Whether you are a professional in a solo-practice or own a small business, chances are you feel overwhelmed when it comes to marketing. While you may be an expert in your field, consistently attracting new clients probably isn’t one of your strengths.
Here is just a short list of “marketing culprits" that are likely keeping your business from reaching its full potential:
If you can put a “yes, guilty as charged" checkmark next to any of those statements, chances are you are not profiting from your business as much as you could. To help unleash the extra profits currently hidden in your business or practice here is a simple Six Step Marketing Model.
1. Create a MAP!
You don’t need to kill a tree to create an effective Marketing Action Plan. Simply describe your target market, their problem, and the benefits your service or product offers. Identify five to ten ways in which you can get visibility and generate new leads. Finally, list all the action steps you need to take daily, weekly and monthly and assign specific deadlines and outcomes to each step.
2. Craft Your Magnetic Marketing Message!
Potential clients don't give a hoot about your titles, awards, and prestigious office location! All they want to know is that you understand their problem and have an effective solution to it. Communicate those two things clearly and new clients will flock to you like bees to honey!
3. Develop Attraction Tools!
Forget about the self-focused brochures! You need promotional materials that intrigue interest and generate response. Today’s technology allows you to easily and inexpensively assemble and distribute information products - like special reports or CD’s - that illustrate your capabilities and effortlessly promote your services.
4. Generate Leads.
Getting all the visibility in the world will not do any good if you are not giving your potential client an irresistible reason to contact you. Try and test several marketing messages and media to see what promotional strategies bring in the biggest bang for the buck.
The key here is testing - tweak your approach multiple times before you decide to completely abandon it. What might have been a big flop at first, with a bit of tweaking can turn into a total goldmine!
5. Follow-up, follow-up, follow-up!
Studies show that over 80% of all sales are made on or after five contacts with the prospect. However, more than 80% of follow-up ends after just three attempts! Creating and automating a systematic follow-up process is a must to maximizing your marketing ROI.
Develop a series of 12 to 24 meaningful communications, each addressing something of relevance to your prospects, and find a way to periodically distribute them to prospects and clients.
6. Learn To Sell!
The thought of selling causes most professionals to cringe. Fact is, effective selling is not about memorizing hundreds of closing tactics or becoming an attack dog that corners prospects into saying “yes”. Instead, study a consultative approach model and become a master of asking powerful questions that compel others to action!
Adam Urbanski, a Marketing Mentor and strategist, helps business owners and service professionals attract more customers and clients, increase sales and profits. For more tutorial articles, promotional tips and a free 32-page marketing guide, go to http://www.theMarketingMentors.com