5 Great Tips for Writing Content That Skyrocket Sales

writing content

Looking for some writing tips to increase your sales and improve your writing content? Increasing sales is a never-ending mission. You always need to look for new tricks to market your products better and make them irresistible. But what if marketing isn’t the only sales-boosting tool you can employ? What if sales-oriented content can be your solution?

Composing selling text can help you convert consumers even when you are asleep. Compelling writing is an evergreen sales-enhancing tactic. Why not give it a try?

Quality content helps you present your brand, connect with your audience, gain their trust, and motivate them to take action. It rounds up the whole journey from introducing your brand to winning the consumers over. Companies such as Compose.ly believe that quality web content, achieved through effective blog writing, helps you present your brand effectively, connect with your audience, gain their trust, and motivate them to take action. It rounds up the journey from introducing your brand to winning over consumers.

5 Great Writing Tips for Content That Skyrocket Sales

Do you want to test the selling power of well-written content?

Keep reading and find the best writing tips for creating content that aims to sell.

1. Best Writing Tip: Present Your Product as a Solution

Direct your writing towards why your products or service can be life-changing. That’s what consumers want to know – and that’s what you should deliver.

Listing features of a product won’t help you sell. This may be enough to convince some of the buyers to make a purchase, but not the majority. You need to do more. Tell consumers directly why your product matters.

People search for products as a solution to a current problem. They might need a wardrobe update, so they look for new clothes. Or, they spend too much time on repetitive tasks, so they want automation software. In any case, proposing your product as a solution is what will grab their attention. So, if your target audience is content writers, you introduce them to automation software based on artificial intelligence. In this way, they will see how they can write faster, easier and more efficiently, compare files, find differences, errors and so on.

Start by outlining problems that your target audience has. Present their common pain points. Show them that you understand their pain points.

The next step is to specify why your product is the perfect solution. Paint the picture of a life-changing discovery that comes in the form of your brand. If you explain how you can make consumers’ lives easier, you’ll be worthy of their money. If you are writing about a software as a service, check out this SaaS content writing guide and see how you can get more leads and signups.”

2. Connect with the Audience by Using a Suitable Writing Style

Writing tone and style play essential roles in the content’s effect on the readers. If your content is generic and dull, you can’t evoke emotions, and you can’t interact with the audience.

What we know about emotions is that they trigger impulse purchases. So, provoking emotional reactions is beneficial for your brand.

The perfect example of a tailored writing style comes from Dollar Shave Club. Their humorous, raw, and sometimes sarcastic, explicit writing perfectly aligns with their target audience – men. Their shoppers can see a man just like them, with the same needs and wants, presenting that brand.

Content that aligns with your target audience will put you at an advantage. Your unique and personalized writing can help customers feel understood. Become one of them. Don’t be just another brand that wants to sell products.

3. Go Deep Into Research

Every high-quality writing content starts with extensive research. Whether you are writing a book, engaging in business writing, or a copy, information is the foundation for creating credible, empathetic, and targeted text.

To boost sales, your brand’s research should focus on:

  • Products in your niche
  • Competitors
  • Target audience

Gather information on what kind of products are offered on the market. What are the strongest and weakest points of those products? How do your products differ from others? Compare every feature and functionality.

You want to surface your competitors’ best and worst content strategies. Learn from their successes and misses. Also, observe what makes you superior to them. Is it your price? Or maybe your tradition? Find your unique value proposition.

Lastly, you want to learn everything you can about your audience. Go to forums and social media and read about their needs. Browse for product reviews in your niche and pay attention to the consumers’ demands and expectations.

Researching may not be the fun part of content creation, but it is necessary. When you have that kind of information on your hands, you can write content strategically.

If you need some help with collecting data and transforming them into targeted content, contact a freelance writer with research skills. For affordable writing help, you can hire Get Good Grade writing experts. Writing companies that specialize in academic papers have affordable prices as well as highly qualified and experienced writers.

Digging for information isn’t a one-time process. You should stay updated on ever-changing consumers’ needs, competitors’ new offers, and product innovations in your niche.

4. Tell Stories

Stories draw us in. They make us a part of something new and different. Applying storytelling in your content strategy helps you turn your brand from a stranger to a friend.

Joe Teo, an CEO at Hey Orca shared his professional view on the stories’ impact on consumers. “Storytelling, when done right, will pull a consumer into the world of a brand to see a different perspective, showing them the bigger picture. The story is an invitation for someone to participate in something bigger than themselves, something they believe in,” said Teo (reported by Sujan Patel).

Storytelling is the best and quickest way of connecting with the audience. As you present your brand, products, and new campaigns through stories, you give readers an insight into who you are. That familiarity is what brings people close to your brand and encourages them to pull out their wallets.

In the following example, you can see how SuperJam, a homemade jam company, embraced storytelling in their “About” page. After you read the text, you are no longer buying jam from a brand. You are buying jam from Fraser – the jam that his grandmother prepared for him with love.

The beauty of storytelling is its versatility. Use it for written content or video content creation. Also, attractive visuals are always a plus when sharing stories.

To craft a compelling story, you should include the following elements:

  • Relatable characters
  • Attention-grabbing introduction
  • Conflict
  • Resolution with a positive outcome

In terms of perspective, you have three choices:

  • First-person – The author is the main character. The first-person perspective is a good choice for sharing tips and personal experience as an industry expert.
  • Second-person – The reader is the main character. This is a common practice in marketing. You can use it for customer-centric content.
  • Third-person – “He”, “she”, or “they” are the main characters. It can be a story about a customer, client, employee, industry experts, etc. Since this is the least personal perspective, you should make the character charismatic and relatable.

5. Team Up Urgency and Inviting CTAs

Now or never – words that can encourage you to take action impulsively.

That’s what urgency does to people. It blocks out the outside world and leaves you with a pulsating sensation that you must grab this great opportunity.

Sprinkle some urgency across your content. It doesn’t need to be explicit like a countdown. The simple insinuation that you have something that your audience needs NOW will do.

Use words that highlight urgency such as:

  • Now
  • Today
  • Limited
  • New
  • Deadline
  • Expires
  • Hurry
  • Quick
  • Last chance
  • Running out
  • Fast
  • Final

Take Better Beauty as an example. You don’t need to become a member right away, but the fact that you can start enjoying the perks TODAY is enough to get you thinking.

Blog posts can also exude urgency even when the pressure isn’t real. Let’s say that your blog title is “How to Turn Your Prospects into Customers Today.” Nothing is pressuring the reader to make this change in an instant. However, the solution that the blog proposes triggers the urgency to take action.

The fear of missing out (FOMO) won’t stick with the consumers for a long time. You need to encourage them to react right away. How? Add clear and inviting call-to-action (CTA) buttons.

If you leave the consumers time to think, the FOMO can lessen. Streamline their journey by providing them with a quick path to a solution.

Wrapping Up

Writing content that sells is a skill that needs to be learned, practiced, and upgraded. Use these proven tips to strengthen your writing strategy and apply tactics that actually work.

Bear in mind that successful content is personalized content. Stay committed to writing valuable content for your audience. They are the ones you need to win over. Therefore, adapt your content writing to their preferences and motivate them to give your products a chance.

Helene Cue is a writer and copywriting expert with years of experience. Her work experience as an academic writer, editor, and proofreader has motivated her to also start writing reviews on essay writing services. Students can, therefore, read this review, and make informed decisions. Helene’s goal is to help businesses grow with the help of quality content.small business coach

51 Best Start-up Ideas to Try

start-up

Creating an excellent idea for a small business to start-up can prove a daunting task, especially with the apparent feeling that all the great ideas for business are already taken. However, it’s still possible to expand on a current set-up or build on a much older idea. One thing is sure; being self-employed presents far more benefits than the challenges that come with it, and it is, thus, completely worth the effort. Over the years I have done 12 business startups, and that really adds spice to my life.

As a business coach I work with many business owners including entrepreneurs who are doing startups. For the most part these amazing clients are successful. All it takes is a good idea and a willingness to learn, learn, learn and work, work, work!

That said, here are some start-up ideas to inspire you, which you could implement this year!

business startup

51 Small Business Ideas to Try in 2022

Let’s get creative. Find inspiration as you explore this exhaustive list of ideas from varied fields like nutrition-based, travel, writing, etc., and take up what works for you.

  1. Specialty Travel Tour Organizer

For a travel-based start-up, consider a specialized travel tour company. This company would offer the service of catering for travelers’ individual lifestyle preferences, taking into consideration varied aspects as travel preferences of travelers, diet-preferences, or even age of travelers. Such a company will specialize in attending to a well-defined set of preferences travelers have and would exist to meet those needs.

  1. Develop an Airport-Centric App

Consider setting up an all-inclusive app that enables travelers to navigate through airport information and make informed decisions in real-time. This is seemingly non-fallowed ground when it comes to start-up ideas and could be quite lucrative. While it is apparent various travel apps exist, an all-in-one app that shows information like amenities, TSA line wait times, ground transportation options, and airport maps could be quite useful to travelers.

To reach a wider audience, you can run your app on both iOS and Android. To achieve this, you can find a Flutter or React Native developer for hire. Therefore, there will be no need to develop two separate apps for different platforms.

  1. Wedding Destination Planner

If you’ve ever been close to someone who did a wedding, then you know planning such events isn’t as seamless as the event may seem to unfold, and you could step in to relieve the hosts of weddings of the stress as a wedding venue planner. This would also allow you to explore various parts of the globe as you pick out suitable venues for weddings based on the couple’s preferences. Though working hours for this start-up may be extended and pressure ever great, yet if you love exploring new places, then you’d do great with this option.

  1. Creating Local Guides

If you’ve ever been a tourist in a place you’ve never been to before, then you know having a local guide could mean the difference between life and death, and that could be an excellent start-up option – making local guides. It doesn’t matter whether or not you’re versed with the locality or not. You could help tourists enjoy off-the-beaten-path experiences in your locality with themed guides and highlight attractions. And it doesn’t need to end there; you could get in touch with companies in your area and land advertising gigs as well.

  1. Setting up a Local Grocery Delivery Service

With very minimal start-up cost, needing virtually just a cell phone and a vehicle, to begin with, a grocery delivery service is a great option to consider. You could stand in the gap to aid senior citizens or people who are just too busy to pick up their groceries themselves and make a living while doing it. You could set up partnership agreements with local grocery stores in your area and get to work.

  1. Become an Event Planner

Consider setting up an event planning company in your community. To achieve such a feat, networking and careful research are necessary to succeed. It is also interesting to note that you could set up and run such a company remotely for ultimate flexibility.

  1. Open a Coworking Space

With the rising popularity of remote working, you could capitalize on this by setting up modern coworking spaces. Simply select a suitable location, incorporate necessary and sought-after amenities, and reach out to the community for primarily local impact.

  1. Meal Preparation Business

The world has gotten a lot busier than it used to be, and people no longer have the time to cook their food all the time, and where there’s a problem like this, you could provide the solution with a meal preparation business like restaurants. You could focus on generally ordered foods or diet-specific options, all depending on the community you find yourself in.

  1. Devise a Food Waste Solution

Developing a solution to deal with food waste would not only make you a lot richer. Still, it would significantly impact the food industry, helping grocery stores and restaurants save a lot of money.

  1. Capitalize on Veganism

Veganism has been on the rise in the past decade, and being able to provide plant-based food options can be a great business idea to consider. Setting up a vegan supermarket, restaurant and rolling out vegan alternatives of traditional foods are great places to start.

  1. Start a Dropshipping Business

The e-commerce dropshipping model is quite fascinating because you don’t have to purchase inventory upfront. Selling high-end products with low shipping costs would prove quite lucrative and could become profitable quickly if you do thorough competition research.

  1. Deal in Zero-Waste Products

Not only is this a smart option, but it is eco-friendly and an ethical thing to do. Zero-waste products include reusable and recyclable products like reusable bags, bamboo toothbrushes, and even zero-waste packaging materials. Such products would appeal to a world plagued by climate change.

  1. Curate Subscription Boxes

Subscription boxes have become quite popular and a lucrative business venture. Simply identify a niche and curate this specific set of items to modern customers.

  1. Produce Pet Products

Over 85 million U.S. households have at least a pet, and you could tailor your business to meet the needs of these companion animals. Consider making toys, clothing, and accessories for pets.

  1. Deal in Phone Accessories

The average person owns a mobile phone, and dealing in phone accessories has the potential to flourish in almost any setting. Though there is apparent saturation in the field, there is always room for one-of-a-kind smartphone add-ons.

  1. Engage in Electronics and Mobile Phone repairs

You could consider engaging in electronic equipment repairs and, especially, mobile phones, helping people get their electronics working again.

business startup is hard

  1. Create Custom Clothing

You can become a custom clothier, dealing in custom clothing, such as using dye sublimation printers for designs on garments, or rendering tailoring services if fashion is your thing.

  1. Sell Vintage Goods Online

Like it’s said, “one man’s garbage is another man’s treasure (or something like that)!” you could consider dealing in used merchandise, selling thrifted, vintage, or upcycled items online, and there are tons of sites to make that possible.

  1. Become a blogger

The key here is to identify a comfortable niche like sports, technology, lifestyle, etc., and create engaging content on the subject. With time, as the audience expands, you could make money via advertising, affiliate links, and even sell products.

  1. Write E-book

Perhaps you’ve got a way with words and know-how to present stories in ways that captivate and arouse the desired emotional response in the readers. You could put those skills to use by becoming a self-published e-book writer and selling your work on virtual platforms.

  1. Consider Ghost-writing

Perhaps you have the skill to write, are good with words but don’t mind always attaching your name to your work, then consider becoming a ghostwriter for other busier professionals. It’s a great option to consider with minimal start-up cost.

  1. Become a Resume Writer

Everyone needs a resume, but not everyone can write out a great resume, and if you’re good at something, then you don’t have to do it for free. You consider resume writing as a great start-up, with little start-up cost attached.

  1. Become an Online Coach

If you desire to see others achieve success and attain their desired goals in whatever aspects of their lives, online coaching is a great start-up option to consider. You could set-up a YouTube channel with niche-tailored resources to help people reach their goals as you reach yours.

  1. Engage in Website Flipping

Website flipping involves buying a website, making alterations to the site, and then selling it to make a profit. Such a start-up would require some starting capital as well as some tech skills in web development but could quickly pay off.

  1. Engage in Web Development

As the world increasingly becomes digital, the need for custom websites continually increases. As such, skills like mastering programming languages and working with WordPress could really come in handy and open doors for a lucrative start-up.

  1. Start a Podcast

A podcast could be a great start-up, especially if you find that you’re knowledgeable or passionate about a particular subject matter.

  1. Be a Social Media Influencer

If you can successfully build a following large community on social media platforms like Instagram or YouTube, you could create a stable income source through influencer marketing.

  1. Create Online Courses

If you have hobbies that people could be interested in mastering, then you could set-up online courses to teach these skills. This is entirely dissimilar to coaching as it’s more passive but will still yield a meaningful income.

  1. Become a Marketing Consultant

If you have digital marketing skills, then consider becoming a marketing consultant helping small businesses engage their audiences by providing SEO, social media, or copywriting services. Even without the necessary experience, you could take online courses to get you started.

  1. Engage in App Development

Your big break could be in creating an app. All it takes is the right skills and a great idea, and you could get the jackpot. And what’s interesting is, you don’t need a lot of coding skills nowadays to build a great app.

  1. Make a Smart Appliance

In an incredibly digital world, developing a healthy and needful appliance could be the big break you desire. All it takes is a great idea. To be inspired, carefully consider the average person’s daily life and figure out what tasks at home or at work would be significantly facilitated using an appliance.

  1. Look to Virtual Reality Experiences

VR is the future, and that future has already begun. Join the community making VR by creating virtual reality experiences or accessories.

  1. Develop a Dating Site

While it is true there are tins of dating websites and apps out there, you could stand out from the crowd by presenting a niche-tailored dating website targeted to meet the needs of a rather specific group of people.

  1. Develop a Chatbot

Even with really knowing much about coding, you could create a chat box that uses artificial intelligence to communicate with people—to help businesses improve their communication.

business startup

  1. Offer Matchmaking Services

This is a step further from just setting up a dating website; it requires a more active role in accessing, based on the users’ provided info, who is best matched and most suited for who. Matchmaking could be completed online or in person, helping you make money and develop relationships simultaneously.

  1. Become a Virtual Assistant

Online assisting is quite a promising start-up alternative, as it can help in administrative tasks in both professional and personal lives.

  1. Reinvent Exercising

Exercise is essential for healthy living, but it can get boring, especially when it comes to following the exact same routine daily. So then, how can people exercise but still find ways to have fun while doing it?

  1. Eco-Friendly, Health-Friendly Makeup and Beauty Products

Yeah, that’s quite specific. As more people become aware of the environment and the need for eco-friendly products, even makeup and beauty products should align to such standards. Creating safe and eco-friendly beauty products could be an excellent start-up option and one that hasn’t got a lot of congestion.

  1. Try a Food Truck

Perhaps, starting a restaurant may have been the idea, but you could consider a food truck instead. And moreover, you can hire someone by using food service interview questions. Even though you’d most likely need the qualification and background in food handling, a food truck may be more feasible a start-up idea compared to a restaurant as it would require less workforce and fewer resources to pull off.

  1. Start an Organizing Company

Some persons have a knack for organization – keeping things neat and tidy, where everything has its place, and others do not. If this is your thing, you could engage the start-up idea of organizing homes, offices, kitchen utensils, bookshelves, etc., for people who are clearly not gifted or less busy doing it themselves.

  1. Interior Design for Your Professionals

Everyone (or almost everyone) will appreciate a well-designed house, one that feels like home, but not everyone can achieve that. It requires picking out the right furniture, setting up with the right design, decoration, paint color, and even smell of the house. And if you have an eye for decorating, then interior designs could be a great start-up to consider.

  1. Become a Freelance graphic designer

It’s all about pictures in a social media age, and you can capitalize on that as a great start-up option. Decide the projects you work on, apportion your time and build a portfolio. You could consider graphic content for websites or blogs to company specifications for all manner of projects.

  1. Start up a Translation Gig

Do you speak more than one language? Then you could offer translation services. For optimum results, you should identify a particular domain or specialize in, like medical, transportation, finance, etc. You could expose yourself to tourists and get paid to aid in communication.

  1. Engage in Photography

Photography is arguably more of an art than science, and you may just have what it takes to excel in it. You can test yourself with small family events and build a portfolio with referrals. As you get known in the community, more gigs would come your way, which is progress. Also, use social media platforms like Facebook, Instagram, etc., to make your rade known.

  1. Set-up a Handyman Service

Perhaps you may be good at fixing things and improvising solutions when things fail. Or maybe, people around you always need your attention when things need fixing; then consider becoming a handyman. Find a domain that works for you and grow by asking for referrals.

  1. Become a Woodworker

If you’re good with wood and delight in crafting out beautiful furniture, you could set up a woodworking business. You can start out with a local base, meeting locals’ needs in the community while building an online following as you showcase what you can do.

  1. Become a Videographer

Though videography is a start-up that would require some capital upfront to invest in the right equipment, its demand will never run out. So, give it a shot. Create samples and advertise online, and have interested viewers queue up to demand your services.

  1. Car-detailing specialist

Cars – who doesn’t love ’em? Car dealing specialists are in demand highly, and if you can pay attention to intricate details, then this may be your big break. You may also need to be mobile, and you should have the necessary flexibility, transportation, and equipment for the job.

  1. Home inspector

This is a more formal start-up option and may require certification and a great deal of expertise. You can supply services like confirming licensing requirements and inspecting land assets for sale or purchase. You may need to take a few courses on the subject for this start-up and expand your knowledge and expertise.

  1. Housecleaner

With almost no qualification whatsoever, you could start-up a house cleaning gig. To succeed at this, you should consider making your services known through the community to get more bookings, clients, and, of course, more bucks.

  1. Personal chef

We all need to eat, but not everyone has the time to cook and are comfortable eating out. As such, you could provide the service of becoming a personal chef. This is especially needful for special-diet individuals like vegetarians or patients. And as an added hack, you could group clients with similar feeding preferences and cook for them in bulk.

How to Choose the Best Start-up Idea

As much as these ideas are all great and you’re feeling anxious to jump on that idea, there are a few things you must consider. First, there must be a need you’re meeting in choosing that start-up; there should be demand for what you’re considering in the locality you’re envisaging. No matter how appealing the idea on this list is, you’d be setting up for failure if there isn’t a demand for it in the community you desire to start up.

Secondly, you should have a well-articulated business plan. Where there’s no plan, there’s ample room for failure. The business plan will help your business stay on track, so it’s a must-have.

You should also take into consideration your skillset, what you can do, and choose wisely. Even if you desire to learn the new skill, you should still assess whether it’s a feasible route to take.

To wrap things up

The opportunities for start-ups are limitless; all it takes is an opportunistic vision to jump on every demand and start-up a business. Whether or not you choose from this list, stay motivated and strive to succeed. Read this article to view a Business Startup Checklist.

Here’s an article about Deciding on the Right Business Structure.small business coach

Growing By Licensing Your Business

licensing your business

Licensing your business can be a good approach for you if you want to grow your business geographically without the regulations that come with franchising.

What Is Business Licensing?

A licensing agreement is a contract between a business owner (licensor) and purchaser (licensee) to allow the licensee the right to use licensor’s intellectual property. This business agreement can be used for licensee to produce and sell licensor’s products or services.

Businesses from large corporations down to solo business owners use licensing.

When licensing your business intellectual property can include your brand, name, likeness, character, technology, patents, trade secrets, content, and more. Licensees can use these rights as they wish – and as agreed to – in manufacturing, design, advertising, labeling, marketing, etc.

As examples, licensing can be used to add a imagery or verbiage to t-shirts, baseball caps, shoes, and other apparel … to use a character on children’s toys, games, food, or beverages … to apply names, logos, colors, art, and branding to a wide variety of materials.

Licenses can be purchased outright and/or earn royalties.

Licensing Benefits Both Parties

Licensor

Licensing your business generates profits through licensing cost plus ongoing royalties or consulting fees.

May increase product or service distribution in new geographic areas or demographic groups.

Has the option of pulling out of the workforce while their business lines or services continue.

May gain any improvements made by licensee in software or technology.

Licensee

Allows them to more quickly enter the marketplace.

Adds to their company’s reputation or legitimacy via the goods, branding, network, or other purchased intellectual property.

Offers a new product or service.

Reduces costs for in-house staff to perform design, marketing, artwork, etc.

Achieves quick business start-up through potential gains in the licensor’s expertise, connections, skills, research, development, or clientele.

Disadvantages for both parties with business licensing

Licensor

Without proper legal protection through licensing agreements, licensors may experience lack of control over areas like product quality, marketing, and distribution.

Potential damage to reputation from licensee errors, modifications, low quality, poor management, and other factors.

Licensee may become a competitor or take over an existing market.

Licensee

Adhering to agreed-upon standards and agreements. Will possibly incur unanticipated costs in rework, added staff, and inability to get products into the marketplace.

Potential failure in sales resulting in loss of licensing costs and other investments.

What to include when licensing your business

Make sure you have a licensing agreement that covers:

  • Designated items covered – such as software, imagery, or products
  • Costs – The price of the license and associated fees or other financial responsibilities; charge for consultation, support, or other professional services from licensor to licensee
  • License limitations – for example: maximum number of users or deployments; use of third parties; access to existing vendors, suppliers, consultants, customer lists; availability of assistance for installation, repair, or maintenance; use of logos, company names, or other branding
  • Duration of license
  • Protection of trade secrets and confidentiality – outlines agreed upon restricted sharing of company’s proprietary patents, data, products, practices, reports, processes, etc.
  • Warranties
  • Agreed upon liability from third-party claims; may specifically address being held harmless due to claims stemming from errors, omissions, misuse, or modifications committed by licensee.
  • Definitions of important terms – which can include:
    • roles and titles
    • technological terminology
    • software and hardware
    • business functions
    • industry-specific jargon/terms

Licensing your business can reap lots of rewards for both parties. Becoming informed and covering all the details can make it a great option.

 

small business coach

How to Succeed in Business Without Really Trying

Succeed in business

If you’re a Baby Boomer, you might know the title reference to a 1960’s movie. The story centers on an ambitious young man, J. Pierpont Finch, who reads a book about how to succeed in business and uses it to rise at a dizzying pace from mailroom to executive suite. (More recently, it was adapted into two Broadway musicals, one starring Nick Jonas and the other with Daniel Ratcliffe.)

This is our take – without the romance, drama, and musical numbers – on the things that might make it easier to succeed in business.

How to Succeed in Business Without Really Trying

Stay open to trying a new approach or considering a worthwhile suggestion, and go further than you expected to succeed in business without really trying hard.

Choosing Your Small Business

If you’re 100% sure that you want to start your own business, but not 100% sure of what business you’ll choose, then we’ve got some suggestions for how you can succeed in business with minimal agony.

Loving The Business You Start

For those starting out, the best advice for an easier path to succeed in business is to do what you love … or at least enjoy a lot. Maybe you’d adore making a living by creating art sculptures, recycling furniture, or running an animal rescue. Maybe you yearn to start a business doing landscaping, graphic design, or blacksmithing. 

From the following story, it’s not hard to understand how much more successful you can be if you really love your work.

It’s also about feeling real passion for an occupation. After years of the corporate grind, many people want to create a business to help others – which could center around specialties like counseling, environmental conservation, or coaching.

Here’s a story about how a passion became a path to succeed in business.

Paul Tima of Solutions-4-You – Industry: health & wellness products.

Along with his wife Cheryl, Paul sells natural personal care items, vitamins, and organic foods. Their business sprang up from years of research which disclosed how commonly used household products and foods are poisoning us “one cell at a time.” Their long quest began after Cheryl contracted scoliosis (which causes the spine to “collapse”). As they learned more, Paul was shocked by the fact that 85% of their household articles (from soap & makeup to cleansers & sprays) contained carcinogenic ingredients. He felt as if “God was hitting me on the head” to do something about it.

This all turned Paul into a man with an intense passion for educating folks about the damaging effects of common household goods on our health, and for providing new and time‑tested natural therapies, food, and household products that puts prevention before prescriptions.

“We still need our medical community of nurses and doctors,” he says, but we also need “to understand the body and how to take care of it.” We should make a choice to know what’s in the products we eat, drink, inhale, and use on our skin, and what it’s doing to us.

Take Advantage of Neglected Business Markets

One way to succeed in business without really trying is to choose a business without a lot of competition. Are there no acupuncturists in your town? Very few event planners? Not enough DJ’s, nutritionists, or life coaches? Is your area lacking an upscale restaurant, dance studio, delicatessen, or winery? Improve your chances of success by providing a business that’s in demand but lacking in your community.

To succeed in business you could consider offering a less common service:

  • Concierge for high-end clients. Executives, politicians, and TV stars don’t want to waste their time or energy on tasks like lining up concert tickets, finding handymen and contractors, or making reservations for a weekend getaway. There are 10.8 million U.S. millionaires out there who could be your next client.
  • Providing expert witness services for legal cases. Maybe you have skills that a lawyer might want in court – like a physician, security pro, or forensic scientist. You could also be a broker of expert witnesses – locally, nationally, or globally.
  • Services for seniors. As the Baby Boomer generation (born 1944-1964) ages, there is high demand for in-home companions and care providers. This group of 76 million Americans is also seeking an assortment of services to navigate:
    • Medicare, Social Security, Veteran Benefits, Long-Term Care
    • HHHousing, Downsizing, Reverse Mortgages
    • Legal Help (will, power-of-attorney, medical directive)

What Businesses Are in Demand?

Alternatively, consider providing products or services that are new or emerging. Changes in technology, lifestyles, and our stress levels are constant. We’re listing a few industries that seem ripe for the pickin’. If these aren’t just right for you, let it be a jumping board to discern what fits you in particular.

  • CBD or Hemp Oil. Become an online distributor of health-related trends. These oils are free of THC (the hallucinogenic stuff) and have become very popular.
  • Everything pet-related. When I heard a co-worker say she was building a $30,000 sunroom just for her four cats, I was shocked and dumbfounded. I then heard about a nearby restaurant just for dogs. Fido can play with his new buddies on Astroturf and have a doggie birthday party. Amazingly, I read that owners spent $69 million on their pets in 2017.

This industry is open for pet sitters, walkers, and trainers. You can start a mobile pet grooming business or a doggie daycare.  Or, start your own pet bar.

  • Tiny houses. There’s a growing trend toward downsizing and living more simply. From singles to retirees to young millennial families, people are choosing to move from their large suburban homes into a 300-square-foot tiny home on an 8-foot wide trailer. They not only want to reduce their “footprint,” but also have the flexibility to move when and where they’d like.
  • Selling alternative energy sources. Solar, wind, bio-fuel, photovoltaic, geothermal. As research, technology, and costs make environmental-friendly energy more attractive, business- and homeowners are wanting to become more “green.” Opportunities can be found in design, sales, distribution, repair, installation, and maintenance.
  • Personal coaching. This field has boomed in recent years due to society’s increasing struggles like divorce, layoffs, stress, and addiction. People are also looking for answers in the areas of spirituality, health, relationships, and self-improvement. Life coaches, business coaches, and marital coaches are needed to fill the demand.
  • Healthy fast food. Quinoa, free-range chicken, tailored juices, and tofu burgers. It’s a thing. The calorie-rich burger, fries, and soda just aren’t cutting it for everyone. Not only do we feel guilty eating that kind of food, but our waistlines grow proportionately with each happy meal. You could open a drive-thru restaurant, operate a food truck, or become a personal chef.
  • Virtual assistants. Every year, more people go into business for themselves. The owner may have a great product or service, but they need help with the office work:
    • logging appointments and checking email
    • finding suppliers, contractors, or vendors
    • making or fielding calls
    • ordering goods and equipment
    • tracking data like invoices, customer information, or budgets

This is an attractive option for a work-at-home business.

  • Software developers. According to the U.S. Bureau of Labor Statistics, the demand for software developers is expected to increase by 17% each year through 2023. The median pay in 2017 was slightly over $100,000 per year.
  • Skilled trades.  Masons, electricians, plumbers, and carpenters are recession-proof jobs. A significant portion (40%) of current tradesmen will retire in the next few years, so this field will be open.

Pressing the Easy Button In Your Business

There are other easy ways that your business can be a joy rather than a job.

Using Your Business Network

A great way to succeed in business without really trying is by leveraging your network of friends, business contacts, family, relatives, clubs, and other alliances. Connect with neighbors, social media lists, and former co-workers.

Build a community of support, word-of-mouth, and referrals through people you already know. Send them emails and social media posts to forward on to their network. Give them business cards and brochures to share. Sweeten the pot by offering discounts or gift cards when they refer someone who becomes a client.

Make a point of talking to members of groups you’ve joined such as clubs, associations, networking groups, masterminds, or meetups. Ask the group host if you can set up a table in the back of the room, or give a 5-minute pitch. Offer a free showcase event, e-book, or video about what you do and how it benefits the audience.

You can expand your network by joining a trade group like a barter exchange. Members provide products and services to each other cash-free. The work you perform for other members accrues credit to purchase services within the exchange. You not only save on expenses for services like website design, coaching, and marketing, but you also are now a part of a strategic community.

Apply Your Business Talents & Gifts

Instead of setting up a business just to rake in the cash, consider following your calling instead.

Are you artistic and creative? Then you can start a graphics design shop, photography studio, or art gallery. These pursuits may certainly make you money, but you’re using your artsy talents and fulfilling a dream.

Do you hate clutter? The world is looking for organizers to help purge, sell, donate, and re‑organize the things accumulated over the years.

Are you someone who loves to write? So many people need help to make their content clear, well-organized, useful, and compelling – from blogs and web copy to magazine articles and books.

Settling for a high-paying job might bring in a healthy paycheck, but may make you feel as if you sold out. You know what you were really meant to do.

Follow your intrinsic talents. A business won’t be hard work if you do something that comes naturally.

Become the Business Go-To Person

If you prove yourself as the reigning expert in your field, then to succeed in business will come easier. Our suggestions for establishing yourself as the guru for any particular job:

  • Do one job. A lot of entrepreneurs have many talents, but if you want to be that go-to person who known for one niche then stick to just that. You may be renowned as a business coach but can also do website design … keep that secondary skill under your hat because that can confuse your client and muddle your message.
  • Develop deep knowledge. Read books, take webinars, attend classes, and practice. Knowing your business exceedingly well will cast your reputation as the go-to person in your field.
  • Define your unique selling proposition. Take time to flesh out what makes your business stand out from the competition. Tell the story of how your company is different or better. These questions might help:
    • What customer problems are we solving and how do we do it better?
    • How do we compare to the competition – faster turnaround? guaranteed one-day service?
    • What do clients say is best about what we do or provide?
    • What are our distinguishing qualities – customization? open 24/7? American-made?

(Read the related blog about USPs on our website.)

  • Publish. Write a book, blog, or post around your area of expertise. Find the right magazines, newspapers, or trade publications, and submit related articles.  Keep the content appropriate and relevant for your intended audience. (Note: Make sure to have it edited; nothing kills credibility like typos and mediocre writing.)

Starting a business can be exciting and heady at the start, but can be a tougher path to follow than expected. You can succeed in business without really trying by doing something you love, know thoroughly, or that which comes naturally. It will also help to use your existing connections, to choose a market that’s in demand, and to establish yourself as an expert. 

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Importance of Business Networking

Business Networking

Do you feel awkward or afraid when going to business networking events? You are not alone!  Many people avoid networking events and many others make big mistakes while networking. Simply showing up at a networking event with your business cards is not enough! Successful business networking requires planning and strategy.

Business Networking

Importance of Business Networking

Networking is important and networking works! According to the US Bureau of Labor Statistics, 70 percent of all jobs are found through business networking. As a business owner, you want to constantly grow your network of contacts.

How Have You Been Impacted by Meeting Other People?

Think about some ways that meeting other people has impacted your life. The position you now hold likely happened because you met someone somewhere. How did you meet your spouse, your friends, and your work associates? In many cases, you were introduced or you met them somewhere. Many of us have gotten something free such as tickets to an event through networking. Don’t miss out on this great way to grow your business!

Here are some tips to make your business networking effective:

Go with the networking plan to serve others.

The best way to set yourself at ease during networking is to focus on other people. Go with the mindset that you are there to give. Listen well! Think about ways you can help them: people that you can introduce them to, resources and tools that could benefit them. Make them happy that they met you!

Have a goal with your networking events.

You are attending events to make contacts that will be mutually beneficial. Decide in advance how many people you want to meet. If possible, decide in advance who you want to meet. Arrive early and view the attendee name tags and the companies they work for. Arriving early is also important to start the event in the right manner. You can position yourself to meet attendees as they arrive.

Don’t get into cliques while networking.

Remember your goals for the event. If you get into a circle of people you already know, you will limit your ability to meet new people. Spend a few minutes with everyone you meet, but move on. You can say, “excuse me, I need to freshen up my drink.”

If you are anxious while networking, go with a friend.

This is a good way to get your feet wet. You can talk with your friend during the gaps between meeting new people. As you get more comfortable you and your friend can split up.

Get introduced at networking events.

Another advantage of arriving early is to ask the host to introduce you to some of the guests. Or if you see an acquaintance talking with someone you want to meet, approach them and ask your acquaintance for an introduction.

Take your business cards and a pen to networking events.

However, don’t offer your card too quickly. If you meet someone that would be a good contact for you, ask for their card. Once you have ended your conversation, write down key information about your new acquaintance. This will help you later to remember details about them and will aid you as you begin your next conversation. Of course, when people ask for your card, be ready to provide one. Don’t give them more than one card unless they ask for it.

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Be a good interviewer while networking.

For a great example, watch how newscasters interview people. Listen twice as much as you talk. Keep good eye contact while they are speaking; don’t look around the room while they are talking. Nod your head, smile and laugh where appropriate. Interject short responses from time to time to relate to your acquaintance. Make affirming comments and sincere compliments. Most people will ask what you do, but if they don’t, feel free to briefly tell them about what you do.

Have a thirty-second commercial while networking.

Be ready to briefly describe what you do. Talk about the benefits (how you impact your client’s life) of your product or service rather than the features (what you do). Know what makes you unique and better than your competition.

Be ready to describe your ideal client while networking.

Know how to describe your prospects in terms of demographics. For example, “My clients are young married couples who live in working class neighborhoods in Greenville SC.”

Look for “Networking Orphans.”

At just about every event there will be someone who is new, uncomfortable and anxious. They may be standing awkwardly against the wall looking out of place. Find them and become their friend. Introduce them to others. They will be very thankful that you rescued them.

The most important thing…follow up after networking!

If you don’t follow up with your new acquaintances, you have just wasted your time at the event. Be unique in your approach. Send a card, or make a phone call thanking them for meeting with you. If appropriate, invite them for coffee or lunch to deepen the relationship.

Conclusion

Remember that people do business with those they know, like and trust. Business networking works! Serve your business contacts well and you will be on the road to great clients and referrals!

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Generating an Unlimited Amount of Leads for Your Business

leads for your business

Unlimited Amount of Leads for Your Business

Do you know where your leads for your business come from?

  • Most business owners would choose “advertising” as an answer. Or word of mouth. Or referrals. Or direct mail campaigns. This may seem true, but it’s not really accurate.
  • Your customers come from leads that have been turned into sales. Each customer goes through a two-step process before they arrive with their wallets open. They have been converted from a member of a target market, to a lead, then to a customer.
  • So, would it not stand to reason then, that when you advertise or send any marketing material out to your target market, that you’re not really trying to generate customers? That instead, you’re trying to generate leads.
  • When you look at your marketing campaign from this perspective, the idea of generating leads as compared to customers seems a lot less daunting. The pressure of closing sales is no longer placed on advertisements or brochures.
  • From this perspective, the general purpose of your advertising and marketing efforts is then to generate leads from qualified customers. Seems easy enough, doesn’t it?

leads for your business

 Where Are Your Leads Coming From?

 If I asked you to tell me the top three ways you generate new sales leads, what would you say?
    • Advertising?
    • Word of mouth?
    • Networking?
    • …don’t know?

The first step toward increasing leads of your business is in understanding how many leads you currently get on a regular basis, as well as where they come from. Otherwise, how will you know when you’re getting more phone calls or walk-in customers?

I find that most of my clients are not measuring their leads when we begin coaching. So that’s one of the first things we begin doing.

If you don’t know where your leads come from, start today! Start asking every customer that comes through your door, “how did you hear about us?” or “what brought you in today?” Ask every customer that calls where they found your telephone number, or email address. Then, record the information for at least an entire week.

When you’re finished, take a look at your spreadsheet and write your top three lead generators here:

1 .__________________________________

2. ___________________________________

3. __________________________________

From Lead to Customer: Conversion Rates

Leads mean nothing to your business unless you convert them into customers. You could get hundreds of leads for your business from a single advertisement, but unless those leads result in purchases, it’s been a largely unsuccessful (and costly) campaign.

The ratio of leads (potential customers) to transactions (actual customers) is called your conversion rate. Simply divide the number of customers who actually purchased something by the number of customers who inquired about your product or service, and multiply by 100.
# transactions / # leads x 100 = % conversion rate

If, in a given week, I have 879 customers come into my store, and 143 of them purchase something, the formula would look like this:

[143 (customers) / 879 (leads)] x 100 = 16.25% conversion rate

What’s Your Conversion Rate?

Based on the formula above, you can see that the higher your conversion rate, the more profitable the business.

Your next step is to determine you own current conversion rate. Add up the number of leads you sourced in the last section, and divide that number into the total transactions that took place in the same week.

leads for your business

Write your conversion rate here:

Quality (or Qualified) Leads

Based on our review of conversion rates, we can see that the number of leads you generate means nothing unless those leads are being converted into customers.

So what affects your ability (and the ability of your team) to turn leads into customers? Do you need to improve your scripts? Your product or service? Find a more competitive edge in the marketplace?

Maybe. But the first step toward increasing conversion rates is to evaluate the leads you are currently generating, and make sure those leads are the right ones.

What are Quality Leads?

Potential customers are potential customers, right? Anyone who walks into your store or picks up the phone to call your business could be convinced to purchase from you, right? Not necessarily, but this is a common assumption most business owners make.

Quality leads are the people who are the most likely to buy your product or service. They are the qualified buyers who comprise your target market. Anyone might walk in off the street to browse a furniture store – regardless of whether or not they are in the market for a new couch or bed frame. This lead is solely interested in browsing, and is not likely to be converted to a customer.

A quality lead would be someone looking for a new kitchen table, and who specifically drove to that same furniture because a friend had raved about the service they received that month. These are the kinds of leads you need to focus on generating.

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How Do You Get Quality Leads?

Know your target market. Get a handle on who your customers are – the people who are most likely to buy your product or service. Know their age, sex, income, and purchase motivations. From that information you can determine how best to reach your specific audience.

Focus on the 80/20 rule. A common statistic in business is that 80% of your revenue comes from 20% of your customers. These are your star clients, or your ideal clients. These are the clients you should focus your efforts on recruiting. This is the easiest way to grow your business and your income.

Get specific. Focus not only on who you want to attract, but how you’re going to attract them. If you’re trying to generate leads from a specific market segment, craft a unique offer to get their attention.

Be proactive. Once you’ve generated a slew of leads, make sure you have the resources to follow up on them. Be diligent and aggressive, and follow up in a timely manner. You’ve worked to get them, now reel them in.

Go here to read Part 2 of this article.

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Develop an Effective Thirty Second Commercial

Thirty Second Commercial

There is a reason to develop a thirty second commercial. Have you ever felt like you were caught off guard when someone asked you what you do for a living? Perhaps you responded with one sentence that included your title and your business name. The person who asked the question may have moved on to someone else, quickly dismissing you in their mind. Or perhaps you went to the other extreme and rambled on and on, providing way too much detail until their eyes glazed over. Every business owner has experiences such as this.

Thirty Second Commercial

Develop an Effective Thirty Second Commercial

Making a positive first impression is an important key to establishing credibility with contacts, referral sources, and prospective clients. Being able to confidently deliver a short, compelling self-introduction can lead you to follow up appointments, referrals, and new customers. Below are some tips to develop a compelling thirty-second commercial:

Be strategic.

Rather than just “winging it,” take some time to develop your thirty-second commercial. Aim for impact, effectiveness, and results in your message.

Practice until you know it well.

Practice your short presentation until you can deliver it at a moment’s notice. You will have many opportunities each day to use your thirty-second commercial with people you meet.

Talk about benefits, not features.

Your features are what you do in your business: your services or products. Your benefits are how your products/services impact your clients’ lives: you help them make more money, give them more time with family and friends, etc. List some frustrations (client pain) that your clients experience and which your service/products eliminate. Below are examples of our business coaching benefits:

Client Pain

  • Tight cash flow
  • Missing family events
  • Can’t find good employees

Coaching Benefits

  • Owner making more money
  • Getting dates with spouse
  • Excellent, loyal employees

Thirty Second Commercial

Develop some short stories that illustrate your benefits.

These stories are one of the ways that you educate your contacts and move them to a level of trust in you. Think about how you have helped your customers in the past. Write down four to five sentences to describe how you impacted their life. You may begin with one story. But keep in mind that if you cultivate your contacts, you will communicate with them on multiple occasions and you will need to demonstrate your expertise with multiple stories.

1. First five to ten seconds: introduction.

Say your name, your company name and a brief summary of the benefits your company provides to clients. For example, here’s my introduction: “””My name is Alan Melton. I’m with Small Business Coach Associates. We help business owners earn more income while working fewer hours.””

Next twenty to twenty-five seconds: tell a short story illustrating your introduction.

“We were working with an HVAC company owner who had a large bad debt that was forcing him into bankruptcy. He was working 70 hour weeks and told me the number one thing he wanted was a date with his wife. We identified 12 areas of improvement that immediately increased his profits by more than $176,000 per year. Now he is working 50 hours per week and he has enjoyed a number of dates with his wife.”

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Be flexible upon completion of your story.

At that point, your contact may ask you a question about your service. If not, shift the focus to them. “Joe, tell me about what you do…” or “Tell me more about what you do…” Remember to focus on your contact for approximately 2/3 of the time. Ask good questions and listen!

Discuss your Unique Selling Propositions.

Know what makes you unique and better than your competition. A couple of the USP’s for SBCA is the fact that our coaches have all been business owners themselves and we collaborate with one another to provide the best solutions to our clients. Some examples of that are our weekly coaching calls and the assistance we give to one another on coaching assignments. Recently Craig Reimer who formerly owned a construction company joined me on a business assessment with the owner of a construction company.

Expand your commercial to five minutes and twenty minutes.

From time to time you may have the opportunity to deliver a longer presentation to a networking group or other organization. You can easily expand your presentation by telling more stories to illustrate your expertise.

Give “thirty-second commercials” within any speaking or writing topic.

People are drawn to stories. Include your short stories any time you are communicating, and this will add to your credibility.

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Selling: Ten Things to Know and Do Before Making a Proposal

Ten things to know and do before making a proposal

Many small business owners simply “spout off” what they do with prospects, and lose the opportunity to win a new account. With selling, there are things to know and do before making a proposal.

Ten Things to Know and Do Before Making a Proposal

If you try to shortcut the process, you will likely lose the business. On the other hand, if you cover the following bases, you can move rather quickly to winning a new account. Below are the ten things to know and do before making a proposal to a winning business:

1. Know that you should have a good relationship with your prospect(s)

prior to making a proposal. Remember that people do business with people that they know, like and trust. If you have not moved to some level of likeability and trust, you will not likely win a proposal.

2. Do make a concerted effort to establish a strong bond and rapport.

You can only do this by asking good questions and listening well. Repeat back and summarize their answers to help them know that you are listening. Briefly relate to experiences and activities that you have in common. Give your 30-second commercial, but keep the main focus on your prospect(s).

3. Know that you and your prospect should have an “out clause.”

Both should have the ability any point to walk away. Many salespeople are so eager to make a sale that they lose their dignity and the prospect’s respect during a proposal. The prospect may mislead the salesperson about their true intentions after a proposal is made. Eventually, the prospect stops returning phone calls and a lot of time is wasted by the salesperson.

4. Do confirm your “out clause” with your prospect.

Do this early in your discussions. To remain on equal footing with your prospect, lead them to an understanding that either you or your prospect has the right to walk away if either one of you determines that there is not a good fit between the two of you. Agree with them that either party will immediately inform the other should that occur, and neither one of you should feel offended if that should happen.

5. Know who the decision-makers are.

Many salespeople spend a lot of time talking and making proposals to people who don’t have the authority to make a decision. In larger businesses is it not unusual to have more than one person or even and committee that makes spending decisions. Prospects may not reveal that they don’t have the authority to make a decision. Ask the following question: “In addition to you, who else will be involved in making the decision?”

6. Do make your proposal to the decision-makers.

Always ask for a meeting with all of the decision-makers. Meeting with all decision-makers will be easier if you invested the time in getting to know each person prior to making a proposal.

7. Know the “pain points” of each decision-maker.

Understanding the prospect’s pain points may be the most important part of making a successful proposal. How can you help a prospect if you can’t relate to their problems? You need to know three to five pain points and how much money this pain is costing them. For more on this topic, see the coaching tip “Winning the Business: Focus on the Prospect’s Needs.””””

8. Do address and solve their pain points in your proposal.

This is where the rubber meets the road. If you can clearly articulate the prospect’s pain points, the costs associated with the pain points, and how your product or service can save them money and make their pain go away, the decision to go with you will be a no-brainer.

9. Know the amount in the budget.

Knowing the amount in the budget will help you to determine whether to make a proposal. Although many small businesses do not use a budget to run their companies, many mid-size to large companies operate on budgets. Always strive to determine the amount of budget dollars available for your service or product. Sometimes your prospect may try to evade the question. You can ask, “In round dollars, how much is your budget for this service?” Or “What’s a ballpark budget range for this service?” Another approach is: “I’m trying to determine which package to propose to you. Would you say that your budget is closer to the $5,000 to $10,000 range or to the $15,000 to $20,000 range?”

10. Do tailor your proposal to the available budget dollars.

This goes without saying. But you would be surprised to know how many salespeople just throw out proposals that are way too high. Or even worse a salesperson will leave money on the table because they proposed well below the amount in the budget.

As you can see, if you do the extra due diligence before making a proposal, not only will you increase the chances of success, you will put more in your pocket. Go for it!

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Generating an Unlimited Amount of Leads for Your Business Part 2

Generating Leads for Your Business
Continued from Part 1

Get More Leads from Your Existing Strategies.

Generating Leads for Your Business doesn’t necessarily mean diving in and implementing an expensive array of new marketing strategies. Marketing and customer outreach for the purpose of lead generation can be inexpensive, and bring a high return on investment.

You are likely already implementing many of these strategies. With a little tweaking or refinement, you can easily double your leads, and ensure they are more qualified.

Here are some popular ways to generate quality leads:

Identify your ideal customers

Who are your ideal customers? What is their age, sex, income, location and purchase motivation? Where do they live? How do they spend their money? Be as specific as possible.

Once you have identified who your ideal customers are, you can begin to determine how you can go about reaching them. Will you mail to households or apartment buildings? Families or retirees? Direct mail lists are available for purchase from a wide range of companies and can be segregated into a variety of demographic and sociographic categories.

Chet Holmes, author of The Ultimate Sales Machine recommends that you should develop a “Dream 100” list of your ideal clients. These would be your most profitable clients who are a great fit for your business. Not only is your advertising cheaper with only 100 clients to pursue, but you are also able to focus on fewer prospects more until you win them as clients.

Direct Mail to Your Ideal Customers

Direct mail is now back in favor. It is one of the fastest and most effective ways to generate leads that will build your business. It’s a simple strategy – in fact, you’re probably already reaching out to potential clients through direct mail letters with enticing offers.

The secret to doubling your results is to craft your direct mail campaigns specifically for a highly targeted audience of your ideal customers.

Your ideal customers are the people who will buy most of your products or services. They are the customers who will buy from you over and over again and refer your business to their friends. They are a group of 20% of your clients who make up 80% of your revenue.

 

Generating Leads for Your Business

Craft a special offer to Your Ideal Customers

Create an offer that’s too good to refuse – not for your entire target market, but for your ideal customer. How can you cater to their unique needs and wants? What will be irresistible for them?

For example, if you operate a furniture store, your target market is a broad range of people. However, if you are targeting young families, your offer will be much different than the one you may craft for empty-nesters.

Court Ideal Customers for Their Business

Get business. Don’t stop at a single mail-out. Sometimes people will throw your letter away two or three times before they are motivated to act. Treat your direct mail campaign like a courtship, and understand that it will happen over time.

First send a letter introducing yourself, and your irresistible offer. Then follow up on a monthly basis with additional letters, newsletters, offers, or flyers. Repetition and reinforcement of your presence are how your customer will go from saying, “who is this company” to “I buy from this company.”

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Advertise for Lead Generation

Statistics show that nearly 50% of all purchase decisions are motivated by advertising. It can also be a relatively cost-effective way of generating leads.

We’ve already discussed the importance of ensuring your advertisements are purpose-focused. The general purpose of most advertisements is to increase sales – which starts with leads. However, ads that are created solely for lead generation – that is, to get the customers to pick up the phone or walk in the store – are a category of their own.

Lead Generation Ads: An Almost Unbelievable Offer

Lead generation ads are simply designed and create a sense of curiosity or mystery. Often, they feature an almost unbelievable offer. Their purpose is not to convince the customer to buy but to contact the business for more information.

As always, when you are targeting your ideal audience, you’ll need to ensure that your ads are placed prominently in publications that your audience reads. This doesn’t mean you have to fork over the cash for expensive display ads. Inexpensive advertising in e-mail newsletters, classifieds, and the yellow pages are very effective for lead generation.

Here are some tips for lead generation advertising:

Leverage Low-cost Advertising

Place ads in the yellow pages, classifieds section, e-mail newsletters, and online. If your target audience is technology savvy, consider new forms of advertising like Facebook and Google Adwords.

 

Generating Leads for Your Business

Spark curiosity

Don’t give them all the information they need to make a decision. Ask them to contact you for the full story, or the complete details of the seemingly outrageous offer.

Grab them with a killer headline

Like all advertising, a compelling headline is essential. Focus on the greatest benefits to the customer, or feature an unbelievable offer.

Referrals and Strategic Partners

A referral system is one of the most profitable systems you can create in your business. The beauty is once it’s set up, it often runs itself.

Customers that come to you through referrals are often your “ideal customers.” They are already trusting and willing to buy. This is one of the most cost-effective methods of generating new business and is often the most profitable. These referral clients will buy more, faster, and refer further business to your company.

Referrals naturally happen without much effort for reputable businesses, but with a proactive referral strategy, you’ll certainly double or triple your referrals. Sometimes, you just need to ask!

Here are some easy strategies you can begin to implement today:

Referral incentives

Give your customers a reason to refer business to you. Reward them with discounts, gifts, or a free service in exchange for a successful referral.

Referral program

Offer new customers a free product or service to get them in the door. Then, at the end of the transaction, give them three more ‘coupons’ for the same free product or service that they can give to their friends. Do the same with their friends. This ongoing program will bring you more business than you can imagine.

Strategic Partner Relationships

Forge alliances with non-competitive companies who target your ideal customers. Create cross-promotion and cross-referral direct mail campaigns that benefit both businesses.

Lead Management Systems

Once your lead generation strategies are in place, you’ll also need a system to manage incoming inquiries. You’ll need to ensure you receive enough information from each lead to follow up on at a later date. You’ll also need to create a system to organize that information, and track the lead as it is converted into a sale.

Gathering Information from Your Leads

Here is a list of information you should gather from your leads. This list can be customized to the needs of your business, and the type of information you can realistically request from your potential customers.

• Company Name
• Name of Contact
• Alternate Contact Person
• Mailing Address
• Phone Number
• Fax Number
• Cell Phone
• Email Address
• Website Address
• Product of Interest
• Other Competitors Engaged

Generating Leads for Your Business

Lead Management Methods:

Once you have gathered information from your lead, you’ll need a system to organize their information and keep a detailed contact history.

The simplest way to do this is with a database program, but you can also use a variety of hard copy methods.

Electronic Database Programs

  • High level of organization available
  • Unlimited space for notes and record-keeping
  • Data-entry required
  • Examples include: Microsoft® Outlook and Excel, Maximizer
  • Customer Relationship Management Software

Customer Relationship Management Systems

There are a ton of CRM’s available for you to manage your leads. These range from free for Hubspot to a few hundred dollars for Sales Force.

  • Hubspot
  • Sales Force
  • Pipedrive
  • Zoho

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