Archives for September 2010

Swim in the right direction

One of the biggest mistakes made by many small businesses is that they swim in the same direction as everyone else.  In other words, give or take 10% they do more, or less the same marketing as everyone else in their market!

They have a similar website, charge similar prices, have similar products and invest similar amounts in their marketing.  And so, they get similar results and those results are NOT THE ONES THEY WANT!

Who was it who said “If you want to be successful find out what everyone else is doing and go in the opposite direction”.  My point is – What can you do to set yourself apart from your competitors and to not be the same as everyone else?

If you do this, then you become outstanding in your field and not outstanding in a field!  In others words when you ‘stand out’ you get all the rewards!  And that my friend is where you and I need to be in business.

This weekend I booked a holiday

This weekend I booked an holiday on the internet.  It is for a weekend in Cornwall in November.  Maybe this type of holiday is not high on your ‘to do list’ and it wasn’t on mine either, but I looked and took action.  The question is why?

Well I have to say that the main reason I booked this holiday was ‘PICTURES’.  In other words, the pictures of the cottage and the views from the cottage were very good.  Not only that, but they also had a 360 degree virtual tour, both internally and externally.

This was without doubt the single most important influencer in my buying criteria.  So what is the point in my story?

  • Does your website have the best pictures on it?
  • Does it have enough pictures?
  • Were those pictures professionally produced?
  • Could you make them better?
  • Could you make them rotate?
  • Could you make them bigger, or smaller?
  • Could you make them more focussed, or more personal?
  • Could you add video?

My point is, what can you do to improve the look of your website?

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Check out my video on using social media. Click here

Funding

Steve Mills – Funding for your Marketing Advice

There is still lot’s of funding available if you know where to get it.

For example – If you wanted a marketing plan for your business and you wanted to get me to write it and to get it 100% funded I can tell you how, so give me a call.

Bookings for my Marketing Workshop

Steve Mills Marketing Workshop

Bookings for my marketing workshop have literaly gone berserk!

I was going to hold one two day workshop on 21st and 22nd October and now I have four!  And it looks as though I am going to need to put on more with interest the way it is.

This is a two day workshop with:

  • Only 8 people allowed to attend
  • 100% funding through ‘The Business Leaders Award’
  • Day one focussed on improving delegates individual marketing
  • Day two focussed on building new ‘Marketing without Money’ streams of income
  • You go home with a written Marketing Plan for your Business

To book a place, or find out more call 0118 930 5700.  Ou click here

7 ways to improve your conversion rates

No 1

Follow up straight away!  As the old sales saying goes “SPEED STUNS”! How many times have you expressed an interest in something by emailing someone asking for information, only for it to take them two days to get back to you?

For me the answer is often and sometimes they never get back to me at all!  So follow up immediately and STUN your prospects.

No 2

Ask effective questions.  What are the questions you and your team ask?  Are they the best questions?  Or do you just wing it?  In other words do you just leave it to the discretion of the person answering the phone.  One of the most powerful things you can do in business is to ‘eliminate discretion at the operating level of the business”.

No 3

Provide additional information.  Your objective is to close as many sales as possible.  So the question is – how can you improve your current conversion rate? Do you even know what your conversion rate is?

One way of improving your conversion rate is to provide your prospective client with additional information either on the phone, or via email afterwards.  For example, you could attached a testimonial sheet to an email.

No 4

Answer objections better.  Most business owners have NO specific idea what to say when someone says – that is too expensive, or I need to get three quotes before I buy.  My advice would be to work out what you are going to say on each of these occasions?

No 5

In you are meeting someone in person make sure you look your best.  Most people dress for themselves and not for their customers.  95% of your body is normally covered by clothes during a business meeting and weather you like it, or not, people are going to judge you by what you wear.  There is an old saying which states that “you never get a second chance to create a great first impression”.  What impression do you, your office, your car, your shoes, your brief case and your clothes give to your prospects?

No 6

Improve your rapport building skills.  Nothing in life will take you, or your business further than your ability to build RAPORT.  It is simply one of the most important skills for your to improve.  So go on, get some training.

No 7

As Winston Churchill once said “we will never, ever surrender”.  Now don’t get me wrong, I am not suggesting that you keep chasing lost causes.  But I do believe most people give up FAR too early.  Keep on keeping in touch until they buy or die.  Last week I had a phone call from a lady who said “I met you at a networking event 18 months ago and you have been sending me emails ever since and I now need a marketing advisor for my business”.  I thought WOW!  How many people would have kept going?  I tell you that not to impress you, but to impress upon you the importance of determination and keeping going!

If you want help converting more leads into sales click Marketing Consultant.

The Legendary England & Sheffield Wednesday Goalkeeper – Ron Springett

Steve meets Ron Springett

Today I went to watch my football team Sheffield Wednesday play at Brentford.  Don’t ask me the score, as I am in denial, other than to say we did not play very well!

We were lucky enough to be able to watch the match in Brentford’s Corporate Hospitality (which was very good by the way) and we were amazed to be sitting on the same table as the Guest of Honour – Ron Springett, the former England and Sheffield Wednesday Goal-Keeper.

Ron is now 75 years young and he played over 40 times for England, as well as over 300 for The Owls.

The reason I am telling you about this in my blog is Ron really impressed me with his incredible knowledge of the game.  Both in terms of his recollection of the history of football and in his knowledge of current day football.

It occurred to me how important it is to have experience on your side and in your business.  Knowledge is essential for business in 2010 and yet most business owners have very little of it when it comes to Sales and Marketing.  Why should they have, they are experts in what their business does.

If you take the internet and how essential it is to have up to date information regarding Search Engine Optimisation, PPC Management, Social Media and Link Building, to name just a few.

If you are looking for a Marketing Consultant to provide that expertise, or you would like to download an ebook I wrote called “The 10 biggest lead generation mistakes most small businesses make” click here.

Something to think about

Steve Mills – Something to think about indeed!

FACT – 99% of all businesses are not succeeding to anywhere near the level that they could.  FACT – 99% of all business owners spend little, or no time in educating themselves in the skills required to grow their businesses.

Namely, Sales and Marketing.   Mmmmmmm!  Something to think about?

I recently spoke in front of 75 business owners in Portsmouth at a Business Link Event and when I asked “who in the room was responsible for sales?”, everyone put their hands up.  When I asked, who in the room has undertaken any sales training in the past 5 years only 4 people put their hands up and this scenario has occurred every time I have asked this question.  I often wonder how much all these businesses are losing because of this fact?  Millions?

Mmmmmm!  Something to think about?

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