“It doesn’t matter whether your product is information or a flyswatter. If you understand marketing, you can make serious income.” Robert G. Allan, Author Multiple Streams of Internet Income
A lot of business owners don’t realize it is the little things that one does that will make a BIG difference in their success.
We all look at the big picture – the all important professional website, blog and of course optimizing with keywords and page titles. But what will really make a difference between you and your competitor?
1. What makes you different from your competitors?
You need to focus on what makes your business unique. Why should people come to you over your competition? Then you take that idea and run with it, really make sure you “promote” that on your website and marketing material.
2. Over coming worries and objections.
What are your potential clients most worried about when it comes to your service or product.
How can you reassure them – or at least answer their most prevalent concerns. This may take some market research – but most of us, who have been in business for any length of time, have a good idea what that is. If you get the same questions over and over – or concern’s that is something you want to put to answer up front.
How do you remedy this? In the copy on your marketing materials/website (right up front) you need to address this and give the answer.
“Is your website just sitting there doing nothing?” Well we have the answer you are looking for! We design/redesign websites that are made for marketing.
You get my drift...
3. Be Genuine
Being genuine is very attractive to all consumers – are you just being a pitch man or are you sincere when you connect with your potential clients.
People know when someone is out for the money or genuinely interested in solving a problem for them. Think about it – when I get someone who I think is pressuring me or just out for the sale they are off my list. I will not do business with them.
4. Be Honest
Don’t over sell your service – don’t promise things that you are not willing to follow through on. Don’t act like you know something when you don’t – it is OK to say let me get back with you on that.
Don’t stretch the truth – even a little. Absolutely STAND BEHIND your word.
5. Don’t under estimate the power of testimonials.
Endorsements and testimonials are effective ways to dramatize facts and back up the benefits of your product, but don't use ones that look or feel transparent.Any testimonials you use must be true.
I cannot tell you how many times I have landed a job because people read my testimonials – and it help cement my credibility.
6. Be generous with your knowledge.
It is important that you give of your knowledge generously. You don’t have to give away the farm to be helpful. If not you are giving the impression that you are just out for the money – or perhaps you are not a real expert.
I am always happy to give my clients or potential client’s tips or refer them to other businesses that I believe in. I will give information away for free – and even when I find an article that I think will help one of my clients I will send the link.
I am a true believer in helping people succeed – and giving information that will help. I guarantee it will come back to you ten fold. It also helps with your credibility – and shows you as an expert in your field.
7. Promptly answer any emails, and return phone calls.
How many times have you contacted a representative of a business- or a business owner because you were truly interested in what they were offering – and they don’t call you back, they don’t email you, in fact it looks like they fell off the face of the earth. I have more times then you could ever imagine…
When you get a lead – contact them. When someone calls or emails you should respond as soon as you get the lead. Follow through and follow up, it is that simple.
Even if you don’t have the answer right away or you may not even be the right person for the job - let them know you have received the message, if you cannot or do not offer the service/product they need do not hesitate to refer them to someone who can.
Be cheerful and expedient in returning a phone calls and email. Let them know that you sincerely appreciate their business and not to hesitate in contacting you, if there is any way you can be of further assistance.
One more morsel of truth: Always aim for satisfaction, great customer service, and genuine interest in your client and their needs. It is a lot easier to keep a customer then to get one so treat your customers as if they were gold and you will find customer come back again and again…
Pamela Jacob - Artista Design
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