How many of you are going to networking groups/meetings? I am often invited to and asked to attend numerous groups and meetings as part of my role as VP of my local Chamber of Commerce, but also as a speaker and educator for various groups. What amazes me most is how many people go around the room, make very little effort to try and get to know the person they’re speaking with and say “here’s my card. Call me if I can ever help!”
Now a lot of you may be wondering, what’s wrong with that above statement, “call me if I can ever help,” right? Here’s what’s wrong with that statement – the person making it is 99% of the time not caring about the individual they’re speaking with, they’re simply looking for the sale and saying “call me if I can ever sell you” and not “how can I make your business/life better by being a resource” – you want to be seen as someone that people want to speak with. You want to be seen as someone that is a connector – bringing various people together, even when it is NOT your business that is benefiting! Why? Because in the long-run, you do benefit when someone sees you as caring because of the Law of Reciprocity – people feel indebted to those that help them.
Try it out next time you’re at an event – go up to people at the event and ask them how you can really help them. Say to them, I’m not looking to sell you – what do you need in your business most right now? That may be a new marketing plan, a new website, a VA, a new hire, etc and you may not be doing ANY of what they’re looking for, but if you know people or resources you can refer them to, you’re now in good favor with them!
Do you need resources to know of when speaking with people? Look at companies like Fiverr, FreeeUp and other such sites where you can direct these people to go when they need the assistance they may require. Also, take a look at your LinkedIn network – who do you know in a specific area that may help?
Did you know that Jennifer R Glass has been featured in many areas including on the major news networks along with multiple other sources? Furthermore, Jennifer has been interviewed on many radio programs, podcasts and more.
Below are a few of the recent interviews Jennifer has given, chock full of insights that you can use to grow your business! Please note that clicking on a link below will open a new tab/window in your browser.
- The Growth Hacking Show with Mohammad Siddique
- Internet Marketing and Business Solutions With Ronald Couming
- Dr. Doug and Friends Radio
- Rock ‘n’ Block with Mikel Martinez
- Inspired Efforts Podcast with AJ Lew
- Outsourcing & Scaling with Nathan Hirsch
- Quickly Grow Your Leads & Revenues the Easy Way with Jennifer Glass: WordPress 2019 presentation (not an interview, but rather speaking for WordPress’ program for SMB professionals)
- Bruce Hurwitz Presents: Meet the Experts with Jennifer Glass
- #ThursdayThoughts with Susan Greif & Jacqui Atcheson
- Single MomPreneuer Series with Samantha Gregory
- Going North Podcast with Dominque Brightmon
Are you looking to interview Jennifer for your program and have her share her insights with your listeners too? or book a time to chat with her today!
Today I’d like to teach you about the three most important start up marketing tools you need to get and keep new customers.
- In person: It’s essential you meet with customers/clients in person whenever possible. This shows you respect them and take the time to work with your clients to give personal attention to each of them.
- Follow up letter: Always take a moment to send a follow up letter about what you talked about, new agreements or partnerships made and to thank them for taking the time to meet with you. Likewise, you should always send thank you letters or small gifts to partners you find success with.
- Phone call: Use a telephone call to follow up with them to talk again about the matters you talked about in your meeting and offer any assistance you can to help their business run smoothly and more successfully.
None of these will work if you don’t have a quality product/service to back you up!
Here are the key steps for putting together your start-up marketing tools:
- Research potential customers, buyers, competitors and their preferred methods of distribution.
- Talk to potential customers. Take a hard look at your product from a customer’s perspective and see what it needs to be successful.
- Follow up with your 3-step process from above.
- Develop systems for contact follow through, quality control standards and customer service.
- Develop post-sale follow up system to keep lines of communication open is customers and build on your current relationship which increases future purchases.
“Marketing and innovation produce results; all the rest are costs” Peter Drucker, management consultant
Here’s another one I love from an icon:
“If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.” Henry Ford, Founder of Ford Motor Company
This lesson has offered you the tools to put together a start-up marketing plan that can be used over and over again to help your customer base and business grow in a manageable way. The tools offered in our FREE test drive offer these very same things.
Today you’re going to learn how to find a target market of potential customers so you aren’t wasting precious resources on blitz marketing. So, the two questions you have to ask yourself are:
- What do people really want to buy from me?
- What related products are they already buying?
Once you figure this out you will know who is more predisposed to purchase your products/services. Then, you find other businesses with the same customer base who you can customer share with. Come up with an incentive and great arrangement to encourage both of your customer bases to shop at both of your stores.
The basic concept is this:
You want to find existing businesses who have the customer profile that you are looking for to market your products/services to.
Then strike up a relationship with those business owners to work out an incentive for customers to purchase from both businesses.
As a result, you have an audience to market to and they generate an added value from their current base.
So, how do you figure this out? There is a great formula from Jay Abraham you can follow with great success.
LV = (P x F) x N – MC
Here’s what it all means:
- LV is the life time value of a customer
- P is the average profit margin from each sale
- F is the number of times a customer buys each year
- N is the number of years customers stay with you
- MC is the marketing cost per customer (total costs/number of customers)
Once you know how much you need to spend to attract a new customer, you will know how much of an incentive you can offer to a business to help attract new customers.
So, here’s your step-by-step process:
- Find companies who already have the customer base you are looking for.
- Negotiate an incentive for them to share that customer base with you.
- Focus your marketing resources to this group of predisposed customers.
If you need help working through this process, check out our FREE test drive for the most comprehensive system of marketing tools and resources.
Educate them about what, you may be thinking. Well, consider this, many businesses focus solely on attracting new customers, but you NEED to spend a good chunk of your time retaining current and former customers. These are people you already know to be a good sales potential…they’ve already bought from you!
Take the time to market and sell new products to your old customers and less time trying to sell old products to new customers and you will see a drastic change in your sales, customer quality and branding position.
Here are a couple of key elements to use to retain your current customers:
- Stay in contact: This means by phone, email, e-newsletter, in person-by pigeon if you have too!
- Post-Purchase Assurance: This means you need to follow up with customers. Your customers need to feel like they are being supported for their purchase and with the item they purchased. How many times have you purchased a product, then felt completely abandoned? Something as simple as a Thank You note with your contact or customer service information can go along way in retaining a great customer.
- Deals & Guarantees: Always offer your current customers the best deals and guarantees you have. Show them you appreciate their business or even come up with a club specifically to reward loyal customers. You can also do this with a preferred pricing option.
- Integrity: Using good business practices and simply upholding integrity, dignity and honesty go along way with customers. Let’s face it, there’s a lot of swindling and crap out there and the safer and more confident you make your customers feel, the more they will trust you and that makes for an amazingly supportive and loyal customer.
There are three cornerstone ideas to a successful business:
- Quality product/service
- Offering useful products/services that solve a problem for or enhance the life of a customer
- Offer subjects your customers find interesting
Use this approach of educating your customers and offering them real information and insight and you will be rewarded with loyalty and success.
Stop wasting all your time on new prospects while your current customers fall by the wayside!
As Jay Abraham says, “Your best prospects are your existing customers. If you’ve been putting all your marketing efforts into acquiring new customers, stop and diverts some of your resources into reselling, upselling, cross-selling to those same customers. In every ways possible – through package inserts, regular mailings, special offers – stay in touch with those customers and get them used to buying from you.”
So, there it is! Remember, our FREE test drive can help you put together the resources and tools to do exactly that. We can help you educate your customers and you can watch the benefits pay offer many-fold.