Quick Marketing Fixes

Of the many replies I received from my newsletter subscribers to the question "what issues are facing your business right now?", the most common centred around "how can I get more customers"

Some of you were experiencing a marginal downturn in business, others needed to build their businesses from the bottom up and some just need to know how to get additional prospects (and turn them into paying customers).

I'm going to cover these topics today in reasonable detail. In reality, this is the foundation of a business or marketing plan. You need to complete your plan to be really successful and stay on track.....

So who are your real customers ?

I know starting like this may seem really boring, and most people are looking for quick fixes, but if you spend a little time in this area it will reap tremendous rewards in the longer term (meaning in a few months!)

It's really important to understand the user and decision maker of your products or services. They both have a role to play in getting prospects and turning them into real sales and lifelong customers.

That's why kitchen companies generally target the woman in the household. They are generally the end user of the product but not necessarily the person who pays. (and I am generalising here, so no emails about this please!).

You need to get a profile for both parties as well. And write it down. Don't assume anything - maybe do a piece of market research with your current customer base - because your current, happy customers, will provide you with a lot of information as they feel part of the whole experience now.

What do your customers want ?

If you can answer this question and if your answer incorporates benefits you are doing well and know your business. If you answer something like "because they want my product" then you have some work ahead.

You see customers (ie: you and me) are buying things to solve a problem they have. And sometimes it's not obvious at first. eg: Why do people employ cleaners? It's to save them time or because they hate doing it - their first requirement is not for a clean house (because they probably have that already because they are doing it themselves)

Find the reasons people buy from you and you'll start to develop your communications messages as well.

Market Research

Understanding the market (read customers) is very important to your success.

Firstly, use people who you have dealt with before. This can open your eyes to a lot of information. "Why did they choose you" is probably a great open ended question to ask and then probe for more. (how did they find you, what were they looking for at the time etc).

If you are starting a new business - can you speak with people who you believe will be your future customer? Just call them.

Additionally, if you are looking for wider research, just go to google and type in something like "xxxxx market growth" where xxxx is your industry. Loads of good reports will come up.

Marketing Communications

Of course running a business is hard work. You know about yourselves but probably very few other people do.

If you are thinking of advertising, first think about where your target customers will be visiting to see your ad.

I have put together 5 free marketing ideas that you can use right now, additionally, the total 25 marketing ideas and campaigns can be downloaded now.

Business and marketing plans

I hope this has given you a few tips - more will follow.

But have you gone through your business or marketing plan recently?

By following the structure of a plan it will focus your efforts very sharply to what you need to do and how to contact all your customers.

The 25 marketing ideas mentioned above is included for free with every business plan or marketing plan you download off this site so you'll have everything to maximise your financial results.

What next? Action!

With anything in life you need to actually do something. So take one of the marketing ideas or business plans and work on it. Put aside 1/2 day to work through some of these ideas. What's 1/2 a day for your business? It really is time well spent.

And don't forget the business ideas forums that are completely free and compliment the business and marketing plans.

To your success

Regards,

Peter Hale