing activities are working for you, how much better do you think your productivity would be and how much healthier your bottom line you be?

By asking your customer how they found you, you gain from a series of learnings:

  • You can see which routes to market are generating  the most suspects, prospects and sales.
  • You can match your marketing campaign expenditure to income and generate campaign return on investment (ROI) statistics
  • You will have an insight into the quality of your pipeline management and sales techniques (from the rate of drop-off through the sales pipeline)

The information generated and the insights achieved allow you to then make quality decisions around your marketing activities and budgets.  Even if you simply stop and pocket the money usually spent on a poor performing marketing campaign, your profits will improve.

For further information or assistance in improving your marketing performance, give me a call on 07770 970 557 or click here and I will call you.

I hope this is useful to you and look forward to hearing from you soon.

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The importance of two little words

By A Helping HandNo Comments

Consultants produce a great deal of information for your business.  Indeed, that is what you pay them to do.  The role of a marketing consultant is to assess the performance of your marketing strategy.  It is to identify the strengths, weaknesses, opportunities & threats (SWOT) that affect your business and to help you understand your customers.

This information is great and can be really useful but there are two little words that must come into play every time.  If they don’t what is the point?

The two little words are:  SO WHAT?

It is the power of so what that identifies what may be done with the information and help you take the business forward.