FACT: Almost everyone tends to do business with people they know and like. That's why one of the most important facets of your marketing program should be developing and using your communication skills. If you're shy or antisocial (and we all have our moments), then you're creating a severe competitive and financial disadvantage for yourself and your business. The other extreme, of course, is coming on too strong. It you do that, then people will start avoiding you like the plague; but if you cultivate the ability to casually mention your business in the course of friendly conversation, without trying to close sales or get on-the-spot commitments, then you'll discover a potentially lucrative source of new customers. Following up at a later time with the prospect is necessary, but at least you've set the stage for a future business relationship.
KEY CONCEPT: Be alert for opportunities to make new business contacts, and don't allow yourself to be caught off guard when opportunities arise! Whether you're at a Chamber of Commerce meeting, a 4th of July parade, a picnic, a trade show, or a wedding reception, be prepared to describe what you do, clearly and concisely, and always have a fresh supply of professional-looking business cards on hand. And while we're on the subject of business cards, here's something to think about: Has someone ever handed you a business card that was wrinkled, coffee stained, or had an out-of-date phone number on it that had to be crossed out and corrected by hand? I don't know which is worse: handing out an unprofessional-looking business card or not having any with you at all. Both are stumbling blocks to creating a favorable impression and cultivating new business.
APPEARANCES: Image is not everything, but it can make the difference between owning a thriving business and just struggling to get by. You are constantly being judged by appearances, and that can tip the scales in your direction or that of your competition. Poorly designed brochures, an amateurish logo, an unimaginative trade show booth, run-of-the-mill business cards, a garbled answering machine message, and dozens of other ways you represent your business can have a cumulative effect on your ability to acquire and retain customers.
VITAL SUCCESS INGREDIENT: Enthusiasm is one of the most powerful antidotes to customer indecision, sales resistance, and the effects of a competitive business environment. Enthusiasm can be extremely contagious, whether it's face to face, over the phone, or even in print. If you act like you really believe in your product or service (and yourself), then your sales prospects will be a lot easier to win over and convert to loyal customers. Enthusiasm is not something you have to be born with; it's a habit you can practice and cultivate. Remind yourself that when it's conveyed to prospective customers with sincerity and conviction, enthusiasm can literally translate into dollars and cents!
FOCUS ON INTANGEABLE REWARDS: Another fundamental principle to keep in mind is that advertising and marketing messages that focus on the benefits that a product or service provides, rather than just the features it offers, almost always attract more customers and generate a higher response rate. While product and service features are important selling points, it's often the anticipation of the benefits, the pleasure, the convenience, the speed, the prestige, the approval of others, the comfort, the safety, the security, or the enjoyment of a product or service that will be the decisive factor in closing the sale and winning over the customer. Conversely, helping your customers avoid problems, pain, hardship, and loss can also be strong motivators that favorably influence their buying decisions.
An effective marketing strategy consists of a planned, sustained, targeted, and integrated approach. Know who your prospects are, make sure you're visible to them in a variety of ways, and keep putting your marketing message in front of them on a daily basis.
