Business Development Archives | Page 3 of 202

Australian business owners topped my list

November 12, 2018 by Jim Connolly

Photo: Shutterstock.

As regular readers will know, I have long been an advocate for adopting a global approach to business. It’s not something that works for every industry, but where it’s possible, it’s exceptionally effective. That’s because it affords you greater protection against economic conditions, whilst also providing you with a wider spread of business.

I was mindful of this earlier today. I discovered what I’d already guessed: That the biggest market for my paid services in 2018 has been Australian business owners. If you’re interested, here’s the top 5.

Australia.
UK.
Canada.
Ireland
New Zealand.

The United States has topped my list, every year for almost 20 years. But things change in business. And the rate of change has never been greater. Which is why as business owners, we need to adopt an agile mindset. Because what looks certain today can change in a heartbeat.

Getting noticed

November 9, 2018 by Jim Connolly

Photo: Shutterstock.

Our clients or customers have something in common. Something that we need to be aware of, if we want to market our business successfully.

It’s simply this. They notice things. For example, they notice:

When we treat them like stars in order to get their custom, then treat them like numbers once we have it.
When we promise their project will be delivered on schedule, but we’re late.
When we’re more focused on what’s in it for us, than what’s best for them.

And it works both ways, because they also notice:

When we treat them like stars in order to get their custom, then treat them like superstars once we have their custom.
When we promise their project will be delivered on schedule, then deliver their project (and our promise) on schedule.
When we’re more focused on what’s best for them, than what’s in it for us.

Here’s the thing…

Not every client complains when they’re receiving a poor service. However, they’re highly likely to take their custom to a competitor.

Not every client says “thanks” when we’re delivering an outstanding service. However, they’re highly likely to remain our client and to recommend us to everyone.

The bottom line: People notice what you do. So do something worth noticing. And do it every day.

Sorry to disturb you

November 7, 2018 by Jim Connolly

Photo: Shutterstock.

I received a marketing email this morning, which started with the following 4 words: “Sorry to disturb you”.

There’s a lot of subtext in those 4 words.

The sender knew what they were doing was wrong, which is why they opened with an apology.
Clearly, they also knew that their email was a disturbance. I’ve never heard of them.
Knowing this, they still decided to send it anyway.

Like everyone else who received that email, I stopped reading after the opening sentence. They may have had a great message, an outstanding offer or a wonderful opportunity to share. But their email let them down, so no one will know.

Oblivious to this, the sender will be wondering why they received no positive response. Especially if they genuinely have something valuable to share.

If we consider this to be merely an example of ineffective email marketing, we totally miss the point!

I believe it provides us with a powerful microcosm of ALL ineffective marketing.

Let your competitors make you better, not bitter

November 6, 2018 by Jim Connolly

Photo: Shutterstock.

There’s an old saying that tells us: “Let your past make you better, not bitter”.

Business owners should use a revised version of that saying: “Let your competitors make you better, not bitter”.

I’ve worked with thousands of business owners, since starting my own business in 1995. I’ve noticed a strong tendency among many, to drastically underestimate their competitors. This then creates bitterness, especially toward the most successful of their competitors. It seems totally unfair.

I get to see both sides. And there’s always a reason why one business is ahead of the pack.

They market their services extremely effectively.
They offer an outstanding service.
They offer a unique variation of a service.
They do all of the above… and more.

The most useful place to look when our business is struggling against competitors, is the mirror. We’re either failing to market our business as effectively as they are, (or / and) we’re offering a less valuable service. This means we either need to improve our marketing, or we need to improve what we do. Preferably both.

It isn’t luck.

It isn’t magic.

It is fair.

And it produces predictable results. Every. Single. Time. But only if we care enough to do it correctly.

Does your marketing pass the coffee shop test?

November 5, 2018 by Jim Connolly

Photo: Shutterstock.

Is logic ruining your marketing results?

Yes. Probably.

And here’s why.

Your prospective customers make purchasing decisions based on feelings. Not on logic. Understanding this principle is essential if you’re serious about growing your business.

Here’s a very quick example of what I mean.

People don’t visit coffee shops for the coffee.
They already have coffee at home.
They pay between 300% and 500% more for coffee at the coffee shop, because of how the experience makes them feel.

Logically, they’d save a ton of money by drinking their coffee at home, sitting in their favourite, comfortable chair. But people, including your prospective customers, don’t make purchasing decisions based on logic. They make them based on feelings. (I explain how emotions drive decisions, here).

If your marketing message is based around a list of benefits, that’s way too logical. And it’s losing you a ton of money. Your service or product may be less expensive, more premium, faster or whatever. But are you explaining how it will make your prospective customers feel?

In short: Logic tells. Feeling sells.