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Marketing Ideas Centre / 1. Marketing Ideas /
10 Marketing Tips every business can do
Author Message
Peter K

1. Set your sales targets for the year

How much extra business do you want each month? What is your average sale value? How many new sales do you need each month to hit your target?

2. Set your enquiry target for the month

You need to know your enquiry:sales ratio to do this. What percentage of enquiries result in a sale, on average? So, how many enquiries do you need each month to hit your target? From past experience, what do you need to do to generate that number of enquiries?

3. Determine your Unique Selling Proposition (USP)

What do you offer that's different? Why do customers buy from you? What problems do they have with suppliers in your field? State your USP in a single sentence or short paragraph. Use it whenever you can. If you already have a pile of brochures and stationery without the USP, make sure you include it in the text of any letters you send. At the very least, hand write it on any compliments slips you send out with information to prospective customers.

4. Work out what a new customer is worth to you

It won't cost you anything to do this. How much profit do you make each year from an average customer? How many years do they stay with you? Even though you may not have a marketing budget, you now know how much you could afford to spend to tempt them in. Cashflow is obviously a consideration.

5. Keep customer records

Whether you do it on sheets of labels, cards or on a computer, just make sure you do it. Just a few extra sales a year will pay for the time and effort.

6. Keep in touch with your customers

It doesn't cost much to telephone or write to your regular customers when you have something to tell them or offer them. They will thank you for it, if you're offering something of value to them. The extra orders will easily cover your costs.

7. Make sure all your customers know about all your products and services

Many customers buy one product from a company without ever knowing the full range of products and services they offer.

8. Take the risk away from your prospects

One of the main barriers to doing business is fear of the unknown. Make it clear to your prospects that there is no risk in doing business with you. If the product doesn't do what you say, you'll take it back. Make sure that it will do what you say! Offer them a free trial of your product or service. Yes, you'll get the odd few who cancel, but the extra business will more than make up for it.

9. Give information away to your customers and prospects

Put together an information sheet or leaflet that you can give to people or include in your mailshots. If you already advertise, ask them to call for your free advice sheet. This should not be a repetition of your sales messages. It should give them valuable information, advice and guidance whether or not they ever do business with you. Many will thank you for it and come to you when they're ready to buy something. You can have 5000 leaflets printed for under $50.

10. Make the most of free publicity opportunities

Issue press releases when you have something new to say. Get to know the editorial staff on the publications you're targeting. Invite them to come and see what you have to offer. Send them your advice sheet with a covering letter explaining how useful it could be to their readers. Call them and discuss articles you could write for them about your area of expertise that would be of interest and value to their readers. All of these get you exposure at little or no cost.

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