Our client Cascade Events grew from £290,000 turnover to £492,000 turnover in 12 months on our Prudent Marketing Academy. Want to do the same? Take a look.
“Cascade Event Management’s turnover hit £492,000 this year (up from £290,000 last year) and I’m sure a significant part of that is down to the time I spent with you, Steve. The future is looking good too but we still want to take it the next level”.
Chris Monk – Managing Director, Cascade Events Ltd
Wouldn’t it be great to be able to advertise only to people who are interested in buying your products, and services? Wouldn’t it be fantastic to advertise only to people who are on your database?
And what if… you only paid for that advertising if they re-affirmed their interest by clicking on a link?
In this video programme The Prudent Marketer discusses a new form of marketing not yet known to 90% of small businesses and one which is probably not yet used by your competitors. So, now is a great to time for you to get ahead of the curve and beat your competitors to this new form of marketing.
A big thank you to Business Connections Live for inviting me to be their guest for the fifth time.
Steve Mills – The Prudent Marketer on Business Connections Live – The UK’s leading Business TV Programme
Steve is appearing again on Business Connections Live on Independence day 4th July at 1pm.
Business Connections Live, the UK’s Leading Online Business Channel is an online Business Television Channel giving free advice, mentoring and inspiration to Entrepreneurs, SME’s and Businesses. Each week our invited business experts join us live on the air to discuss and educate our viewers with business strategies that make a real difference.
Business Connections Live is the brain child of two entrepreneurs, Steve Hyland and Linda Bazant who saw the need for small businesses to have a source of information that was profitable and useful.
So you convert four prospects out of ten. Does a 40% success rate mean you are wasting 60% of your marketing budget? No, but maybe some sales training could increase your rate to 60% – and that would up your turnover by 50%!
Here are a few tips that may prove valuable
Get yourself into the proper frame of mind. You can’t expect to do a good job if you are still fuming about the idiot who cut you up on your way to the appointment. Let go of the day’s frustrations and concentrate on the customer.
Find some common ground. Sometimes this means talking about (or letting the customer talk about) last night’s football or the awful state of the country before getting down to business. Just don’t let it get out of hand!
Clearly identify the customer’s need. It’s a cliché but don’t try to sell the drill bit – sell the hole!
Use their words, not yours. Sometimes we get carried away with our own clever jargon. If the customer wants ‘plenty of loft space’, don’t turn it into ’30 square metres of unobtrusive storage solution’.
Paint attractive word pictures. Ask the customer to ‘imagine yourself driving through the countryside in your new convertible on a sunny day’.
Use positive reinforcement. When the customer himself talks about the benefits of ownership, don’t be tempted to add lots more features – (s)he knows what (s)he wants. So just agree and ask for the order.
Put yourself in their shoes. Try to see things from the customer’s viewpoint; ask yourself, ‘Would I buy it from me?’ If you can’t convince yourself ….
When they suggest a feature they want, ask questions. ‘Why is that important to you?’ The more you ask, the more you will understand what they are looking for and the better you will be able to match your product to their requirements.
Always be credible. Don’t make outrageous claims. Most customers can spot them and the ones that don’t come back looking for refunds when they discover the truth.
Be prepared to say no if you believe they are making a mistake. It’s awfully hard to turn down a sale but they will thank you and probably become your most loyal customer in the future.
Finding marketing advice is easy. There are literally thousands of people who can advise you. That advice can come from friends, family, people in the pub, or from someone who works in marketing. The trouble with 99% of marketing advisors is that they earn less than £50,000 per year and they are often not up to date with modern marketing methods.
One thing is sure: if you run a business, then you need marketing advice. So, when looking for advice, ask the potential advisor:
How much marketing training do they do?
Where do they get marketing advice from?
Where did they learn about marketing?
What marketing system do they use?
Ask to read the reports, books and white papers that they have written
Want to ask me any of those questions? Call me on 01256 345 556.
Knowing about SEO is so time sensitive because it changes at least every few months. Keeping up to date is therefore a constant battle. Even people who attended my Internet Mastery events six months ago need to update their skills and knowledge.
During the past week I learned several new key skills for Google SEO. Each one is very new – only released in the last three weeks – and is centred around your use of Google tools including Google+, Google local and the search words ‘How to’ and ‘Where can’.
One thing that I can tell you is that it is now more important than ever to use Google’s tools and services including:
The bottom line is:
Google likes websites and companies that like and use Google.
I am currently in Singapore running a two day Social Media Training Workshop. Singapore is a really interesting place to visit and I have a great team on the workshop from a very diverse background including:
A football coaching business in Singapore
Someone from The Maldives who works for Maldives Transport
Another person is from The Oman and her role it to introduce children into public schools in The Oman
Yet another from the Singapore Aviation Authority.
Looking for me to train your team in Singapore, Southampton, Sydney, South Decota, just drop me a line, or call me on 01256 345 556.