Marketing without Money

10 ways to increase your lead conversion rates

Quick Wins book Jpeg10 ways to improve your sales conversion rates

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

  1. 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.
  2. 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!
  3. Clearly identify the customer’s need. It’s a cliché but don’t try to sell the drill bit – sell the hole!
  4. 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’.
  5. Paint attractive word pictures. Ask the customer to ‘imagine yourself driving through the countryside in your new convertible on a sunny day’.
  6. 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.
  7. 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 ….
  8. 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.
  9. 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.
  10. 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.

For further help click here

Marketing workshop Hampshire

Marketing workshop Hampshire

Here are 7 reasons why you don’t want to miss my Prudent Marketing Training on 5th May

  1. In the first hour I am going to show you the five biggest online marketing mistakes that almost every business is making – and how to overcome these mistakes
  2. I am going to uncover the five most effective ways to add £100,000+ to your business from LinkedIn
  3. I going to help you to create multiple streams of proven income
  4. I am going to explain how to improve your return on investment from each element of your marketing
  5. I am going to help you to understand modern day permission based, in-bound marketing and why understanding the difference between that and conventional marketing will improve your marketing and your results
  6. I am also going to help you to turn the traffic that you get on your website into leads and sales
  7. And lastly, I am going to explain how to set up and implement a referral marketing and JV marketing system in your business.

Did I mention that attending this half day workshop is only £69?

We have just 20 places and our events always fill up, so please reserve your place now…

Click here

 

The Prudent Marketer – keynote speaker at the Canada – United Kingdom Chamber of Commerce

Canada Chamber of Commerce

 

 

 

 

 

 

A big thank you to the Canada – United Kingdom Chamber of Commerce and to Nigel Bacon and his team, Jenny and Victoria, for organising this event and for hiring Steve Mills, The Prudent Marketer, to deliver another keynote talk on LinkedIn Marketing.

Marketing training london

 

 

 

 

 

Special thanks to McCarthy Tetrault for hosting the event at their lovely offices in Bank with an amazing view of London – and thank you to all the delegates who attended and their kind comments.

Steve Mills said: “It was great to get such positive feedback.  I am really pleased that so many people attended and went away knowing and understanding how to win business on LinkedIn.”

Steve’s next talk can be found by clicking marketing training.

 

Website Marketing Advice

Website Marketing Advice

How often should you use email marketing campaigns?

How often should you send out email marketing campaigns?

Using multiple routes to market

referral marketing

 

Multiple Routes to Market

One of the biggest marketing mistakes that I see in business is not using multiple routes to market. So many businesses get stuck in the “We rely on referrals”, or “BNI is the only marketing we do” mindset!

The truth is that this mindset is simply costing these companies money in lost leads, sales and repeat business.  There are so many different routes to market (or income streams, as I like to call them).  Why would you not use a profitable income stream?  Here are just some of the Multiple Routes to Market for you to think about using:

  • Email marketing
  • Search engine optimisation
  • LinkedIn
  • Networking
  • Telemarketing
  • Advertising
  • PPC advertising
  • Retargeting
  • PR
  • Exhibiting
  • Referrals
  • Events
  • Direct mail
  • Postcards
  • Search engine marketing
  • Video
  • Social media

How many are you using?  On a scale of 1 to 10 how effective are these methods and what do you need to do in order to improve them?

Something to think about?  Take advantage of our many workshops and webinars.  Click here for details

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.

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.

Question

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 advice for your website

The most important part of your website

The most important part of a website is the home page and specifically the ‘above the fold part’, this is the bit your prospects can see before they scroll down.

The question is – Do you have one of those websites that has a big photo, or graphic at the top of the homepage of your website?  Or perhaps you have one that rotates round, showing several nice pictures

This small indiscretion is costing you money every day – 365 days per year…  The truth is that a big picture on your homepage looks nice – but is it effective in terms of Marketing and Sales?

The fact is that it reduces leads and sales.  This type of graphic is very popular and also very costly.  It often dominates the most important part of your website and whilst it looks good, it also costs you in lost sales.

Believe it or not – it’s a complete and utter waste of space!

This is just one of literally hundreds of essential Marketing facts that you will learn on my 12 month Marketing Masterclass, starting in July 2015.

For further details, click on the box below:

12 Month Marketing Masterclass Programme
Ask yourself some very powerful questions:

  1. How many leads are you currently creating on your website?
  2. What do you need to do in order to improve this number?
  3. What is the one action that you want someone to take when they visit your websites home page?
  4. What can you do to increase your ‘conversion rate optimisation’ of each page on your website?

Again these are just a few of the question we will be answering on the 12 monthy Marketing Masterclass Programme for small businesses starting in July 2015.

Are you booked in yet?

12 Month Marketing Masterclass Programme



How to Avoid Online Marketing Scams

Marketing training and adviceHow to Avoid Online Marketing Scams

Online marketing scams are rampant nowadays. Sad to say, there are many who are fooled into believing these schemes to be real and the result is that they lose money in the end

Not only are private individuals getting scammed by these schemes, but also businesses. Therefore, it is best to protect your business from these scams.

Types of online marketing scams you should avoid

1. Warning, your computer or your phone has a virus! 

No doubt, you have come across this message at one time while using your computer or your phone. Of course, you would get scared and click on the pop up which then leads you to a website where you will be provided with a phone number to call. When you do call, you will be asked to install a program that will allow your computer to be remotely controlled by the person on the other line. Once you give them access to your computer, they can do anything since they have control of your mouse and keyboard.

At one point, you will be asked to pay for their service of “cleaning” your computer with added customer service support afterwards. The person on the other line also sounds confident and knowledgeable and you think that they are doing the right thing. So you pay and then they will “clean” your computer remotely. At this point, keep in mind that they have access to your computer and all the information is at their disposal.

2. You’ve been offered a job online. 

Getting a job offer is always a great opportunity. However, not all job offers are legit, and some are only out to scam you.

For instance, you will be offered to sell or collect money from the company’s clients. How you earn is through commission every time you collect the money. Of course, commissions always sound great. The “company” will ask for your personal and bank details because that’s where they send you the commission money.

By giving them access to your details, they now have the means to take money from you. The next thing you know, your savings could be gone.

3. Asking for your secure information on email.

These types of email scams were rampant before, but even though the numbers have dwindled today, there are still people who receive this type of email.

Most times, the email could contain a link that you need to click on. Then you will be asked to confirm your information by asking you to put in your password or even your credit or debit card number. Please note that these emails will also look like they are professionally made and were sent by a bank. However, do not be fooled.

Banks do not ask for your personal details through email or a website; they will not do this even on the phone.

When you encounter these schemes online, always be aware and don’t fall into their traps easily. If you are doubtful, you can also perform a search online about the legitimacy of the schemes. Chances are others have already been fooled by these schemes and they have written about it online. Don’t fall for these online marketing scams in Berkshire and around the world; be a wise marketer instead.

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