Posts tagged 'promotion':

Only smarties have the answer…

January 19, 2012

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As 2012 gets underway and the difficult times of 2011 fade into the background (for some at least), our thoughts turn, inevitably, towards the new business year and to wondering what it might have in store for us?

With media sceptics predicting another financial dip and news reports reinforcing that message I started to ponder what it might take to ‘turn things around’? What could be done to set the economic wheels in motion once again? Who really could make a difference to the current situation?

Now, don’t get me wrong, I am no financial wizard with a magic wand and some fairy dust, nor have I been living in a bubble for the last 3 years, but I do spend a lot of time listening to the concerns and challenges experienced by small businessses and I have arrived at the following conclusion…

Only smarties have the answer.

In my view, if we are to drag ourselves out of the recession any time soon, we need to take it upon ourselves to oil the wheels of industry from the smallest cog upwards.

Whilst huge multinationals are feeling the pinch and cutting staff, micro businesses are on the increase with self employed numbers reaching the highest level since the 1930′s and equating to 14% of all employment in the UK.

So, as the number of  micro businesses increases, so the power that small business can generate grows.

With this in mind, imagine what small businesses could achieve as a critical mass if we moved forward together. What type of wave might we generate if we all dipped a toe in the water at the same time? What difference could we make if we all pulled together?

What I am proposing for the smarties amongst us is really very simple.

We all know the phrase, ‘what goes around, comes around’ well why don’t we see if we can adopt that method for our businesses? How about, next time you need a product or service you look at placing the order with the smallest of  businesses (based on recommendation, of course)?

What if, next time you need a product or service you inject your spend into the small business community and wait for it to ‘come around’ again?

What if, we all ‘shared the love’, and spread the wealth?

Those of you who know anything about me will know that I am an avid networker. Why do I believe so strongly in networking? Why do I spend so many early morning clearing frost off my car? Is it because I’m mad? No, quite simply it is because it allows me to do precisely this with relative ease, considerable confidence and great results.

Don’t take my word for it. Take control of your own destiny. Get out, meet small businesses, develop relationships, build trust and get those wheels oiled. Be a smartie!

If you would like to receive my top tips on how to get the most out of your business networking contact Heather on 07843 006984 or email info@salt-solutions.co.uk to request a copy.

 

On the lookout for more business?

September 23, 2011

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Part of the work I do is to help businesses find new routes to market by getting into the nuts and bolts of what services and/or products they offer.

One of the areas we focus on is who they offer their services to and what makes their products/services better than their competitors? This in depth analysis usually unearths some surprising ideas which can then be fairly easily implemented with great results.

One easy exercise I encourage people to do is to focus on the most valuable tool they hold in the palm of their hand, historical data,  and then show them how this can help to increase their market share.

You may find the following helpful in unearthing ways to grow your business.

Take a look at past clients and the types of work you have done for them. Carry out a simple analysis on the following;

  • 1. What type of business/person are they? – Categorise these clients into 4 or 5 simple groups that can be easily targeted.
  • 2. What service/products did you provide for them? – Understand what service/product was attractive to which client/business.
  • 3. Where else might you find similar businesses/end users/customers? – Locate these groups and market your services to them.
  • 4. What did these clients like most about the service/product you provided? – If you don’t know, ask them and include their comments in your marketing literature/speak.
  • 5. What other groups might be attracted to the same things? – Focus on unearthing where these ‘other groups’ might be and market to them.

Hopefully the above will give you some food for thought. If you need more help with planning your marketing strategy or seeking out business opportunities, we can help.

Call Heather on 07843 006984 for an informal chat about what we can offer.

 

 

 

Work that Network

August 18, 2011

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Those who know me will be aware of how massively passionate I am about Networking and of my one woman mission to encourage businesses (particularly new businesses) to learn to love this amazing opportunity that takes place all over the country, on all days of the week and at all times of day, so there’s really no excuse not to give it a chance. What have you got to lose?

Whether mornings are your thing, or you prefer a lunchtime or evening meeting there are groups and opportunities to suit your working day and work life balance.

My preferred group is www.4networking.biz and you can find out more about their 300+ groups via their website. This blog is not an advert for 4Networking although the temptation to rave about my journey at 4N is overwhelming.

Many people think that they can’t afford to join a regular networking group. I’d say you can’t afford not to. Of course, for a new business all costs have to be ‘weighed’ up and justified. I’m not just talking financial investment but also emotional investment but as any financial expert will advise, if you don’t invest, you’ll get no return.

No genuine networking group should profess to do it all for you. They can only facilitate, and of course some do a better job of that than others. The best way to find the type of networking that ‘works’ for you is to try several but remember, you should network in the style that suits you, not that suits the group. You MUST be yourself and speak out and speak clearly.

You need to make your investment work for you and the only way to do that is to make an effort, engage and as I like to say ‘put yourself about a bit’.

You may find the following key tips useful for your business networking journey. Please feel free to share your thoughts and experiences of networking in the comments field and get in touch if I can advise or help in any way.

  • 1. Sample several groups in your local area (or the area that you want to promote your business to). Most groups offer the chance to visit several times as a visitor to ‘suss out’ whether they are right for you. DO NOT be pressurised into membership. A genuine group should sell itself. If it feels right, it probably is right but only you can decide.
  • 2. Be prepared. Don’t miss a single opportunity. Remember your business cards and flyers. Prepare your ‘Elevator Pitch’ and be very clear about the message you want to convey. And remember using notes as a prompt IS OK!
  • 3. Don’t try to be someone you aren’t. Dress in a way that reflects you and your business. In 2011 suits aren’t always the best dress code and your appearance should reflect your personality and business. It’s another form of non verbal communication.
  • 4. Talk to people. Tough though it may be don’t wait for people to approach you, because they may not (sad but true). Don’t assume that everyone else knows everyone else in the room, they probably don’t.
  • 5. Swot up on small talk. You’ll be amazed how easy it is to ‘dry up’ unless you have mastered the art of verbal diarrhoea in the way that I have! Talk about the venue, the coffee, the traffic whatever it takes.
  • 6. Ask questions, questions, questions. Bizarre as it sounds, don’t try to sell your business. Listen, listen, listen. You’ll be amazed what information people will share with you when you make them feel relaxed and ask open questions.
  • 7. Follow up on your promises. If you promise to forward some information, make to someone after the meeting, make sure that you do. If you planned to forward diary dates for a follow up meeting, make sure that you do.

Much of the above is common sense but you’d be amazed how many  people don’t follow these few simple rules.

Most importantly, get out there, make some decisions and stick with it. There are no quick fixes in business. If you business is new or flagging, the one thing you are is ‘time rich’ and there lies your biggest opportunity.

If you would like help with perfecting your Elevator Pitch or your networking techniques, we can help. Call Heather for an informal chat about how we can help you get the most out of your networking  journey.

 

Falling in love again…

July 22, 2011

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In a recession we all take steps to cut our spending both at home and in business but is this really always the best strategy?

With so many companies falling by the wayside, the desire to hold on to what money we have is understandable but not necessarily pragmatic. However, there are ways to maximise on potential client opportunities without breaking the bank.

Let’s explore a  few affordable options.

 

Consider the following;

  1. Do your clients know that you are still in business?
  2. Is there a pool of potential new clients whose normal supplier has gone out of business?
  3. Are you fully aware of what your clients need in a recession?
  4. Are your staff ‘treading water’?
  5. Do your clients know what you can offer them?
  6. Have you and your staff fallen out of love with your business?

How much money might any one of the above be costing your business and what steps could you take to reduce that cost? New business, retained business and lost business all have a monetary value.

Let’s explore how to eliminate these costs and keep moving towards maximised productivity and profitability;

Engage with New Clients Host an open day at your premises.

Publicise what you offer and the level of service you can provide. If not for now, for the future.

Remind lapsed clients you are still in business – Run a workshop to showcase your services.

We all have clients we only work with periodically. If you don’t maintain contact with them they might assume that you have ‘disappeared’ and place their business elsewhere.

‘Press the flesh’ of existing clients – Organise a seminar with a keynote speaker relevant to your line of business and share some ‘free’ information.

Show appreication to your existing clients and be sure to ‘thank’ them for their business. Existing clients are the cheapest audience to market to. Make the most if them.

Interrogate your clients, new and old – A client questionnaire aligned with a free prize draw will increase response levels and provide valuable marketing material.

In times of recession our needs change. Make sure you keep abreast of what your client needs NOW and in the future. The only way to do that is to ask questions.

Re energise your team – a small team building event can clear the air, bring new energy to a team and (if handled correctly) identify some great marketing ideas.

Recession is a difficult time for everyone. Don’t allow your staff to think that your business is treading water. This is bad for morale and for business. Maintaining energy within your business is a fundamental part of success.

Educate your clients – Workshops, Seminars & Training sessions can all educate your clients and (with luck) highlight just how much they need your products/services.

Make sure your clients understand what you have to offer. As you introduce new products, services, team members, move premises etc keep you clients informed of what you can provide and how.

Re energise yourself – Providing your business with a target (other than a KPI) can increase energy levels immensely.

Remember that businesses need energy. If you fall out of love with your business, your clients will fall out of love with you. If you lack energy – fake it.

If you need help with falling in love with your business again contact Heather Noble on 07843 006984 for an informal chat and to find out more about how we can help.

We all know how to eat an elephant…

July 14, 2011

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We may all know how to eat an elephant but do we know how the same principles can be applied to our marketing strategy?

In business it is so easy to crave a bite of every cherry on the tree (no jokes about painted toe nails here folks). The desire to be all things to all men, particularly during hard times, can be overwhelming and the temptation to compromise quality for quantity beckons loudly.

We all know that when there is less work to go around, the harder we have to work for our share and, believe it or not, this doesn’t have to be as daunting as it sounds.

Whatever your business, the only real key to success is to be VERY clear about what you can offer your client. If you don’t know this, how can they understand what you have to offer? Once you know what it is, you simply need to hone in to where these clients ‘hang out’. Track them down and it’s just a case of grabbing their attention.

As a starting point, here are a few tips on how to begin to eat that marketing elephant;

  • What have you got to offer?

Take time out to really think about what it is you have to offer clients and write down a few broad headings as to what type of client your services/products could appeal to.

  • Where do your clients hang out?

Look at your existing, and past, client base to see what types of client you have attracted in the past. Categorise them under a few broad headings and give some thought as to how you came to be selling to them in the first place. Where did you meet them? What was it you sold to them? What else could you have sold to them? What feedback did they give you? Can you use this feedback to highlight your products/services to others Use this information to identify and seek out similar types of client.

  • How do you capture attention?

Clients want solutions, we all want to cut through the elephant dung, we just want to know what’s in it for me so…

Ask clients for feedback on the products or services you provided and use this information to find creative ways to ‘attract’ potential clients. Eg. If a client says your service gave them ‘peace of mind’ then potential clients need to know that you are in the market for providing ‘peace of mind’

So you see, it’s doing things chunk by chunk you can really focus on your message, identify your true market (rather than the ‘anyone and everyone’ strategy) and, from that, widen your horizon in a very ‘specific’ way.

The above has probably only got you as far as nibbling the ears but you’ve got to start somewhere…

If you feel you need help in any of the above areas, please feel free to contact Heather Noble on 07843 006984 for an informal chat on how Salt Solutions might assist.

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