Categories
Sales & Marketing

3 Ways to Overcome Marketing Overwhelm

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If you’re like many entrepreneurs, the thought of marketing makes you slightly sick to your stomach. And it’s more then a simple like or dislike of marketing, it’s the idea of trying to fit it into your to-do list. You already have a million things going on, how can you possibly fitmarketing in?

So, instead, you end up not doing anything…until you run out of work that is. Then you desperately race around, trying to cram as much marketing as possible into as short amount of time as possible to try and ramp up your business.

Business picks up, you stop marketing again.

As I’m sure you already know, this isn’t a great way to grow a business on any level. But what do you do? You’re already overwhelmed with everything you have to do in your business, not to mention everything you have to do in your life, so how can you possibly fit marketing into that?

Never fear, that’s what the below 3 tips are designed to do, get you out of marketing overwhelm and into marketing superstar.

1. Make marketing a priority.
Okay, don’t stop reading yet. This one might be tough to swallow but it has to be said. Marketing your business HAS to be a priority. If it’s not, then you will doom yourself to a “feast or famine” business model (where you oscillate between too many and too few clients, and because you’re in a constant roller coaster, you can never get enough traction to actually start growing your business).

But, I can hear you say, my priority needs to be on getting the work done. That’s what my clients are paying me for, and because they’re paying, then they have to be my top priority.

My response to that is well, not exactly. You’re right, you need to get the work done, and do a good job, or you’re going to run out of income pretty quickly. But, if you trade doing the client work over marketing, then you’re never going to get ahead.
(And, to be honest, it’s not fair to your clients either to have you constantly stressed about your business because you don’t know what’s in the pipeline. You owe it to yourself AND your clients to have a successful, thriving business.)

You need to have the mindset that marketing your business is JUST as important as doing the client work. Without the marketing, you WILL always struggle.

However, with that said, there’s no need to panic because…

2. You don’t have to do it all alone.
There’s no law that says just because marketing is a priority means you need to do everything yourself. You can (and should) build a team. In fact, I would go one step further and tell you your team can ALSO help you with client work or admin work or just about anything.

Now with marketing, as with anything, there will probably be tasks you need to do yourself. But there will be many tasks you can easily outsource. The trick is to figure out what tasks you really need to do (and make time to do them) then outsource the rest.

But, I can hear you saying, what if I don’t have the cash flow to outsource? See, that’s the beauty of outsourcing marketing. There’s a very clear ROI. So let’s say one new client is worth $500 a month. Do you think regular marketing will bring you at least one new client? Of course. So maybe you set aside $250 a month for a virtual assistant to help you with some marketing tasks, knowing one new client will more than pay for your VA and any more clients above and beyond will be gravy.

(If you need help with marketing strategy to know what to outsource, drop me an email. I create marketing strategies for my clients, as well as do the work for them.)

3. Start small.
This is what I did in my own business. You’ll notice I have a lot of marketing tasks going on right now — I have my newsletter, I blog, I podcast, I’m on social networking sites, I’m doing direct mail. I didn’t wake up one morning and say “I’m going to start everything today.”

No, I did things one at a time. I started with my newsletter, then I added blogging, then podcasting, then social networking, etc. After I mastered one task, I went on to add another. So my marketing wouldn’t seem so overwhelming to me.

But remember, the biggest thing is to actually DO something. Start taking some action in your marketing, and the rest of the pieces should start to fall into place.

Categories
Networking

Work That Network!

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Business networking is both an art and a science. The advent of E-Networking has opened up a new online world of “Mega-Networking.” From the proliferation of social networking sites like My Space and Facebook – to more structured, in-person networking groups like Business Networking International (BNI), there have never been better opportunities for expanding your network. Still, many of the proven “rules of engagement” apply, because, whatever the method, it’s all about relationships.
With that in mind, there are three basic kinds of business networking:
1. Traditional networking – Face-to-face meet & greets at business functions, social events, club meetings, etc. In addition to joining an association specific to your industry, check out your local Chamber of Commerce or Rotary International chapter.
2. Structured networking clubs – Professional groups like Business Networking International (BNI) require a significant time commitment but can be tremendously helpful in finding new business.
3. Online or E-Networking – Internet-based networking websites such as LinkedIn and Spoke.com take “six-degrees-of-separation” networking and make it digital.
Here are some ideas to boost your networking efforts:
Join a formal business networking or booster group
Joining a group can be like having dozens of sales reps promoting your business for you.
Business Networking International (BNI) has chapters around the world. Or plug in through a local chamber of commerce (terrific for local networking) or Rotary club.
Take advantage of online networking opportunities
The newest trend in networking provides unique opportunities to connect with colleagues online and expand your network exponentially. LinkedIn is a popular E-networking site for business, as is Ryze. Some online networking sites are geared towards specific industries. EntreMate, for example, specializes in connecting entrepreneurs who are looking for business partners. And let’s not forget the social media darling, Facebook.com.
Perfect your elevator pitch
Prepare and rehearse your one-minute “introduction speech” in advance. This breaks the ice and also serves as a good conversation-starter. Learn more about crafting a great elevator pitch. Need inspiration? Read successful elevator pitches and tweak your own at YourElevatorPitch.com.
Be a trade group joiner
Join professional trade groups. Volunteer. Become actively involved in your industry associations. Make a name for yourself; don’t hide behind the scenes. For instance, you can join local chapters of Fast Company magazine’s Company of Friends group to stay connected or more freelance-oriented groups like Guru.com, where you can find work and search for freelancers to work for you.
Give before you get
Remember that networking is a two-way street. Be ready to reciprocate. Kevin Spacey’s Hollywood agent character said it best in the film “Swimming with Sharks:” You’ve got to give action to get action!” Don’t dismiss the power of social networking websites like Facebook, Ziggs,Friendster and Knowmentum. These can be a source of great connections.
Follow up
Cultivate your relationships. Send notes after meeting a new contact. Be proactive about staying in touch. Recognize that it takes time to build a relationship.
Additional Tips & Tactics
Dig your well before you’re thirsty – the best time to develop your network is before you need it!
Be a great listener. You’ll expand your circle of friends when you show sincere interest.
Offer assistance. Networking is not a one-way street.
Just like there’s a right way to “work a room,” you must observe proper “netiquette” when you’re networking online.

LouBortonePhoto.jpgLou Bortone is an award-winning writer and video producer with over 20 years experience in marketing, branding and promotion. As an online video expert, Lou helps entrepreneurs create video for the web at www.TheOnlineVideoGuy.com. In addition, Lou works as a freelance writer and professional ghostwriter, with a ghostwriting site at www.GhostwriteForYou.com and a blog at www.GhostwriteGuru.com.

Categories
Online Business

Autoresponders – Put Your Follow-up On Autopilot!

autoresponders.gif As a solopreneur being able to follow-up with your clients and potential clients is crucial in growing and sustaining your business, and keeping a steady flow of new clients coming on board. However the downside is the time it takes to follow-up with each and every one of your contacts – after all spending all day following up with clients isn’t a good use of your time; you also need to spend your time on income generating activities and generating cash flow for your business.

So what is a time-starved solopreneur to do in order to maintain follow-up with customers and clients?

Autoresponders are perfect for automating your follow-up and freeing up some of your time. If set up correctly they will follow up with EVERY SINGLE customer who has ever purchased a product from you; or EVERY SINGLE subscriber to your ezine list! Would you be able to undertake that task yourself? The answer is no, you couldn’t, it would be impossible.

This is where you need to get smart and take advantage of technology to automate your follow-up. Create the systems and let them run on autopilot.

What is an autoresponder?

Put simply an autoresponder is a piece of software that will allow you to send email messages to people on your list. Don’t confuse this with spam or unsolicited mail though. These messages are sent to people who have already confirmed that they want to receive email from you; they have either signed up to your ezine list or they have bought a product from you. They have given you permission to email them as they have confirmed their subscription to your list.

The autoresponder is an email that is sent out automatically in response to an action taken by your customer/subscriber, and it can either be just one message or a series of follow-up messages that you set up to go out at certain intervals – you choose what those intervals are.

For example, you could set the first message up so that it goes out immediately someone confirms their subscription to your list, the next message could go out seven days later, and the final one two weeks after that. The beauty of using this system is that you decide how often and what messages are sent out.

The autoresponder doesn’t write the messages for you, you have to do that yourself, but the opportunities using an autoresponder opens are invaluable.

Once you’ve taken the time to set up the autoresponder it all runs on autopilot!

How can you use autoresponders in your day-to-day business?

There are many ways you can use an autoresponder in your day-to-day business, but just to give you a couple of examples:
Ezine Signup. When someone signs up for your ezine you will generally create an autoresponder that immediately gets sent out to them welcoming them to your list – once they’ve confirmed their subscription, of course! Add a second message to go out a few days later, and ask them how they found your free taste, what their biggest challenge is, or if there is a particular topic that they would like to find out more about.

Product Purchase. When someone buys one of your products create an autoresponder and a series of follow-up messages to ask them how they are getting on with your product, are they working through it okay, send them a ‘surprise’ bonus, or ask for a testimonial. Span these messages so that they go out over the course of a few weeks. If you offer a home study system set the final message to check in with them about six/eight weeks after they’ve bought your product to see if they were able to implement the steps, or if there’s anything they need help with.

The secret to autoresponder success

Even though your autoresponder may be going out to several hundred customers (or even thousands), don’t let that deter you from making your messages personal – let your personality come through in your messages, encourage feedback from your recipient, give them a call to action in your messages.

When putting your autoresponder and follow-up messages together write them as though you are writing to just ONE person. Think about the tone you use. Do you keep it informal? Chatty? Light? If you find this task hard pick a contact/client you know really well and imagine you’re writing an email to them. What tone do you use when writing to this person?

Go one better, and actually send your messages to this contact/client and ask for feedback from them. Chances are if they really like the way you’ve written your messages your other customers and clients will too!

I rely on my autoresponders to follow up with my customers, clients, and ezine subscribers – without them I’d find it impossible to follow-up and may end up losing valuable relationships.

I know that many of my relationships with my clients/customers have been established as a result of them replying to one of my autoresponder messages. I would find it impossible to make contact with each and every one of these people personally; the autoresponder does that for me, but then I am able to create a relationship with those customers who do reply to my messages.

Categories
Branding

Your Personal Brand is More Public Than Ever!

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One of the very first things you learn in the Guerrilla Marketing Coaching Program is that EVERY contact with your customers and prospects is marketing. Each and every point of contact – from the way you answer your phone to your e-mail signature to your website to those goofy photos you posted on Facebook – makes up your personal brand. All of it! If you don’t believe me, just Google yourself and see what you’ve put “out there.” (You can be sure that everyone else who is considering working with you is already Googling you!)
Okay, now as soon as you pull those not-so-flattering New Year’s Eve party photos down off of Facebook or Flickr, take inventory of your personal brand to ensure that you’re sending the right marketing message. How are you putting yourself out there? Is your marketing consistent? Is it intentional? Is it professional? Is there continuity in all of your marketing materials?
If you’re a copywriter and your e-mails are riddled with typos because you were just “zipping off a casual note,” what kind of message does that send? If you’re starting up a business but your e-mail address is still “Schmoopie102,” who’s going to take you seriously as an entrepreneur?
In the age of viral videos and social marketing, we’ve got to be more vigilant than ever about how we brand ourselves and how we present ourselves to the world. Obviously, this applies to our print materials, business cards, products and packaging. But it also goes for the way we act, communicate and conduct ourselves. (Jamie Lynn Spears, are you listening? So much for your “Britney’s sweet, squeaky-clean little sister” brand!)
You’ve got to guard your personal brand like you’re in a casino with hundreds of cameras trained on you. Think back to that scene in the remake of “Oceans 11” with Julia Roberts and Andy Garcia. Casino mogul Terry Benedict gets caught on camera betraying Tess and he loses her, because – in the casino – “someone’s always watching.” Same is true on the wonderful world wide web, so mind your brand!
Oh, and please don’t visit my Facebook page until I have a chance to pull those photos!

LouBortonePhoto.jpgLou Bortone is an award-winning writer and video producer with over 20 years experience in marketing, branding and promotion. As an online video expert, Lou helps entrepreneurs create video for the web at www.TheOnlineVideoGuy.com. In addition, Lou works as a freelance writer and professional ghostwriter, with a ghostwriting site at www.GhostwriteForYou.com and a blog at www.GhostwriteGuru.com.

Categories
Franchise

Gaining Promotion: Importance of Marketing and PR

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Perhaps one of the most important elements in driving the success of your business or franchise venture is to market you business in the most effective manner to get high visibility of your company, products and services. While you may think a start up business will not have the capital available for a huge advertising campaign that involves national exposure on television, billboards etc, but PR can offer a cost-efficient and effective alternative…
One great aspect in investing in a franchise is the instant solid brand recognition you receive from the start. Your business will have been established within a consumer’s mind prior your investment in the franchise. However, in order for your franchise to succeed within its own exclusive territory, you need to gain promotion of your business with local people to make it truly successful.
Your first step in building a visible marketing business portfolio is to create awareness of your business within the local market place. And how do you achieve this? Gaining coverage in local media, whether it be press or radio or local TV, will help put your business ‘on the map’ and has the added advantage over advertising of being more likely to be read- and more likely to be believed!
If someone reads an editorial piece on how good your business service, products is, then they are more likely to trust this source, than a 30 second advertisement recorded on radio…In saying this, editorial coverage has also the added benefit of providing you with the opportunity to say more about your business, products and services than a short advertisement will allow.
So what makes a good PR story? The launch of your new business within the local market place is a good start. Thereafter you should announce:

  • new business gains;
  • achievements and awards;
  • special deals;
  • promotions and
  • family, birthday and seasonal occasions.

A regular flow of newsworthy information will increase your business credibility and visibility in your locality and even outside of your local marketplace. This is a classic example of pull factor, whereby word of mouth can drive new customers to come looking for you. Once you have achieved this pull factor, your well on your way to business success and profitability…
Next make sure you send your story to the right place. It is important to find out the correct names of editors, writers, news reporters, radio editors who you will be contacting to promote your PR story. Keep your communications simple and to the point. Journalists do not what novels! They want snappy and short editorial pieces of news that is to the point, gives factual information and possibly a short bio of the business. Where possible include a photograph to illustrate your story too. As readers our eyes are drawn first to pictures in the pages of newspapers and magazines, and a good picture with your PR story should grab attention…
There are other forms of “PR” that falls under the banner heading of press releases, such as your business sponsorship of local sports events and charity events, supporting customers and clients can be an effective means in creating brand awareness and high visibility of your business. The principle of PR is based on fostering positive perceptions of your business through communication of information. What people feel and say about you- your customers, suppliers, business franchisees and franchisor, the wider community- will influence potential customers and make a real difference to your business success in the future.
In short, PR is not just about generating a “feel good factor” but in making a significant contribution to real business success for you and the franchise operation.
For more information on PR and marketing campaigns and incentives, please feel free to leave me a comment…
AineMeadePhoto.jpgAine Meade is a Website Editor for Franchise Direct, a leading Internet franchise advertising portal. Aine creates high quality franchise information for its international websites in the U.S., and Europe. Aine has a BA (First) in English and History; MA in Literature & Publishing; Diploma in Media Journalism and a Diploma in Marketing.