An Easy Way to Lose Sales … And the True Cost to Your Business
By Jane Hendry | October 24, 2006
Are you giving your clients and prospects what they want and then converting initial sales into repeat business?
I’d like to tell you about a recent experience I had that illustrates 2 principles of attraction marketing:
- Give your clients what they want, not what you think they need or what you want to give them
- Make the initial sale an easy “yes” and then build a relationship to win repeat business - don’t try to sell a 3-course meal, when all your prospect wants is a starter!
A Tale of How One Company Failed to Do Either …
Topics: Articles | 1 Comment »
10 Tips for Marketing Your Business with Public Speaking
By Jane Hendry | March 27, 2006
As a service provider and someone who sells their expertise and know-how, one of the best ways to get your message out to numerous people at the same time is through public speaking. When you speak at networking events, industry associations or conferences, you’re able to position yourself as an expert, gain credibility by “association” (i.e. if the organisation putting on the event has credibility with the audience, then so will you) and get many more people exposed to your message than might be possible by other means. Read the rest of this entry »
Topics: Marketing Tips, Tools and Techniques | No Comments »
How Not to Give a Presentation if You Want to Attract New Clients …
By Jane Hendry | March 26, 2006
On Friday myself and a friend went to the Grow Your Own Business exhibition at Olympia, London. We were both looking forward to attending several talks on marketing and marketing related subjects. Hulya runs a print and web design company (www.isbs.co.uk) which occasionally involves helping her clients with other aspects of marketing, and I wanted to see if I could learn anything new or different or get a new idea.
We eagerly awaited the start of the first talk entitled “Successful marketing and PR strategies for small businesses”. Read the rest of this entry »
Topics: Musings | 1 Comment »
The Apprentice: Did S’ralan Fire the Right Candidate?
By Jane Hendry | March 24, 2006
Did you watch the Apprentice on Wednesday night? Do you think he fired the right person? Read the rest of this entry »
Topics: Musings | 1 Comment »
Are You Wasting Time and Money Marketing to the Wrong People?
By Jane Hendry | March 23, 2006
One of the biggest mistakes I see consultants, coaches and professionals make is to be unclear about who their ideal client is, and to carry out their marketing without any specific definition of their target market. In fact, most are hedging their bets and trying to appeal to everybody.
Intuitively, this seems the right way to go. We might presume that the more people you can appeal to, the more likely you are to get business. It’s the law of large numbers - if you throw enough darts at the board, then eventually you’ll hit the bullseye.
However, this approach has a number of drawbacks. Read the rest of this entry »
Topics: Articles | 4 Comments »
Is There a Magic Marketing Formula? - Part 1
By Jane Hendry | November 25, 2005
Written by Jane Hendry
One of the biggest mistakes that I see small business owners make is to spend their money (or time) on marketing or advertising, not get the results they want and then conclude that marketing doesn’t work. Or they keep on spending their money and time on advertising, despite their lack of results and convince themselves that it’s “raising their profile”. (In reality, it’s probably just money down the drain.)
The main reason that their marketing doesn’t produce the results that they want is because they’ve usually missed out or half done one of the ingredients of their “marketing formula” or are doing things in the wrong order. Getting your marketing right is a bit like baking a cake - you need the right ingredients, in the right proportions, added in the right sequence and baked at the right temperature.
What can a good “marketing formula” do for you?
A good marketing formula can help you to: Read the rest of this entry »
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