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| B: Informed |
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What you need to know about your marketing, advertising, website, public relations, sales, and business development. |
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A recent Biz Times local survey of small business executives brought back these results: - 89.5% expect their companies' revenues to grow - 63.2% expect their companies to add to their workforce - 63.2% plan to hire temporary help - 52.6% expect to make significant investments in new equipment |
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1: Communicate a clear sales AND marketing message to overcome indecisiveness, skepticism, indifference, or confusion for the consumer. If you haven't communicated a solid reason for your clients to trust you, they will take their business to your competitor. 2: Integrate your marketing and sales strategy to ensure your current and future clients are kept well aware of your company name, products, services, and how to find you. The more they hear and see you, the more likely they will recognize you as a credible company. Frequency and diversity in advertising, whether through broadcast, online, through print collateral, or in your sales presentation, is an important element to your marketing and sales success. 3: Put your client's interests first and present a sincere level of interest when presenting your sales presentation. Ask questions, listen to the answer, and build your conversation around the client's needs rather than your own agenda. Watch your rate of speech, inflection, facial expressions, body language, and remain attentive to your client's feedback. Remember, you must "earn" the trust of your clients. 4: Nothing is more insulting than a sales pitch that is insincere. Be passionate about the solution you are offering to the problem presented by your customer. Don't sell something they don't need and be prepared to customize your presentation around your customers needs. 5: To dispel the natural human tendency to postpone a buying decision being made by a prospect, create a sense of urgency in your advertisements and sales presentation. The fear of loss can be a great motivator to move your buyer toward a final decision. 6: Create a marketing plan to identify and capitalize on your strengths, weaknesses, budget, supply and demand, your target audience, media options, and other relevant factors. Once you have detailed your marketing plan, refer to it often to ensure you are following the plan. If you are not familiar with the steps to develop a marketing plan and budget, contact Nalani to begin the process. 7: If you do not already have a website, get one. The Web is the fastest growing media for marketing an effective message. Further, if you are going to invest time and money into the development of a website, contact Nalani to support your online marketing success. With search engine optimization (SEO), custom aesthetic design, content management systems (CMS), interactive web video (like the one you saw when you entered our website), and a multitude of other options to ensure your company is easy to manage, navigate, and find by online shoppers. |
8: Branding. Consistency. Frequency. They all matter. If you have not yet committed to a brand identity that lives and breathes within every aspect of your marketing image, it's time to B: Branded. Delay in your branding efforts or a hodge-podge effect of marketing your business will lead to costly mistakes and lost opportunities. Create a brand image and story that speaks directly to your most desired customers and expose yourself over and over again through multiple venues. Branding does not have to cost a lot but not branding could cost you your business. 9: Keep your business front and center with a strong Public Relations campaign. There are many reasons to submit a story to the local and national media including current events within your company, with employees, products, awards, and just about anything else you can think of. The trick is, when there is no news to tell, create the news story by relating your business to the news topics of most interest to the general public. The best Public Relations campaigns are those managed by experienced PR professionals. If you do not already have the contacts within the journalism community and are not skilled in writing press releases, consult Nalani to ensure your company makes headlines. 10: Don't underestimate the value of your business cards. You can either waste your money on simple white stock card with your logo, name, and contact information, or you can invest your marketing dollars toward a truly effective marketing introduction piece. Impress your clients with a custom business card that gets noticed and is not forgotten. Nalani does business cards that communicate a professional image and make a positive impact on everyone they are given to. Contact us today to learn how to effectively present your business card to a new prospect. 11: Get to know your current and past clients likes and dislikes and you'll be better equipped to anticipate why a prospective customer might be reluctant doing business with you. Address these concerns before they become a topic for discussion and put your clients mind at ease by offering a solution to overcome their fear. 12: Subscribe to the fact that your sales team is your most valuable marketing tool. Just as you invest in your printed collateral, website development, radio campaign, television commercials, and any other form of marketing, regularly invest in your sales team through educational opportunities, formal sales training, words of praise, and insightful direction. Involve them in the marketing decisions and develop a solid sales presentation that will support their success and encourage strong client relations. |
B: Imaginative B: Resourceful B: Involved B: Aware B: Humble B: Committed B: Inspired B: Original B: Authentic B: Confident B: Simple B: Happy U: Found NALANI |
