Here’s what to do, when clients say you’re too expensive!

marketing tips, marketing ideas, sales

Most small business owners still believe that their clients primarily care about fees or prices… and they are right!

However, this is only true because they fail to offer clients anything else worth caring about.

  • No, people will not pay you more than average, when your services are too similar to other similar priced services.
  • Yes, there are providers in every industry who earn 5X or 10X the typical fees. Why? Because they provide 5X or 10X the value.

Rather than complain that clients care too much about your fees, create something else for them to care about. It works. In fact, it can transform your business.

Tip: Here are some examples to help you sell on value and be in high demand.

Email marketing: How to massively improve your results

email marketing

Email marketing is extremely effective. So why do almost all small businesses get such uninspiring results from it?

That’s what this post is all about!

Email marketing: Free and easy?

The cost of marketing has changed massively over the years.

For small business owners, the cost of sending a marketing letter [direct mail] to just 1000 prospective customers was considerable. There was the price of the stamp, the printing, the ink and the paper. Then, you paid someone to fold all the letters and stuff them into the envelopes.

Today, sending a marketing email to 1000 prospects [or 100,000 prospects] takes seconds. There’s no paper, no ink, no envelopes, no envelope stuffing and no stamps.

The cost of email marketing is close to zero. Except… it isn’t. You now risk paying a different, far higher price!

Allow me to explain.

Different prices and different thinking

In 1995, my London-based marketing business was paying around £1000 to reach 1000 prospective customers via traditional mail. I used high quality stationery and printing, but that was still quite an investment.

Before spending that kind of money, small business owners used to think long and hard.

  • They made sure they were contacting people with a potential need for their offering.
  • They checked that the contact name and address were correct.
  • They used to work hard to optimize their copy or content. It needed to be just right.
  • They removed prospective customers from their list, if they failed to get a response after a set number of interactions. [Unlike now, where the person receiving spam email has to ask to be removed!]

Now think for a moment about the poorly targeted emails that flood your inbox.

It’s clear that way less thought goes into them. The vast majority are junk and totally irrelevant to you or your needs. You regard those who send these unwanted emails as pests.

And this is where the cost comes in for email marketers in 2015!

Reputation points: The price you pay for average email marketing

Every time you send a poorly conceived email marketing message to someone, you pay a price.

However, unlike before, the cost to you isn’t directly monetary. You pay with something even more valuable. You pay with your reputation. You pay using the currency of reputation points.

For example, when you decide to add someone’s name to your list without their consent, you lose reputation points. When you email people too often, you lose reputation points. When your message is pushy or needy, you lose reputation points. When your offer is irrelevant to the recipient, you lose reputation points.

Business owners who service a regional marketplace can soon find their name and reputation seriously damaged. They can only alienate their marketplace so many times, before people get sick of them.

The solution

It starts by accepting that email marketing isn’t free or easy. There is a hefty price to pay for a casual approach — both in reputation damage and lost opportunities.

So, get permission to email prospective customers. Then send them targeted, expertly written, relevant information. Do this only as frequently as they need it to be.

It works. Here’s how I helped Irene make over $32,000 in 9 days, with email marketing.

Do something today, which your future self will thank you for

Pro development topics r

Here are 10 suggestions to get you started.

  1. Dream bigger dreams. They are more motivating than puny goals.
  2. Get into the habit of walking daily for 30 minutes. It will improve your life in so many ways.
  3. Too busy for a 30 minute walk? Get serious about solving your time management problem. This will help you.
  4. Focus on what you want. Not what you fear.
  5. Stop aiming for perfection. Instead, strive to be better than you were yesterday.
  6. Look for opportunities to step up and lead. Your marketplace desperately needs leaders.
  7. It isn’t the 1980’s — So, instead of focusing on closing sales, focus on opening relationships.
  8. Start a blog or a newsletter. If you already have a blog or newsletter, start taking it seriously. Here’s how to become an overnight blogging success.
  9. Avoid toxic influences. Everyone and everything you connect with has an impact on you. Choose wisely.
  10. Stop waiting for things to improve. Instead, plan for improvement, then work the plan.

I hope you found those useful.

How to increase sales and build an excellent reputation

marketing topics r

There’s something amazing about deadlines, which very few business owners tap into. When used correctly, deadlines can help you improve your sales results and build a great reputation too. I’ll show you how this works in a moment.

First, let’s consider just how valuable deadlines are:

  • By giving someone a deadline, you have stated precisely when you expect them to deliver.
  • By accepting a deadline, you have put your reputation on the line. You have committed to deliver by an agreed time.

So, how can you and your business benefit [enormously] from all this?

The marketing power of precise, self-imposed deadlines

The smartest business owners look for opportunities to commit to precise deadlines. They know that their clients and prospective clients value certainty and clarity.

For example, the power of a promise like, “It will be completed and emailed to you at 9am Tuesday”, is far greater than the typical, weak, “It will be with you in the next few days”. Clear, committed marketing statements attract people’s attention and generate word of mouth referrals, because in most industries they are exceptionally rare.

Yes, it takes courage to offer your clients a precise deadline, knowing you have to deliver on that promise. However, it’s a massively valuable marketing move and one of the fastest and finest ways to build a great reputation.

How to predict your success in advance

Pro development topics r

People often ask me if their new business idea will succeed or not. Of course, the only way to know for sure is to ship the idea and see what happens.

The reason you can’t predict a successful project in advance, is that an idea, even a wonderful idea, can’t achieve anything by itself.

For example:

  1. A wonderful idea will flop without a willingness to hustle. It takes persistence, energy and motivation to drive a new project forward. No hustle, no momentum. No momentum, no success.
  2. A wonderful idea will also flop if the marketing is ineffective. You need to reach the right people with the correct message.

Predicting success in advance

Here’s what we know about those who go on to succeed and those who flounder.

  • Most small business owners will get the first part right. They are happy to work hard.
  • Far fewer will get the second part right. They prefer to dabble with marketing.
  • A small minority will get both parts right. These are the ones who succeed, by working hard AND working smart.

In essence, it doesn’t matter how good an idea looks on paper. It doesn’t matter how good an idea sounds when you ask people what they think of it.

If you want an idea or project to succeed, you need to back it up with intelligent activity.

How to Bake Marketing into your business

How to

The most successful businesses bake marketing into their services. In this post, I will explain what that means and why you should do the same.

If you have not heard the term before, baking marketing into a service (or product) means creating something, which is of so much value and interest that people want to buy it and also tell their friends about it.

Most small business owners do the opposite

Look around you at your competitors and you will see that with few exceptions, they all seem remarkably similar. So, they try and undercut one another on prices or fees, out network one another or outspend one another on marketing.

They are focusing their time and money in completely the wrong direction. They are trying to get people interested in something, which isn’t interesting. This is a costly, avoidable mistake.

That’s why I want something far better for you and your business!

Bake marketing into what you do

Today, I am going to ask you to consider doing something bold. I’m asking you to consider adding value to what you market — your core services.

Why? Because you can waste years of your time trying to sell a service, which is simply not interesting enough to the marketplace. Great marketing is no substitute for an uninspiring service (or product).

Conversely, a service that is of exceptional value will often sell itself, as people are so impressed with it that they spread the word. I regularly speak with business owners who don’t need to spend a penny on advertising, because their customers and their marketplace are always recommending them.

Most small business owners use the opposite approach. Instead of inspiring people with the story behind their business, they try to motivate uninspired people to talk about them.

  • Some offer commissions.
  • Others try to pester people into recommending them.
  • Many join networking clubs, hoping that social pressure, reciprocity or rules of membership, will get people to talk about them.
  • Some spam us with unsolicited emails.

All of those work to a degree, but you can do massively better by shifting your focus 180 degrees!

Here’s what we know: People do not need to be pestered or pressured into recommending a GREAT service. They automatically spread the word when they encounter something exceptional. However, we must first give people something worth talking about… a story worth sharing.

When we do, they can’t help themselves. They shout from the rooftops.

A better approach

The alternative is to bake marketing into what you do. Here are some suggestions to get you started.

  • Observe your marketplace and develop a product or service, which is based on what they want, rather than offering your version of what your competitors already provide.
  • Give people a story about you or your business that’s worth sharing. This means having the courage to be different. Easier said than done, but essential if you want to attract the interest of your marketplace.
  • Deliver a customer experience that stands out for all the right reasons. Pull out all the stops. Leave your clients and prospective clients feeling moved and roused by the experience of working with you, visiting you or connecting with you.
  • Demonstrate your passion for what you do and your desire to help others. Passion stands out. Passion is infectious.
  • Have outsiders. You can’t have insiders without outsiders. Insiders are the people who buy from you. Insiders are the people your services are aimed at. Don’t try and be all things to all people. If you do, your story will be vague and cease to motivate people.
  • Learn from the products and services that you recommend. Think about what drives you to spread the word about certain businesses. What lessons can be adapted from what they do and used in your business, to help you deliver something remarkable?

Just don’t fall into the trap of trying to get people inspired about an uninspiring service or product. It’s expensive, low leverage, frustrating and the least rewarding way to develop your business.

You probably need more critics. Yes. Really!

Get noticed

You can’t please everyone. And do you know what? You shouldn’t even try to. If you do, you will end up playing it safe… being predictable and being ignored. Ouch!

That’s not a smart move for any business owner, who wants to grow a successful business. Why? Because it’s impossible to achieve any kind of commercial success, when you’re keeping your head down, working hard and being ignored.

The answer is to embrace criticism

Instead of blending into the background, you can choose to do work that matters. Tell it the way you see it. Put your own dent in the universe.

However, the moment you do, you will be criticised. It’s the price you pay for visibility and an indication that people are noticing you.

Critics seldom create anything. They are like the school bully, who hurts other kids because it makes them feel better about themselves. And that’s the point. Critics are only interested in themselves. It’s all about them. They are feeding a need they have, to get a response. To be listened to.

That’s why it’s insane to allow the fear of criticism to hold your business back. Feel the fear. Then immediately call it out for what it really is — an inevitable part of being noticed.

2 Things to remember about shortcuts to success

shortcuts

The Internet is packed with people offering tricks, to make your business super successful, super fast.

It’s easy to see why. There are thousands of small business owners, worried that their business isn’t growing fast enough. To them, the promise of a shortcut or growth hack can be irresistible.

When things seem too good to be true…

These shortcuts to success have 2 things in common.

  1. They are not shortcuts.
  2. They don’t lead to success.

The fastest route to business success

Rather than looking for shortcuts to success, the smart business owner looks for proven paths to success. Instead of searching for the fast way to do something, they look for the correct way to do something.

Business success is the result of putting the correct strategies in place and working smart. That may not sound like a shortcut, but it’s the fastest route. Always.

3 Ways to attract more sales leads or client enquiries

Word of mouth

If you want to attract more sales leads or client enquiries, today’s post is for you. It shows the 3 main reasons why sales leads dry up AND more importantly, gives you some ideas on how to put things right.

Let’s go!

How to open the floodgates

When sales, client enquiries and business leads slow down, there’s always a reason. This is good news. Once you identify the cause and put things right, the sales and enquiries come flooding in.

Since starting my marketing business in 1995, I have seen the same 3 causes of this problem repeated over and over again. Here they are, along with some ideas on how to open the floodgates!

1. The marketing message you’re using isn’t good enough

In which case, you need to create a more motivating message. You need to start by making sure your service is as valuable as possible, then communicate that value to your marketplace with crystal clarity.

I want to help you avoid a common mistake here. Spend some time reviewing the guarantees, promises and range of services offered by your competitors.

Why? Because without knowing what you are competing against, you don’t know how compelling your guarantees, promises and range of services are to a prospective client.

It’s possible that competitors have copied your U.S.P. or that something that was rare or unique when you first offered it, is now commonplace. You need to know, so you can adjust and stand out from the crowd again.

It’s also possible that competitors have “upped their game” and you need to improve your service accordingly, to regain a competitive advantage.

In addition, check that your website, blog and social networks have not become tired or outdated. The way your message is presented has a huge impact on the way people feel about what you say.

Plus, if your website isn’t mobile friendly, that alone will almost certainly be losing you enquiries. Here’s why this matters to your business.

2. The message is fine, but you’re not reaching enough new prospective clients with it

In which case, you need to find a more effective way to reach out to them. The best advice I can give you when it comes to reaching your prospective clients is this: Be where their attention is.

What do they read? Where do they go? Who do they listen to? What do they watch? Whose tribe are they members of? Find out and then look for opportunities to reach out and connect with them.

For instance, I built the initial readership of Jim’s Marketing Blog from a newsletter I’d started back in 1998. However, after switching to blogging, I got my NEW readers from outreach on Twitter. I discovered that Twitter had a massive community of small business owners… the exact market for my services.

I connected with small business owners on Twitter, then placed useful information on my blog, which I regularly shared on Twitter. It worked. By being where their attention was [Twitter], I was able to build a large blog readership, which has generated regular client enquiries ever since.

IMPORTANT: You also need to make sure you’re getting your message out there frequently enough.

For example, if you publish blog posts or newsletters, make sure you’re publishing them regularly. If you want to get more leads from your blog, start publishing useful posts at least a couple of times a week. If you use newsletters to reach prospective clients, publish something useful every 10 to 14 days.

Don’t expect an infrequently updated blog or occasional newsletter to be a daily driver of fresh sales, leads or client enquiries.

Tip: Here’s how Andy Warhol used this approach.

3. Your clients, former clients and contacts are not sending you enough referrals

In which case, you need to find out why. The answer is almost always connected to the customer experience you provide. Allow me to explain.

A remarkable customer experience gives people a story worth sharing. It gets them talking about you. It has never been easier for people to recommend you and their reach has never been bigger. There are currently well over a billion people on Facebook, with hundreds of millions more on Twitter and Linkedin etc. These people are actively looking for remarkable stories to share with their networks.

Our job as business owners, is to make sure that we’re doing something worth sharing. They already have the sharing tools — what they need from us is the story!

Here’s the thing

Any small business owner who works on improving in those 3 key areas, is making an excellent investment in their business. So please, don’t just find these ideas interesting… use them.

2 Ideas to help you grow your business… fast

Business development

The most talked about way to grow your business, is to attract new customers or clients, [herein called customers].

However, it’s not the only way. It’s certainly not the fastest way. In fact, if your main focus is just on attracting new customers, you’re needlessly leaving money on the table every day.

So, here are 2 additional ways to quickly and significantly boost your revenues and profits.

Increase the average transaction value

No, I’m not suggesting you simply increase your prices or fees; though if these are too low you certainly should.

Instead, I’m suggesting you find out more about the needs of your customers and provide products or services, which address those needs.

It’s massively easier, less expensive and quicker to sell a 2nd or 3rd product to an existing customer, than it is to attract 3 new customers.

The essential thing here, is that the new offering is based on satisfying their needs. It’s all about them. So, look after them and their interests. When you do this, you will be offering your existing customers, people who already trust you, highly valuable new products and services.

That’s a sustainable, high profit way to grow a business.

Increase how frequently they buy from you

Think about it: If your existing customers were to buy from you twice as often as they do now, your revenues would be twice as high. Often, profits would be more than twice as high… depending on the kind of business you own.

The process of increasing the purchasing frequency of your customers is relatively easy, with a little creative thinking.

For example, when my local coffee shop started providing a book club on Tuesday evenings, people who seldom visited now came at least once a week. Bookworms like me quickly told our friends and it became a smash hit. Of course, because these bookworms now know the team at the coffee shop and how great the coffee is, they use it as their regular coffee shop.

Look for ways to inspire your customers to buy from you more often. Make it easy and make sure it’s based on what’s best for them and their interests.

Bonus tip

If you want to make even greater gains, put a customer retention plan in place. Business owners often focus their marketing time and energy on attracting new customers, with too little thought for retaining their existing customers.

  • Survey your customers.
  • Ask them how you’re doing.
  • Invest in providing an exceptional customer experience.

Give them every reason to stay with you and no reason to switch to another provider.

And finally folks!

I hope you found these ideas useful. More importantly, I hope these ideas inspire you to do something, which helps you grow your business.

Tip — Here are some proven tips, with lots of examples, on how to build a successful business.