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Archive for the ‘Marketing’ Category

Why use PR in your business?

15 Oct

I’m really ‘reverse engineering’ my previous blog posts here. This is because although I’ve already talked about how to get publicity and how to create an effective press release, I never really covered the core strategies and principles behind doing so. Following your questions and comments, I have written a short article about why you should actually use PR and the ideas and concepts behind press releases and getting articles written in newspapers & appearing on Radio or TV.

So firstly, let’s be clear on why PR is so powerful! Think of a national newspaper and what someone like a car manufacturer would pay for, let’s say, a half page advertisement for their new car model in that national paper.  It could easily be ten or twenty thousand or more.

They are willing to pay that amount because hopefully (if they know what they’re doing) the number of people seeing it will bring them a profit.  If you compare that to a half page article in the same publication, where a journalist has written a half page review of the new car and they are absolutely raving about it -  not only is this coverage free, it’s also far more valuable than the advertising. This is because people believe what they read in the editorial far more than what they read in an ad, in the same way people will be more inclined to believe what they hear on a radio talk show than they will in a radio advertisement.  They will pay more attention to what they see on the TV news, or segment of a lifestyle show – such as GMTV or Oprah rather than the TV ads in the breaks and so on.  So you get this double whammy!  You don’t just get media coverage that’s totally free, you get media coverage that’s actually far more valuable than the advertising that normally would cost you a fortune.

I think it’s this ‘too good to be true’ aspect that steers some people clear of PR, in the same way that some people never bother sending out emails because it’s just all ‘too free and easy’ and life couldn’t possibly be that straightforward!?  I’m fairly sure you’re smarter than that, which is probably why you’re reading this in the first place!  So just get your head around the fact that most of what you’ve heard about good marketing and good PR being a struggle is absolute nonsense!  Another myth about PR is that it only works for certain types of business, that you have to have a particularly ‘sexy’ or ‘interesting’ business to get PR coverage or perhaps already have had some media exposure (Dragons Den etc).  It’s certainly true that if you invented a miracle  weight loss method, it’s going to be easier to get you onto national television than perhaps if you make a new type of vegan bread.  But, if you do make vegan bread – we’ll still get you on the TV! For example, when interest rates go up or down we’ll call all the news programmes and put you forward as an example of how vegan bakery’s are affected by interest rates too.  Suddenly there you are on the TV.  With PR there is always a way.  It doesn’t matter what business you’re in, what you sell or how large or small your business is.

 
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Posted in Magazines, Marketing, PR, Press Releases

 

Use Multiple Marketing Methods to enable Growth

12 Oct

The message I have for you here is simple and I’m going to keep this brief!

Do not be dependent on one or two forms of marketing to grow your business, but instead turn your business into a multi-level marketing machine.

This is the key strategy I used to grow my businesses by a hundred, two hundred, three hundred percent and more. It’s so simple and straight forward yet so few people do it. I’d say probably 9/10 businesses use just one or two forms of marketing to grow promote products and/or services.

Does same may apply to you? Do you rely on just one form of marketing? Advertising is the most common, or perhaps referrals and recommendations. Or perhaps you’re using the phones to make appointments. Or perhaps you rely on direct mail.

The top 1% of businesses, those that are exceptionally successful + profitable, do things differently to everyone else and one of the things they do differently is they’re not dependent on just one form of marketing. The best businesses have six to ten prime forms of marketing and that’s my goal for you. Not in some mad overnight dash but by carefully testing new marketing methods over time there’s no reason you shouldn’t be able to build your business into just a stronger force.

There are dozens of different ways to promote and grow your business. People seem to focus on and be vaguely obsessesed by advertising, because there’s so much pressure from various publications to advertise in them. I can’t tell you the number of people I meet whose entire business is dependent, for example, on an single ad in the yellow pages. This is so dangerous! What if one year, your phone number is printed wrong or a competitor comes along with a better ad? I want you to get the mindset that frees you up from just being dependent on one form of marketing, whether it’s advertising or whatever. As I say the goal is to turn your business into an operation that’s supported by six or ten or perhaps more pillars of marketing.  This can include direct mail, the internet, the use of emails, telephone marketing, perhaps direct ‘foot in the door’ sales, public relations (PR), perhaps some joint ventures, risk reversal and guarantees, affiliate programs and so on.

That’s how you achieve really remarkable growth in any business, by not being dependent on one or two forms of marketing but instead building a business thats supported by these multiple pillars and it’s really not unusual to see businesses that do this grow very rapidly.

 
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Posted in Marketing, Motivation, Sales, Success Templates

 

Conveying Benefits to your Customers Effectively

01 Oct

Understanding how to communicate benefits is an absolute bedrock of marketing and of all your business success. Really, today I want to illustrate some of the fundamentals here and just help you out with some great information and techniques I have picked up to help you do this effectively.

Now, you can spend all the money you want on advertising or brochures or web sites but if you don’t continually and forcefully communicate precisely how your prospective customer is going to actually benefit from what you’ve got to offer, then you’re almost certainly wasting huge amounts of time and money.

Let me give you a sense of why this is so important. First you need to get clear on the difference between features and benefits. If you’re buying a hi-fi for example. The watts coming out of each speaker is a feature. Now the fact of those speakers will deliver sound that will make me feel like I’m in an amazing concert hall is the benefit. The memory on your computer is a feature. The fact that it’s high enough to let you surf the web faster is the benefit. If you hire a gardener who’s been gardening for 35 years, that 35 years experience is a feature. The fact that he can make your garden look beautiful and have you feel really proud is the benefit.

The benefit is what’s in it for you as opposed to the actual feature of the product and the services.

One of the biggest marketing mistakes that people make is they focus on the features instead of the benefits. Now you need to know that people generally do not buy on features. They buy the benefits. By all means tell the people the features of your product or service it may well help establish credibility and is often required to some extent, but it’s not enough to make it real for people. To convince them of why they should part with their money to get those features you have to translate those features into clear benefits.

For you to understand how important it is to communicate the benefits it’s useful to understand some of the psychology that leads people to actually buying something that will lead your potential customers to becoming actual customers. People reach the point where they make a decision to buy. You know what that’s like… You read a brochure about something, maybe you make a quick decision to buy or maybe you need to make a phone call to ask some questions. Either way at some point there is a moment, an instant where you make the decision right there to buy. Now your entire goal as a good marketer is to help people get to the point where they make that decision. People won’t get to that point in their heads until they’ve understood how they’re going to benefit from what you’re offering to them. It doesn’t matter how great your product or service is, all that matters is getting people to the point where they understand how they’re going to benefit.

Sadly it’s not enough to have the best product or offer the best service. You have to be the best at getting people to intrinsically understand how they’re going to benefit from what you’re offering.

This applies to every element of your marketing. Your letters, your brochures, your advertising, everything. If you want an example of where so many businesses fail in communicating the benefits, it’s with their websites. Now suppose we’re looking for a solicitor to work on our house sale. You look at a few websites and they all say the same thing. They all talk about how long the solicitor has been in business and they list all the areas they can help you on. Now these lists of services are not the benefits, they’re the features and they’re probably identical to virtually every other solicitor in town. To stand out from the rest our solicitor wants to explain the benefits that they offer that set them apart from the rest. For example the website could say when you choose us to look after your house sale you’ll get the peace of mind of knowing that we’ll always reply to your messages or emails within three hours. Our combined 99 years in conveyancing (that’s a feature) means that we have the legal knowledge and negotiating skills to do everything possible to stop the sale falling through during those tricky periods (that’s the benefit). While our commitment to incredible customer service (feature) means our clients complete their sales 30% faster than the national average (benefit). That’s going to convince a good proportion of people at least to get in touch and find out more! And so the list goes on.

You can increase the response rate by turning a standard website, that goes on and on about the company and its history, into a website that’s driven to communicating how visitors will benefit from what’s on offer.

Here is the steps of action you can take to work with all of this stuff…

First sit down and come up with the three main benefits that your customers experience from doing business with you. If you find this hard to do, get excited! If you haven’t got a clue what those benefits are then nor will your customers, which means your business is massively underperforming!!

Your next action step is to really look ruthlessly at all of your marketing material. Your website, your brochures, letters and the advertising you do. Even your personal communications to customers on the phone, via email or in meetings. Now if at any point in the material, you go for more than two or three lines without conveying how your customer is going to benefit, then rip it up and start again! It’s harsh, but they’re facts that will make you oodles of money. Nobody cares how long you’ve been in business. Nobody cares what university you went to. Nobody cares if your business just moved premises. Nobody cares how long it takes you to manufacture your widgets. All customers care about is what’s in it for them!

 
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Posted in Advertising, Business, Marketing, Sales, Success Dynamics