Doc's Marketing Mojo » Good Business Mojo

Make The Bennies Stand Out.

Doc Yankee — Mon, 26 Jul 2010 13:45:21 +0000

Want to do a pile of business? Focus on the benefits.

Don’t just say, “Howdy, we’re the Acme Widget Company and we sell widgets.” Your customers can buy run-of-the-mill widgets and get run-of-the-mill service anywhere they want to.

Instead, focus on the benefits! Define the goods that make your product or service or company or customer service (or all of these things) better for the prospect.

You’ll find that you’ll not only stand out above the competition but clients will feel more confident in sticking with you. Highlight the positive benefits of your company and your offerings, and make sure that you communicate these benefits consistantly and constantly -through your media marketing, social marketing and people-to-people marketing.

Dance With Who Brought You

Doc Yankee — Thu, 15 Jul 2010 12:39:12 +0000

In difficult times, your biggest job becomes holding on to the customers who got you where you are.

This may mean that you have to renew the focus on your base of business, and go the extra mile to keep them happy. So let’s get to it, shall we?

Let your existing clients know how much you appreciate their business. Keep them up-to-date on the services you provide. And, if you feel comfortable enough, ask them to refer other clients to you.

It’s well understood that the cost of finding and selling to a new prospect is many times what it costs to sell to existing customers, so make sure you’re paying close attention to what I’m layin’ down here, all right?

For example, special offers made available only to existing customers create ‘affinity’ for you as a valued supplier, much the way frequent flier programs have for the airlines (although not so much anymore –customer services counts for a lot, too.)

Limiting such offers even further –say, to customers who’ve made repeated orders within the last six months –is more likely to yield good results, too.

Keep in mind that existing and prospective clients are dealing in the same economic times and probably face the same financial insecurities as you. You might consider offering low-cost, high-quality alternatives to your usual list of goods and services.

But remember –only offer deals that allow you to still cover your costs. You’re a business, not a philanthropic organization.

The Power of Persistence

Doc Yankee — Wed, 07 Jul 2010 14:34:22 +0000

You remember that old saw? “If you always do what you’ve always done, you’ll always get what you’ve always gotten.”

That’s why it’s important to not give up until you’ve tried something different.

Thousands of small businesses have failed because the owner waved the white flag far too early in the battle.

Don’t you be one of them.

For many of us, customer expectations of our industry are constantly changing. And in order to keep those clients coming back for more, many times you’ve got to roll with the changes, whether you want to or not. And odds are, that if business isn’t working out the way you planned it, it’s simply because you’re behind the times or not delivering what your customers truly want now.

Make it a point to ask your clients how you can serve them better; you’ll probably get some very good answers that, properly applied, will keep you from dragging out the white flag too early in your business.