Archives for sales lead generation UK

Seven reasons that you need to use video marketing

using video to grow your businessFact – Marketing is changing

One such change is the expansion in video marketing.  The use of video is going to grow and grow over the next few years to an extent that websites will look more like movie sites.

Here are our top seven reasons that you MUST learn for to produce your own video:

  1. The cost of doing so can be next to nothing
  2. You can be far more persuasive on video
  3. You can improve your websites CRO (conversion rate optimisation
  4. You can produce blogs quickly and easily
  5. You can add real live video testimonials
  6. You can produce voice to screen video using www.camtasia.com
  7. You can use YouTube and market your videos on Social Media, email and www.blogger.com

To find out how to use video in your businesses marketing click video marketing.

Big changes with Google

PPC Advertising ManagementGoogle PPC Advertising

Google has changed its logo many times for fun, but major changes to the pages don’t happen too often.  That is why their recent decision to remove PPC adverts from the righthand side of the page is big news!

This will have the effect of reducing the amount of PPC adverts on the page from eleven to only seven.  In turn, this means more clicks for the companies on the page, especially those in the first three boxes at the top of the page.

Will this also impact organic traffic?

Yes it will, although it is hard to say how.  Fewer adverts could increase organic traffic, however a fourth advert at the top of the page could push the organic pages down the list.  My thoughts are that Google have not done this to reduce their PPC advertising income, but rather to increase it.  So if that is the case it is reasonable to assume that fewer clicks are going to be made in the organic side of Google and more are going to be for PPC adverts.

What will this do to advertising costs?

Less adverts above the fold means it is going to be more expensive with higher CPC (cost per click) fees and bidding wars!

You may want to ask yourself: Are the words you are bidding on worth spending the current CPC on?  Could you find a more cost effective niche?

Six tips from The Prudent Marketer

Steve Mills - Marketing Advice

 

 

 

 

 

 

  1. Review how your generic adverts for each page of your website appear on Google
  2. Review your average position and CPC for each key word
  3. Look for niches to advertise in and and be more Prudent with your PPC investment
  4. Measure, measure and measure
  5. It is always good to get the top spot, but it may not always be financially viable
  6. Improve your landing pages so that you get a better ROI from your PPC fees

The three steps to increase sales

Increase sales

How to increase your sales …

Creating leads is great, but what you really need is SALES.  You need to work out how you can increase the number of leads you get and then improve your CRO (conversion rate optimisation).

Watch the video below to discover my three steps for increasing sales.

Marketing training for Marketing Assistants and Managers

Prudent Marketing companyEach month, you will attend a one-day workshop plus a fortnightly Webinar.

The Prudent Masterclass Programme is a twelve-month marketing programme designed to help Marketing Assistants, Marketing Managers and those responsible for Marketing.  The objective being to help delegates to implement proven sales and marketing systems to make your business work better. We analyse each part of your Marketing and automate and optimise what you already have in place.

We help get rid of what’s not working and increase the performance of what is. We help you develop a dynamic marketing programme and plan.

Whether you have a start-up or established business, you will benefit from this programme. Take a step back and work through a structured process.

The Programme is run by Steve Mills, The Prudent Marketer.  Steve has worked with thousands of businesses in various industries for over 20 years helping them grow their businesses.

The Marketing Masterclass pulls together the best and latest ideas from thought leaders and trainers around the world. In this Masterclass, you will learn the key elements to successful marketing and by the time you finish the programme, you will have grown your business 30% to 100%.

Join the Marketing Programme NOW!

The programme commences on 8th July 2015.  This is a twelve-month commitment and you will be asked to sign a contract agreeing to this twelve-month commitment.  The reason we are doing this is because marketing is not a one off event but rather, a commitment to take action in order to get results over a twelve-month period.  We want you to be part of a team of like minded businesses who are committed to help each other to grow.

Payment Option 1

The cost of the programme is £125 per month + VAT.

Payment Option 2

The second option is to pay up front.  The cost of this is only £1,200 + VAT.

Payment Option 3

By choosing option three you get get to attend the programme and work with Steve half a day per month ‘one to one’ on your business.  This is a tailor made service, working with Steve.  The investment here is £500 + VAT per month.

The Return on your Investment

The ROI (return on investment) from this Marketing Programme should be in excess of £100,000 worth of new business won.  However, the key is not the workshop, but rather the action you are willing to take, as a result of the workshop.

To book your place, call 01256 345 556, or click here  NOW!

Seventeen Tools to Grow Your Business with Referral

Steve Mills - The Prudent MarketerTool 1 Make sure you have a script

Tool 2 Test different scripts in order to find out which one works the best for you

Tool 3 Measure the success of your scripts in order to get peak performance from them

Tool 4 Practice, practice, practice your script.  An amateur practices until they have got it right.  A professional practices until they can’t get it wrong!

Tool 5 Make sure you are fully prepared before asking for a referral

Tool 6 Make sure you know what the buying signals are.  In other words, ask for a referral when the clients says how wonderful you are

Tool 7 Stimulate the above by asking clients if they are happy with the service you provide on an on going basis

Tool 8 Ensure you attend enough networking events and you build relationships at all these events

Tool 9 Build at least 25 business friends (people who are in business and who you consider to be good friends)

Tool 10 Ensure you are using the right body language as well as words when asking for a referral

Tool 11 Ask for more than one referral.  In other words rather than saying “I wonder if you know anyone…..”  Say “I hoped you could write the names of the best four people for me to contact so that we can help them in the same way as we have helped you.  Would that be possible?”

Tool 12 Ask more often!  In other words if you normally ask clients for referrals once per year by increasing this amount to two you should be able to double your business from referral

Tool 13 Have a specific target for the number of referrals you are going to get each month

Tool 14 Give lots of referrals.  As the old saying goes, ‘givers get’!

Tool 15 Measure the effectiveness of your referral scheme and work out how to make it better, through training and systematising the whole process

Tool 16 Ensure everyone in your team buys into the fact that they can win referrals and provide them with the training to ensure success

Tool 17 Incentivise your team to win you referrals by offering them some form of bonus.  This could be a financial bonus, or other form of incentive.

The true cost of marketing

Steve Mills - Marketing AdvisorSo often I hear people telling me that they can’t afford to do a particular form of’ marketing.

For example, you may say that you can’t afford to do search engine optimisation, Google PPC Advertising, exhibiting at an event, or attending a marketing training workshop.  But the truth is that you can’t afford not to do it – if it works.

Let’s say you invest £100 in PPC Advertising and every time you do this it creates £1,000 worth of business.  How often would you want to do this?  Just once?  Or, would you rather do it on a daily basis.  Would you also rather invest £10,000 per month, so you get £100,000 of business….and so on.

So the real truth is, that you can’t afford to continue wasting your money on ineffective marketing.

Here lies the problem – MOST MARKETING DOES NOT WORK!

Let’s have a look at how most small businesses undertake their marketing:

  1. They have never been trained
  2. They don’t have a marketing plan
  3. They get some advice from someone who tells them that they should do ‘x’.  They do it once, then it does not work. Consequently, they complain that ‘x’ does not work in our industry!
  4. They often get advice from someone who is not up to date with modern marketing methods
  5. They sometimes stop doing whatever it was that they were doing and they go and find the next thing that does not work
  6. They become disillusioned about marketing and stop wasting money. They then either go bankrupt, or they survive, relying upon referral, and repeat business
  7. The marketing that they agreed to do, does not get done, or only half of it does
  8. In short, they waste a significant amount of their marketing budget.

So what is the answer to the huge problem that small businesses have with marketing?

  1. Get trained.  Marketing is one of the most important skills required to run a small business
  2. Produce a plan for your marketing, even if it is a ‘one page’ plan
  3. Take a look at what you are doing in terms of your marketing and improve it, then improve it again
  4. Start to measure what is working and what is not
  5. Test the use of additional marketing income streams and build a multiple approach to marketing.  There is never one way of undertaking your marketing
  6. Identify what you can do to market your business for free using ‘marketing without money’ strategies
  7. Stop utilising the traditional marketing approaches that no longer work and start embracing the future, by becoming effective at internet marketing.

In short, if you are serious about growing your business, then you MUST devote TIME AND MONEY into your marketing, or more specifically into lead generation.

So what are you going to do?  You can:

  1. Do nothing and watch your business struggle to survive for the next ten years, or go bust in 5 years like 80% of businesses do
  2. Get yourself booked onto my Prudent Marketing Academy.  My goal would be to help you to double your business in three years.  Here is a link – Marketing Training
  3. Write a marketing plan for your business
  4. Be prepared for the fact that you won’t get it right the first time and that being determined will see you through
  5. Find someone with the skills to help you.  Make sure you hire the best, remembering that you often get what you pay for.

 So what is the true cost of marketing?

The true cost of effective marketing is the money you are losing, by not doing it.  What do I mean?

  1. If you are a one person business and you are not using LinkedIn properly, then you are wasting at least £50,000 per year in lost business.  This figure can be 10 times more, if you are a larger business
  2. If you don’t understand how to use the internet and people are searching on Google for what you do, but they are finding your competitors, then you are losing even more money!
  3. If you are not using e-mail marketing to keep in touch with your clients and prospects, then you are again losing out.
  4. If you are marketing yourself in ways that are not working, then you are not only wasting the money you are spending, but more importably you are losing out on a significant amount of un tapped income, that you could be cashing in on!
  5. If your website has little traffic and does not convert traffic into leads, then your are missing out on at least 25% of your true income potential

I get told so many times – “I like your ideas on marketing Steve and in particular I love the idea of ‘Prudent Marketing’, but I can’t afford it at a monthly fee at the moment.  So, I will wait until I can afford it and then I will get back in touch”.

Do you know the truth? I rarely hear from these people ever again.

To be honest, the monthly fee is totally irrelevant, compared to the increase in profit you will make on the programme.  You need to do whatever it takes to join ‘The Prudent Marketing Academy.  You need to take action and if you want my help, then I am sure I can help you.  I have been helping businesses to market themselves prudently for over 20 years and throughout that time, I have consistently helped businesses to grow between 20% and 150% per year.

Making your business outstanding – Business growth advice

Steve Mills - Marketing AdvisorLet’s face it – times are tough, and this essentially means that ‘the pie’ is getting smaller. The question now, for many small businesses, is how they can hold onto their current market share and make improvements in order to maintain their turnover and profitability.

The knee-jerk response for many business owners has been to make cut backs. However, cutting back spells disaster – many businesses will cut back and cut back until there is nothing left, and they only have the bare bones of their business remaining. The suggestion is not that businesses should continue to waste money throughout the financial crisis; far from it, in fact. Conducting a cost analysis exercise on a monthly basis is a very useful exercise.

We have a different approach, and we are helping our clients to get on board. We call it ‘becoming outstanding’. This doesn’t necessarily mean having the best, most expensive promotional materials, advertising, offices or equipment. We switch around the word ‘outstanding’ to make it more a case of ‘standing out’. What we can do in our customer service, the sales training we provide, our recruitment process, the way we network, the strategies we create and the services we offer, to stand out? This then extends to our clients, whom we encourage to broaden their minds and consider how they, too, can become ‘outstanding’. How can you make your business stand out? What can you do that no one else does?

Steve Mills, The Prudent Marketer believes that business should constantly be self-assessing to see how they can become better. “All businesses, large and small, should take a look at themselves and see how they can become better at selling, more caring towards their customers, faster at fulfilling orders and better overall. In order to combat the financial instability which is sweeping the globe, businesses need to look at what they can do to become truly outstanding.”

For more information about Steve Mills, the Prudent Marketer, and to discover some of his personal marketing tips, visit www.theprudentmarketer.com

Prudent Marketing in action | The best example ever

This video demonstrates the true power of my kind of Prudent Marketing.  It is one of the best examples of prudent marketing that I have ever seen.

Simply outstanding!

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Don’t get me wrong – it is not about writing great copy, but that is part of it.  Essentially Prudent Marketing is about:

  1. Measuring what is happening
  2. Improving the performance of your current marketing, at no extra cost
  3. Employing multiple streams of income
  4. Improving your conversion rates
  5. Employing marketing without money strategies
  6. Maximising referral opportunities

To find out more about Prudent Marketing go to The Prudent Marketing Academy

Improving your lead conversion rate

10 ways to improve your sales conversion rates

So you convert five prospects out of ten. Does a 50% success rate mean you are wasting half of your marketing budget? Of course not. But maybe some sales training could boost your rate to 60% – and that would up your turnover by 20%!

Meantime here are a few ideas that may prove useful.

  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 indentify 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.

Internet Marketing workshop for small businesses

The Prudent Marketer Announces New Internet Marketing Workshop 

The Prudent Marketer Steve Mills has announced a new addition to his popular one day internet marketing workshops. The session, which will take place in July, will focus on the one area that most business owners still struggle with; how to carry out truly effective internet marketing with little to no budget in order to make sales.

The workshop focuses on the core belief that the days of half-hearted internet marketing are over and provides common sense insights, easy to use strategies and clear guidance to turn sites into lead generators.

Steve Mills said, “There are around five million businesses in the UK, 99.9% of which are small businesses, and in these tough times it is essential that they understand how to market themselves on-line.  Not doing so is costing UK firms thousands and in some cases hundreds of thousands of pounds.

“Most small business owners have a website that wins no leads.  They are nowhere to be found on Google and they do little else to drive traffic to their website. Their website wins virtually no business and they do very little to drive traffic to their website.  Often they don’t think their web designer understands online marketing and in 99% of cases they are right.

“They are on several Social Media sites like LinkedIn, Twitter, Facebook and YouTube, but rarely use them and don’t fully understand their capability.

“Everyone is telling them that they should be dominating Google, but they don’t understand how.  They have tried Pay Per Click Advertising on Google, Facebook, or LinkedIn, but it just cost them lots of money.”

The question is what to do?

The harsh truth is that most business owners do not know enough about selling and marketing their products and services. Most SME websites, though perhaps nice looking and well designed, do not make money.

When most business owners go into business they do so because they are good at what they do.  A lawyer opens their legal practice, a bookkeeper, their own bookkeeping business and so on.  Many do not realize that there is a vital key skill missing- how to sell and market their products and services on-line.

One of only two clinics of this style to be held each year, the Making Money on the Internet Workshop, chaired by Steve Mills, will take place on Wednesday 3 July 2013. At the end of the day all delegates will know how to;

  • Drive over 1,000 people per month to their website from LinkedIn
  • Dominate the first page of Google (not just be on it)
  • Use YouTube, the world’s 2nd biggest search engine
  • Convert more website visits into enquires using lead conversion technology
  • Improve ROI from PPC Advertising
  • Get hundreds of people creating a brand buzz on Google, YouTube, LinkedIn, Bogger.com, Facebook and even other people’s blogs
  • Win more business, more easily, more often

Tickets are priced at £197 + VAT with a second ticket offer of £100 + VAT. For every ticket sold, one child in Cambodia will be educated for one month. In addition to the one-day workshop, delegates will also receive a 30-minute free telephone consultation with Steve Mills and a one month subscription to the Steve Mills Raise Your Game programme.

To register visit http://theprudentmarketer.com/making-money-on-the-internet-workshop/ or call 0118 930 5700.

About Steve Mills

Steve Mills helps clients to create more leads. Over the past 17 years, Steve has built a reputation for helping businesses to market themselves using his ‘Marketing without Money Formula’. Never one to take unnecessary risks for himself or his client, Steve is now known as ThePrudent Marketer.

Steve established his reputation by training thousands of business people in how to market themselves without a budget. He has spoken to audiences all over the world and authored three highly successful marketing books as well as writing articles for many leading business magazines. He is the founder of The LinkedIn Training Academy which provides training, coaching and mentoring, through video, audio, workshops and webinars.

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