From Just One Pound

Going off at a slight tangent this post, but at a recent networking event I became interested in the scalability of businesses and in particular how businesses can start from nothing and grow into huge financial concerns.

I was talking to a group of small business owners, one of which was the very proud owner of small retail business that literally started with one pound and had grown it from there into a very sizeable business indeed and is now turning over many thousands of pounds in about 18 months.

Unfortunately, she had some to a sticking point in which she was struggling to get the business to grow further; it all seemed to stem from the fact that she had started the business with no real vision of what she wanted the business to be or do and so she didn’t really have any idea on how she wanted it to grow in the future.

We talked for a while and I realised that as well needing some assistance with asking the difficult strategic questions (who is the customer?, what do they value?, how is she value better than her competitors? etc), she needed something very visual to grab hold of in order to help her move forward.

As she started the business with just £1, I started to look at business milestones from the point of view of how that simple one pound coin, had grown. How quickly did she double that pound? With that £2 how didn’t did she double that to £4 etc, I started to draw it out for her and she liked the concept.

I’ve replicated it below, the simple idea is that from a single £1, doubling your money each step, it’s just 21 steps to you making your first £1m.

She’s pinned this on her office wall and she marking out these 21 milestone steps, dating each step as see goes, she has found visualisation of her business incredibly powerful, she is also undertaking a proper strategic review to ensure that she is making her money doing the very best activities.

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Learn from Politicians!

In the UK the local elections are happening this week, so it gives us an opportunity to take a leaf out of our MPs' books and raise the profile of your business and website?

Just like our politicians, you too can build a professional online brand and profile for your business with some very simple tips; and changing the way your website portrays and promotes you could do wondered for your sales too!

The Personal Statement

Just like the political parties your business should employ a personal statement. Your personal statement and the way your present it on your web site is critical as this is one of the first ‘things’ that a visitor who doesn't know you very well will seek out (whether they are aware of it or not!), and it has the added benefit of helping them understand more about your business.

Your company's personal statement simply needs to be the top 2-3 things that you want your visitors to know about your business, they should show how you can help your prospects.

For example, you might want your visitors to be aware of your huge selection of products, the fact that you are an award winner, your customer service stats, your low prices etc – whatever it is that you think your market will go wild over and that you can satisfy.

Once you've decided on what your business personal statement should be you need to ensure that it is easily and quickly seen on your site. Are these 2-3 statements obvious on your site? Are they mentioned at all or hidden in your navigation?

Put them to your homepage and make them easily viable throughout your site.

Your Professional Profile

You only need to take a quick look at any of the political parties web sites to see what views, experience and values their leader has.
You can find out about their history, achievements, what they stand for and how they believe that they can personally help you.

Does your site portray its top Directors in the same way? Is it easy to find out about them, what skills, experience and background they have, and what they think that they can do for your prospects?

If you don’t talk about the top people in your business then you are missing a trick; research constantly shows that the “About Us” pages are usually one of the top pages that prospects visit on your site and these pages can help sell yourself and your business if done correctly.

Say what you want about our political system, the parties and politicians, they do know how to promote themselves and how to get us following them and believing in them, and by following these simple tips you will be able to better promote your site and make you more appealing to your prospects.

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The new Lead Generation Content Strategy

If you are responsible for sales or lead generation then you will no doubt be familiar with the classic sales funnel.

Traffic or Leads are basically thrown in at the top of the funnel and due your magnificent sales and marketing nurturing you pass these leads through the different levels of your particular sales funnel all the time attempting to create a customer at the end of the process.

It’s a classic image used in business today and it works well ….. up to a point!

You see what this model doesn't adequately explain is that THIS process is a process that converts traffic or leads that have shown an active interest in your product or service.

But there are many, many more individuals or businesses that are not yet interested in you, but you can still get them into this funnel, they might not buy yet, but they will be aware of you when they are ready to purchase and by changing the way you talk to your market will help you to become “front of mind” in their future purchase decisions.

To change this mind-set within your market all you need to do is talk about something closely related to what you sell; so for example if you sell computers, then create guides to help people use them or understand common problems and how to resolve them.

This would mean that you are then likely to attract people who (whilst not ready to purchase) use computers, and your great use of associated content means that there is now a chance that when they are ready to buy you will be “front of mind”.

This is a fundamental shift on how businesses look at content and their content strategy, but this simple tweak to make content available that is closely related (and helpful) to your core business offering can bring in more prospects.

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Inbound Marketing: The SECRETS

Actually, there was a small mistake in the subject of this blog, because there isn't really a secret in great inbound marketing – other than ensuring the right people see your content at the right time!

Inbound marketing is all about your prospects finding you, which means that it’s important that your precious and brilliant content is found when it’s needed to be found.

I’m sure we've all done the same thing at some point in our careers; we've created a brilliant piece of content (website content, video, article, blog or social media post etc) we have lined up several online channels to host and promote the piece and clicked send … then sat back ….. and waited ….. and waited some more …. but nothing happens!

No interest at all in our lovely, well crafted content, but it was perfect, what went wrong?

Well the chances are that simply your excellent message just didn't rise above the rubbish and the clutter – image this from a social media perspective, as soon as you click the send button your piece of content is the freshest and newest piece out there and it appears at the top of the stream, but second later it’s buried in a pool of noise.

As an experiment I simply tweeted the hashtag #Marketing and within just two minutes it was buried in my own twitter stream with by all the other stuff I follow, Even when I searched Twitter for my update after only 10 minutes my tweet has disappeared under 187 tweets – for all intents and purposes this post was now gone.

So what could I have done differently?

Very simply I just needed to make my post rise above the clutter and this is easiest done with my advocates – and virtually everyone and every business has some of these. These are your greatest fans, your enthusiastic followers.

These people serve two key functions:

1. They a can extend the life of any content by simply sharing it for you, but more importantly, 
2. They take on a valuable “word of mouth” presence.

What you might not realise is that a large percentage of new business comes from some sort of referral (whether these be Friends, Relatives, Acquaintances or Unknown online networks etc), and word of mouth has always been the most trusted form of advertising.

And whats even better is that these advocates are still working for you when you aren't around, constantly posting, sharing, and mentioning your brand.

How do you find your advocates?

They should be fairly obvious to spot if your close to your online marketing channels, these are the people that will readily retweet, like, favourite or share your content; they respond to your requests, they comment and talk about you (and often without being prompted).

The trick is to recognise these traits in your social networks and recognise the individuals - network with them, thank them, provide easier access to your best staff, provide extra content, training or even prizes. If your industry is suitable for it then try rewarding with gamification (providing points and badges etc).

Numerous big businesses understand the importance of their advocates and work with them – Google have supplied advocates with freebies in the past as a thank you; Samsung provide special events for their advocates and chances to get their hands on the latest devices (the recent Samsung Unpacked 2014 in Barcelona was a great example; Walmat creates specialised online communities of shoppers to help spread their messages. It is everywhere.

It’s the very importance of these advocates is the reason that I seem to find the constant need to explain to people that it’s not the number of Followers or Friends, Retweets or Likes that important, but who Follows and Likes you, who Retweets or Likes your posts.

One good advocate is worth more than 1,000 Followers that don’t listen to you.

Summary:

So listen to your channels, discover your advocates and build a relationship with them, then the life of your precious content will be lengthened allowing your important messages to reach more people.

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Online Lead Generation – Great Follow up Strategies that WILL lead to sales

OK, so your generating sales leads online, but it’s not working as well as you would have hoped! What’s going wrong?

Well if you want your lead generation efforts to generate decent sales, you need to build a robust lead follow up system.

Ideally what you want to achieve is for your lead follow up system to manage your sales leads automatically.

Here are the things that you need in place to help you towards your goal of online lead to sale.

Create a landing page

Hopefully you have taken this first very basic step in generating great sales leads.

This page should really hold two purposes:

1. Get them to buy online - if your prospect buys straight away then you don’t have to bother with any additional sales process!
2. If they fail to buy then you want to capture their details, in my last post I talked about great ways of capturing prospect details. The prospect capturing system could be part of the online sales process – start by asking for an email address on a single page, then if they leave the sales process part way through you have their email contact details to enable follow-up.

Prompt contact is key

If your lead leaves your page, then it’s possible that the left because they wanted to take a look at someone else’s offering before they make their final purchase decision - if you can get in touch with them within a couple of minutes then you're highly likely to retain the sale - the longer you leave this recontact, the less likely you are to get the sale.

What’s the Score?

If possible, ‘Score’ your lead.

If they have been on your site for a while or visited numerous pages or emailed you then they are probably more interested in what you have to offer.

Other factors like their geographic location may make them a better prospects - or in B2B sales did they leave you with a ‘real’ business email address or just an anonymous Gmail or Hotmail account?

Follow up by email

As soon as you have your contact details, it’s time to start following up with them. Email is easiest and quickest to do and you can automate the process.  But as soon as you can, you really need to get a real sales person trying to contact them.  Remember people buy off people, not off automated emails!

The initial immediate follow up will ensure that you are still very fresh in their mind.


Get them in your list

Many businesses mess about with having a separate list for prospects and one for customers, get them all in the same database, it’s much easier.

Ensure that you are able to track all the communications that you sent them or the name of any campaign that brought them into you (all very useful analysis).

Also ensure that you have an ‘opt-out’ field in case they decide that they no longer want to hear from you, but only ensure that you stop sending them communications if they ask.

Keep sending the updates and newsletter etc along with your regular customers.



These simple steps can help you put your lead follow up virtually on autopilot so you have time to work with clients and hot prospects rather than constantly prospecting for new business.

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Online Lead Generation Magnet

Why a magnet?
By its very definition, a magnet is something that attracts objects – in this case we want to attract leads.

There is a vast amount of traffic online, and what every single website wants to do is pull that traffic it into their website – but online traffic management mustn't end there!

What if someone visits a few of your pages and then leaves – you are likely to have spent time and effort (and perhaps money) in attracting that visitor in the first place, and they have leave your site without providing you with any value whatsoever!

Now the ultimate value is that they buy from you; but even if they don’t buy they could have left you with the next best thing – their contact details.

Many, many site and business owners never think about collecting visitor data to use as a remarketing tool, but it is incredibly important that you do; the more details you get about visitors who are interested in your product and service, the better, more profitable business you can generate.

So how do you generate these sales leads?

The best way is to provide some useful information.

We all love information on the internet that can help us – maybe help us do our job better, save or make us money, and your potential customers are no different.

Now they might not be willing to part with hard cash for the information you have, but they might be willing to leave you their email address at the very least!

There are numerous ways we can do this online, but the best ways are:

• eBooks - needn't be huge, a decent 20 page eBook can be a great way to establish leadership and authority in a marketplace
• A downloadable “kit” - worksheets, videos, articles etc
• Free quote or consultation - these could be delivered in person, my email or over the phone. The great thing about these is that the requester knows that they will need to part with a good amount of information to get the best advice or quote from you.
• Email course - send out a series of informative and educational emails. Over the course of a few weeks or a month you could send numerous emails automatically building authority and trust with the recipient.
• Free samples - if you are the type of business that can send out samples then they make a great lead generation tool.
• Activate a trial - software companies always collect visitor details if they want to download software and get a free trial. During the trial period ensure that you send out automated emails to encourage a conversation with them.
• Whitepapers - a white paper is basically a smaller version of an eBook – so if you find you can’t provide enough detail to make a convincing eBook, make a convincing white paper. They are inexpensive to develop and will add greatly to your credibility.
• Newsletters - do you have information that you can regularly send out as a newsletter?
• Invitation to a webinar - people love webinars, mainly because they are usually free to attend; they are a great way to delivery the same piece of information to a wide audience and they are very cost effective to do.

In Summary

As already mentioned, once you've built up a steady stream of internet traffic, your job is far from over. You now have to implement some type of lead generation magnet(s).

With the automated delivery of follow up emails you’ll start to see some great results and you’ll find that some of these prospects will start to known on your door.

Best of luck.

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Get Engaged, Socially Engaged!

Without a shadow of a doubt, a business that is socially engaged online will always get more business than the ones that aren’t; even if they only generate a little more traffic, it’s traffic that they wouldn’t have got otherwise.

But social engagement is more than just generating traffic; it’s also about learning from your market, having conversations with buyers and potential buyers, building a relationship with them, and maybe - just maybe, helping your search engine rankings along the way.

So how does a business become socially engaged?

Here are 6 great ways to become socially engaged.


Do things differently

Think differently – your website might be absolutely professional to the core (as it should be), but social engagement is about having a conversation with your market, and being 100% corporate isn’t always the best policy.

Try relaxing your grasp on corporate speak a little, try having a little fun, talk to your audience in the relaxed way that I’m sure many of them will want to be talked to.

Be prepared to take a well thought-out risk – this will enable you to test and learn. Digital media is ever changing, as a business you need to be flexible and nimble to keep up with it.


Earn your way (by listening)

Listen in social media is really important – remember you’re using social channels to have conversations (not just sell your products and services), so listening must play its part.

Millions of people might be talking about your business, your brand or products and services that you supply; you need to listen to what they are saying so that you can respond correctly (and timely).

Great insights from your market will help you create better value for your market, and therefore better value for your business.


Make social a culture

Don’t make the mistake of sitting one person at a computer and ask them to do social media as well as their current work. Make social a cultural shift within your business by recruiting staff into social roles, report on their activity at least monthly so that everyone inside the business see’s the activity been undertaken and the benefits that are being generated.


Be big and bold

When you start off in social media, it’s easy to fall into the trap that you think no-one is listening and no-one is interested in what you have to say, but they are.

Be bold, talk about topics that are not only important to you as a business but also what is important to your audience. If you provide credit cards or bank accounts then be bold and discuss debt; if you sell mortgages talk about the problem of not been able to keep up with repayments; if you sell software then help people to understand what might happen if that software fails – be brave, be bold.


Creation and Curation

It’s not always about posting topics that you have created in-house or starting your own discussions; sometimes it’s important to comment on other’s work, maybe other similar businesses. Content can come from many different sources, look and listening to what’s outside of your business to see which of it can help you to engage with your market and get the conversation going.


Internal Collaboration

As already alluded to, Social media is a huge role for just one person in a decent sized business; but it is also true that social media is bigger than just one department. Call upon your colleagues in Sales, Customer Services and Support to help facilitate content, topics and discussions; these teams can help provide real-time insights as to what’s important to talk about.


None of this happens overnight, but if you are starting your social engagement journey, consider these points and getting you towards your end game will become much easier.

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Optimise your LinkedIn pages

Whether it’s your person page and you want the next great job offer, or it’s your company page, a well optimise page will do you a world of good.

Think Visually
Use bold images to provide a real world glimpse into you or your business.

Think Digitally
Whatever you say, keep it brief. Remember that online, attention span is shorter.

Think Video
Showcase with real stories or examples to engage members more deeply.

Think Customised
Adapt your content to viewers based on their LinkedIn profiles. Target based on geography, job title, industry that you want to attract etc.

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What’s the Purpose of Business Development?

You have a business with a great marketing plan, an absolutely brilliant brand image, you’re growing brand equity, have a constant supply of successful campaigns going out, through social media channels you are increasing your Fans, Followers, Pins etc and engaging with your market.

Are you booking the right kind of (profitable) work with the clients you pursued, or are you a hapless bystander who took whatever projects (and price) that came your way?

So what’s next, how do you take your business to the next level?

Answering these questions is where business development comes in.

Business Development Role

A supreme understanding of all media (both online and offline) is just the start, the key role of business development is to understand to the nth degree customer relationships, how to build brand advocates, and how to cultivate strong brand equity through customer service.

Business development must involves an evaluation of customer feedback and some form of sentiment analysis to determine if current the marketing strategies and tactical outputs are indeed as effective as originally planned.

Only by working through this analysis can it be determined if there are any missed opportunities or refinement to existing strategies or campaigns.

Where Businesses Fail

We are all seen businesses and business owners start off with the very best of intentions. They go big (often punching above their weight), as they should, they employ the perfect marketing strategies designed to target their perfect audience (and customers), and slowly they start to build their brand equity. However, if their marketing plan is not evaluated and re-evaluated how can they be sure that their plan is continuing to be effective (or are they simply wasting time, money and energy!).

As technology changes, trends change, and the target audience responds differently to marketing messages, so much the marketing plan needs to change. Consider the following questions when re-evaluating marketing plan:

• Have the core demographic changed?
• Is there any new technology been employed by the market? (apps, mobile devices, web platforms, media etc) 
• Have the trends changed? How have changing trends altered your audience’s behaviour or attention?
• Are you still making the best of your company’s available resources? 
• Have there been any legal, political, social or major economic changes since the marketing strategy was devised?
• Is every aspect of the business on track with the marketing plan? Is every department remaining consistent? 
• Is every aspect of your marketing and advertising still remaining true to your brand message?

The Purpose of Business Development

As already mentioned, Business Development should understand completely customer relationships and how the market and customer behaviour changes, how the interations you have within your business alter those customer relationships.

With this knowledge, business development teams are able to refine marketing plans and improve your overall business plan.

They should be in a position to be able to:

• Identify gaps within your marketing strategy
• Recognise unused internal resources and missed opportunities
• Cultivate and grow current customer/partner relationships
• Attract new customers and partners
• Brand advocates

The more you can let ‘business development’ into the marketing planning process, the more you can tie activity to desired results, the more leverage you have in driving client development behaviour.

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10 Common Business Website Mistakes

I've managed many different website projects and now feel that it's time to show the 10 most common business website mistakes out there.

1.  Using A Brochure Design

Numerous businesses basically take their print brochure and turn it into a website.  A website isn't a print medium; websites and printed material are used differently by their audiences, the interaction with the reader is completely different for both, and hence the designs and user experience need to be completely different.


2. Not Having A Strong Call To Action

What do you want visitors to your website to do?  Fill in a form?  Visit a download page? Call you? Focus on what the primary action is that you want your website visitor to take and ensure that the action is obvious.  Use buttons that are a different colour to anything else on the site to draw their attention.  Use a subtle shaded background to draw their attention to particular pieces of information or calls to action that you want them to take etc.

3.  Ignoring SEO

I must admit that I've been guilty of this myself, but it's important to get some of the basics right here.  Ensure that all your pages have the basic Meta Tags completed (specifically the TITLE and DESCRIPTION one as these could be used and displayed in search engine results.
Read my Real Basic SEO Tips for more information.

4.  Paying for Design and Not Copy

Too many businesses will pay a heap of money for a great design then ruin the finished product by inserting all of their old, lousy content into the site.  If you are willing to pay for a designer then you are willing to pay for a good copywriter!  Even if you can't afford much and can't afford to rewrite all of your pages then just search Google for "Cheap Copywriters" - remember to get a few quotes before you pick one!

5.  Failing To Define Who They Are

Your brand is important to you and your business; without it you are nothing.
I guess you know what your brand stands for, so here is a quick test for you.  Visit your website and see if you can see evidence of your brand promise or value proposition within THREE seconds!  If you can't then I'm sure your visitors can't either!

6.  Contact Forms

People really hate filling these out and many website just have them to ask for [name], [email address] and [comments]!  What's the use?  Just provide an email address and your prospect will supply you all this without asking and without they having to complete a silly form!

7.  About Us

Much of what a website should be about is providing some element or trust and confidence in your business and brand ... so why do so many sites miss out lots of information about themselves in the "About Us" section of their sites.  As these are one of the most visited pages on your site then this is one great chance to sell yourself and your achievements.

8.  Using Flash Intros

Don't do it, no-one likes them and they add absolutely no value to your website at all!  They are just very annoying.

9.  No Goal

Some business owners make their sites an extension of their business cards and as such their sites lack a direct goal.  Every website should have a purpose whether it's to generate a lead, generate a sale, build brand exposure or give more information. Homepages should be making visitors click though to a great landing page that will convert.

10.  Ignoring Social Sharing

Whether you simply have your Twitter account in good view or allow visitors to share the page they are on through their own social networks, you need  to include them.  More and more of us are engaging with social networks and we are happy to promote great content through them.

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Eight Hour Marketing Plan™

Develop a basic Marketing Plan in only 8 hours with the 8 Hour Marketing Plan™
I first published my eight hour marketing plan in 2000 when I worked with a number of online businesses to try to get them to understand how easy it was to develop a simple plan.  This is a little out of date now and I will get around to updating it at some time; but I thought it was worth publishing anyway.

Hour 1 - Information gathering about your business

Get yourself a large box. Gather as much information as you can in one hour. This may not seem like long, but believe me after one hour you will be glad to stop ... and surprised at how much information you have gathered!.
Do not stop to read any of it ... this is the gathering phase. You may enlist others to help you in this or any other phase, but keep them within the same one hour restriction.

Your gathering should include all of your past advertising and marketing materials. Include items such as letterheads, envelopes, business cards, direct-mail pieces, magazine ads, Yellow Pages ads, invoices, statements, counter cards, sales samples, packaging materials, press releases, PR stories, promo items, print outs of web pages and anything else used to market your company.

Next, add sales statistical information available about your company. Place sales reports from the past three years in the box. Look for breakout information such as sales by year, month, product line, customer and geographical area. Place any target information or sales rep information in the box. When your time is up, stop. If you happen to run across something else, drop it in the box, but don't spend any more time on this. The secret is to keep to the time limit.

Hour 2 - Information gathering about your customers and competitors

Use a second box to gather information about your customers and your competitors, but again, do so within a one-hour time frame. Put in the box copies of your customer/client lists, details about your top customers, mailing lists, etc. If you have time, talk to your best customers and ask them why they do business with you.

Competitor information can be easily gleaned from several sources (web sites, in-house material etc).
Find copies of their magazine ads. Focus on the information that is readily available.

Hour 3 - Preparation

This third block should be used to compile the documents you have gathered into meaningful information. Again, give yourself one hours of uninterrupted time and, this time, you may want to consider getting away from your office or normal place of work.
Spread out all of the contents of your first box onto a table. With a note pad handy, start by looking at the sales numbers. Take a few moments to jot down the answers to these questions, as well as others you may have:

• Who are your biggest clients?
• What do they buy from you?
• What months are the most successful for you?
• What is your best product line?
• What are your sales trends?

Next, look at all of your marketing materials. Spread them out on the table. Think about each piece, as well as the entire collection. Obviously, you could spend a whole day critiquing your sales numbers and your marketing items. But by keeping the exercise to just one hour (remember you can build on this work later), you will better focus your attention. Here are some questions for this part of the exercise:

• What do your marketing pieces say about you?
• Is there a consistency to your approach?
• To whom are you speaking?
• Do the pieces tell the message you want told?
• How do your message increase sales?
• What relationship does your marketing team have with your sales team?

As you're making these notes, take one sheet of paper and designate it the "ideas page". As an idea comes into your mind ... no matter how crazy ... write it down.

Hour 4 - More Preparation

Now, put the sales numbers and the marketing materials aside.

Take the information and materials about your clients and your competitors and place them on the table. Select your three strongest competitors and your 10 best customers.

Spend a few minutes (3-4) thinking about each of them. Then ask yourself the following questions:

• Why do your best 10 customers choose you instead of your competitors?
• Do your competitors spend all their money with you or some with your competitors too?
• Do you offer your customers anything unique?
• Why are these competitors good? (if they are!)

This is the critical step in this process. An hours sounds like a long time on this, but it isn't!.
Once you have finished, put everything back in the boxes and stop (remember the time limit).

Congratulations ... you are halfway through the process.

Hour 5-6 - The Outline

Get your notes (for this part you can refer to specific items in the boxes if needed).
Unlike the other sections, you need two hours of uninterrupted time to complete this next stage. Beginning with your notes, build a brief outline of where you are. To help in the process, I've put together the following questions; most questions should have between three and five answers:

• What were your sales in the past three years?
• What do you want your sales to be next year?
• Why do your best customers do business with you?
• Who are your main competitors?
• Why do our customers do business with someone else?
• If you lost 2% of your average sized customers, what revenues would you lose ?
• How many customers are you losing each year?
• What does your current marketing materials say about you?
• What is the single best thing you do to market your business?

Hour 5-6 - The Outline

Remember you have two hours to complete this Outline stage, if you are asking the right type of questions, and really thinking about the answers, honest, truthful answers .. you need the two-hours.

Hour 7-8 - The Plan

This is another two-hours stage.

Use your notes and the items you have in the boxes to help with this final stage. You are now going to prepare the first draft of your marketing plan.

The idea is that you now have enough information and ideas to put together your marketing plan.  Don't worry if you find you cannot complete yours as shown here, just do what you can with the information you have, use your plan as a start of your activities and go from there.

What you have done will start as a guide for your day to day marketing activities, and you should be able to answer simple questions like; what do you want to say? why do you want to say it? to whom do you want to say it? where do you say it? wow do you want to say it? etc.

If you spend the Eight hours wisely, you will have a simple plan for marketing and the beginnings of the full marketing plan.

Hour 7-8 - The Plan

Remember that this is another two-hours stage.

What you have done will start as a guide for your day to day marketing activities, and you should be able to answer simple questions like; what do you want to say? why do you want to say it? to whom do you want to say it? where do you say it? wow do you want to say it? etc.

If you spend the Eight hours wisely, you will have a simple plan for marketing and the beginnings of the full marketing plan.

Continue working on the plan on a day by day basis, NEVER let it gather dust, you really need to revise the plan at least every quarter to get the most from it, and next year, it may only take you one hour to completely revise for the new sales year!

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LinkedIn - successful lead generation

If you have ever spoken to a B2B businesses about their online lead generation you'll find some discrepancy about how much business they get from LinkedIn, some seem to get absolutely loads of leads and traffic from this professional networking site where other get very little or none at all! If you want to be in the camp that get lots of leads, then follow these simple tips.

Create a company profile page

OK, it seems fairly logical, but still not that many smaller businesses actually have a company profile page on LinkedIn. Ensure that you complete your profile as much as possible and also ensure that all of your employees a) have a personal profile on LinkedIn and that their profile links to your company page.

Tip: Including keyword rich descriptions on your LinkedIn company page, product and services tabs . All of these elements are an essential part of the SEO approach and will help you get found from within LinkedIn's own search functionality and potentially from an external search engine too.

Promote the page 

You are still going to get businesses and individuals that find your business website first, if they do ensure that they easily find a link to your LinkedIn company profile page so that they can follow you. Only by building company followers will you add social proof and generate credibility to your company profile.

Status Updates

Having followers on LinkedIn is no use unless you engage with them; so ensure that you post regular status updates. Your followers will then see your updates and have the option to engage with you and amplify your messaging around their network.

Tip: Aim for at least two updates each week, this maximises your chance to get your status out across more of your network.

Create a Group

I also recommend that you engage with others in your target market by joining Groups that are of interest to them and contribute. BUT a more important strategy is create your own open Group. Lots of businesses still don’t understand the presence and the power of LinkedIn groups. Groups that contain lots of your potential customers/clients do not exist on Twitter, Facebook or anywhere else for that matter; Groups on LinkedIn are basically Communities of prospects for you.

My advice would be to start by making a niche Group; a software developer in Yorkshire for example might start a “Software developers in Yorkshire” group, start my inviting relevant individuals from your network to get and get the discussions started; you'll quickly find that you'll start to get lots more interested individuals to join in,

Once you have a successful Group then organise some events to get some face to face time with prospects.


There are many more ways you can get more business from social networks; if you need more customers or need help understanding how social media fits into your strategy then get in touch with me today.

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Crawl, Walk, Run - a basic online marketing strategy.

Testing the water with digital marketing is incredibly important; at some time all digital marketers face a project where something is not working as it should be (i.e. traffic not converting on a website), but what is actually going wrong can sometime take a whilst to get to the bottom of and fix.

Crawl, Walk, Run is a phased methodology for controlling elements of the online marketing mix in careful bite-sized chunks so that problems are carefully and correctly fixed.

Crawl – look at options that you directly own; this phase overs the core website design and user interaction, and media that you own/control (i.e. Content, SEO, Social Media etc). Fixing these elements first is usually the most cost effective approach to take (even if you need to outsource some of it).

Walk – now it's time to turn your attention to media that you might have less control over or need to pay for or digital marketing tactics that need to have the basics right first, for this reason you should only enter this phase after you have a solid Crawl foundation.

Here you are looking at Pay Per Click (PPC), third party advertising, email marketing, blogging, banner advertising etc.

For the Walk phase you are looking for a minimum of a 5 times return on your investment, so for every £1000 you spend you need to see £5000 returned. 

Run – You'll know when you hit this phase as business will be really good for you, conversion rate will be over 10 percent, online you'll have a low <30 percent bounce rate.

Much of the activity around this Run phase is earned; by now as your business is doing well you so you might be already getting approached by third parties for comment or editorials, and valuable links to your website will be starting to come into you.

Certainly there is more marketing activity you could be undertaking for this Crawl, Walk, Run model, but hopefully this has given you an insight how what digital activities you should be undertaking and when you should be doing them!

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Killer Social Media Strategies

Social media allows businesses both large and small to have a lot of impact and power, here are just a small number of things that you can do.

1. Q&A's

Social media has been developed to engage with your potential customers and customers alike, but may businesses have no idea how to do this easily.  The best way is to hold scheduled Q&A sessions – let your Followers and Fans alike ask you anything they want about your business, products and services.  You may even quickly discover problem areas or new product ideas; this approach will also do wonders for your brand too.

2. Solve Problems

By doing regular searches for your brand name, product/services or market sector you will quickly discover people who are asking questions on Social Media platforms about things that you should be an expert in. 

Respond to them, answer their questions; don’t answer with your sales hat on unless the question specifically warrant you suggesting your companies services but try to answer with your customer services hat on.

In fact this approach goes beyond traditional customer services and you’ll be seen as active within the wider community; this is huge for your brand.

3. Promotions/Offers and Competitions

You will have lots of loyal Followers/Fans, and it’s nice if you can reward then from time to time for being there for you.  Give special offers, promote events, provide competitions – anything to further your engagement with your market/community.

Give value and you’ll have a Fan for life!

4. Value added links

If you are a business that just provides links to your homepage or your products and services pages then you are missing a huge trick; provide links to useful resources/news items (whether on your site or not); this will continue to add value to your brand and your wider community.

Work SMARTER, not harder!

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What could a business learn from a beggar!

I was recently reading an article on Huffington Post about a beggar in Oklahoma that makes $60,000 (approx £37,000) a year on the streets.

Now, two things shocked me with this news item:

1. It’s the 21st Century and we still have beggars on the streets in one of the most affluent countries on the planet 
2. He earns more money (tax free) than some small businesses I know! 

This got me thinking two things really; firstly, this guy won’t be the only person that is begging and making an awful lot of cash from the process and secondly, what is this guy doing that we can learn from?

I always remember one very important tip from my early sales management days; at the time it was the most amazing thing ever heard and I knew that it was something that EVERY salesperson MUST DO to bring in the money. furthermore, I know for a fact that many of the so-called ‘experts’ in today’s sales community don’t do it!

Just ask for the sale. 

In the terms of our beggar in Oklahoma City he has one simple direct message where he asks for money (it's that simple) and people give him some, it's that easy.

How many sales people do you know who beat around the bush playing out some sort of sales ritual with their prospects in a never ending loop of 'will they/won't they buy it' (maybe you do it yourself!). The sales people that constantly contact me never fail to tell me how great their company is, or how fantastic their product is, they might mention how much cheaper or faster or simply better they or their product is than their nearest competitor, they leave the literature, direct me to the online demo, but they rarely ask for my business?

Based on experience I would suggest that far less than 10 percent of sales people actually ask for the sale, imagine the money they are leaving on the table, imagine how much extra revenue could be made if they just asked for that sale!
If our beggar in Oklahoma City can do it, I'm sure the average, educated sales person could do it too. Makes you think doesn't it!

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