Results by you....

Ok, let’s take a moment and get real!  How many of you are:

• Members of a professional group
• Have an advertisement running somewhere
• Or started up a blog or newsletter

Yes, if you’re reading this blog 99% of you can answer yes to one or all of those questions.  Now, how many of you are not happy with the ‘results’?

I’m guessing over 78% of you can say you’re not happy with the results to one or more of those questions.

So here’s where I am going to get real with you and ask the question that those that accept accountability will ask, “What are you not doing?”.  For a good many the thought process is to throw the blame for lack of results in the opposite direction.  But, if we are truthful and take accountability in our actions or lack of we’ll start to see real results in our endeavors.

Take the first one; Member of a professional group.  If it is not working for you can you honestly say you are giving it due time to work the opportunities available?  Do you even know all the opportunities or are you waiting for someone to point them out? Are you devoting time to prepare prior to the meeting? Are you asking for support in a way that others can assist easily?  Remember even in asking for referrals or support from a professional team you need to meet them over half way by first making your ‘ask’ very specific and then by ‘following up’.

Take the second one; Have an advertisement running? Ask yourself is what you are offering have a juicy call to action or bland? Are you giving them something that you already offer to the masses or making each marketing venue’s offer special?  Have you asked for second, third even fourth opinions on the value of the content and if it is appealing.  Depending on the media form of advertising you are using time plays a factor as well as how you represent your offer.  Yes, you can use media wrong.  Not all offers or even industries get the same results across multiple media formats.  If you don’t understand who your clients are, where they frequent or even what their needs are… how can you expect your advertisements to work?

Let’s now look at the Third one;  Blog or Newsletter.  Does it have a purpose?  In what ways if any are you cultivating a network to view it?  If you have a network do you know their needs and are you answering it or just talking for the sake of pushing out content?  Your reason for having a blog or a newsletter will define the content but no matter the content if you are not providing a true value in this world of over saturated advertising venues you will not be followed let alone get any return on your time spent producing your content.

So let’s wrap this up with some value, when you are a member of a professional group, run an advertisement or produce a blog/newsletter the following items should be factored in at all times.

• Provide real value – don’t create just for the sake of creating
• Know your target audience and fill a need in the right place at the right time
• All advertising efforts take time – if you are producing value in the locations your consumers are at it will work
• Preparation in all things is key, just being seen or just showing up won’t produce any worth while results
• Get objective opinions (Objective being the operative word) if you ask your friend with no real vested interest they will more than likely tell you what you want to hear versus what you need to hear.
• Most importantly you get out of anything no more than what you put into it.  If it takes you a few moments to throw something together without investing time, research or money – don’t be surprised when it produces devoid return.

These are just a few of the things in business that I hear professionals say, it’s not working!  So going forward instead of throwing out negative auto responses to empty returns on the ways you market try instead to take a good hard look on your actual investment in it.  Even if you pay to have someone create or design your marketing needs, if you are not taking an active interest in it don’t be surprised if the results are less than spectacular.  It is good to have marketing support or a talented media agent but without your organic contribution to its success your results will be less than what you desire.  After all your customer is there primarily because of you so if you are not involved it will show in the results or the lack of.

Need help with getting real results that increase your profitability?  We’re here for you but the next step is yours…   call, email, stop by it requires action to take the next step!

Marketing Your Business for the Holiday Season

It's here the glorious or for some dreaded Holiday season and for most of us it comes on quicker each year! The time is upon us to make sure we get the most of our marketing efforts to help insure sales success in the coming months.  

Social Media Contests - Hopefully your business has an established social media presence, as contests on Facebook are often a popular way spotlight your services or products and interact with customers. Remind them during the time when they are being bombarded with over 2,500 ads daily that your product or service exactly what they need and a great gift idea. Remember to keep it simple as you want to when possible gather information on your potential clients but making them jump through to many hoops will discourage most. Using a clever #hashtag so as to be found in more searches like: #Contest, #Free, #Gift, #Giveaway and an incentive such as a prize or discount on a service or product you offer, you can create an intense excitement around your company.  

Holiday Tips - Use your social media, emailed news letters and flyers to offer helpful tips during a stressful holiday season. Consider your industry, product or service and related advice you could offer to make customers’ lives easier. Making yourself seen as a useful resource for the holidays will make your business standout above the rest. Use an original #hashtag to maintain brand awareness across your media platforms - add it to your banners and posts explaining that it will be used during the holiday. EX: #AMIOffer #AMIHolidayTips

Loyalty Rewards - This is the time to make sure your loyal customers feel extra special. Taking care of those clients that have been there throughout the year will generate additional business and referrals. Do this by creating a special offer only for existing customers or providing a sneak preview, free shipping or secret sale that give them the VIP treatment. This will go a long way towards keeping your best customers thinking of your first during this hectic season.

Special Events or Open Houses - Your small business will rise above the convenience 'brand' stores when you host an open house or special event at your location. Use it to showcase seasonal gifts, new menu items and merchandise so customers can get a glimpse of your holiday goods in advance. Remember your Loyalty Rewards and offer an early 1 hour VIP access for existing clients. To get them to stay a little longer browsing what you have to offer include light refreshments: cookies, a mug of hot cocoa or a glass of cider to get people in the holiday spirit. On their way out, give a special offer or coupon that invites customers back to make their purchases at a discount. Macy's, JcPenny, Khol's all offer these types of incentives with great success.  

Email Blasts - Although I caution overuse, email remains inexpensive and easy to implement when it comes to maintaining contact with existing customers. Just remember to be effective, email marketing should be used with people you have already done business with or who have expressed an interest in your business and have requested email from you. (Have at your place of business a sign up sheet to help you with your list - offer a discount for anyone signing up) When making the email keep it short as possible while still getting your message across. Offer to partner with other businesses that support your company to share space or links on their emailed newsletters as well. Use clickable links to drive clients to your Facebook page or website for 'more' offers. Offer 'sharing' discounts for your subscribers. Also, make the title of your email campaign clear like 'Specials just for you', 'Holiday Tips & Treasures'. Lastly use festive designs take care to add the appeal so it is not deleted before your message has a chance to work.  

Remember when creating a marketing campaign think back on last year: 
What worked to grab your attention?
What made you choose the stores you shopped at?
What stood out as special or innovative?
Putting yourself in the shoes of a shopper and thinking what would you like to see if you are shopping for yourself or your family and try to implement it in your marketing plan.

Have an Very Merry Holiday - Remember the Reason for all our Seasons - Give Thanks for what we have - and count your blessings daily!

Happy Halloween - Thanksgiving Blessings - Merry Christmas! 
Kristi Kirkland 
Answer Marketing Inc

How much is enough?

Marketing it can make or break a company - so how do you know you are doing enough and where do you market?
Marketing is defined as:

noun: marketing

1.

the action or business of promoting and selling products or services, including market research and advertising.

I define it as:

2. the action by which your consumers build the trust and desire to use your product or services.  

So let's break it down to the first question everyone asks, 'How Much Is Enough'?  There are multiple variables out there and it factors down to not just time but the usage of resources to get you in front of your consumer enough times that when they are finally ready to buy your company is the name that pops up in their frontal lobe which is the part of the brain that is involved in movement, decision-making, problem solving, and planning! 

While every industry is different like say a restaurant can invoke through their advertising an immediate hunger creating a response to action while a harder industry like financial planning has to do a lot more strategic planning in their marketing to induce a return on their advertising investment.  Having said that a good rule of thumb is the 60 - 30 - 10

Hold on to your seat... the 60% is how much time you should be causing an action in marketing your business product or services!  In a 50 hour week that is about 30 hours of time devoted to getting in front of your customers.  This is a time & again proven fact for all successful businesses!

· Spend 60% on marketing and sales

· 30% on making or providing products or in service delivery

· 10% on administration and management

Or simply, prioritize your time as marketing - making - managing.

The exception to this is when you're in start-up. Since you have no customers (or very few) spend 80 - 90% in marketing and sales and 10 - 20% developing systems in administration and management. 

This 60 - 30 -10 rules transfers into other aspects of your business as well. 

For example, when it comes to Client Retention and acquisition, spend 60% of your time and effort on keeping and growing your current clients. Spend 30% on getting new mainstream clients in the short term and 10% on long term sales for those bigger projects or clients.  It factors down to the same story no matter the industry it is easier & more affordable to keep a client than to cultivate a new one.

For training, spend 60% of your training time and budget developing and enhancing your strengths;

30% learning new concepts; and 10% working on improvement of your weaknesses. I get asked all the time when attending a seminar for services I offer, 'Why are you going to that when you could be teaching it'? There's never a time when you have learned enough to stop learning more...

If you don't have a budget for training, I suggest you rethink this. Imagine how much more business you could grow simply by sharpening your edge and honing your strengths. I'm confident you'll realize a high return on your training investment. Fact is with the internet education is more affordable than ever!

If you have staff, spend 60% of your time on the superstar best performers. 30% on the high potential staff and 10% on the low performers. Just like enhancing skills, investing time and energy into winning opportunities will yield greater results than trying to improve weaknesses or poor performance. 

So how does this 60 - 30 - 10 rule translate out to an actual week?  In an average 50 hour work week, these percentages equal 30 hours sales and marketing, 15 hours providing products or service delivery and 5 hours doing administration and management.  

Are you having a bit of a reality check? Give it a try and you may be amazed at the result on you business. 

Next blog will be on Marketing Artfully! If you are needing to spend 60-80% on marketing don't you want to get the most bang for your buck? Make sure to subscribe so you get notice when it is posted! 

As always - AMI is here for you! 

Kristi Kirkland

Answer Marketing Inc

850-215-7667

When Looking How Do You Choose?

Yes, it's a deep subject as with all businesses when selecting a service to help you take care of things so you can continue to grow your business like a bookkeeper, advertising agency, product supplier, printer, office cleaner, or other industry it comes down to a few key things.

1. Price for what you receive
2. Value for what you bought
3. Knowledge - Expertise
4. Reliability - Trust
5. Continued Care

 Let's tackle them one by one and you will see a lot of these can be answered by those closest to you that you have already built a relationship with to help you find the right service provider.

1) Your first thought when adding an outside resource to handle or provide things you need to keep your business growing is for a lot of people the price.  Most will look for the bargains the service providers that offer 'The Best Rates' in town.  Be wary of this tactic getting a good price for the services you receive is not always about getting the lowest priced you're offered.  You know what it costs to maintain overhead if you receive a product for $50 do you sell it for $50?  You calculate your time, value, and overhead before putting a price on an item or service.  So when looking at prices received from the companies you need the services from consider several things before you decide how much you are willing to pay for it.

• How many things are included (Those nice little extras)
• What do others say about the value they received (are they getting more or less for their money)
• What kind of experience is the service or item backed by (It's not always about the amount of certificates on a wall) 
• Old saying still applies - 'You Get What You Pay For' if it's free or priced lowest are you getting the same value in some cases you do...   

2)  Your next might be to ask yourself how do you know if you are receiving a good value for the service or product?  This is a valid question for any of us that have bought something only to turn around and see the exact same thing for less.  Again, you have to ask yourself was the item or service being offered for less have as much going on as what you bought? 
Example:  You buy cleaning service from 'Ace Cleaning' for your office and it includes; Emptying trash, vacuuming, dusting, cleaning the restroom & windows.  This service is 2X a month for $150.
A week later you get a mailer saying 'Acme Clean' is offering the same list of services the same amount of times a month for $99...  Hold onto that first thought: "I NEED TO SWITCH" admit it you know it crossed your mind.
Let's look closer - in addition to the services offered by 'Ace Cleaning' they bring their own supplies
to clean your office with and they have a strong social media presence and put in plugs for all the businesses they clean.
While on the other hand 'Acme Clean' uses your cleaning supplies, has little online presence & uses it only to promote their own business. 
So look closer it is not always apples to apples when you are comparing companies.

3)  The intellect question... When you ask, does this company really know their stuff or will this product live up to its standards or the standards of your company?  I like to ask for recommendations if using a service or a list of companies that are using the product before buying.  This is not rude, this is smart business.  If the product is so great then surely others are saying how great it is.  If the service a company is offering is the best and they are stating they're the experts then again they must have someone willing to testify to this fact.  Ask for validation of their customer satisfaction guarantee.  

4)  Reliability and Trust - for me this is big!  I am willing to pay more for a service or product that will stand the test of time.  How many have bought a product (cell phone) and the first few weeks you're in love with it and then you experience electronic depression when it doesn't perform like it should.  That amazing new technology gets a one way ticket out the window.  Or on the service end you hire a company to take care of something you need and at first they are actively rolling out the red carpet & then leftover syndrome hits and you are no longer the brightest toy they have and the red carpet turns brown. 
Again, easily checked just ask for references to who has bought their product or used their services for more than a few months.  Look for longevity in the references, someone who has been using them for more than a couple months.

5)  Number 4 rolls right into Continued Care - When you first agree to a service or buy a product and the company falls over themselves to make sure you are happy (at least I hope they do...), doesn't it feel great.  How do you know if the company you choose will continue that care for the long haul?  Do your homework - ask others you know have used the company you are about to hire or buy from.  Research their company what are others saying about them, do they have past clients are they still singing praises even if they no longer need to use their services or buy their products?  No one wants to hire a service or buy a product and have the newness wear off after the check is cashed.

Word of mouth most of the time can't be bought if a community is talking about a company listen and let friends, co-workers, family, clients help you make the right choices in using other businesses. 

Visibility also a great tool for helping you decide on who gets your business.  If a company is all over the place and the feedback is 99% of the time positive, it's a good sign they are willing to back their business.

Price Point looking for value compared to price given, understanding it's not always the lowest offered that you want to run with.  Paying for good product or great service will connect you with a product or service you will continue to be happy with even after it's been paid for. 

Hope this article has helped you when needing to make a choice to purchase a product or service.  It's ok to shop around, to ask others and to require proof of value.  After all you worked hard for your money make sure when you use it that it's working hard to earn you more or bring a value to your business or life!

You Chose Wisely,
Kristi Kirkland
Answer Marketing Inc