Blogs - Page 2 of 63 - The Prudent Marketing Company

Don’t leave Referral Marketing to chance

Marketing advice for small businessesOne of the biggest mistakes made by most business is leaving referrals to chance.  In other words, not having a referral marketing system and instead relying on the fact that you ‘do a good job’ to encourage people to refer you to others.  And some people will do just that out of the goodness of their own heart.  Others however, will think you always look busy and probably don’t need any more business.  Whilst others may just not take the time to think about who to refer you to, because they are so busy.

My point is that “if you fail to plan, then you plan to fail”.  Or, more accurately, you never MAXimise your referral possibilities.  So you must plan.

Let’s have a look at the numbers!  Suppose you have 100 clients and your plan is to ask each of them once per year for a referral.  Let’s say that as a result you get 100 referrals (note – some clients will not give you any referrals, whilst others will give you 5 or 6).

Then let’s say that because of the quality of referrals in terms of leads you convert 50% of these into sales.  What has just happened?  You have just grown your business by 50%, with no marketing risk whatsoever.

So how can you MAXimise this?  Well let’s get a little adventurous and say that we are going to ask for referrals twice per year, or even four times per year.  I am sure you get the picture.

Then when you have thought about your current clients the next question to think about is who else will give you referrals?

This list could include:

  1. Prospects you did not sell to
  2. Sports club members
  3. Networking contacts
  4. Your family
  5. Your friends
  6. Club members
  7. Your suppliers (especially those who benefit if you sell more)
  8. Your bank manager
  9. Your accountant
  10. Your solicitor
  11. Your PR or press contacts
  12. Your marketing advisors, designers
  13. Business organisations
  14. Trade associations
  15. Companies selling similar non competitive products into a similar market as yours
  16. Your printers
  17. The list goes on and on.

So, what are you going to do about Referral Marketing? 

How many times are you going to ask for a referral?  What are you going to say?  Who is the best person to ask?  How are you going to train them?  What is success?  In other words, what would a good target of success be for this Referral Marketing plan?  Could you set a target to win 10 referrals per month and to close 50% of those?

If you need help with referral Marketing, simply call The Prudent Marketing Company on 01256 345 556.

A shameless bribe…

Prudent Marketing companyWho Do You Know that we can help?

Who do you know who need to create and convert more leads into sales?

I’m asking because an increasingly high percentage of our new customers are coming through referral.

So here’s my shameless bribe.

Tell your friends about us, and if they become customers of ours, on your recommendation, then I’ll send you a free copy of my ‘Grow your Business with Referral Programme worth £297.00 + VAT, to say thank you. 

Not only that, but you may be aware of the fact that we support B1G1 and through this charity we will also pay for the education of a child in Africa for one month. 

The new customer offer is our most generous ever, even if I do say so myself.  A recommendation from a friend is the most powerful form of marketing in the world.  Nothing I can say, no offer I can give, will be as compelling as a few words from you.  Especially if they say something nice about us.

So the ball’s in your court.

And I sincerely hope that within a week or so I’m able to mail a copy of my Grow your Business with Referral Programme out to you, by way of saying “thank you” for recommending us to a friend.


Steve Mills – The Prudent Marketer

Marketing your business on LinkedIn

LinkedIn ManagementHow many people have you called this month who are connected to you on LinkedIn?

Just posting information out is simply not enough!  The secret to LinkedIn, is the same as the secret to any networking and that starts with showing up on a regular basis (posting out of indeas, information and questions) and then picking up the phone, or sending out emails in order to meet, or to find out if it is worth meeting.

The truth is that the quality of your contacts and your relationship that you have with those contacts on LinkedIn is more important than the number of contacts, that you have got.

So, start working on the quality of those relationships.  Why don’t you try:

  1. Calling 10 of them per day
  2. E-mailing them once per month through LinkedIn (not a mass e-mail, but rather a personal one)
  3. Adding them to an external emails system like
  4. Invite then to your event, or an event that you are attending
  5. Find some other way of getting in front of them.

I hope this tip starts to win you business on LinkedIn and if not take a look at this, or call me on 01256 345 556.

Marketing Training Singapore

Marketing Advice and tipsWe are pleased to announce that Steve Mills ‘The Prudent Marketer’ has just confirmed a booking for two days Marketing Training in Singapore.

Steve travels to Singapore on 22nd November and will be training people and businesses in ‘Prudent Marketing’ on 23rd and 24th November 2015.

Steve said “It is great to be asked to do this type of work, and getting International recognition can only boost our business and the perception of Prudent Marketing.  It certainly beats Basingstoke, or as we like to call it Amaizingstoke”.

Marketing Advice – Know your numbers…

Marketing AdviceThere are three key departments in every business and they are:

1. Operations  = Doing the work

2. Finance = Managing the money

2. Marketing = Selling the stuff

Most of the businesses I meet are generally good at doing the work.  However, they know little about financial aspects of their business, and so many go bust due to poor financial planning and management and they know even less about Marketing.

One of the biggest mistakes I see is a total lack of measurement of Sales and Marketing.

“You cannot manage what you do not measure”

How much does it cost you to win a customer?  How much is the life time value of each customer?  Unless you start to measure your marketing, how do you know if any changes you make, are making a difference?

Here are my top 10 things you MUST start to measure in your business:

  1. Number of sales
  2. Total sales
  3. Average unit of sale
  4. Number of meetings
  5. Meeting conversion rate
  6. Number of enquiries
  7. Where enquiries came from
  8. Number of people visiting website
  9. e-mail open and click through rate
  10. Number of referrals asked for and secured

Need help and advice?  Call us on 01256 345 556.

Today I was asked a very powerful question…

Marketing Advice and tipsToday I was asked a very powerful question….

What is the most important thing you need to do in your business for it to grow?

Wow!  That made me think!

My answer was – to focus every day on keeping and creating customers! 

What have you done today, this week, this month, to create and keep customers?  Is anything more important?

What I learned from Ivan Lendl?

What I learned from Ivan Lendl………………And other sports stars 

I was once fortunate enough to meet my sporting hero Ivan Llendl.  Ivan and I were born on the same day (he is still a very young man!).

When we met, I asked him a very powerful question.  I said “How did you get to be so good?  How did you become the world No.1 and stay there for over 250 weeks?

Ivan looked at me and said “Every day since I was 8 years old, I have done far more than anyone else could possibly imagine”.

My message to you is simple. If you want to create more leads – you have to focus on this – answer this question

“What would happen to your business if, every day you could focus far more on creating and converting more leads, than your competitors do”?

Internet Marketing Advice for small businesses

cropped-TPMC-Grey-1.pngWhy your website does not convert leads………..And what to do about it

If you are like 90% of the businesses I speak to, then your website creates nothing, or very little, in terms of return on investment. But of course – it should!

So, what’s the problem?  There are essentially two problems:

1. You are not getting enough high quality traffic to your site.  For example, nobody visits it and they can’t find it on Google;

2. When people arrive at your site, they often leave without buying, or even making an enquiry.

The solution?

You have got to increase the number of people who visit your site from 100 per day, week, or month. You have also got to improve the conversion rate of your site.


Is is easier to get more people to your site, or to get those visiting to buy more?  You probably know that the answer is to get more of the people already interested, to buy more.

Another question – How much time have you spent focussing on the conversion rate of your website in the past year?

Something to think about?  

(Get a 30 page report on your website click here)

Marketing Training Basingstoke

“I thoroughly enjoyed the Marketing Training Basingstoke workshop.  It was packed full of relevant, up-to-date content, covering a variety of marketing techniques that all delegates on the course could use and optimise within their organisations.  The workshop was well-structured with Steve continuously asking for our opinion, sparking countless discussions. I found it very engaging and interactive.  The environment was very relaxed,  and I felt comfortable asking questions (however silly they were)! Finally, Steve provided great resources to take away from the session.  I am looking forward to the next one!”

Maisie Cole – K3 Consultancy and Training Services

How good is your website at winning business?

How good is your website at winning business?

If you are like most of the businesses that I meet, then the answer is very poor?  Buy why?

There could be many reasons, but there are two keys:

  1. Traffic
  2. Conversion

We would like to send you a 30 page report on your website for only £50 + VAT.

Let me clarify – This is not a report I have written on Marketing websites.  This is a report about your website. The report will highlight what is good, bad, or indifferent about your website.

So, if you want to know what you need to do to join the top 5% of businesses who do win business online, then take the first step and find out what is going wrong.

Call us now on 01256 345 556.

Take action…

Call us The Prudent Marketing Company now on 01256 345 556.

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