Sales & Marketing Articles For Entrepreneurs & Small Business Owners

Consistent Marketing Wins the Day!

I think there`s a part of us that is attracted to the bright, shiny, marketing ideas, strategies and concepts that have sprung up in recent years. Gone are the days of good old-fashioned, religious calling through the phone book. This has been replaced by social media, webinars, podcasts, instagram, what’s app – and I’m sure [...]

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Would you like meetings with Travis Perkins?

We’re seeing some AMAZING results with our LinkedIn package and it’s becoming really PREDICTABLE! In other words, we know that if we do x, then y, then z, it will lead to meetings and leads for our clients. How would you like meetings with Travis Perkins, Bernard Matthews, Edinburgh Council – all of which we’ve [...]

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Is your marketing company being ‘fluffy’?

Many of the people we speak to currently use a marketing company that they may have been with for month or years and if they’re working well for you, then that’s great. However, more often than not, we find that the activities the current marketing company are doing don’t result in lead generation. The activities [...]

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I’ll do it when…

What stops us from taking action? Lots of things, but one of the most common we hear when we ask people whether they want to move forward is, “I’ll do it when…” …10 new contracts come in … I’ve moved house … I’ve had my holiday … I get five minutes to clear some space [...]

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Should we hire an apprentice?

Occasionally I hear these words from people: ‘I’m thinking about hiring an apprentice to do our marketing for us’, and these words always concern me. Today I wanted to address this question in the hope I can show you why you shouldn’t hire an apprentice. I want to do that by telling you about our [...]

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What do we love on LinkedIn right now?

We’ve been experimenting on LinkedIn recently, which has had some great results for our clients. We thought we’d share a couple of new techniques you might like to try. The case study technique With this technique, you would find your target connections and send them an initial connection. Once they’ve accepted, send them a PDF [...]

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When should you stop marketing for the year?

With only a couple of months left until the end of the year, a natural question that comes up is ‘when do we call it a day?’ For most business to business companies, they’ll tell you that after the end of the second week of December there is really no point doing any marketing as [...]

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Influence Marketing Isn’t Easy, Isn’t Fun; But Is Rewarding

“A man just doesn’t know how many friends he’s got ’til he’s flat on his back.” – Buford, “Walking Tall,” Bing Crosby Productions, 1973 I enjoyed Robert Downey Jr. in Ironman. His appearance in the HTC One commercials left me wondering WTF! Neil deGrasse Tyson in Cosmos made me want a spaceship just like his. [...]

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Outsourcing to a Marketing Company vs Employing In-House

So, you’re thinking about outsourcing your marketing. You invite two or three potential suppliers into see you, all of which provide you with a quote… and then at some point you start asking yourself whether you should employ someone in-house instead. When you’re faced with this dilemma, it can sometimes be helpful to breakdown the [...]

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Doctor Vs Dentists

Yesterday I had an 8.45am appointment with the Dentist. Definitely not my favorite place to go and definitely not at that time in the morning. My husband and I arrived for our check-ups promptly and at 8.45am exactly I was shown into the chair. After a quick look around and an announcement that everything was [...]

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Social Media … Targeted Marketing Until They Turn on You

“It’s not a mistake. They don’t make mistakes. They don’t do random. There’s always an objective. Always a target.” – Nicky – “The Bourne Supremacy” (2004) The world of new media – widgets and social applications – it’s a great big beautiful marketing hunting ground. Imagine people flocking to Web 2.0 locations where they blog. [...]

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Concentrate on Results … Not on delivery

I came across a very interesting formula the other day, which was shared by a sales guru based in the US called Lisa Sasevich. She was talking about the fact that when many of us talk about what we can do for customers, we concentrate on how we can deliver the product or service and [...]

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Do You Know Your Why?

When people used to ask me why I wanted to achieve a particular goal in my business or get to a certain turnover, I never used to be able to answer them and I always came away from that interaction thinking the same thing: Why do you want to know my why? After all, I [...]

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When Should You Stop Chasing A Potential Client?

You have been to see a potential client and then dutifully gone back and sent over a proposal. And then, radio silence. Nothing back at all. You know you’re going to have to pick up the phone and that thought doesn’t fill you with joy – what if they say no? Here’s the bad news. [...]

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The Secret To Writing Great Copy

How many times have you read something – maybe on a website or in a sales letter and thought “that doesn’t make sense” or found it hard to concentrate because the way it was written wasn’t very interesting? Well, let me tell you something. When I first started my business, that’s how the information that [...]

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Just Because You Have a List

I think there is definitely an expectation in marketing that just because you have a list of contacts, be it from a bought list, networking event, LinkedIn connection, referral and so on, that everyone on that list should be interested in what it is that you do. Let me give you an example. A client [...]

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Boomers Set to Control 70% of Disposable Income – Who Are You Marketing To?

Baby Boomers represent 44% of the US population and by 2017 are estimated to hold 70% of US disposable income. Combine their buying power with their fast adoption of technology – one-third of Boomers say they are heavy internet users, with more than 8 million Boomers spending more than 20 hours a week online – [...]

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The Task of Bringing Brands, Customers Together

Soft Side of Business – It’s too easy to forget that there are real people behind companies and brands who want you to like them and what they stand for, what they work for. In today’s social media world, it’s too easy to call them names and forget the fact they’re trying hard – real [...]

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Overcome Phone Phobia

Phone phobia is a common affliction among many sales people, especially those who have a strong fear of rejection. When you are a direct sales professional, you will have to spend a lot of time on the phone. Some calls can be easy to make. That happy customer who wants to place an order is [...]

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How Promotional Products Help Marketing Efforts

A recent study published by the British Promotional Merchandise Association (BPMA) gives statistical evidence how promotional products can help you achieve your marketing goals. Key Findings: 66% of respondents said they could remember the brand on the promotional product they received during the last year 79% said they were likely to do business with the [...]

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