Category - Sales

I can’t believe it!

In over 30 years’ of consulting to small businesses on their growth strategies, I have worked in the UK, the US, Asia and Australia, and while the largest majority of small business owners understand the need to plan and budget, and even gradually realise the value of systems and organisational structures, most of them still question the need for a marketing plan.

It doesn’t matter where they are – I think deep down inside they just think that marketing is something that “happens” when they start their business. They have something good to sell. They believe in the vision and values of their business. Build it and they will come – and if they don’t come as quickly, ok, we’ll market….we’ll advertise!

Sorry people – advertising is not marketing.

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If you are in business, you are marketing every day.

You are marketing when you answer the telephone; you market when you send out your product; you market when you bill or provide follow up service. You even market when you meet your bank manager, supplier or accountant.

That’s because you never know where your next lead will come from, so you need to make sure you are putting your message out there all the time.

But what is your message? Read More

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We know what marketing is all about don’t we? It’s about getting people to buy your product or service.

So, we load up our day with thinking of more and more inventive ways to get our product in front of the customer – “buy me” we cry. But what most of us forget when we make this cry, is that people don’t buy because they want your product. People buy because they need something your product can give them.

The most important acronym in marketing that we must heed is “WIIFM.”

What’s WIIFM?

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