Marketing is what we do that puts us in a position to make a sale. Good marketing makes selling easier. Bad marketing may make selling impossible.
We market to strangers so some of them will raise their hand with at least potential interest in what we have on offer.
We market to our clients and customers in order to move them up to the next level of products or services.
Most of us put a lot of time, money, and effort into marketing. For must of us it is the key activity we use to differentiate ourselves from our competitors.
But when we don't deliver on the promises we make in our marketing we unleash the deadly 3/33 viruses on ourselves.
The 3/33 virus will destroy the marketing we have done in the past and it will make it very difficult to successfully market - at least to some prospects - in the future. And for the most part the 3/33 virus is a do-it-to-yourself process.
The 3/33 virus is word of mouth marketing on steroids - in reverse. Here's how it works.
When you fulfill a promise, deliver excellent service, come in under budget, and save your customer more money than you said you would - they might tell 3 people. And that usually is because you asked them for referrals.
But if you screw up, don't do what you said you would do, or fail to deliver in any way - in your customer's mind - they will tell at least 33 people. This can be disaster.
You know I am speaking the truth. Remember the last time you got poor service in a restaurant and how many people you went out of your way to tell about it?
Here are three ways to guarantee that all the marketing you've done will backfire on you.
Don't Do What You Said You'd Do
In 2006 I met the author of a marketing book at the Search Engine Strategies event in New York City. I had been receiving his email newsletter and had heard a few things about the book. A table where he could autograph books had been set up for him at the Search Engine Strategies meeting. When there was no one around I approached him and found him to be a very insightful person, someone whose book would probably be of value to our readers.
He offered to send me a review copy and I thanked him. After the event I emailed him a note with my mailing address. I never received the book. I received several emails to the address I had given him, but they were solicitations sent to everyone he'd come across at the search engine event.
I don't know if he never intended to follow up with his promise, or if he turned it over to someone else, or what. The bottom line is that I will never have anything positive to say about him, his organization, or his book. That can't be what this marketer had in mind when he went to the time, trouble, and energy to come to New York.
Disappear With Your Customer's Money
The Internet makes it possible to hire people you will never see to do something you can not do and really have no way of knowing it will work until it's too late, and pay them via your PayPal account before they've even begun to do the work.
I have done this several times without incident. Recently however I hired someone, on the strength of another person's recommendation, who kept my money and disappeared. He had promised to do the work within 48 hours of receiving my payment. But instead I heard nothing from him for six weeks, at which point he contacted me to see if there was some way to make up for his failure to follow through.
I was astounded, but since I'd already paid him I asked him to do something that was worth less than half of what he'd already been paid. Hey, we all deserve a second chance. What happened? Nothing, I never heard from him again.
It's hard to say if I would have ever needed his services in the future anyway - so it was just a tedious time consuming event for me, getting someone else to do the job and so forth. But what did it do to the relationship I had had with the person who recommended him?
This was someone I trusted. Now I have to think twice about anything he has to sell me. And I am not going to tell my friends to do business with him in the future. Why would I take the chance he will recommend something or someone whose lack of performance comes back to bite me?
Embarrass Your Boss
Everybody's got to serve somebody was a line in one of Bob Dylan's songs. So no matter who you are or the position you have in your outfit - you do have a boss, maybe many of them.
Prior to events where I am registered as part of the media horde, I receive a stream of emails from companies that are making presentations or have exhibits there. A week before the 2007 Search Engine Strategies meeting in New York I received an interview request from the PR firm representing an organization I wanted to learn more about.
Actually I received three emails from them, each with open time slots, so I could chose one of the remaining times for the interview.
This is the way it's always done. By the time I get to the site I have several one on one interviews set up with people whose message, I think, will be of value to our readers. So I emailed my choice of day and time, from one of the remaining time slots.
In this case however, the PR person never go back to me. How was that possible, that was his job?
I was curious about the lack of follow up, from a PR person no less, so I printed out the email I'd sent and took it along with me to the meeting.
On the second day of the search engine conference I scoured the exhibit halls and eventually found the person I had wanted to interview. I still wanted to talk with him if we could work out the time.
You can imagine his response to my story and the copy of my email when I presented it to him.
You can also guess the fate of the PR firm who had mishandled their account. It seems I was not the only person affected by this - one of whom was an industry leader the boss really wanted to meet.
So, who's your boss? Whose opinions are important to you? Who do you serve? Are you doing everything you can and more to make sure you aren't disappointing or embarrassing them?
How can you be sure to avoid the three worst marketing mistakes? Only make promises you can keep, and keep the ones you make. It's as simple as that.
Sunday, May 6, 2007
5 Newsletter Writing Tips
Are you considering adding a newsletter to your website but need some newsletter writing tips to get you started?
Do you have concerns like: How much of my time is this going to take up? How long should each email be and how many emails should I send out in total? What if I no longer have anything relevant to say? Can I keep up the quality of my newsletter over a certain length of time?
The first thing that you must remember is to always offer some interesting and useful information. You will no longer have any subscribers if you do not. Next, you will want your newsletter to remain fairly short. These days, people are inundated with emails, so they will appreciate it if you send them something that they can quickly scan and then put to good use.
Put some thought into the best possible format for your emails. You will want a model that can be easily reproduced week after week. To make your job simplier, you can choose any one of the following newsletter writing tips as your standard format or you can combine them, whichever. The final choice is yours.
1. Tip of the Week
Come up with at least 24 tips on your main topic. You could brainstorm a specific topic and get enough content for at least 6 months of weekly newsletters. When you focus on your area of expertise this should not be a problem. You will find it best to do this by (a) explaining the problem and then (b) offering a tip that will solve the problem. The length of each email should be from 150-500 words.
2. Top Ten
This format is easy to create and it works. For example, if you are an expert in health and fitness you could give advice on the "Top Ten Health and Fitness Tips","Top Ten Tummy Flattening Techniques", "Top Ten Weight Loss Tricks for 2007". Be sure not to go over board with the word length, just a few sentences for each tip will be fine, not half the page.
3. Three Ways to...
Finding ten ways to do things can sometimes be a little challenging. A quick newsletter tip is to provide only three tips instead; it is much simpler and can be alternated with the "Top Ten" format.
4. Before and After
Just like the "Tip of the Week" format, this tip introduces a problem and then immediately provides a solution. The "before and after" format does however work better with case studies as this is one way of interacting directly with your clients.You can ask them to send in details of something in their possession that requires a makeover; such as a website page, an article, their wardrobe etc, and then you can present them with your solutions.
Or you can ask for "before and after" examples from your readers who have been able to do this themselves, and with their permission show them to your other subscribers. (If you are using text only format for your newsletter, then you can include a link to your website page which has the photos on it). This especially works well if your newsletter is related to health and fitness - the photos will motivate your readers when they see the changes of others through diet and exercise, even weight training.
5. Checklists
Are you trying to learn something new? There is nothing quite like the checklist format to make sure that you do not leave out any steps along the way. Checklists can really save loads of time and your readers will appreciate getting one. All you will need to do is write a short introductory paragraph, make your list and then close with some final tips. You can base the whole of your newsletter on the checklist format, or you can just present one on occasion as a change from the regular newsletter format.
One final tip: You may want to set up a yahoo or gmail account just for your newsletters. Spend some time checking out websites related to your interests, and subscribe to their newsletters. Occasionally, check your emails and study what layout other editors are using. If you see a specific format that you like, print it out and put it in an "ideas" folder. Just unsubscribe from those that are only filled with never-ending sales pitches or junk.
Do you have concerns like: How much of my time is this going to take up? How long should each email be and how many emails should I send out in total? What if I no longer have anything relevant to say? Can I keep up the quality of my newsletter over a certain length of time?
The first thing that you must remember is to always offer some interesting and useful information. You will no longer have any subscribers if you do not. Next, you will want your newsletter to remain fairly short. These days, people are inundated with emails, so they will appreciate it if you send them something that they can quickly scan and then put to good use.
Put some thought into the best possible format for your emails. You will want a model that can be easily reproduced week after week. To make your job simplier, you can choose any one of the following newsletter writing tips as your standard format or you can combine them, whichever. The final choice is yours.
1. Tip of the Week
Come up with at least 24 tips on your main topic. You could brainstorm a specific topic and get enough content for at least 6 months of weekly newsletters. When you focus on your area of expertise this should not be a problem. You will find it best to do this by (a) explaining the problem and then (b) offering a tip that will solve the problem. The length of each email should be from 150-500 words.
2. Top Ten
This format is easy to create and it works. For example, if you are an expert in health and fitness you could give advice on the "Top Ten Health and Fitness Tips","Top Ten Tummy Flattening Techniques", "Top Ten Weight Loss Tricks for 2007". Be sure not to go over board with the word length, just a few sentences for each tip will be fine, not half the page.
3. Three Ways to...
Finding ten ways to do things can sometimes be a little challenging. A quick newsletter tip is to provide only three tips instead; it is much simpler and can be alternated with the "Top Ten" format.
4. Before and After
Just like the "Tip of the Week" format, this tip introduces a problem and then immediately provides a solution. The "before and after" format does however work better with case studies as this is one way of interacting directly with your clients.You can ask them to send in details of something in their possession that requires a makeover; such as a website page, an article, their wardrobe etc, and then you can present them with your solutions.
Or you can ask for "before and after" examples from your readers who have been able to do this themselves, and with their permission show them to your other subscribers. (If you are using text only format for your newsletter, then you can include a link to your website page which has the photos on it). This especially works well if your newsletter is related to health and fitness - the photos will motivate your readers when they see the changes of others through diet and exercise, even weight training.
5. Checklists
Are you trying to learn something new? There is nothing quite like the checklist format to make sure that you do not leave out any steps along the way. Checklists can really save loads of time and your readers will appreciate getting one. All you will need to do is write a short introductory paragraph, make your list and then close with some final tips. You can base the whole of your newsletter on the checklist format, or you can just present one on occasion as a change from the regular newsletter format.
One final tip: You may want to set up a yahoo or gmail account just for your newsletters. Spend some time checking out websites related to your interests, and subscribe to their newsletters. Occasionally, check your emails and study what layout other editors are using. If you see a specific format that you like, print it out and put it in an "ideas" folder. Just unsubscribe from those that are only filled with never-ending sales pitches or junk.
Earning Customer Trust Online
Building customer trust online is a combination of good branding, good design, and good content. A website needs all three components to be successful in creating a climate of trust that encourages sales.
Branding is about finding a specific idea that you stand for, finding a way to own that idea in a credible way, and ultimately building a total trust that you will always deliver.
Branding for Success
Maybe you think only big businesses need to be branded, but I'd challenge that thought by telling you this - As soon as you open your doors for business (either physically or metaphorically) you become a brand in the eyes of everyone who sees you or buys from you. The only choice you have is to become either a negative brand, undifferentiated brand, or a powerful, motivating brand.
Good branding on a website immediately lets a visitor know what you can do for them. In other words, don't brand your business by a generic term like "gardening." Instead, brand your business by showing the uniqueness of what you offer with a benefit statement, "Container gardening for unhappy apartment dwellers who want to be surrounded by nature."
With Internet branding, you want to present your brand so customers can interact with your message and interact with your site. On the Internet, your prospects have total control of what they see, read, and hear. That's why traditional advertising doesn't work on the Net.
Design Considerations
Visitors are interacting with your site when they are shopping. The Internet gives you total control over what your prospective customer sees. Their shopping experience needs to be positive or you lose the sale. According to a 2002 survey by the Stanford Credibility Project, 46% of respondents said that design plays a role in a websites creditability. Even a reputable brand with a poorly designed website would cause people to leave.
Just like in a crowded store, where you can't find the section you are looking for, a crowded/cluttered website confuses a prospective buyer. Have the website set up with simple graphics and navigation. What you need to do is remove all the obstacles from the selling process. To increase the click-thru rate, your site must offer instant gratification in terms of comprehension and clarity.
Remember, customers are entering your site at different points, so it is important that your brand message is clear on every page of your website. Try to have a consistent look on the site that matches your offline branding. Keep the same colors on your website so that they match your offline marketing materials.
Trustworthy Content
Creating content that gives your customer a sense of safety and security is also a way of building trust with your customer. Fraud and identity theft are big concerns for online shoppers. Sadly, according to Forrester Research, 71% of online shoppers don't believe the retailer can protect them from fraud. So, they are reluctant to give out financial information. Consumers also believe that only 49% of companies will protect their privacy.
Website visitors need to feel that the information they give to a website will be held in confidence. Before asking someone to give you their email address, be sure you have a privacy policy statement. Make sure the privacy statement is near the email sign-up.
To reassure your website visitors of a secure financial transaction, use the security certification seals of Verisign, Hackersafe, and Thawte. Make sure the seals are prominently displayed on the shopping cart and throughout the checkout process. Forrester research found that sites using these certification seals had a 14% increase in conversion rates.
Another technique is to use privacy seals from BBB online and TrustE. These third party logos communicate that your company can be trusted and have met a standard of measurement for reliability. These seals need to be placed throughout the website: near email signups, registration, cart, and checkout.
Communicate to Build Trust
Building trust online comes down to clearly communicating with your customer. Something as simple as failing to communicate the total purchase price upfront, will lead to shopping cart abandonment. Forrester research found that 57% of shoppers will abandon a shopping cart because the shipping charges were more than they expected.
The goal of an online business should be to create an environment of worry free shopping. Create a website that makes a visitor feel safe, clearly expresses the company's brand through good design, and boosts website conversions through trustworthy content.
Branding is about finding a specific idea that you stand for, finding a way to own that idea in a credible way, and ultimately building a total trust that you will always deliver.
Branding for Success
Maybe you think only big businesses need to be branded, but I'd challenge that thought by telling you this - As soon as you open your doors for business (either physically or metaphorically) you become a brand in the eyes of everyone who sees you or buys from you. The only choice you have is to become either a negative brand, undifferentiated brand, or a powerful, motivating brand.
Good branding on a website immediately lets a visitor know what you can do for them. In other words, don't brand your business by a generic term like "gardening." Instead, brand your business by showing the uniqueness of what you offer with a benefit statement, "Container gardening for unhappy apartment dwellers who want to be surrounded by nature."
With Internet branding, you want to present your brand so customers can interact with your message and interact with your site. On the Internet, your prospects have total control of what they see, read, and hear. That's why traditional advertising doesn't work on the Net.
Design Considerations
Visitors are interacting with your site when they are shopping. The Internet gives you total control over what your prospective customer sees. Their shopping experience needs to be positive or you lose the sale. According to a 2002 survey by the Stanford Credibility Project, 46% of respondents said that design plays a role in a websites creditability. Even a reputable brand with a poorly designed website would cause people to leave.
Just like in a crowded store, where you can't find the section you are looking for, a crowded/cluttered website confuses a prospective buyer. Have the website set up with simple graphics and navigation. What you need to do is remove all the obstacles from the selling process. To increase the click-thru rate, your site must offer instant gratification in terms of comprehension and clarity.
Remember, customers are entering your site at different points, so it is important that your brand message is clear on every page of your website. Try to have a consistent look on the site that matches your offline branding. Keep the same colors on your website so that they match your offline marketing materials.
Trustworthy Content
Creating content that gives your customer a sense of safety and security is also a way of building trust with your customer. Fraud and identity theft are big concerns for online shoppers. Sadly, according to Forrester Research, 71% of online shoppers don't believe the retailer can protect them from fraud. So, they are reluctant to give out financial information. Consumers also believe that only 49% of companies will protect their privacy.
Website visitors need to feel that the information they give to a website will be held in confidence. Before asking someone to give you their email address, be sure you have a privacy policy statement. Make sure the privacy statement is near the email sign-up.
To reassure your website visitors of a secure financial transaction, use the security certification seals of Verisign, Hackersafe, and Thawte. Make sure the seals are prominently displayed on the shopping cart and throughout the checkout process. Forrester research found that sites using these certification seals had a 14% increase in conversion rates.
Another technique is to use privacy seals from BBB online and TrustE. These third party logos communicate that your company can be trusted and have met a standard of measurement for reliability. These seals need to be placed throughout the website: near email signups, registration, cart, and checkout.
Communicate to Build Trust
Building trust online comes down to clearly communicating with your customer. Something as simple as failing to communicate the total purchase price upfront, will lead to shopping cart abandonment. Forrester research found that 57% of shoppers will abandon a shopping cart because the shipping charges were more than they expected.
The goal of an online business should be to create an environment of worry free shopping. Create a website that makes a visitor feel safe, clearly expresses the company's brand through good design, and boosts website conversions through trustworthy content.
How My Website Became Popular
Do you have a website that is getting very little or no traffic at all? Well, I can put you on a path to changing that within the time it will take you to read this article. We will review each of the strategies you can use to promote your website, and then we will try to assimilate them into a single, uniform strategy that is both highly effective and affordable.
First of all, TV commercials, radio ads, and print advertising are very expensive. This is undoubtedly the best way to launch a business, but the costs are prohibitive. A full page ad in a prominent magazine or other publication can run as high as $50,000 per ad. TV commercials can run just as high; if the commercial runs during a popular television show or sporting event, the cost will be enormous.
So, if you do not have enough money in the coffers for traditional advertising, you need to resort to online marketing. This is not a bad thing. Offline advertising (i.e. radio, TV, print ads) is sometimes not effective. Marketing on the internet is cheaper, and if done correctly, can give you much more bang for your buck.
Obviously, the cornerstone of internet marketing is search engine submission and optimization. There are hundreds of different search engines and directories on the internet where you can submit your web site for a listing. This is fairly easy to do. Simply sign up for a monthly submission plan with a credible search engine submission service. There are literally hundreds of these submission services on the internet; you can find them by performing a search on Google.
However, be wary of submitters that claim to be able to submit your site to 75,000 search engines. Such services are scams, and they will submit your web page to FFA pages and bogus link pages that can actually get you banned from the search engines. You should only do business with submission services that submit to the major search engines and directories.
Now that we have covered submission, we need to talk about search engine optimization (SEO), which is even more important. To optimize a site, you need to maximize keyword density and optimize the positioning for the words or phrases that best characterize the subject matter of your site, and you need to use proper Meta tags so that the search engines can interpret your web pages.
If you do not know how to optimize your web site, you should search for an optimization professional on Google. Steer clear of SEO experts who want to charge $1,000 per month or more. Their goal is to bleed you dry before you figure out that they really can not help you get to the top of the rankings. Stick to providers who will optimize your site for a one-time fee.
More important than SEO is link popularity. Link popularity is the number of web sites that currently link to your site. The more inbound links you acquire, the higher your search engine ranking will be. There are more than a few ways to acquire links, but I have a certain strategy that worked well for me.
My advice to you is to write articles and press releases and submit them to article directories and press release distribution services who will then distribute your articles and press releases to other websites who will publish them and in return link back to you. Also, you can submit your site to bloggers through a popular service called Blogitive (Blogitive will get blogs to post one-way anchor text links to your site in their blog, which will greatly enhance your search engine ranking).
If you are not patient enough to wait for your search engine ranking to improve, you can attract visitors to your web site instantly by using pay-per-click advertising (PPC). With PPC, you pay a certain cost per click to have an ad for your web page run at or near the top of the search engine listings for certain keywords. This can be extremely costly and ineffective. It is not uncommon for webmasters to blow thousands of dollars on PPC advertising and make only a few sales.
The best way to promote your site, if you are actually selling something, is through an affiliate program. You need to provide an affiliate code to other online merchants so that they will place your banner on their site; every time you make a sale that resulted from an affiliate referral, the affiliate gets a commission. Some internet companies have thousands of affiliates, and get all the business they would ever need or want this way; and it costs you nothing.
To recruit affiliates, you should submit your affiliate program to as many directories as possible (there are directories where you can list your affiliate program for free). The best way to find affiliates is by listing your program on forums or message boards visited by webmasters who are looking to generate additional revenue for their online business. You will have to consult with an experienced programmer who can set up the affiliate program so that the codes used to track sales for each affiliate will work properly.
So, to summarize, you should first optimize your website and submit it to search engines. You should then begin submitting articles and press releases to article directories and press release distribution services. You should also submit your site to Blogitive so that bloggers will write a review of your site and link to it, further boosting your link popularity. You might want to join a link exchange, but trading links often proves fruitless. Also, you should set up an affiliate program. And finally, you should budget a small amount of money to spend each week on pay-per-click.
If you are persistent and use all of these methods, you will continually increase your traffic over a period of time. It will probably take approximately 3 years of performing each of the tasks outlined in this article, on a daily basis, to get where you want to be. Just stick with it and your efforts will be rewarded in the long run.
First of all, TV commercials, radio ads, and print advertising are very expensive. This is undoubtedly the best way to launch a business, but the costs are prohibitive. A full page ad in a prominent magazine or other publication can run as high as $50,000 per ad. TV commercials can run just as high; if the commercial runs during a popular television show or sporting event, the cost will be enormous.
So, if you do not have enough money in the coffers for traditional advertising, you need to resort to online marketing. This is not a bad thing. Offline advertising (i.e. radio, TV, print ads) is sometimes not effective. Marketing on the internet is cheaper, and if done correctly, can give you much more bang for your buck.
Obviously, the cornerstone of internet marketing is search engine submission and optimization. There are hundreds of different search engines and directories on the internet where you can submit your web site for a listing. This is fairly easy to do. Simply sign up for a monthly submission plan with a credible search engine submission service. There are literally hundreds of these submission services on the internet; you can find them by performing a search on Google.
However, be wary of submitters that claim to be able to submit your site to 75,000 search engines. Such services are scams, and they will submit your web page to FFA pages and bogus link pages that can actually get you banned from the search engines. You should only do business with submission services that submit to the major search engines and directories.
Now that we have covered submission, we need to talk about search engine optimization (SEO), which is even more important. To optimize a site, you need to maximize keyword density and optimize the positioning for the words or phrases that best characterize the subject matter of your site, and you need to use proper Meta tags so that the search engines can interpret your web pages.
If you do not know how to optimize your web site, you should search for an optimization professional on Google. Steer clear of SEO experts who want to charge $1,000 per month or more. Their goal is to bleed you dry before you figure out that they really can not help you get to the top of the rankings. Stick to providers who will optimize your site for a one-time fee.
More important than SEO is link popularity. Link popularity is the number of web sites that currently link to your site. The more inbound links you acquire, the higher your search engine ranking will be. There are more than a few ways to acquire links, but I have a certain strategy that worked well for me.
My advice to you is to write articles and press releases and submit them to article directories and press release distribution services who will then distribute your articles and press releases to other websites who will publish them and in return link back to you. Also, you can submit your site to bloggers through a popular service called Blogitive (Blogitive will get blogs to post one-way anchor text links to your site in their blog, which will greatly enhance your search engine ranking).
If you are not patient enough to wait for your search engine ranking to improve, you can attract visitors to your web site instantly by using pay-per-click advertising (PPC). With PPC, you pay a certain cost per click to have an ad for your web page run at or near the top of the search engine listings for certain keywords. This can be extremely costly and ineffective. It is not uncommon for webmasters to blow thousands of dollars on PPC advertising and make only a few sales.
The best way to promote your site, if you are actually selling something, is through an affiliate program. You need to provide an affiliate code to other online merchants so that they will place your banner on their site; every time you make a sale that resulted from an affiliate referral, the affiliate gets a commission. Some internet companies have thousands of affiliates, and get all the business they would ever need or want this way; and it costs you nothing.
To recruit affiliates, you should submit your affiliate program to as many directories as possible (there are directories where you can list your affiliate program for free). The best way to find affiliates is by listing your program on forums or message boards visited by webmasters who are looking to generate additional revenue for their online business. You will have to consult with an experienced programmer who can set up the affiliate program so that the codes used to track sales for each affiliate will work properly.
So, to summarize, you should first optimize your website and submit it to search engines. You should then begin submitting articles and press releases to article directories and press release distribution services. You should also submit your site to Blogitive so that bloggers will write a review of your site and link to it, further boosting your link popularity. You might want to join a link exchange, but trading links often proves fruitless. Also, you should set up an affiliate program. And finally, you should budget a small amount of money to spend each week on pay-per-click.
If you are persistent and use all of these methods, you will continually increase your traffic over a period of time. It will probably take approximately 3 years of performing each of the tasks outlined in this article, on a daily basis, to get where you want to be. Just stick with it and your efforts will be rewarded in the long run.
Small Business Marketing: How Much Follow Up Is Enough?
One of my clients recently asked me the following question...
"So I have the new prospects and I send them 'Good to meet you' cards. In three months I send them another card ... then what? How do I develop and build relationships with busy interior designers so they'll think of me for decorative painting?"
Building Relationships Takes Dedication and Frequency
In marketing, it's all about frequency. Sending out a "good to meet you card" is great, but waiting three months is way too long. By that time, your prospect has probably already forgotten about you.
The 3-10x Rule
Did you know that you need to hit your prospects at least 3 to 10 times in order to get their attention and move them to action? Maybe even more. So, it's crucial that you set up a marketing system that allows you to repeatedly follow-up with your prospects at least this many times.
There's a reason when someone subscribes to my email list that they receive three email messages within the first 7 days. And, there's a reason I take the time to write and distribute this Ezine every single week.
It's because I know that even if my subscribers don't read every issue, I am reminding them every single week that I am here, sharing valuable information and letting them know I am available to help them with their marketing, if they are ready for some help.
You Must Provide Value
In my experience, the best way to build relationships is by providing value. While sending the occasional postcard or promotional letter may serve to remind your prospects about your product or service, it won't do much to build a relationship with them.
You must provide them with valuable information. Maybe my subscriber who wrote in with the question about following up could send out weekly, biweekly or monthly tips on decorating. Maybe it's a quick painting or color tip or trend. Or, maybe it's educational information about decorative painting.
Your Prospects Buy When They're Ready, Not When You Are
It is important to remember that just because you are ready to sell your product or service, does not mean your prospect is ready to buy it. They'll buy when THEY are ready or have an imminent need for what you are offering. Until that time, your job is to provide value, educate them and remind them you are there and available whenever they are ready.
Don't Worry About Being A Pest
If you are providing value, you really don't have to worry about following up too often. If however, you are only following up to ask for the sale, you'll become a pest relatively quickly.
And regardless, you will lose some prospects along the way. People will no longer be interested in what you offer or they may not want to hear from you. But consider this ... if they don't want to hear from you, odds are they weren't going to buy from you either. If they ask to be removed from your list, they're just helping you out by improving the quality of your list.
So don't take it personally. Remember it's just business.
It Takes Time ... Sometimes a LONG Time
I have had people on my list for over a year before they decide to purchase anything. And, I know that some people on my list may never make a purchase. That's why having an automated way to follow up (like a weekly Ezine) is so important. Because it doesn't take any more effort on my part to follow up with 10 people or 10,000 people.
Your Marketing Step
Take a look at your follow-up system this week. How often are you following up with your prospects? Do you have a system that ensures they hear from you repeatedly? Is that system automated? Are you providing value?
Make sure you are not stopping after one, two or even three contacts. Create a long-term follow-up system that provides lots of value to your prospects and start building relationships for the long haul.
It may take some time to "prime the pump" as they say, but before long this process will start delivering paying clients to you on a consistent basis.
"So I have the new prospects and I send them 'Good to meet you' cards. In three months I send them another card ... then what? How do I develop and build relationships with busy interior designers so they'll think of me for decorative painting?"
Building Relationships Takes Dedication and Frequency
In marketing, it's all about frequency. Sending out a "good to meet you card" is great, but waiting three months is way too long. By that time, your prospect has probably already forgotten about you.
The 3-10x Rule
Did you know that you need to hit your prospects at least 3 to 10 times in order to get their attention and move them to action? Maybe even more. So, it's crucial that you set up a marketing system that allows you to repeatedly follow-up with your prospects at least this many times.
There's a reason when someone subscribes to my email list that they receive three email messages within the first 7 days. And, there's a reason I take the time to write and distribute this Ezine every single week.
It's because I know that even if my subscribers don't read every issue, I am reminding them every single week that I am here, sharing valuable information and letting them know I am available to help them with their marketing, if they are ready for some help.
You Must Provide Value
In my experience, the best way to build relationships is by providing value. While sending the occasional postcard or promotional letter may serve to remind your prospects about your product or service, it won't do much to build a relationship with them.
You must provide them with valuable information. Maybe my subscriber who wrote in with the question about following up could send out weekly, biweekly or monthly tips on decorating. Maybe it's a quick painting or color tip or trend. Or, maybe it's educational information about decorative painting.
Your Prospects Buy When They're Ready, Not When You Are
It is important to remember that just because you are ready to sell your product or service, does not mean your prospect is ready to buy it. They'll buy when THEY are ready or have an imminent need for what you are offering. Until that time, your job is to provide value, educate them and remind them you are there and available whenever they are ready.
Don't Worry About Being A Pest
If you are providing value, you really don't have to worry about following up too often. If however, you are only following up to ask for the sale, you'll become a pest relatively quickly.
And regardless, you will lose some prospects along the way. People will no longer be interested in what you offer or they may not want to hear from you. But consider this ... if they don't want to hear from you, odds are they weren't going to buy from you either. If they ask to be removed from your list, they're just helping you out by improving the quality of your list.
So don't take it personally. Remember it's just business.
It Takes Time ... Sometimes a LONG Time
I have had people on my list for over a year before they decide to purchase anything. And, I know that some people on my list may never make a purchase. That's why having an automated way to follow up (like a weekly Ezine) is so important. Because it doesn't take any more effort on my part to follow up with 10 people or 10,000 people.
Your Marketing Step
Take a look at your follow-up system this week. How often are you following up with your prospects? Do you have a system that ensures they hear from you repeatedly? Is that system automated? Are you providing value?
Make sure you are not stopping after one, two or even three contacts. Create a long-term follow-up system that provides lots of value to your prospects and start building relationships for the long haul.
It may take some time to "prime the pump" as they say, but before long this process will start delivering paying clients to you on a consistent basis.
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