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Learning The Best Sales And Marketing Strategy For Small Businesses

Small business owners are always in endless search for the best sales and marketing strategy that can bring in more clients to their venture. Finding relevant ideas is really not that hard because they have been around for the longest time. What comes out really challenging is firmly taking each of them into action. Listed in this article are a few tips that have guided successful local entrepreneurs in their quest for profits. Read and see which of them can be included in your to-do list.

Positioning yourself as an expert in your industry obviously starts from identifying your niche first. This comes from knowing what your product or service can or cannot provide and do. This will set you apart from other small businesses. Next, identify who your market would be. If you get more specific about your audience, your marketing efforts will be targeted and you will get targeted results as well.

As you belong to a specific niche, do not forget to monitor your statistics. Know the current number of your clients and their whereabouts. Such information can help you identify the areas that you need to focus on. This will make every effort you make useful. No more energy and time wasted on your part.

Another sales and marketing strategy that you might want to try is offering solutions to the problems of your target market. Definitely, the solution that you will be offering here is your product or service. This redirects your effort from selling your merchandise to letting people know the benefits they will get from choosing your brand over the other brands. This enables you to gain their trust along with their decision to be one of your patrons.

In relation to the above-mentioned point, be patient in building good relationship with your current customers. Interact with them by holding events where in you can mingle with them and ask for their thoughts about your brand. This could also be a great opportunity for you to fish for customer testimonials.

Marketing for results needs consistency. If you have observed that a current tactic is working for your local business, devote your time and efforts to its religious practice. Be keen about jumping on the bandwagon. Perhaps, a new technique worked for your competitors. You cannot assume instantly that the same technique will work wonders for you. Stick with the measures that are effective in helping you achieve desirable results.

No one can do everything on their own. Even experts in the field ask assistance from other experts as well. Approach the owners of local businesses leading in your niche. Think of talking them into mentoring you. For sure, such a scenario will benefit both of you. Look into your network. Ask people you know for referrals. You can promise to do the same for them. This might sound like an odd sales and marketing strategy for you to try. But the reality is give-and-take relationships with other small businesses can help you thrive in your niche.

Stinky Sales and Marketing Pitches

Got kind of a weird sales and marketing tip for you today.

In fact, it may even stink a bit.

But if you sell a product or a service of any kind (especially if you sell in person or over the phone) I think you’ll find it very helpful. Anyway, here’s the story:

Last week, I was walking Zoe (my dog) down by the beach like I do every night when, a couple hundred feet away we see this big ol’ fatty skunk. Now usually, this is no big deal. I mean it’s not like it could spray us from that far away.

But there was something different about this skunk.

For one thing, he wasn’t scared of us like most skunks.

In fact, the little stink-bag came TOWARDS us with his tail up — as if he wanted to spray us with his stink-shooter. (Which would actually make my dog happy. After all, one person’s stink is another dog’s perfume…)

Anyway, it totally reminded me of Pepe Le Pew.

Remember him from those old Bugs Bunny cartoons? Pepe was the skunk who was always speaking charming words to the ladies, wanting to kiss and hug and romance them… but, due to his horrendous odor, would chase them away, despite his charm and loving intentions.

In fact, the MORE he pursued the ladies… the FASTER they’d run.

And we see a lot of that in sales and marketing, too, don’t we?

Where marketers are trying to “romance” people with charm, well-rehearsed scripts and by saying all the “right” things… but one look and we see how they stink to high heaven. The “stink” can take any number of forms, too. For example…

It could be neediness (this is often the case).

It could be the arrogance of the salesman or marketer (we have a bit of that in the Internet marketing world, don’t we?)

Or it could even just be the prospect’s fear of the unknown if the marketer’s new to business and doesn’t know how to remove that objection before it becomes an issue. (This plagued me BIG TIME early on.)

Anyway, here’s the point:

If you’re having trouble making sales, and can’t figure out why (since you’re doing everything “right”) you may be spraying some kind of “odor” that’s making people run away.

And you’re #1 job is to figure out what that stink is.

Otherwise, if you don’t find it, then your sales will continue to tank. And when that happens, it’s like what Pepe Le Pew’s pal Porky Pig says…

Th-th-th-that’s all folks!

The Sales and Marketing SWOT Analysis

The S.W.O.T. Analysis, where you evaluate your Strengths, Weaknesses, Opportunities, and Threats, is well known in the business planning process. Many companies use this method during strategic planning exercises as a way to form strategies and make decisions on new business ventures or initiatives. It is powerful because it looks at both internal (strengths, weaknesses) and external (opportunities, threats) forces.

As powerful as the S.W.O.T. Analysis is for business planning, it is equally powerful in sales and marketing decision-making. By employing this traditional tool to each of your sales and marketing activities, you can take advantage of your strengths, uncover new opportunities, minimize your weaknesses, and eliminate your threats in amazing ways. That is, however, only if you can be objective. Otherwise, the exercise falls flat.

While the S.W.O.T. Analysis can be applied to decisions about business planning, product development and other strategic decision-making tasks, consider using it for the following two sales and marketing activities:

1. Deciding Marketing Vehicles: Use the S.W.O.T. Analysis to evaluate each marketing vehicle in your marketing plan. This will allow you to focus marketing efforts on the vehicles where you have the most advantage or opportunity and the most minimal amount of weakness or threat.

2. Developing Sales Presentation/Proposals: Apply the S.W.O.T. Analysis to the development of each of your sales presentations and proposals. Be sure to focus the analysis on evaluating each section based on issues specific to the customer you are pitching.

As you approach your S.W.O.T. Analysis, consider the following questions.

  • Strengths: What advantages does your company/product have that no one else has? What makes you most unique? Focus on those things that make your offer most compelling to a prospect or customer.
  • Weaknesses: Where can you improve? Where have you made mistakes in the past? What do you not have that other companies/products in your industry have? Focus on those things that most detract from your offer.
  • Opportunities: What trends lend to your strengths? What is the potential “expansion” potential over time? Opportunities are external factors that represent why your company exists or should/can growth.
  • Threats: What challenges do you face? What are your competitors doing? What is the overall competitive landscape? Threats are external forces that could impact your success, such as competition, operational capacity, cost of goods increases, etc.
  • No matter the purpose, using the S.W.O.T. analysis can force thoughtful, strategic, and creative thinking. And, when used properly, the S.W.O.T. Analysis not only helps you identify your strengths, weaknesses, opportunities, and threats, but it also helps you determine your strategies for addressing each.