Jim Connolly Marketing

Personal news. Einstein’s marketing tip. And more

By |

marketing tip Einstein

Before I start, it’s been a huge week here in the Connolly household. My son Lewis got a place at his first choice university. That has nothing to do with marketing. I’m just sharing a proud dad moment with you.

Okay. Now let’s grow your business with some marketing ideas!

Overcome a common marketing problem

I’m hearing from a lot of small business owners lately, who have the same challenge.

Here’s what they’re telling me.

They offer a great service. They’re working at least as hard as they always have. But their results are either plunging, dipping or not growing in any meaningful way. And the ads or marketing that used to work, are no longer as effective.

If you’re in a similar position, there are a few things I recommend you take a look at.
 

Demand

Has your marketplace shrunk? A growing number of services that people used to pay for, are now available for free via AI. Initially it was content writers whose services saw a huge drop in demand.

Now it’s far wider. Including; SEO providers, photographers, recipe planners, course/training creators, those selling online information products, web developers, commercial artists, designers, data analysts, technical writers, paralegals and tutors.

Note – This applies exclusively to those who serve the middle or lower end of the market. If you’re one of them, focus on what you can do, which AI can’t do. And make that a key element in your marketing.

Otherwise you’ll no longer be competing against lower-priced competitors, you’ll be competing against zero-priced competitors. 
 

Templates

If your marketing is based around a checklist, template or online course/program, you’re really hard to hire or buy from. That’s because you’re invisible. You’re camouflaged amid the millions of others following the same type of cookie-cutter approach.

Instead, look for intelligent opportunities to zig when they zag.

It’s not about being different.

It’s about finding ways to capture attention, which your prospects will love. It’s about knowing how to earn the trust of your prospects, before they hire you or buy from you. It’s about becoming a must-buy proposition. It’s about being the obvious choice for your prospects to make. That’s the exact opposite of the template approach to marketing.
 

New needs and wants

I’ve mentioned this a few times this year, but it’s something that’s created a huge shift in the way you need to market your business. The speed of change over the past 3 years has been greater than at any time in living memory. And it’s charging ahead at an accelerated pace.

This means your marketing needs to adjust to the new needs and wants of your prospects.

So, talk with your prospects. 

Dip into forums and social media.

See what they’re excited about.

See what they’re worried about.

See what they’re paying attention to. 

This is critically important. You can’t market effectively unless you know who you’re marketing to and what they want.

Einstein’s marketing tip

I’m certain you’ve read the following quote. You may not have applied it to your marketing efforts, though. “Insanity is doing the same thing over and over and expecting different results”. 

When your sales results are going in the wrong direction, or going nowhere, it’s time to stop doing the same type of marketing.

When I explain this to business owners, they almost always draw the wrong conclusion. They conclude that I’m asking them to try different types of marketing.

I’m not.

I’m asking them to adopt a successful, uniquely them, marketing strategy.

That’s why some people reading this will find it interesting, then go to YouTube in search of sales hacks and tricks (template information). But the entrepreneurs reading it will see this as an opportunity to close out the last 4 months of the year thriving, and enjoy an amazing 2024.

If that sounds like you, it’s you that I serve

It’s you that I’m rooting for.

It’s you that I write for.

It’s you who share the my blog or newsletter with your friends.

And it’s you that email me with your success stories.

To your total success!

Photo by Taton Moïse on Unsplash

How to find your hidden opportunities

By |

unmet needs, marketing, usp

Right now, your marketplace has unmet needs. That may not sound particularly exciting.

But it should.

Why?

Because when you provide what they need, you gain a powerful advantage over all of your competitors.

It’s easier than you think

Unmet needs are usually easy to find. That’s because your clients or customers will tell you what they are.

Here’s a quick example from a couple of years ago.

I met with the owner of a successful accountancy practice. She focused on serving local, independent retailers. During our first meeting, I asked if any of her clients had requested something that her practice did not currently provide. She said that clients would sometimes say they wished accountants opened earlier. Her practice, and all the others in her area, opened no earlier than 8:45am. Her clients explained that even if they got the earliest meeting slot, they would have to open their store an hour late. That costs them valuable trading time and money.

I suggested the accountant trialled opening her practice an hour earlier, 2-days a week, for 8-weeks. Then, we would measure the results. She agreed, and had 4 of her team available from 7:45am. It became immediately obvious that the new opening times were extremely popular. These early slots were always the first to get booked. After 4 or 5-weeks the accountant started getting new clients from referrals; when her clients told other retailers about the earlier opening times. After the trial period, the early opening was made permanent and extended to 3-days a week.

Note: By the time her competitors figured out what was happening, my client already owned the retailer-friendly chunk of her marketplace.

Is it always as easy as that?

No. Sometimes it’s even easier and sometimes it’s a little trickier. But it’s never particularly difficult.

The challenge is figuring out how to provide the unmet need. You have to find a way that’s both effective and sustainable for you.

Is it worth a try?

Yes, definitely. The upside when you get this right can be huge.

10 Marketing ideas and oodles of useful resources

By |

how create, new high profitable service

Here are some marketing ideas, along with links to useful resources.

But first, I have a little surprise for you.

If you need immediate marketing results this post has you covered. It’s one of the most popular ever published on my blog and has tons of ideas, many of which can be deployed in minutes. And as you’d expect from me, none of them require you spending a penny on ads.

Now for those 10 ideas.

  1. Do you already know the most influential people in your industry? If not, discover who they are and introduce yourself to them. The better connected you are, the easier it is for you to succeed.
  2. How can you make it feel less risky for people to buy from you? The lower the risk, the greater their motivation will be.
  3. Is your marketing useful or does it read like a sales pitch? Remember, people hate being sold to.
  4. Does your marketing create enough urgency? You need people to take immediate action; to hire you, buy from you, make an enquiry, fill in your contact form, subscribe, etc., while they’re engaged with your marketing material. This post will help you. It’s a long read, with stacks of tips.
  5. What was the last piece of marketing, which inspired you to take action? Review it and look for ways to adapt its powerful message into your own marketing.
  6. Who already has the attention and trust of your prospective customers? Consider a Joint Venture or Endorsed Relationship with them. This post will help you.
  7. What is the biggest barrier that blocks prospects from hiring you or buying from you? Figure out how to remove it. Then, let them know. Tip: There’s always, always a way to remove the barrier.
  8. How tricky would your clients find it, if they needed to replace your services? You need to be as irreplaceable as possible. This post will help you.
  9. Have you considered offering a premium version of your services, for high-value prospective clients who are eager to pay more, for the ‘extra’? This post will help you.
  10. Is your business providing you with the quality of life you want? If not, don’t lower your expectations. Raise your revenues and profits instead.

I hope you found this useful.

A powerful lesson from Apple and Starbucks

By |

apple marketing, starbucks, marketing advice

Is your business both focused and flexible?

Those words almost sound like opposites. They’re not. In business, they work together beautifully.

  • It’s essential to know what you want to achieve and to stay focused on it.
  • However, you also need to remain flexible regarding how it happens. Then, as new information and opportunities come along, you can adjust your approach.

So, you remain both focused and flexible.

You couldn’t buy a cup of coffee from Starbucks

It’s true. Starbucks had already been in business for several years, and opened its first 5 stores, before you could buy a cup of coffee from them. Until then, you could only buy their coffee beans. Originally, customers were offered a free cup of coffee, in order to sample the beans.

Starbucks then started selling the coffee and the rest is history. Flexible thinking allowed them to identify a new opportunity. (I wrote a useful post about a marketing lesson from coffee shops, which can be applied to every business, including yours).

Starbucks’ focus remained the same: to build a successful coffee business. However, their approach changed.

And Apple only sold computers and software

Apple’s surge to being the world’s most valuable company started with a pivot. Initially, Apple was exclusively a computer company. Steve Jobs decided to enter the music industry, with the iPod and iTunes. Then, Apple pivoted again, creating the iPhone. Based on June 2023 data, if iPhone was a company by itself, its revenues would be $394.33 billion; that’s hundreds of percent higher than Coca-Cola and MacDonald’s, combined! Flexible thinking transformed The Apple Computer Company Inc, into the world’s most valuable brand.

Apple’s focus remained the same: to create beautifully designed technology and software. However, their approach changed.

Learn from the success of others, my friend. Remain focused on what you want to achieve, but be flexible on how you achieve it.

P.S. For more ideas on how to make this work for your business, I’ve written this:
Agile Thinking – A new mindset for a new landscape.

Build your ideal business. No selling required. None. Zilch!

By |

marketing, no selling

I’m going to share a powerful marketing idea with you today. It’s all about how to attract high quality clients or customers. With no selling required.

These leads will come from people who already know you, who already value your work AND who really want to work with you.

Let’s go.

I need to start by asking you a question: Over the past 6 months, how much valuable, free information have you given to your prospective clients?

I’m specifically referring to things like newsletter articles, blog posts, videos, Zoom sessions, podcasts etc., which offer useful and valuable information… rather than thinly-disguised sales pitches.

Here’s why that question is critically important to building your ideal business.

No selling required

If you want an endless stream of high quality clients or customers, you need to be front of mind when they have a requirement. You need them to be thinking about you. This means you need to regularly give them something, which they will value. Something useful. Something that makes them interested in what you have to say.

Most small business owners waste their time, trying to get their marketplace excited, using sales messages and special offers. They haven’t figured out yet, that they need to develop a relationship with their marketplace, in advance, if they want to attract the very best enquiries.

Notice I said ‘attract‘ enquiries?

That’s right.

When you stop selling and start helping, your prospective clients come to you. I haven’t sold my services to anyone in over 20 years. But people hire me all the time.

And the difference this makes is huge.

Engage and inform: Don’t just sell

The secret to attracting high quality inbound sales leads, is to focus on engaging your marketplace. Educate them. Inform them. Inspire them. Help with their problems. In short, become a valuable resource. And do this before they even need you.

By engaging in this way, you’ll quickly begin to build relationships and credibility with the people who pay for the exact kind of service or products you offer. And if you tailor the information you provide, so that it’s directly relevant to your IDEAL prospective clients, that’s who you’ll attract enquiries from. (Note that word attract again?)

Through the distribution of valuable, free information, you position yourself as an authority in your field. You also build a relationship with your prospective clients, where they naturally think of you as the source of the help they need. This makes you a safe pair of hands. It also makes hiring you or buying from you way less risky when they need a new provider.

Make no mistake, if you embrace this marketing idea and do it correctly, the results can be breathtaking. You can build your ideal business, working with great clients who value you.

And with no selling required.

Photo: Shutterstock.

Entrepreneurs think differently

By |

marketing, entrepreneus think differently

The average small business owner needs a very good reason to do something new. Yet, just a feeble excuse is more than enough to stop them from even trying.

Entrepreneurs don’t have this problem.

Entrepreneurs think differently. They make decisions based on what’s most likely to lead to progress. As a natural consequence, they create continuous forward momentum.

It’s not a coincidence that success favours the entrepreneur.