If you have been in business or in sales you likely have gone through some times when sales seem to stop coming in or your opportunities dry up in your sales funnel. Besides panicking, what can be done to change the course of your direction? What actions can you take to fill your funnel and bring back your sales revenues? Here are a few that I have learned over the course of 25 plus years.
Look to your customer or client base
Looking at your existing customers is the easy way to sell and find new business. They are already sold on your products or services. Try asking yourself these questions? Do you understand your customers or clients as well as you think you do? How does their business work? Have their marketing efforts paid off? What new business challenges to they face? What exactly do they do for their customers? What outside influences or competition has affected their business? I’ve learned that by asking good questions and genuinely caring about their business concerns, opportunities will start to fill my pipeline again.
Your best customers are your best salespeople
Most small business owners have four or five good customers or clients that are so happy with our products or services, that they are willing to tell others and sometimes believe more in our business than you do. Take these people out for a coffee or lunch and ask them if they can think of anybody that can use your products or services. All you need is leads or an introduction from them. Having these type of people on your side can increase your pipeline faster than you can on your own.
Resurrect old leads and opportunities
Look back into your CRM and find those sales opportunities that were abandoned from lack of interest, the timing was off or the funds were not there. Then review the reason and come up with a new solution for those who warrant a follow-up call. It’s amazing how a fresh set of eyes and new products or services can find solutions to old problems. Sometimes new people in the old accounts allow for new opportunities as well.
Schedule a follow-up week
Yes you need to find time in your schedule and prioritize and focus on digging up leads. Then start smilin’ and dialin’ as the old schoolers’ say. Now it’s time to comb through all those old leads and opportunities. So open up your calendar and schedule a week of follow-up calls. Contact those old prospects with the object to revisit and find new solutions with your new or improved products and services you now offer. I’m not suggested pushing products or services because you need to sell, but looking for opportunities where these fit in well and help your customers or clients.
Will you find problems? Yes but don’t let that stop you. Problems usually indicate to your customers and clients that you care about their business and are willing to help them out, not just make money through sales of your products or services. Sales means problem solving. Sales will come in based on your targeted efforts and your willingness to find solutions.
Many small business owners struggle with technology and to stay current, but the reasons differ. Some owners just want to stick to the tried and true, others worry about the cost and the learning curve and still others fear the future rather than embrace it. Here are a few trends to keep you in the know and reasons why you should consider updating your technology, marketing and tools. Where are you on the technology scale? Are you a 3, 5 or 8 out of 10?
Statistically, only a third of small businesses have a website. Having said that, many websites are still not mobile friendly yet and many are still the old static website designs. How will updating help you business? Nowadays your website needs to be responsive so that it can be viewed on all device sizes. This type of mobile website ranks better with search engines like Google so your business is seen more. Having a new design allows motion and media which keeps viewers more engaged and less likely to move on to other sites. To have a current website today, it can include integrated booking calendars, customer account logins and shopping carts for products and services. These are just a few reasons to make you higher on the technology scale
If you haven’t established an online social media presence, then perhaps it’s time to start a least with a Facebook profile and add a Facebook Page (business). Not sure how? Ask a tech savvy friend or family member to help get you started. Once you’re comfortable with that, add a YouTube channel and upload some videos and a Linkedin professional profile. Furthermore, stick to the common social media and add a twitter, Instagram and Linkedin profiles. Your website and marketing should be integrated to make all your marketing to work together. You could be close to a 6 or seven on that technology scale now!
Are you still sending out flyers and expecting the same results as ten years ago? Today a high percentage of people search online for products and services. With online marketing not only are the results better, but your customers can be targeted and results measured to tweak for further campaigns. Online marketing or digital marketing today includes SEO (website settings to make sure your found), social media marketing reaching out to online followers, Google and Facebook ads and email marketing reaching out to existing customers. Recently, marketing automation for online stores and sales teams are where online marketing is currently. How’s your technology knowledge now?
So you’re still using an office PC tower with older Windows and Microsoft office software and no back ups? Perhaps your phone is a flip phone or a Blackberry? What are current tools of the day and why should you upgrade? Today’s office tools include laptop or tablet with online services containing email, word processing and cloud backup storage. Connected with this technology is a smart phone that allows full sync with your other devices enabling complete remote access to files, emails and file sharing. Today’s current business includes online accounting to allow remote expense adds, quotations, invoicing and payments. Cloud backups and storage are old news, as remote collaborating and video web meetings are now commonplace.
To figure out what works for you, do a little research for current business tools or talk to a few business colleagues asking them what marketing tools works for their business and ask why. Make your small business current today. Become a 9 or 10 and be up-to-date with technology! Make it work the best for your business.
You may have read that Google Adwords and Facebook Ads recommend a landing page along with their online ads. Every marketing agency knows this all too well. It’s not so they can increase their billing, but they understand the power of conversation versus wasting ad budget money.
If I had a dollar every time a small business says they will do their own Google Adwords or Facebook ads and direct the ads to the website, I’d be a rich man. What I always hear them say after they’ve tried it for a while, is that these ads are a waste of money because they had no results.
It’s best to start by explaining what a landing page is. A landing page or marketing page is usually a hidden page on your website that online ads are directed to in order to help convert ad clicks in actual dollars.
Why can’t you just send the ad clicks to your website? It’s been proven that ads sent to your website do not show the results and do not provide good ROI (return on investment). Why? It’s because landing pages have key components to encourage viewers to stay engaged and to move to action.
Here are the components required and why: to begin with, the landing page needs an engaging capture line and image to keep them reading. Usually this page should identify a problem, provide a solution and then expand with some key benefits. All this needs to lead to a call to action that matches your business model. (buy now, get a free trial, book an appointment etc.)
- no website navigation
- social icons or sharing
- captivating catch line
- relevant photos
- key features
- 2-3 different call to actions
So take the advice from Google, Facebook and the professionals, design your own or have a landing page created so that your ad money is not wasted. You want your ads to convert from clicks to conversations to increase your business revenues or exposure.
I get this asked of me many times over. What is the least expensive way to bring in sales? The answer is simple; sell to your customers. This coincides with the business principle indicating that 80% of your business comes from your existing customers. It’s the easiest way to bring in more revenue because customers are already sold on your goods and services. Furthermore, your return on your investment is usually far greater than selling to a new audience. Marketing automation is an affordable and effective tool that allows you to target existing customers and sell them your products and services. Once that’s in place, relax and let the marketing automation work for you!
Ecommerce Marketing Automation
Ecommerce means a lot of different things, but I want to look at online store or shopping carts and assume you are not a new business. You need to spend some of your marketing budget to get found by web searchers with good SEO and spend money on paid ads to boost your efforts. However, email marketing automation is still the best “bang for your buck” and offers the best return on your investment. Automating your marketing with your website store will help you stay in touch with your customers on a regular basis, keep them informed about related products or services and remind them when they abandon a shopping cart. All this with little effort and cost on your part. Thus this added marketing tool will provide a huge uplift in your online store sales as well as save you time.
Sales CRM Marketing Automation
A business model that uses a sales team requires more than just marketing automation. They require a customer relationship management system known as a CRM, to track leads, opportunities and activities. These also integrate email programs to sync up tasks, calendar events and contacts. These CRM’s integrated with marketing automation provide a combination of sales and marketing now expected from salespeople and organizations. Marketing automation usually includes lead generation forms added to websites, triggered autoresponders from signups, a series of educational emails and email campaigns to promote and communicate with clients. This powerful dual tool can increase sales and improve business relationships with less effort, yet personalize the buyier experience.
What should you do moving forward?
It makes sense to automate your marketing for two great reasons:
- Increase your sales revenues
- Reduce wasted time on your own efforts
Pick a marketing automation that works for your business model and set it up properly or get it setup for you. Put it to use to get the sales you require and to save your time. All business owners need to take a breather. Let the automation do the work..
Free marketing for nonprofits sounds too good to be true, but every word I say is a good as the gospel. Most of the big names in marketing have a heart for registered charities and want to help them out. So if you are on the board or the chairman of a local charity, you should never have to pay for marketing services. I know as an owner of a few marketing firms, I send nonprofits this direction first as a contribution of my own. We even pick a charity a year to donate to and support their great efforts for our communities. Most good firms will even provide free consulting to aid charities.
You’re registered charity should be able to raise funds easier, collaborate with board members and volunteers more effectively and share your cause with a broader audience. Take your mission much further with the right management tools and a cost your budget can afford. But how? Google offers charities G Suite that includes domain email, drive for document processing, backup, storage and collaboration. You can even use Google sites to create a free website.To promote your charity and expand your reach, Google Adwords grants can boost your efforts. YouTube donor cards can be added to your video for direct donations to help your fundraising. Donors need to know that 100% of funds go toward furthering your mission, so with Google ONE, there are no transaction fees and they have automatic receipting. Even Google premium maps keep sensitive data internal by displaying valuable community or donor locations. Get started today.
To get your charity found locally, set up a Google My Business account and get verified. Why? Besides getting found by local searches, it allows the creation of a free single page website and posting for events or your Google Adwords. Start now
Use their free services for both email campaigns for lists with subscribers up to 2000 and unlimited use for marketing automation. Keep track of your donors with signups. Send funding campaigns for request to donors or keep them in the know with recent efforts. Keep volunteers in the know on a regular basis in a legal manner. To keep up with your efforts, new marketing automation can trigger a series of education emails to signups and send branded thankyous or reminders from your website. Should you need to expand your subscribers, they do offer a non profit discount. Subscribe for free today.
Set up your Facebook Page for your charity. Regular postings, blogs, photos and video will increase your online presence. I would also suggest a Twitter profile and Instagram profile as well. Get set up now.
Create a logo and design it yourself by using Vistaprint free online logo maker. It costs nothing to design it with only a small fee if you want to download it. You can also get affordable business cards, print materials and clothing. Taking it one step further, your organization can even get a 25% discount using their basic membership program. Start now
Why am I revealing all this free stuff for nonprofits? Most nonprofits are volunteer hours by dedicated individuals who are passionate about their cause. Their share their areas of expertise so why wouldn’t I do the same?
Summer is the time to relax and enjoy the nice weather and take some well deserved vacation time. But you’re not the only one that needs the break. Your clients and customers are doing the same thing which makes the summers quieter for business, unless you’re in the tourism or entertainment business.
Many businesses and owners use the summer time to catch up on tasks that never seem to get done such as doing some face to face meetings with clients, rearrange your office space or catch up with some accounting processes. If you are in sales, this is a good time to visit your competitor’s accounts while the competitors are on vacation. Watch your back, because your competitors likely have the same idea.
So what can a small business get done during this quieter times and prepare for the busier autumn times? Here are few ideas I’ve learned over the past few decades of business in the summer.
Summer Business Ideas
- Visit or contact those customers or clients you never had time to see
- Clean up computer files or start new backups
- Revise your website and social media pages
- Setup email or marketing automation
- Catch up with your accounting
- Renovate or refresh your office space
- Contact your competitor’s accounts while they are on vacation
- See a few businesses face to face to book a fall meeting
- Invite clients out for a patio lunch
- Take your best customers out golfing
Whatever your creative mind can come up with, is likely worth pursuing. It’s time to enjoy the summers months as we all know they’re shorter than we would like. However, it’s also worth your while to use the more casual downtime to your advantage. Move your business forward by catching up, booking appointments and arranging meetings with your competitors’ clients. You may just hit a hole in one with your downtime efforts.
There are always changes in local SEO services with Google and Facebook. Recently there has been some Google services changes and additions that you should be aware of and how they might affect your online presence. There has been some confusion between Google Plus and Google My Business. So why do you need these free online services from Google, which ones are right for your business type and what do they do to help your business?
Google Plus (Google+)
This is Google’s social media page which is similar to Facebook and allows share links, videos, pictures, and other content with people who share your interests. Having a Google+ Page is good for online recognition and it helps with your SEO rankings as it’s tied into Google’s search engine. So if your business model doesn’t have a physical location and requires an online brand presence, then this tool should be set up.
Google My Business (GMB)
This online marketing tool allows your customers to find your business locally by providing mapping, hours of operation, photos and reviews of your business. GMB is really designed for businesses that have a physical location, but you can add a home-based business or services business too. GMB will help your business rank better with local searches and provide insights of the results. Recently a basic web page, promotional posting has been added and Google Adwords Express will now display ads for increased exposure.
Google My Business is a dashboard that allows you to see different kinds of information that relates to how your business is found on Google. Google Plus is a social network that allows you to more closely connect with your online visitors. Most businesses are aware of one or both of these Google tools, but the industry has changed over the years.
This summer might be a good time to set up these services and integrate them with your current online marketing efforts. Start by getting a Google account if you don’t have one, then set up Google My Business to get found by local searchers or Google Plus Page to engage people interested in your type of business or nonprofit.
Must-have Video Marketing – It’s no secret that video is a hot marketing tool with Facebook likes and views 10-20 times over text postings. Creating quality video is important so avoid mobile phone recordings and uploads. It’s best to use a professional along with good editing for the best results. For the the best ROI, I would recommend only using videos for your high-end homes and properties.
Use Social Media – Beyond just photos today, Instagram is a great help tool for real estate agents as photos can be geo-targeted and very useful for location based services. As a real estate agent it’s all about networking and referrals as we discussed, so LinkedIn is a natural opportunity to target a more professional market. But be careful, these folks won’t put up with a lot of promotion or advertising so just network or post your informative blogs. Last but not least, whether you like it or not, you must use Facebook in todays online world. Your Facebook Page should match the look and feel of your website. Make sure you add a good call to action button, upload good quality photos and videos and make sure you post regularly about topics, not just you listings.
Integrated Blogging – If you’re not a writer, this tool is not right for you unless a friend or family member can be your ghost writer. Having said that, you may want to consider the huge benefits of blogging. Blogging is a more passive means of establishing your credibility as an expert in your field and it dramatically increase your SEO (getting found by web searchers). Start with embedding the free ones either www.blogger.com or www.wordpress.com but the best way is to add it to your WordPress website.
Online Paid Advertising – For the novelist, Facebook Ads are a good place to begin and the are highly affordable. They also cater to the DIY market so set up and management are not required. Keep in mind these are display ads and not search ads. It’s kicking your marketing up a notch, but not breaking the bank. Google’s relativity new Adwords Express offer an affordable and more simple way to set up search ads to help your website rank better from the start. Retargeting should be put in place so people that click on your ads see your ads again during other searches.
Gorilla Marketing – This is the “ultimate thinking outside the box” marketing. It would include things like dropping off gifts for recent homeowners, handing out flyers door to door, having a table at the local mall, doing a local radio interview, or advertising on a bus or park bench. As far as your creative mind goes, so do the ideas.
It’s the best kept secrets that keep people wanting to know what you’re up to. These tools aren’t secret anymore but how you use them is your cutting edge in marketing yourself.
So you’ve been a realtor for a while now or perhaps you just started. As you probably know, your industry is all about marketing yourself, your Realty services and how you are different from all the rest of the agents. Perhaps these current ideas might help you get the competitive edge, increase your listings and attract new buyers. Here’s what I’ve seen and used for the tops sellers in your industry. Perhaps they might work for your real estate sales and marketing efforts.
Email marketing is an affordable, effective marketing tool with one of the best ROI’s in the marketing world. To build your list, add signup to your website, your Facebook page and your email signature. To improve signups, offer incentives; ideally something of good value to subscribers, but low cost to you. To get more opens with email marketing, keep your subject lines short and interesting. Reminder to keep your readers educated, not sold to. Use email automation that will trigger from signups sending out welcomes, birthday wishes and timed email series about you, your company segregate topics of interest and demographics.
Website Lead Capture
Most real estate agents use some form of sales CRM for leads, opportunities and task tracking. Using this sales tool has proven to increase sales opportunity to close ratios up to 24% by making sure that all leads are followed up in a timely manner. Most CRM’s have web to lead forms that can be added to your website to automate your lead generation process. Of course it goes without saying, your website has to be found, so good SEO settings must be made on and off your website so Google searchers will find you.
Build A Referral Program
As many of you know, one of the best ways to secure new business is through referrals from your past clients that are “happy campers.” Often these referrals are coming from friends and family. In fact, studies show that referrals and repeat business makes up 82 percent of all the business signed with real estate agents. However, it’s also a well known fact the only 11-12% of sales people ask for them. Therefore, it’s good to make a conscious effort to have a referral request conversation. Make sure it’s done through a natural dialogue so as not to appear desperate.
Get 5 Star Reviews
It couldn’t be easier to get reviews today with website widgets and social media. People are looking for and believe the reviews from other people. In fact, statistics say 88-89% percent of consumers look for 5 star ratings for businesses. Close friends or family referrals have been a proven way to spread the good word about good realtor services. This means making a conscience effort to ask for good referrals to use for your reviews of your quality services online.
Use A Professional
It might be worthwhile to take a few things like marketing off your plate. Did you know that the average business owner spends 20 hours a week on marketing? Besides, why wear so many hats and still only end up with average results and possibly harm your personal brand? It might be a good idea to hire a professional marketing agency or freelancer to take on the challenge. Good rule of thumb: spend 10% of your annual revenues on marketing for moving forward results.
To be on the cutting edge of Realtors today, you need a cutting edge. Watch for part 2. Same time, same place next week.
Not only do I wish you Happy Canada Day, but as a proud Canadian, I want to take the opportunity to wish Canada a happy 150 years of being a nation. Keeping with the Canada’s birthday eh, I’d like to contribute some recent Canadian stats about websites and online marketing:
Top Canadian Marketing Factoid
- 49% of small businesses have websites
- 91% of websites are not mobile friendly
- 85% of people search the web for businesses
- 87% won’t consider a business with low ratings
- Number one complaint is websites are not current
- The most popular website platform is WordPress
- Most small business websites have partial or poor SEO
Keeping those stats in mind, the next paragraph explains how business Canadian business owner markets their business. It’s unwrapping all those stats like unwrapping birthday presents.
What do Canadian small businesses need today?
Before any design or marketing is done, branding and identity must begin with a well designed one-of-a-kind logo. Once that’s, in place, a mobile responsive website should be designed. It should be clean and simple with a clear message and good quality photos. To support your website, branded social media pages need to be created and integrated as well. Adding video or an animated explainer video is always a great idea providing more engaging media. It’s like blowing out 150 candles if you will – a wow factor!
A website not found by searchers is simply web waste. Therefore, websites must include organic SEO settings to get found by searchers. To boost search results and ranking, pay per click advertising with Google Adwords is recommended for more instant SEO results. Regular postings with blogging and posting in social media pages, will also improve business ranking with searchers.
The most effective marketing with the best ROI starts by reaching out to existing customers with email marketing campaigns. Along with this, triggered email automation sending a single or series of emails based on customer interactions is recommended. Marketing automation can increase lead generation, thereby reducing a marketing team’s time and improving the selling process blending sales CRM and marketing efforts.
There’s nothing greater than being a Canadian. So what does that mean for Canadian businesses? It means it’s time to create a mobile responsive website, have proper SEO settings to get found and acquire current up-to-date content. Using the website as a hub, marketing stays current with automation. It’s kinda like Canada’s birthday – 150 years in 2017 is up-to-date. Happy Birthday Canada – God keep our land glorious and free!