Absolute Marketing Tips

I met with a company yesterday who are struggling with turning leads into sales.  The business needs to see immediately results…. No pressure then!

I sat there for a minute thinking about what they could do. And for anyone who knows me, this is a difficult task for me to sit and think for a minute… My usually reaction is to start talking.

I asked them how many leads they were receiving a day. 

They replied with 20+, excellent.  So the main problem wasn’t generating leads. 

I then asked them to explain what happens when they receive a lead. 

They replied was we instantly email them a proposal

I asked then what happens?

They looked at me blankly and I looked at them blankly.

This really was the light blub moment.  I asked if they call the lead and speak to them?

No was the reply.

My immediate advise was to pick up the phone and start talking to your potential customers.

This is not an uncommon problem.  In today’s technology driven world and the ability to respond to email instantly, businesses have forgotten to pick up the phone and talk directly to their customers.

Try this one tip today and let me know how you get on.

I have a ton of ideas I want to share with you, but I was in my local shop this morning and we were discussing how trade is.  The shop keeper was telling me that trade is quiet, but they weren’t worried because it normally is for last two weeks in November because people are either waiting to get paid, or they are saving their money for Christmas shopping.  They then picked my brains, like they always do… and asked me how to create urgency in sales for the month of December.

This is what I shared with them.  There are three strategies that sell in this world, whether it is to a consumer or to a business:

1. Fear or scarcity
2. Whats in it for me - WIIFM
3. Sex

Using these strategies you can implement simply marketing ideas to create urgency in sales:

1. Fear/scarcity - Tell them they need to act know to get it.  You only have a limited supply and when they are gone, they are gone!  Or the price will go up. 
2. WIIFM - People buy things because of “what is in it for them”.  They buy the benefits of your produce/service, so have you explained what they are?  A quick solution is to package your product up with a special offer i.e. if you buy today we will give you XXXX, but the offer is only available today.  When you give your customers something extra it increases their perception of value to your overall offering.
3. Sex - This one often gets people scratching their heads, how can I use this, ethical, in my business.   It is easier then you think.  Haagen-Daz ice cream, Galaxy chocolate and the M&S food adverts use this all the time.  It is the suggestion and the tone that is used to sell, the rest is left to your imagination.

Bonus - if you use these together i.e. special offers and urgency, you will create an irresistible offer - guaranteed.

Using these strategies and simply marketing ideas will not only create urgency in sales, but ultimately convert your leads.

Let me know if you are using these tips.  I am very interested to learn of you success.

I have given up on reading the newspapers, it is all doom and gloom. I was speaking to a client this morning and we were discussing the last economic downturn (I am showing my age) when mortgage rates were at 14%, yes 14%.  People were working 3 days a week and unemployment was at a record high.  Today’s recession is nowhere near as bad.

Back to, today, businesses are facing difficult times, investments are being scaled back, people are losing their jobs and their homes.

Businesses are responding by cutting back which is having an effect on lead generate and sales.

The good news is that there are still opportunities to be found.  You can still get more bang for your buck!

Does you business have a website?

Web businesses are growing and continuing to grow.  The move to incorporate bricks and mortar and a website are continuing at a pace.  Check out the profit results posted by web business.

The internet has given your customers power and more importantly value.  They can compare prices, read feedback, and find out the in-depth information on the products and services they want.

It is time to embrace the web, take small risks.  The key advantage is that you can instantly see what your marketing efforts are actually achieving on the web.  Let’s say you want to generate leads, there are a number of ways do this on the web.  One of the most popular is to run a Adwords or Pay-per-click campaign with Google.  Within 15 minutes you can account open and start a campaign. Within the first hour you will be able to see the results of this campaign, wow.  How powerful is that?  The best part is you can make instant changes to the site, the content and most importantly the call to action.

Today’s Task

Ask yourself these simple questions:

1.        How does the internet fit into your business?

2.        Is the internet generating my business leads?

3.        In what way can I change my website today to generate leads and add value?

Let me know how you get on this exercise and don’t be afraid to ask questions.

Remember the key to survival is flexibility, action and advantage!

Our you like me? Have you attend numerous internet marketing courses and seminars and been told that it is easy to start up a internet business? If you have been to one of these courses, they will tell you not to worry about the technical side, outsource it.  The key point is to take “Massive Action”!

Well, on the 22nd October 2008, I took massive action and started this website.  I had it all planned, right down to the value that people reading this website would get.  Then I hit my first road block.  I couldn’t add a form to the website for my newsletter sign up.  Every day, I have been going over the notes and I couldn’t see the wood for the trees, then Eureka at 21.45 on 18th November 2008 I cracked it (just asked me how!) and now I have a sign up box on my website.

Tomorrow is officially my launch date for adding value to this site.

I have received a number of requests from my post below.  The main comments being, how can I recession proof my business in the current climate, using marketing.  This is going to be my kick off point for tomorrow.

Until then, have a good day and see you tomorrow.