July 23, 2015
Are you looking to grow your business? Well you’re in the right place. It can be hard to get out of your routine and try to expand your talents. So to help, we’ve put together 4 easy ways to grow your business.
- Do your research. If you’re reading this blog, then you’ve already started #1. Research how other people are growing their businesses; there’s no need to reinvent the wheel. If you can come up with some ideas, great. But remember there are a lot of people out there with great ideas they are willing to share.
- Target new markets. A great way to build your business is exploring different markets for your business. Think about opportunities to reach out to a different group of people. You never know who’s out there with a need for your product.
- Develop your website. We can’t emphasize this enough. Having a professional, updated website is crucial for growing your business. This is how many new clients will discover your business. You want your first impression to blow them away.
- Set goals. Make sure your goals are S.M.A.R.T: Specific, Measurable, Achievable, Realistic and Timely. Having SMART goals will keep you on track for building up your business. Without set goals, it can be hard to accomplish what you want.
Your business is fine, but you want it to be great. Use these tips to build your business and grow into whatever you set your mind to.
How did you grow your business?
May 28, 2015
The time has come. You’re staring at your office phone knowing what you have to do. You start thinking of any and all of the “more important” things you should do first: maybe you should clean out your inbox or you haven’t organized your top drawer in who knows how long. What you should really be doing is making prospective sales calls. But it’s hard. It’s scary. You’re afraid of rejection. Here are 6 tips to overcome the fear of sales rejection.
- Be prepared. Cold calling a customer can be scary, but it can be even scarier to freeze up on the phone and not know what to say. Avoid this by preparing your materials ahead of time. Gather up offers and really know what you’re selling. This will give you confidence that you know your stuff.
- Have goals. This goes for long and short term sales goals. Think about why you want to reach these goals and use that motivation to pick up the phone. If you’re working towards something bigger, you’ll stay more focused on the task.
- It’s not you, it’s me. In most situations, this is actually the case. Maybe you caught the customer on their busiest day of the week, or the person you called doesn’t have the authority to make decisions. Whatever the real reason, don’t take rejection personally. Many people will say no, but you’re working towards that one yes.
- Plan. Dedicate a specific time every day to make sales calls. Once you get into a routine, it won’t be so scary and daunting. You know that right before lunch you make a few calls, or at 3pm every day. This will put sales calls onto your calendar and force you to practice and become more comfortable.
- No doesn’t mean never. Just because you get a rejection now, doesn’t mean that person will never be a customer. Try to find out why they’re really saying no, and remember that for next time. Try to have a conversation and keep your notes. This will help build a relationship the next time you call.
- What’s the worst that can happen? Think about it. The worst that happen is they’ll say no. That’s it. You’re not getting fired, you’re still breathing, and the world is still turning. All you have to do is call up the next one on your list. It’s that simple.
It can be really hard to overcome the fear of rejection. But remember, you’re going to be rejected. That’s inevitable. The real success is brushing it off and moving forward. If you don’t ask, no one will ever say yes.
How do you deal with rejection?
April 2, 2015
You appreciate your clients. You even host interesting client events to show your appreciation. This is all well and good, but you can do more. What if your clients brought prospects to your events? Then you could show your current clients you care, while gaining business with their friends and family. Now the question isn’t why, but how. Here are some ways to open up your events to potential clients.
- Invitations are key. When inviting current clients to your event, be excited! If they think the event will be fun, they will be more likely to bring more people. Also specify who (if anyone specific) you want them to bring. If there is no one in particular, invite them to bring someone from work or a golf buddy.
- Ask around. Ask your clients (or survey them! Check out our last few blog posts about surveys!) to see what kind of event they would be interested in. See if they would be willing to bring a friend to the event and where and what the event should be. If your clients feel like their opinions are valued in planning, they will be more likely to come.
- Don’t be afraid to check in! Call your clients back after the initial invitation to confirm their attendance. Make sure you find out if their prospect can make it. If your client needs time to ask their guest if they can come, that’s fine! Just make sure you specify when you will call again to finalize the guest list.
- Be ready. Make sure you’re prepared for the prospects that come to your event! Don’t waste this valuable opportunity to connect. Get business cards or email addresses so you can follow up after the event. This makes you stand out and have a better chance of turning this prospect into a client.
Whether you go golfing, have a picnic, or host a wine tasting, you want your clients to be involved. Make them work for you a little and bring a friend… or 5!
How do you get your clients to bring potential prospects to events?
March 19, 2015
You look at the facts and you realize your marketing isn’t working. But what can you do to improve? Lucky for you, we have just the answer. Here are 5 ways to fix your marketing:
- Just ask. If you look at Three Point Marketing’s last several blogs, we talk about surveys and how to use them. So do it! Ask your customers what they want and you may be surprised what you can learn.
- Get responses. Creating marketing materials is a great start, but if you aren’t getting responses it may be time to change it up. Try something new to elicit more responses!
- Know your stuff. Can you concisely say what your business does? Make sure you have a solid elevator pitch (check out our blog about elevator speeches for ideas! https://threepointmarketing.wordpress.com/2014/06/12/thirty-seconds-to-success-how-to-perfect-your-elevator-pitch-with-5-easy-tips/) You have to be able to sell yourself quickly and differentiate yourself from the competition.
- Figure out your target. Are you marketing to the right audience? Do some research about your target market to make sure you are doing all that you can to reach them.
- Don’t be afraid to copy. There are some great marketing ideas out there. You don’t have to come up with something brand new! Check out the internet or even your competition to see what works for them. Then adjust to match your needs and goals.
If your current marketing efforts aren’t working, don’t get discouraged! There are plenty of ways to improve your marketing and improve your business.
How can you improve your marketing?
January 22, 2015
You know the saying “A picture is worth a thousand words,” but your brain ignores the cliché when you’re thinking about your business. Lucky for you, we’re here to tell you how to utilize pictures in your marketing and make them speak volumes. Here are 5 reasons to incorporate pictures into your online and traditional marketing:
- Posts with photos get 94% more views. NINETY-FOUR PERCENT. That is reason alone to include images with your social media and blog entries. There are tons of pictures available on the internet to choose from. Just make sure you pick something relative; you don’t want to confuse your readers with non-sensical pictures.
- It gets the media interested. Stories or events with pictures are way more likely to be covered in local papers and online newspaper sites. Make sure you keep a camera on hand at your next volunteer event or awards dinner to snap a few shots.
- They’ll help drum up new business. 60% of clients are more likely contact a business when they find a picture in their local search results. Take pictures of your office, your staff, and your building. Getting a preview of the environment will encourage clients to approach you.
- You can boost your presentations. Presentations with images are more effective at getting your audience to take action. Including (well thought out) pictures in proposals will help you get your clients motivated.
- It’ll capture their attention. Pictures are much more likely to capture someone’s attention. This is exactly what you want your marketing materials to do. Mailers get thrown away constantly, but what if a great picture caught a client’s eye? Instead of being put immediately in the trash, your mailer gets the attention it deserves.
There are countless other reasons why pictures are important for your business. Make sure you website, social media, flyer, mailers, and anything else you can think of has appropriate pictures to add to your brand. You know what they say, “a picture IS worth a thousand words.”
How do you utilize pictures in your business?
December 11, 2014
You’ve heard the saying “there’s no second chance to make a first impression”, and they’re right. A client’s first impression of you and your business is extremely important. But how do you make a good first impression? Here are 5 ways to avoid making your first impression your worst impression:
- Your real first impression isn’t in person. If you’re meeting a client face-to-face, there’s a good chance they did some research. Their first impression of you came from your website or social media sites. It’s critical that you keep your online presence updated and accurate so clients feel confident about you before you even get a chance to say hello.
- Do your homework. Before you meet face-to-face with a client, make sure to look at their company website and personal social media. You can be sure your client looked you up, and you want to do the same. Having some basic information about the company and personal interests shows that you know your stuff.
- Look the part. Appearance is everything. Well not everything, but it’s definitely important. Looking put together leaves a better first impression. Not only will the client take you more seriously, you’ll feel more confident about yourself.
- Have a plan. Before your meeting, set some goals for yourself. Not just business goals, but social goals as well. Make an agenda for the meeting so you know where to focus your time. You’ll feel more prepared and less nervous if you know what you’re going to say.
- Be yourself. No one wants to have a meeting with a robot (unless it was an actual robot, that would be pretty cool.) Don’t get strait to business, make a connection. Don’t wait too long to start the meeting, but take the first 30 seconds to a minute to say hello, shake hands, and small talk before getting into it. This establishes trust, which is definitely a plus in a business relationship.
Follow these steps, and you’ll be sure to make your first impression a great one.
How do you make a good first impression?
November 13, 2014
Every time you look for potential business or new customers, you are prospecting for your business. While you may not find gold, you just might find some great clients if you play your cards right. Here are some tips for making your prospecting as successful as possible.
- Digital interaction. Connect with a potential client on LinkedIn. Retweet something they posted on Twitter. Comment on their LinkedIn articles. These small interactions will get you on a customer’s radar and build a relationship before you even talk to them.
- Make a plan. Thinking out your prospecting will make it much easier to keep yourself organized. Schedule time every day to investigate new clients and do research. Taking it in smaller doses can make prospecting less daunting.
- Stick to what you know. Focus your efforts on what you do best. If you are really experienced in email marketing, use that to your advantage! Just make sure you don’t get stuck. Make sure you try new ways of prospecting, too. You never know what might work.
- Think about your words. No matter how many people you call or emails you send, if you aren’t using the right language you’ll never make connections. Really focus on the words you choose, you might only have a few seconds to get someone’s attention.
- Remember it takes time. Sometimes you meet the right person at the right time, but most cold calls don’t end in an appointment. Build up relationships a little at a time to create trust with potential clients. Customers want to work with people they know, so keep in touch to remain in contact with prospects.
Prospecting isn’t always easy. It takes time and practice, just like everything else! If you focus your efforts and take time to plan, you can make the most of your prospecting and have the greatest success.
What are some ways you prospect?