Business Planning – Do You Make These 5 Marketing Mistakes?

What is the one thing every business wants more of? Money! Are you struggling with how to take your business to the next level? Do you feel like you’re stuck in a stagnant place and are unsure of what actions to take to grow? You are not alone! As a business owner, you are busy constantly. There is not enough time in the day for everything. Making mistakes with your marketing efforts can only magnify some of your struggles. Read this to figure out if you are you making these 5 costly marketing mistakes.

Mistake #1: Winging it

Ever hear the expression: Proper Planning Prevents Poor Performance? This ties right into your marketing strategy. If you want results, you have to put in the proper planning and formulate a strategy, then execute accordingly. This is why it is called a marketing strategy. It takes time, effort, and research to develop the necessary marketing plan. This is crucial to the success of your marketing efforts. Too many businesses “wing it” whether it be for lack of knowing how else to attack it or pure laziness. You worked too hard to get your business up and running. Put some effort and time into developing a formalized Marketing Plan. Figure out who your target customer is and the best way to market directly to that target audience. You may already be wasting effort and money on marketing to the wrong audience! Do your homework. We promise… you will save time AND headaches in the long run.

Mistake #2: Giving Up Too Easily

What would we do without instant gratification today? Searching for answers literally takes seconds on our computers or cell phones. We have access to more knowledge at our fingertips than we could have imagined 10 years ago. Technology has embedded this need for instant gratification in our minds. It has created a society of people that give up way too easily. Like most success in life and business, marketing takes time and persistence. In fact most prospects need to be exposed to your company, its services, the benefits received or problems solved, 7-13 times BEFORE they will decide to purchase. Don’t think that one attempt at reaching out to a prospect will magically make them open their wallet. Don’t think that even 3 times of reaching out will do so. It make take 3, 6, or 9 exposures to get your prospects comfortable with you and your company. Marketing is a marathon and you have to be in it for the long haul.

Mistake #3: Not Adapting to Current Times

Remember when newspaper or radio ads were the most effective way for a company to advertise? Well along came the 21st century full of technology. Embrace it. If you don’t have an attractive, user-friendly website, you’re making a mistake that could turn new customers away and inhibit your growth. If consumers find it difficult to navigate or looking outdated, they may leave with a negative impression of your company and never return. Don’t allow this to happen.

Are you refusing to get your company on social media or advertise using video? This is also costly. The internet, social media, and video marketing are here to stay. If you want to have your business thrive for many years and generations to come, it’s best to get on board… now!

Mistake #4: Lack of Consistency

In order for marketing to be effective it has to be creative and consistent. Think “Out of sight, out of mind.” This is true with any prospect. You don’t know what situational changes are going to occur in their life that may cause it to be… The Right Time. You don’t want to miss the opportunity when it arises. If you haven’t been planting those seeds and nurturing them all along, you won’t be there when they are ready to harvest. The goal of marketing is to be the company in the forefront of the consumer’s mind when they raise their hand and need help. Many businesses make the mistake of sporadic marketing or marketing only when business is slow. Marketing needs to be continual to smooth out the seasonality of business cycles. Don’t let your business fall into this trap!

Mistake #5: Backing Off When Goals are Achieved

Finally, the 5th marketing mistake you may be making is backing off when goals are achieved. This mistake may be the worst one. It’s too easy to breathe a sigh of relief and relish in the success you have achieved. Successful businesses get comfortable when things are running efficiently. However, the issue comes with being too comfortable. As stated earlier, marketing efforts can take 3, or even 6 months to start showing results. This lag time is why discontinuing your marketing efforts, then desperately trying to ramp them back up can be extremely dangerous. It is much wiser to consistently maintain your marketing efforts, then amplify and enhance them as needed. After all, customers may come and go for a variety of reasons. Focus on keeping lifelong customers, and a marketing plan that will help generate new ones during good times and bad.

Marketing is not always fun to do or think about when there is so much else going on. At the end of the day though, marketing is important to the success of your business. Treat it as such and avoid these 5 marketing mistakes. Taking the time to plan and actually prepare with the necessary research will make it so much easier to perform the steps outlined. Don’t forget, persistence is needed for successful execution of your marketing plan. You believe in your business. Make sure your marketing efforts reflect that!

5 Ways Top Home Business Entrepreneurs Fight Procrastination

You ever go to bed at night exhausted from trying to figure out what the deal is with Lost? You were so bent on understanding this island of confusion that you started watching DVD’s of the first season to hopefully shed some light on this nonsensical cluster of darkness. Now, all this would be OK except that you were supposed to be working on your home business. It was, however, no fault of your own that the phone rang and the subject of Lost emerged innocently in the conversation. It was then completely logical to assume that you deserved a break and one episode wouldn’t hurt. Five hours later, it really made sense to get some rest and commit deeply to “making it all happen” tomorrow. Sound familiar? How much actually “happens” tomorrow? Usually not very much.

To be successful in home business today requires action. Though some people were just born with massive action, like the kids that started their own businesses at 9 and were millionaires before they graduated high school, most of us need to develop the skills for high productivity. Here are 5 things you can do right now to make yourself more productive and help guarantee success in your chosen home business today.

1. Be crystal clear about what you want- This may sound obvious but one of the primary reasons for procrastination is lack of clarity. If we aren’t sure about what we are doing or what we need to do next, we tend to do nothing. Write down your goals!

2. Start each day with a plan – now that you’ve got some goals, you should be able to sketch out a plan of how to achieve them. Back into it like this; Start with your primary goal and then figure out which tasks you’ll need to complete over the year (or the expected duration) to reach it. Then break down tasks over the next few months… you can change this as you go but its important to have a starting point. Now list the tasks for the next week. Now from what you have planned for the week, select the tasks for tomorrow. Simple… now follow your map.

3. Use the 80/20 rule – We all know that 20% of our actions typically counts for 80% of our results. Look at your activities and decide what the top 20% of them are and then commit to doing them before all else. NEVER do lower priority tasks before the more important ones.

4. What will happen if? – Think about every task you do before you do it and ask your self that question. “What will happen if I do this today? What will happen if I don’t?” Now compare it to the goal in your head. For instance, if the answer is that you will be less confused about Lost but tomorrow you’ll have twice as much work to do, you may want to go another route. Again, the key here is to be clear what you have to do and WHY you are doing it.

5. Do what Brian Tracy calls the ABC method – Simply put, this method allows you to prioritize your tasks to ensure that you take care of the most important tasks first. Look at your list of tasks and mark an “A” next to the tasks that, if not done, will have serious consequences. If you have a few, mark them “A-1, A-2, A-3” etc. “B” tasks are important but there is significantly less of a consequence if it’s not completed; returning some email and phone calls might be “B” tasks. As a general rule, don’t do a “B” task if an “A” task is left undone. “C” tasks are things that you’d like to do, but there really is no consequence at all if don’t; like if you missed lunch with a co-worker or another exciting discussion of Lost with your friend. “D” task are tasks you can delegate and should delegate if the option is open to you. “E” tasks don’t need to be done at all. Usually they are either no longer necessary or just something you’re in the habit of doing. Let them go.

Running a home business successfully requires a lot of self discipline and action… hopefully one or more of these tips will help you with your journey to success. I wish you prompt and timely success!

Secrets of Successful Business Relationships Online

Operating a successful business is largely about building and maintaining relationships. Sure, your customers are concerned about price, quality, service, etc., but the most successful businesses are those that work to develop a relationship with their customers. Look at Wal-Mart, for example. Do you really need someone handing you a shopping cart on your way in the store? No, but they always hire a nice, elderly type people who smile and says hello to you as you walk in. That’s relationship building!

Truth is people will often pay more for something if they have established some kind of personal connection with the person or persons within the business. Certainly, such relationships lead to repeat business, whether you run a grocery store, a restaurant, a sporting goods store, or a movie theater.

For most of us, it’s not often that we develop substantial relationships with people at the places we frequent. This is due to a number of reasons; maybe the store is large and has many employees and therefore you never really see the same people with each visit, sometimes it’s just a quick stop or perhaps you don’t visit all that frequently. But if you think about it, there are probably places you go often, where you have established some kind of relational bond with someone who works there. It’s that kind of familiarity that keeps bringing you back. And of course, not every place of business can develop an intimate relationship with every customer, but those that try are often more successful than those that don’t.

Building Business Relationships Online

While online businesses lack the ability to build relationships face-to-face, this does not negate the importance of building relationships with your customers–you just have to go about it a bit differently. In part, this is accomplished through your website itself, sometimes through email communications, and occasionally over the phone. Since the website is usually your first point of contact, and therefore the point where you establish your first impression, it’s vital that your website do all that it can to set the groundwork for building a strong relationship. The website can’t do everything for you, but if your visitors come and leave without ever having made even a superficial contact with a person or a persona worked into the site copy, they will leave without having established any sort of intimacy, and therefore no sense of “connection,” with you or your business.

I found the following quote the other day in regard to building relationships with people in a personal sense, but I felt it also applies to building relationships for business as well:

People are insecure; give them confidence.

People want to feel special; compliment them.

People desire a better tomorrow; show them hope.

People need to be understood; listen to them.

People are selfish; speak to their needs first.

People are emotionally low; encourage them.

People want to be associated with success; help them win.

–Pete Vossler

While all of the above are generalities, they do largely apply to most people, regardless of how successful, “important” or how well-known they are. And of course, it also applies to the average Joe and Jane Doe web surfer looking for a place where they feel comfortable handing over their money. So how do you go about building relationships with your potential customers online? Glad you asked.

People are Insecure; Give Them Confidence

It’s easy to buy from a brick and mortar store where you see real faces involved. Even if it’s some 16-year old kid, with numerous body-piercings standing behind the counter, you have confidence that when he takes your credit card he won’t be stealing the numbers. This kind of confidence in the buying process is lost online. My biggest issue with buying products online is the return process if, for whatever reason, something goes wrong. It’s easy to drive back to Target and return something you don’t want. But online, once the purchase is made, the return process is more cumbersome and often results in extra shipping fees.

You need to give your visitors confidence, not only in the security of the purchase process, but also in the quality of your products, their expectations and your policies and procedures in case something doesn’t go as expected. This is most easily accomplished through making sure you have pages on your site that address each of these issues, and clear and obvious links in the places where the customer will be most looking for them. For example, your product pages might need an obvious link to your return policies page–even if that link is already available through the main navigation.

People Want to Feel Special; Compliment Them

Who doesn’t want to feel special? A compliment goes a long, long way in helping to establish that mental relationship. How do you compliment someone you don’t know? Some simply ways are to write these compliments into your content, “You’re obviously looking for quality baby clothing, you’ve made a wise decision visiting our store.” It might sound a bit cheesy, but it works, as long as you don’t go overboard. These types of compliments can also be worked into your email and phone communications.

People Desire a Better Tomorrow; Show Them Hope

Will your products or services make their lives better or easier? You must already believe that otherwise you wouldn’t be selling what you do. So use this opportunity to explain how your products are going to be good for them. Explain how life will be better once your customer purchases what you are selling. Illustrate to them the benefits, not just the features. If you can give your customers hope–convince them–that your product or service will improve their lives; you’ve got a sale in hand without the cost being a significant factor.

People Need to be Understood; Listen to Them

Even before you have a chance to communicate with your clients verbally or via email, are you listening to their needs? Whether or not you listen to your website visitors can easily be determined by your USP, Unique Selling Proposition. What? You don’t have one? Then you may not be listening to your customers needs. Your USP is what makes you stand out from the thousands of other stores online peddling the same wares as you. Why should they buy from you as opposed to someone else? Price alone is rarely the determining factor.

You need to offer your visitors something unique that tells them that you have listened and responded to their needs. Even if you sell the same product or service as others, your unique approach is one developed out of conversations with your customers and seeking ways to find solutions to problems even before those problems existed.

People are Selfish; Speak to Their Needs First

More than anything, people want you to meet their wants and needs. They’re not shopping on your site for your benefit; they are there because they are in need of a solution for X. Your first order of business on your website is to tell the customers how you can meet those needs and what your products or services will achieve for them.

People are Emotionally Low; Encourage Them

For some sites, shopping cart abandonment is astronomically high. Why is that? Primarily because people need to be encouraged to proceed with their purchase. I’ll often start shopping for a book or DVD, have it in my basket, go through much of the checkout process, but just before I finalize the payment I hesitate. In my mind I’m thinking, “should I buy this now?”, or “Will my frivolous spending upset the wife?”, or for larger purchases, “Can I afford this?” Most of these questions surface on an emotional level; sometimes rooted in fact, sometimes not. The bottom line is that a little extra encouragement can help persuade visitors through the selling process.

In fact this very thing happened to me just the other day. I threw a couple of books into my Amazon shopping cart but since I’ve purchased quite a few books lately so I began to think twice about buying a couple more now. Amazon provided the encouragement I needed. By filling out an application for an Amazon Visa card I got something like $30 off my purchase. I was sold and so were the books. You don’t have to give away money to encourage your visitors to make a purchase, but you can re-iterate the benefits of their purchase one more time.

People Want to be Associated with Success; Help Them Win

Everybody wants to feel successful. The funny thing is that people don’t even have to be successful in the larger financial/business sense in order to feel successful in every day life. Success often comes from the little victories achieved here and there. Your product or service may not be able to change your customer’s destiny, but you can help him or her feel that their decision to purchase from you will help them be successful at something.

Selling baby diapers? Your diapers can successfully prevent leakage. Selling batteries? Your batteries can successfully start the car each morning. Selling cleaning supplies? Your supplies can help them successfully clean their house better. Let your visitors know what they will be successful at with their purchase.

The other side of this is that people also want to see that you are successful. Your success–or lack thereof–is inferred by how your website looks, the number of employees that work for your organization, or possibly even the number of clients you have. A business’ success is determined mostly by superficial perceptions. If visitors perceive that you are successful they will gravitate to you based on that alone. After all, you must obviously know what you’re doing if you can afford a great site, X number of employees, to charge outrageous fees, etc. But be careful here as well, success can often create a negative perception of you or your business. You might be considered too successful to be able to give them the time or quality your visitors expect.

If you are able to build strong relationships with your website visitors, even perceptually, this will give you a significant sales and marketing advantage over many of your competitors. Building these relationships alone won’t make your business the most successful in your industry–there are many other factors involved–but relationships are a crucial factor in being able to establish and maintain long-term customers. Every marketing dollar saved by not having to seek a replacement for a former customer that now shops elsewhere is an additional dollar (plus additional sales profits) that can be spent in obtaining and maintaining new customers.

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