Business Development Archives - Page 7 of 9 - Nadine MullingsNadine Mullings

June

10 2014

The best way for people to know, like and trust you online!

We’ve all heard the saying, “People do business with people who they know, like, and trust“. I find that one of the best ways for people to get to know you, like you, and trust you ONLINE is by BLOGGING.

So what exactly is blogging some may ask, according to dictionary.com, a blog is a website containing a writer’s or group of writers’ own experiences, observations, opinions, etc., and often having images and links to other websites. I will also add that a blog allows others to communicate with those writers by commenting on what they have posted!

First let’s take a look at a brief history of blogging. The first “blog” started in 1994 and was known as Links.net, and the term “weblog” was coined in 1997, a few short years later “weblog” was simplified to just “blog” in 1999.*

So how can blogging help your business? Well, the fact that a blog allows you as a business owner to write about your experiences, observations, and opinions, helps people to know more about you, your business, your business style, and the culture of your company. Therefore, helping you to build on the “know” factor in the know, like, and trust formula.

In addition, the content that you post on your blog helps people to figure out if they “like” your style, your information, your point of view. This helps with the “like” part of the know, like, and trust formula.

And thirdly, how consistently you post, how much you care about providing valuable information to your readers, and how knowledgable you are about your topic helps to build the “trust” part of the know, like, and trust formula.

In addition to helping you build your know, like, and trust factor online, blogging also helps you to become known as an expert in your field, which can lead to more business for you.

There are also technical reasons to blog for you business which includes Search Engine Optimization. Now I am no SEO expert, but the basics of how blogging helps with your SEO is:

It allows your website to stay current. Search engines prefer to share up to date information with the people searching for a particular topic, and if your blog is posting current information about a particular topic this could help you to rank higher in the search engines like Google, Yahoo, Bing, etc.
The use of keywords in your blog can also help with your SEO. If someone is searching for a particular keyword and your website ranks high for the use of the keyword organically (existing on the page), then this can help you rank higher in the search engines.
When people find the information on your blog useful and link to it from their websites, this creates backlinks to your website, which is great for SEO.

This is a short and simple list of how blogging helps with SEO, as SEO is a whole other topic that could be a whole blog itself (and as I mentioned, I am not an expert on SEO).

So what do you think? Do you think blogging is one of the best ways for people to get to know, like, and trust you online? Are you using blogging in your business?

* Source- New York Magazine

Posted by Nadine Mullings | Comments Off | in Blog, Business, Business Development, Marketing, Uncategorized

April

07 2014

7 Surprising Ways to Get Repeat & Referral Business

It is a fact that one of the best ways to grow your business is by building the relationship that you have with your current customers. Most small businesses overlook this fact and concentrate on new customers and new business, but don’t neglect your existing customers because they can really help you grow your business.

In this blog post, I will cover 7 surprising ways you can get repeat and referral business from your current customers:

Send your customers a birthday card. Yes, I am talking the old fashioned in the snail mail birthday card. Now a days, so few people take the time to send family, friends and customers physical cards that it would be a welcome surprise for your customer to receive a card from you. Depending on the size of your customer database, this could be an expensive undertaking, so I suggest if you cannot send a birthday card to every customer, make sure that you send one to your most loyal and repeat customers. It’s a great way to show that you care about your customers, and it’s a great opportunity to add a special offer for additional products or services. I get a birthday card and a $10 off gift card from a popular women’s apparel store every year, and most of the time I go in the store to use my gift card. I am pretty sure this strategy is working for this retail store because I continue to get a card every year.
Send your customers an anniversary card. You should have the date that your client started using your services on file, so wouldn’t it be great if you sent an anniversary card close to the anniversary date? It is a great way to stay top of mind, and to stand out in your client’s mind. An auto dealership used this strategy and sent out anniversary cards to all customers who had purchased a vehicle from the dealership each month. The card included a discount to use their auto parts & service department. It was a great way to strengthen the relationship with the customer and get them to come in for additional services.
Send your customer a “Thank You for Your Business” card. Whenever you close a deal or get a new account, it is the start of a new business relationship. Why not show your customers how much you appreciate this new relationship and send a thank you for your business card. You will be surprised how this can make you stand out as a business and strengthen the new business relationship. Paying attention to the little details also makes customers more encouraged to send referral business to you because they know you will treat the person who they refer with as much care as you have treated them.
Send your potential customer a “Thank You for Your Time” card. Sometimes you may not get the business on the first appointment. That’s why it is important to follow-up with the prospect with a card thanking her for her time. This will allow you to stand out and when the customer is ready to make a purchase because you took this additional step, your chances of being the one to get the business is much higher.
Send your customers holiday cards. Whether it is one of the popular holidays like Christmas, Hanukkah, New Years, Independence Day, or one of those less popular holidays like President’s Day, St Patrick’s Day, etc. take the time to send your customers a holiday card for the holidays that you feel would be appropriate. I know I have said this before, but people just don’t get a lot of cards anymore, so receiving a card from your company on a special holiday can really make your company shine!
Send a customer a life milestone card. Sometimes you may know of a special event that occurred in your customer’s life, like the birth of a grandchild, or the graduation of a child, or an engagement or marriage. Whatever the special occasion may be, sending a nice card to your customer to recognize the milestone is great way to build the business relationship and for you to stand out as someone who cares about your customers.
Send your customers a special invitation to an upcoming promotional event. Having consistent events to promote your business is always a smart thing to do, but making sure you send a special invitation to your VIPs, loyal, or repeat customers is sometimes overlooked. Receiving an email about an event can sometimes get lost in the shuffle, so sending an invitation via the mail can help your event to stand out and will keep your company and the event top of mind for your customers.

You will notice that the common element for each one of these tips is to send a card! A great system to use to automate the sending of cards and gifts for your clients is SendOutCards. SendOutCards is an online system that allows you to select a card, customize the card, add the contact information for the recipient or upload a list of contacts, and hit send. The card will then be printed, stuffed, and mailed to the recipient(s) all by the click of your mouse. In addition, you’re able to keep track of all the cards and gifts that you send because the system keeps a record of everything for you.

For more information go to www.SendOutCards.com If you decide that you want to use the system to send your cards and gifts, you can use id#155454 to join.

Posted by Nadine Mullings | Comments Off | in Business, Business Development, Business Events, Event Marketing, Marketing, Small Business, Uncategorized

March

25 2014

Do you have a business MAP?

When you’re planning a road trip, it is important to map out your route and decide the best way to reach your destination. In the old days, when people went on long road trips, they would use an old fashion map to plot out the best roads to take, and to decide which route would be the shortest, the most scenic, or would have less traffic. Now a days, in the technological society that we live in, people have GPS systems in their cars or on their smart phones. These GPS systems help to guide them to their next destination. No matter whether you are using an old fashioned MAP or a GPS, it requires that you take action (drive) in order to get to your destination.

Similar to a road trip, navigating where you would like your business to go requires a MAP that will help you determine the next step to take, and the best way to go. I consider a MAP for your business to be a Marketing Action Plan (MAP). A MAP shows what action you need to take daily, weekly, monthly or yearly to get your business to your destination (whatever that destination may be for your business).

So how do you create a business Marketing Action Plan (MAP)?

Step 1- Determine where it is you want to GO.

The key to this step is to be specific in what you want for your business. For example, do you want to reach a certain amount of sales for the month? Do you want a certain amount of qualified leads? Do you want to have a certain amount of referrals per week? You need to be clear on exactly what your business goals are, before you can put a plan in place to reach it.

The key here is to set your goals before you start your trip!

Step 2- Determine the ACTION required in order to reach your goal

Sounds simple enough right? Now that you have determined what your goals are, what necessary steps and action do you need to take in order to reach your goal? It could be as simple as two prospect meetings a week, three follow-up phone calls a day, four networking meetings a month, etc. You have to work out the numbers that make sense for your business and take the necessary ACTION to reach those numbers.

The key here is once you know how many meetings, events, phone calls, etc. that it takes to get a closed sale, then you need to take the ACTION in order to achieve those numbers

Step 3- Create a PLAN

Ok, I know I say this a lot, but you really need to have a plan for almost everything you do in business, and this includes having a plan for the action you are going to take on a daily, weekly, monthly, and yearly basis. Your plan is something that is forever changing, but you MUST have it in place in order to be successful and reach your destination. A Marketing Action Plan is different than a Marketing Plan. Check out my last post about creating a Marketing Plan. An action plan is more like your daily, weekly, or monthly “To Do” list that helps you to move forward to reach your ultimate business goals.

The key here is to have it in writing! It’s amazing what will happen when you take the things you have in your head as to what you need to do and put it on paper. Once you put it on paper, you are bringing it to life!

So in conclusion, much like when you go on a trip you make sure you have directions, a map, your GPS, etc. the same applies for your business, you must have a business MAP in order to successfully reach your destination. Once you have taken all the necessary ACTION, you can say, “I have reached my destination!”

Do you have a business MAP? What do you do to make sure you are taking daily, weekly, monthly, and yearly ACTION in order to reach your business goals?

Posted by Nadine Mullings | Comments Off | in Business, Business Development, Marketing, Small Business, Uncategorized

December

27 2013

When it Comes to Your Marketing Message, What You Say Matters!

When it comes to getting your potential customers to take ACTION and PURCHASE your product or service, what you say really matters! For a business to consumer (B2C) type of company, potential customers are more moved by emotional reasons rather than logical reasons for purchasing, so creating messaging that plays into the emotional side of the sale, really works well for a B2C type of business.

On the other hand, for a business to business (B2B) type of company, businesses are less interested in the emotional side of the sale and more interested in the cold hard facts and the bottom line!

So how do you make sure you are communicating your message effectively?

Business to Consumer (B2C)

Know the WANTS of your customers
Know how your customer FEELS
Know how your customer would like to FEEL
Show your customer how your product or service can make them FEEL
Show the BENEFITS of your product or service
Show other customers just like them who are enjoying your product or service

Business to Business (B2B)

Know the NEEDS of your customers
Know the PROBLEMS your customers may be having
Show how your product or service solves the PROBLEM
Show how your product or service can INCREASE the bottom line
Show other companies who have used your product or service and have found success

How you communicate to your target market can make the difference between SUCCESS and FAILURE. Use messaging that your target market can UNDERSTAND and RELATE TO.

What type of marketing messaging have you found to be successful for your business?

Posted by Nadine Mullings | Comments Off | in Blog, Business, Business Development, Marketing, Small Business

December

17 2013

How do you differentiate your small business from all of the rest?

Image Source: http://www.flickr.com/photos/cynergy/2607120416/

Your small business is probably not the only business in the world that does what you do, so how do you differentiate your company from all of the other companies out there? The answer can be found in identify your unique selling proposition (usp). These are the things that make you and/or your company different, but sometimes it can be difficult to figure out what your unique selling proposition is? Follow these three tips to help you to differentiate yourself from the rest of the market:

KNOW YOUR INDUSTRY– the first step is to know what is going on in your industry. What is the latest and greatest thing out there. What changes have you seen in your industry? What has remained the same in your industry? How can you be an innovator within your industry? You want to make sure your company is doing things differently, don’t go with the flow, go against it! Most of the major brands out there became successful, by doing it differently or offering it in a different way. Apple did not get to be such a major brand by following the crowd and doing it the same way as the others in their industry, no Apple became a super brand by being innovative!
KNOW YOUR COMPETITORS– It helps to know what your competitors are doing, so you can be aware of what they are offering and how you can offer it in a better way. Nobody really likes to snoop around (well maybe some people do), but it helps to secretly shop your competitors and get to experience the way they do business. Sam Walton the founder of WalMart was known to be obsessed with his competitors, he wanted to know what they were doing, how they were doing it, when they were doing it, etc. so he could do it better!
KNOW YOUR AUDIENCE– I know I probably say this in almost every post, but knowing your target market inside and out is really key in knowing the needs of your customers, and identifying what makes your product or service the ideal solution for your customer. McDonald knew that people wanted food quickly. They did not plan to be the best burger and fries out there, but created a system that offered reasonably good food (I know that is debatable) in a very fast way, which is what the consumers wanted!

So if you strive to be innovative, to do things differently than your competitors, and to know the needs of your audience, you are on the path to differentiate yourself from the rest of the market and becoming a successful brand!

What ways do you use to differentiate your small business?

Posted by Nadine Mullings | Comments Off | in Business, Business Development, Business Planning, Marketing, Small Business

December

11 2013

How to reach your IDEAL Target Market

One of the first steps to any successful marketing campaign is to IDENTIFY your IDEAL target market. When it comes to identifying your ideal target market, there are two main factors that you should consider:

DEMOGRAPHICS– this is a description of your target market that includes factors such as age, gender, income level, marital status, ethnicity, etc.
PSYCHOGRAPHICS– this is a description of the personality type and interests of your target market and includes things like, values, beliefs, characteristics, hobbies etc.

Once you take the time to describe your target market, then you are better able to REACH your ideal target market!

The next step after defining your target market is finding out where your target market gathers in LARGE quantities both online and offline. This could include places like:

Associations
Clubs
Organizations
Conferences
Tradeshows
Networking Events
Meetup groups
Facebook groups
LinkedIn groups
Specific Social Networking Groups

Now you know WHO your target market is and WHERE they hangout, the next step is HOW to reach out to them, and this could include activities such as:

Sponsoring Events
Participating in Tradeshows
Attending Conferences
Speaking at Meetings
Joining Clubs & Organizations
Partnering with associations
Online Advertising
Adding to conversations on online groups

Once you know WHO your target audience is, WHERE they hangout in large quantities, and HOW to reach out to them, you are ready to start executing your marketing campaign.

What other techniques do you use to identify and reach out to your target market?

Posted by Nadine Mullings | Comments Off | in Business, Business Development, Business Planning, Marketing, Small Business, Uncategorized

December

02 2013

Learn How to Create a SIMPLE and EFFECTIVE Marketing Plan

You may have heard that all small businesses should have a marketing plan, but did you know that very few actually take the time out to create one. The task of creating a marketing plan may seem daunting and intimidating, but you can create a simple and effective marketing plan by answering the following 8 key questions about your business:

Who is your target market?

You’ve probably heard this before, but it is VERY important to understand exactly who your target market is for your product or service. When it comes to understanding your target market, it is not limited to just knowing the demographics like the age range, gender, geographical location, income level, etc., but also knowing the psychographics of your target market. This includes items such as belief system, personality traits, attitude, etc. Once you understand the demographics and psychographics of your target market, then your marketing effort becomes much easier!
What is the problem that your target market has (as it relates to your product or service)?

List specific problems that your target market has as it relates to your product or service. Imagine how these problems make your target market feel stressed out, overwhelmed, uncertain, etc. Once you fully understand how your target market feels, you will be better able to communicate effectively to your target audience!
How does your product or service solve that problem?

Be sure to focus on how the benefits of your product or service solves their problems. You can mention some product features, but the benefits are what people are interested in. Benefits focus on the advantages i.e. your product makes a person look younger, become healthier, etc., and features focus on the characteristics of your product or service i.e. over 10 years on the market, fast acting, etc. Your message should be 80% about the benefits of your product or service, and only 20% about the features!
Why should they buy from you and not your competitors?

What is your unique selling proposition? These are the things that make you and/or your company different. Your customers want to know what makes you better than your competitors.The more able you are to effectively communicate why your company is the best solution, the better your marketing efforts will be.
Where is your target market?

You need to find out where your target market is located geographically and specific locations. This could include local (cities, counties, etc.), international (countries). Places could include associations, festivals, groups, organizations, etc.Find out where your target market is in large quantities, so you can reach them in large quantities.
How do you reach your target market?

Are you reaching out to your target offline through networking, advertising, media, or online through your website, social networks,blogging, etc.You should have several ways both online and offline to reach out to your target market.
When do you reach out to your target market?

Create a marketing calendar. Plan out the next 90 days, 6 months, to a year of marketing activity. Schedule your activity daily, monthly, quarterly, and stay organized.Plan out your marketing activity in advance in order to successful execute your marketing activities.
What do you say to your target market?

How you communicate to your target market can make the difference between success and failure. Use messaging that your target market can understand and relate to.Use appropriate messaging that your target market can relate to. Know the best keywords and buzz words to use in your content.

Posted by Nadine Mullings | Comments Off | in Business, Business Development, Marketing, Small Business, Uncategorized

November

27 2013

3 Ways to Get Referrals from Your Current Customers

Are you currently offering your clients an incentive for referring someone to you? If you have customers who already know, like and trust your company, use that to your advantage by asking them to refer their friends, family, and colleagues to your company. Remember, people like to do business with companies that a trusted friend or family member has referred them to, so it is almost guaranteed business for you.

If you don’t already have a referral program, here are three ways to start a referral program.

1. Offer a Referral Incentive– You can offer the referrer a discount on your services or products for each referral that you receive that turns into business for you, or you can offer a visa gift card or a store gift card like Target, Starbucks, etc. Offering an incentive encourages people to actively refer business to you.

2. Create an easy way to submit a referral– For tracking purposes, I would suggested creating an online referral form where people can easily send you a referral online. A great free tool that you can use to create a referral form and track it is Wufoo. You could also have people call or email you directly to submit a referral, but you have to be sure that you have a way to track a referral that is submitted via phone or by email.

3. Promote your referral program. Just like anything else in your business, you have to promote it in order for people to know about it. You should promote your referral program on all of your communication pieces to your customers (i.e. your business card, your enewsletter, your brochures, your website, your blog, etc.)

Do you have a referral program? If so, what techniques do you use to encourage referrals?

Posted by Nadine Mullings | Comments Off | in Business, Business Development, Marketing, Small Business

November

21 2013

3 Ways to Get Repeat Business by Rewarding Your Customers

A great way to get repeat business from your CURRENT customers is to start a rewards program. Rewards programs have become popular over the last decade or so in various industries including credit card companies, restaurants, and retail stores to name a few. Rewards programs are great because they encourage repeat business and increase brand loyalty. They don’t have to be complicated, you can create a simple rewards program for your customers.

Here are three types of rewards that you could offer:

Birthday Rewards– Send your customers gift cards on their birthdays. This is a great relationship marketing strategy to strengthen the relationship you have with your customer, and it is also a great rewards benefit because you are rewarding your customer’s loyalty by offering a special discount on the customer’s birthday.
Repeat Purchase Rewards– When a customer purchases from your business, show that you appreciate the business by offering some type of incentive to purchase again in the future. For example, you could offer, 50% off on your fifth purchase, and/or a FREE items on your tenth purchase, etc. You will have to have a way to ensure you are tracking the purchases accurately and that items are awarded at the appropriate time, but otherwise from that, this is a fairly easy type of reward to implement.
VIP Sales Events– Offer VIP Sales Events where your customers get a special offer only available to your VIP customers at a special sales event. This type of reward works well because it makes your current customers feel special because they are being offered something that the general public does not have access to, and it allows you to reward them for their loyalty.

Do you have a rewards program for your customers? If so, what types of rewards do you offer?

Posted by Nadine Mullings | Comments Off | in Business, Business Development, Marketing, Small Business

November

12 2013

7 ways to use Relationship Marketing to grow your business

According to dictionary.com, Relationship Marketing is a marketing strategy in which a company seeks to build long-term relationships with its customers by providing consistent satisfaction. There are several ways that a company can provide consistent satisfaction by using Relationship Marketing tactics.

Here are 7 ways to implement relationship marketing tactics in your business:

Offer EXCELLENT customer service. When a customer purchases a product or service from you, you should go above and beyond to make sure that the customer is happy with your service.
FOLLOW-UP after the purchase– Many companies do not do this, so it will put you way above the rest if you decide to do this. Depending on the product or service you offer, be sure to follow-up with the customer a couple of weeks after the purchase to ask them how they are enjoying the product and to see if they have any questions. This is a great opportunity for you to build up trust and loyalty with your customer. Some people don’t want to do this in case the customer has a compliant about the product or service. However, I think this is a great way to reach out to them and solve the issue if they do have one.
Send a customer satisfaction SURVEY– In addition to a follow-up phone call or email, sending a customer satisfaction survey to get feedback on how they felt your company’s customer service was is a great tool for you to show that you care about the type of service being offered, and to get valuable feedback and shed light on areas in your service that may need improvement.
Send a “Thank You for Your Business” Card– This may seem old-fashioned, but it is a way for your company to really stand out by sending each customer a “Thank You for Your Business” card in the mail. It shows your gratitude for their business and solidifies the new relationship.
Send an “Anniversary” card or email– This is a great way for you to stay top of mind. Send your client an email or card that marks the anniversary date of when they used your service or purchased your product. An anniversary card or email is also a great way to send a special offer that encourages repeat business (i.e. $10 off your next purchase, 20% off, etc.)
Send a Birthday card- This is a nice way for you to stand out. Most people no longer receive cards in the mail for their birthday, so receiving a card from your company is a nice way to stand out and stay top of mind with your customer.
Send a Holiday card and/or email– There are several holidays that many people celebrate throughout the year. Sending a special email or card to your customers on the holidays is a great way to stay top of mind. Adding a special holiday offer (i.e. $10 off your next purchase, 20% off, etc.) can be a nice touch.

What types of relationship marketing techniques do you use?

Posted by Nadine Mullings | Comments Off | in Business, Business Development, Marketing