Aligning Your Business With The New Marketing Paradigm

Going into business is the dream of many people. Being a business owner represents a level of freedom and a potential for greater earning potential, but it seems there is something going wrong with the dream. Figures derived from chambers of commerce from western countries all tell a similar story. The rate of business failure is extremely high. While there are all kinds of variables involved with running a business, from choice of niche area, location, name, supply chains and pricing; there is one specific variable that has an enormous influence on the outcome and that is marketing.

I speak with business owners of all kinds during the course of my work, I often ask them questions about how they go about promoting their business. Invariably I get responses like: “We don’t have a website, but we do have a Facebook page, it does not really seem to do very much for us, we don’t have many ‘likes’ and not many people visit it. We spend a lot on radio and local newspaper adverts” While I know there are lots of savvy business owners out there, that response is quite typical of a range of business. What I usually try to do is explain that online marketing is an integration of many strategies, and that a Facebook business page must be managed. The style of posting must carefully chosen on all social media to encourage engagement, and natural discussions, not one directional advertising. Some are prepared to listen, and some of these become my clients. There are many that do not seem to quite get what I am saying, or perhaps think they can muddle on by themselves. I have to say how is that working out for you so far?

There really is a new paradigm in marketing, many of the channels used almost exclusively even up to about 2-3 years ago are experiencing a dramatic reduction in demand. Newspapers are increasingly abandoning their paper publications and moving to an online model, AM/FM radio is competing with internet radio stations that are springing up all over the world, television is being challenged by online video channels and podcasting. It is very clear that the internet is the primary medium of our times.Where all the people are, that is where marketing efforts are best directed. Business is being done online at  increasing rates, businesses are being searched for and engaged with from smart mobile phones, tablets, and of course desktop PC’s. The smart business owner should be directing their marketing primarily online to maximize return on investment. Putting up a half-hearted Facebook business page, or one that merely acts as a bill board is never going to cut it, you may as well not bother. Beginning with a Facebook page that is assembled with good quality graphics. You should then go about posting interesting, concise stories about your business, short videos explaining what your business does, with humor and emotion preferably. Pictures, short text that invites comment works best with visitors derived from targeted advertising. This is the great strength of Facebook, its advertising platform is unique. With Facebook advertising it is possible to direct your messages to precisely the people who are interested in your business area, right down to each demographic detail. You can place the ads on their timeline, not just the sidebar.

Recent changes to the Facebook advertising platform have enabled the use of videos. Facebook is not the only game in town, of course, there are many other channels, with specific communication styles that appeal to different sections of the world community. Not every social media channel is going to be relevant to your business area, nor should you attempt to cover all of the social media platforms. I would suggest that the costs of hiring an online marketer to help you is going to pay massive dividends, by cutting costs on your marketing you are practicing false economy. I see this all the time, it is understandable, but quite wrong.

Today’s business owner is advised to direct their marketing efforts online to a ratio of 80% online, to 20% offline and it is advisable to hire an online expert to manage your online presence. You have enough to do running your business, you cannot be expected to devote the time in keeping up with online changes. If this is not possible, at least get someone to set up your website, and your Facebook business page. If you do this, you are more assured of still being in business long after the statistics indicate you will probably fail, about 1 to 2 years.

Direct Response Email Marketing – Intelligent Selling at Its Best

These ‘hot prospects’ are different from casual visitors because they already have a desire to buy and simply need the right marketing message for the click through.

Boosts Sales:

When conducted properly, direct response email marketing boosts sales figures significantly.

Surveys show that prospects are twice as likely to buy from you if you contact them regularly through email.

Establishes Brand Identity:

An email newsletter that offers useful information is the best way to establish your credibility and expertise in your chosen niche. Strong credibility encourages customer loyalty.

A Definite Call For Action:

Email messages trigger quick responses from interested customers.

Personalized and Interactive:

Direct response email marketing messages offer a wonderful way of interacting with customers and prospects in a more personal way.

You may send the latest news regarding products, services, campaigns and any free offers in your emails.

You can even ask for responses that help you improve your services or products.

Healthy interaction helps you bond with your customers and build longstanding customer loyalty.

Scalable and measurable:

By evaluating click through and conversion rates of your messages, you can assess the demographics and buying decisions of consumers.

This helps you sharpen your marketing strategies further.

The single biggest aim of your messages is to improve click through rates.

Useful tips, humor and engaging content compel prospects to take the necessary action that the marketing message calls for.

If you can make your prospects look forward to your message and emails, clinching the sale becomes the logical next step.

The role of direct response email marketing is not limited to clinching sales alone.

These messages offer a channel of communication with your client base even long after the sale is made.

Direct Sales Recruiting: 7 Tips For Turning a Cold Prospect Into a Hot One

Create a positive mental attitude before you get on the phone or meet with your prospect in person. Always be prepared and professional but warm and engaging. Selling is just one aspect of direct selling.

Recruiting and building a large team of direct sellers is the way to earn a residual income in direct sales. Effective recruiting requires understanding human psychology. You’re a matchmaker – matching your prospect with your opportunity.

Start by asking questions and forming a connection first. Find out what your prospect is looking for. What is the gap where she is now and where she wants to be?

There are many reasons why your prospect wants to start a business. From earning more money, to staying home to raise her children, or having a more flexible schedule… you won’t know unless you ask and listen carefully.

Share stories instead of selling. Tell your prospect how the extra money you’re earning have made a difference in your life. Maybe it has allowed you to quit your job, have more time with your family, or more money to splurge on dinners and vacations.

By sharing your success story, it’s a powerful way to connect with your prospect and appeal to her emotions. Your story will inspire her to move from where she’s at to where she wants to be. You want your prospect to think if she can do it, so can I. Your goal is to help her make a decision that is right for her.

Don’t talk about your products or company right away. Recruiting is about forming a connection and building the like and trust factor. Have your company brochures available and send her home with those. In this internet era, chances are your prospect would have already looked at your company info online before meeting with you in person.

At the end of the recruiting process, whatever your prospect’s decision is, always be gracious and never make your prospect feel bad about not joining your business. Ask to stay in touch by email and who knows, maybe she will be interested in the future. But make a bad impression and you’ll never get another chance.

Remember: selling and recruiting is never about you. It’s always about your prospect. Your prospect is making a decision that’s best for her and not for you.

Do your best to leave your ego out of the conversation which will help you to stay calm during the process. This will actually put you in a better light instead of being defensive and making a case if there’s an objection to the business opportunity.

Selling directly never works because no one likes to be sold to. When it comes to recruiting, provide enough information to help your prospect make a decision.

To get more recruiting tips and start attracting the right prospects to your business – be sure to get my FREE tips.

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