Tag Archives: Marketing

Pull vs. Push Marketing

All marketing strategies come down to two: Pull marketing and Push marketing. Pull marketing means that you use advertising and promotional methods designed to entice, or pull, a prospect into buying your product or service. You make them WANT to buy it. Some ideas are “buy one get one free,” or “half off.” You increase the urgency by making it a time limited offer. Pull marketing is more pro-active than push marketing.

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Many people see the advantage of pull marketing. Rather than “snowing” your customer into buying your product, you’re presenting the facts about it and inviting them to come in and try it out. It seems much nicer to do it that way.

Push marketing uses a strategy that’s geared toward making your marketing and distribution avenues want to promote your product for you. Consumers rarely see this marketing. It can include such things as bonuses, kickbacks, or wholesale discounts. It’s all about getting the retailer to promote your product over a competitor’s product. Another form of push marketing is getting the customers to “push” your product by offering incentives for them to tell others about it.

While some business owners prefer one over the other, it should be noted that nearly all really good advertising campaigns use a portion of both. Almost all products can be effectively marketed with either pull or push methods, or a combination of them. Whichever you choose, the important thing to keep in mind is to stay in control of everything and act on your decision immediately.

Why Mixing Up Personality Types at Trade Shows Can Help Sales

At trade shows, your team members are the embodiment of your company. Although your sales representatives are there to inform attendees about a product or service, the manner in which they do so will speak volumes about your company’s ethos, or guiding principles. Be sure to send your best people to staff your Trade Show Exhibits. Their knowledge of the business and their interactions with potential clients will do more to attract and repel sales than any infographic or promotional item ever could.

English: 2007 AutoTronics Taipei: Car Electron...

English: 2007 AutoTronics Taipei: Car Electronics Area. (Photo credit: Wikipedia)

According to a 2013 Nielsen study, approximately half of all people surveyed said that they would be willing to spend more money on a product if they believed the company would use the extra money to improve society in some way. This study says a lot about the relationship between ethics and consumerism – people like to believe that they’re spending their money at ethical companies who are making the world a better place. It’s why McDonalds funds the Ronald McDonald house while being accused of not paying employees a living wage, and why Nike started the Nike Foundation after many years of sweat shops allegations. In both of these cases, companies are taking control of their ethos in the public eye. Fortunately, you don’t need to start a charity in order to capitalize on this mindset.

At trade shows, it is important to promote the idea that your company has both the best product and the best people. In order to do so, your representatives should be knowledgeable, personable, and diverse. Everyone is unique, and we all respond to situations and people differently. What some people may consider an enthusiastic and informative discussion with a vendor, others may perceive as a pushy sales pitch. Additionally, some individuals are more receptive to being approached by sales representatives than others. According to a recent study released by the Center for Exhibition Industry Research, more than 50% of men are comfortable talking with vendors they do and do not know, compared to 40% of women.

Sending a diverse range of personalities to represent your company at trade shows appeals your business to a larger audience, which will in turn increase sales. A booth manned by people who look and act the same subconsciously signals to the customer that product or service is only for people of a certain appearance and disposition. Avoid isolating customers and send the message that your business is for everyone. In order to appeal to the largest possible audience, your sales representatives should be as diverse and unique as your market.

Trade shows are great opportunities to increase brand awareness, interact with potential clients, and make direct sales. Make the most out of your trade show experience by diversifying your representatives’ personalities and appealing yourself to the largest possible audience.

Why 3rd Party Marketing Can Be Just The Thing Your Business Needs

Every business owner runs out of ideas for marketing at some time. When this happens, calling in the cavalry is the only thing to do. In this case the cavalry are 3rd party marketing specialists! When you a hire a 3rd party marketing firm, you get access to expertise across a wide marketing base; marketing consultants can manage projects, build strategies and help your business with product management skills. These marketing firms can help your business get to where you want it to go by doing the following:   ID-100206876

Bridge Budget Gaps

Small businesses usually can’t afford to hire a team of marketing experts; if they did this, they would have to sacrifice operational goals. Every business owner knows that it is important to stay on budget while growing their business, so many of them never put together enough money for a marketing campaign; this leaves their business in a state of limbo where growth is stalled.

When you hire a 3rd party marketing team, you get inexpensive access to a team of dedicated professionals. Contract marketers are hired to help you build marketing campaigns; they are a lot less expensive than hiring a full-time team, so you have a chance to stay in budget and grow your business at the same time.

A New Creative Approach

In a small business, thought processes can get stale. When you work with a contract team, they help your marketing department think outside of the box without depleting your budget. It’s always nice to have a team of professionals come in and look at your efforts with fresh eyes; they may be able to think of a marketing angle that you had never thought of before.

For example, a contract team or company can give your business a fresh perspective and extra creative energy. With experience in everything from property management to dentistry these 3rd party companies can help any niche and oftentimes an outside source can be sure to get those creative juices flowing for your staff with different takes on how to generate quality leads.

Leads

Generating leads that turn into profit are a challenge for any business. Business owners often hire 3rd party marketing consultants to get leads for their marketing department and this should be no different for you. If you use a contractor, you can call them in when you need leads as this allows your marketing team to work at their own pace. You never have to worry about overwhelming your team and can keep a steady stream of leads coming in.

Reduce Overhead

When you hire someone new, you have to deal with insurance, training, benefits and the hiring process; this is time-consuming and expensive. Contract marketers save your company money. You can call a 3rd party marketing firm to have them send someone over quickly; you don’t have to worry about training them or hiring them full-time.

Lots of savvy business owners make use of 3rd party marketing firms as they can profit from outsourcing their marketing by giving them the ability to concentrate on important aspects of their operations like production, sales and management. They do this to increase profits and save resources; if you can’t afford to hire a team of experts, then hiring contract marketers will help your business grow.

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Meghan Belnap is a freelance writer who enjoys spending time with her family. She also enjoys being in the outdoors and exploring new opportunities whenever they arise as well as researching new topics to expand her horizons. You can often find her buried in a good book or out looking for an adventure. Meghan highly recommends using a company like DentalMarketing.net for your 3rd party marketing needs.

 

Using Email for Outreach in a Business Sales Environment

The world of business has become increasingly challenging over recent years, and this means that in order to compete effectively businesses have had to utilise technology and business tools as effectively as possible. Working in a business sales environment in particular can be very difficult in the current economic and financial climate, with businesses now having to look at as many options as possible when it comes to marketing their goods and services in order to enjoy success.

English: Screenshot of Mozilla Thunderbird 1.5...

English: Screenshot of Mozilla Thunderbird 1.5.10 under Ubuntu Linux 6.10, self-made. Category:Screenshots of Linux software (Photo credit: Wikipedia)

While there are some methods of promotion and marketing that are pretty obvious and used by many small and larger businesses, there are others that can often be overlooked even though they are both simple and effective solutions when it comes to effective outreach in a business environment. One of these is the use of email for outreach in a business sales environment.

How this can work

In a business sales environment, huge numbers of emails are typically sent out each day to other agencies, businesses, partners, and clients. However, many businesses miss out on the opportunity to really use these emails to their advantage, as they simply send out plain emails that say little to nothing about the business or its goods and services.

By using email stationery effectively, businesses can use emails to their advantage by turning them into marketing tools that can promote and raise awareness of their services and products. Email stationery can transform every email sent into a marketing tool and is something that is extremely easy and convenient to implement.

When you use email stationery you will be able to efficiently and very easily market the goods or services you sell to everyone you send out emails to. This means that you can make the most of each email you send out, which could potentially generate increased website traffic and sales for your company. The fact that email stationery also makes your emails more eye-catching means that even more people may actually read and take notice of them – in fact, you may even get more people forwarding them on to others, which expands your marketing even further.

The key thing with business email signatures is that you can transform your emails to really reflect your business and what it is all about. This gives each recipient far more information than just a standard plain email with nothing more than a name and job title on it.

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Talking the Talk: Six Musts When Trying to Reach New Prospective Clients

To thrive among stiff competition, your business needs to always be reaching out to new prospects and winning them over. There are several good methods that should be incorporated into your regular marketing efforts.   billboard-advertisement

Stop Promoting to Anyone

Promoting to anybody with a pulse often wastes marketing dollars. Realize that everyone that sees your message is not going to be a customer. Develop an ideal customer profile of people that truly have a need or desire for what you sell. Adjust your marketing to focus on this target group.

Educate Prospects

People are often hesitant to buy when they are not familiar with your company or products. Provide prospects with lots of detailed information about the benefits and uses of your products and services. The more someone knows about your company’s offerings, the more they will know whether your services apply to them or if what you have to offer is really something they want.

Get Customer Reviews

Ask your current customers to write reviews. Customer reviews are a powerful way to attract new customers. People often read reviews first to discover all the pros and cons about a company’s products or services. Existing customers can provide unique insights that are helpful in this regard.

Establish a Relationship

Offer an online newsletter and encourage prospects to sign up. Use this opportunity to build trust by providing beneficial information about your company and products. When they like you, they will turn in to buyers. This also creates customer loyalty because they will actually feel like they are a part of something.

Give Away Free Stuff

A favorite business marketing strategy is to give away free promotional products to customers and prospects. Each item you distribute can be customized with your logo, and may also include a short tagline along with your contact details such as your URL or phone number. Choose popular items such as custom laptop bags by HALO that are useful and portable.  Promotional products are a wonderful form of marketing in that they will remain in circulation for years, making them an extremely effective and cost-efficient form of advertising.

Trade shows are ideal for giving away free stuff. People’s eyes light up when they receive gifts like HALO branded solutions promotional bags. Everywhere their bag goes, it will be seen by countless new prospects. Your business will get lots of effective advertising from these types of highquality products.

Cater to Their Desires

Know what potential customers really want when they seek out companies like yours. Successful selling involves figuring out what people want and then giving it to them. Conduct market analyses to find out what products and services are likely to attract customers to your business.

Check out your most successful competitors and see what they offer. Find ways to put a unique twist on your offerings to stand out from the crowd.

In order keep business flowing in any economy, it is essential to market to prospects in ways that turn them into loyal customers. Use proven marketing strategies like these to spread brand awareness and increase sales.

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4 Ways on How to be a Great Persuader

Every marketer finds it really challenging to find ways on how to effectively persuade people to try out his product, especially if what he is launching is something new. Indeed, effective persuasion is something that every marketer should learn to succeed in grabbing a share in the niche market. Now, how do you effectively persuade people?  You may persuade people in a gentle, unconscious manner. With this type of persuasion, you don’t need any other tactics. However, there comes a time when more aggressive persuasion is needed. Here are proven and tested tips for effective persuasion:

Traveling Salesman

Traveling Salesman (Photo credit: John Fraissinet)

1. Establish credibility

Credibility comes from two sources: expertise and relationship. Your credibility as an expert comes from other people’s perception that you will make an effective decision-maker or something is excellent about the product or service that you are offering. Relationship credibility meanwhile takes time to happen. When people feel that an individual listens, comprehends and works in the best interest of the team and team members then trust develops. In addition to trustworthiness, integrity, honesty and fairness are also important factors–no easy skill set in today’s very competitive environment.

2. Frame goals for common ground

Effective persuaders are good at framing their positions to others in a positive way. Another important aspect of goal-framing is to know your audience. Senior managers think differently than plant workers. Framing comes from effectively thinking through viable arguments, points and counterpoints; listening to identify the hot buttons of others; and presenting a thoughtful and cogent view of the issue.

3. Provide compelling evidence

Once credibility is established and a common frame is identified, persuasion becomes a matter of presenting all the evidence effectively so the audience can understand it. The effective use of language is essential in presenting anything, especially when trying to persuade others. Stories, data, examples, metaphors and analogies are all strong uses of language to persuade people.

4. Connect emotionally with the audience

Connecting emotionally with the audience is pretty complicated. You have to show passion without really making it too obvious. Make sure to tone down your mannerisms and make your emotions consistent with the product or service that you are trying to sell, or the idea that you are trying to espouse. Banging on the table, for example, may not be appropriate on certain instances. Gentle whispers won’t be that fruitful as well. Look for the suitable emotional match and you’ll eventually realize that you have successful persuade your audience.

It’s a tough job when your work involves persuading people to try out what you are selling. But it’s all worth it when you have eventually succeeded in grabbing their attention and in gaining their trust and confidence.

Author’s Bio:Manilyn Moreno is a freelance writer and online marketing manager for a catering software company. On her free time, she loves baking, cooking, and traveling.

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Eye on The Prize – 5 Ways to Make Sure You are Reaching Your Target Market

Marketing campaigns take time and money to complete successfully. Setting specific demographics and targeting your audience requires you to carefully assess your business needs and the type of clients you want to attract. Many elements contribute to reaching your target market, and perhaps you merely need help in bringing all of those elements together. The following tips will help you increase the visibility of your company, allowing you to reach the target you’re aiming for.   Eye on The Prize - 5 Ways to Make Sure you are Reaching Your Target Market

Determine Your Audience

What every business needs is a plan of action consisting of three components. Select three demographics that you want to track. Your chosen demographics could include age, occupation and income. Once you decide on your demographics, write the criteria down. Ask visitors to your website to complete a short survey to determine if your website attracts your key demographics.

Create a Plan

A plan provides direction and gives you what every business needs to succeed in marketing. Consider what your customer demographic wants and use that information to create a plan, put that plan into action, review the outcome and modify your website based on the information gathered. A failed plan can help still help you grow your presence as long as you learn from your mistakes.

Broadcast Appropriate Information

Determine what you want to accomplish. A plan to simply drive more traffic to your website doesn’t provide enough specific information. You need to determine what product, service or value you can provide to your visitors. Feature content designed to attract new visitors prominently on the home page. Provide additional content on inside pages and make sure every page on your website links in some way to your navigation scheme.

Provide Free Stuff

Everyone wants free stuff, but it has to provide some sort of value. Visitors to your website need a reason to come back in the future. If your company provides a babysitting service, offer the first hour free when the parents pay for three hours. This not only encourages new clients to try your services, but it guarantees that you get paid for three hours of service.

Incorporate Reader Participation

Any text on your website can theoretically draw in Internet traffic. Start a blog and let others comment on the blog. The more activity you get on your website, the better you appear to search engines. New visitors can check out what others say about you and get the assurance they need to buy your product or service. If you’re not sure what every website needs, make sure if anything, you have a site map and a “contact us” page, so that you can interact with your target market and they know how to reach you.

 

With all of the advertisements we hear and see everyday, it can be discouraging to try to stand out to your audience and make sure your message is being heard. That is why you need all the help you can get when it comes to making your voice the loudest, not only among other businesses in general, but among your competitors, especially.

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Should You Sell at a Trade Show?

Let us assume that your company allows you to sell product at a trade show.  Should you actually do this or should you focus on showing what your company has to offer and get bookings and recruits instead?

Berry Vendor

Berry Vendor (Photo credit: La Grande Farmers’ Market)

I think the first thing you have to ask yourself is what you are trying to do with your business.    Are you comfortable and happy with the amount of bookings you have and just want to get rid of excess inventory?  Do you want to increase your monthly sales?  Do you want to grow your team bigger?   All of the answers to these can help to decide what to do.

Selling Inventory

Obviously if you are happy with your sales levels and just want to get rid of excess inventory, then you should sell product.  You can always take orders and work on getting bookings while you are there.  You can put up signs and notices about benefits of hosting a party and why you should join the company.

Increase Bookings

If you want to increase bookings, then you should set up your table in that method.  Bring product to show so people can see what you offer but focus on the benefits of hosting.  You could set up an area of the table that shows people what they would get in actual product when they have a party.  You can tell someone they get $40 which doesn’t mean much but if you show them what $40 gets them, it has more impact.  Put up a sign saying “Get all this for $10 by hosting a party!” and then include the breakdown of hostess credit and half off items.

Find Recruits

Just like trying to get bookings, you need to show people the benefits of becoming a consultant with your company.  Set up an area to show people what they get with their kit.  If they can earn it free, let them know what it takes and how to accomplish it.  Explain to them what they can earn.  You may want to put signs that say “Want a new car?  You can earn a car payment with just X amount of parties a week” or something similar.  It needs to catch their attention and draw them in.  Be prepared to answer questions about your own experiences.

I find that you concentrate and present yourself differently when you are simply selling product versus trying to get bookings and find recruits.  This is why it is important to know what you are trying to accomplish at a trade show.

 

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Six Ways to Advertise your Product on a Budget

Advertising on a budget can take time, effort, and some know-how, but it is possible to undertake a marketing campaign without an investment of undo amounts of money. The way to participate in a marketing campaign without much money is to be inventive, resourceful, integrated, and to take an approach that is active, even creating an event around which to create a natural buzz. Here are a few ideas to jump-start marketing on a budget.   Six Ways to Advertise your Product on a Budget

Create an email list serv.

Create a list serv around your product by offering free samples outside stores or libraries, public places, etc. and then ask people to fill out a survey, give some feedback, or give a testimonial. Create an email list serv around the people who respond.

Throw an event at which the product is sponsored or featured.

Try to get the local newspapers or blogs to cover it. A plug here for your product will be a great way to get a word in edge wise in terms of media attention. If a product give-away works, try to make it fun and memorable, even newsworthy. When starting their ice cream company, Ben & Jerry’s in Vermont, Ben and Jerry, the company’s owners, used to plan ice cream give aways, which became part of local charm.

Develop your own creative ads.

Develop your own print ad by working with a graphics artist who needs experience. You can partner with them and make a trade. Have them develop your ad practically for free, with the idea that he or she will benefit from doing the ad in terms of being able to list it on his or her vitae as a piece of work for their portfolio.

Sample your products.

Develop free give-aways to stores and businesses in the hope they will buy the product. Free samples can be a great way to get your foot in the door in terms of selling products. If someone tries your product and really likes it, they are likely to buy more to take home and share with their friends and family. If you don’t have a product or service that you are able to give away, you can still try to show off samples of your work.
Be creative.

Finally, try to be creative. Think outside the box about how to reach new audiences. Participate in craft fairs or farmers’ markets if the product is specialty or food-related. Have fun with the marketing, relax, and get creative. If you aren’t sure where to start or you aren’t familiar with the different marketing choices available to you, check out your local marketing exchange to gain connections and get ideas on where to post your ads.

Use Social Media.

It’s free to sign up for social media. Facebook and twitter are great ways to share news about your product. You can post reviews, giveaways, or coupons to encourage people to like you page or try your product. You can use your social media as a basis for all your other efforts. You can get the word out about any giveaways or post promotional ads you have created onto your page.

Starting a company can be a daunting task. You may know you have a quality product, but don’t know how to spread the word. You don’t have to have a big budget to start marketing your product. Believe in yourself, the product, and create a to-do list to check off the strides you make. Remember to be honest in your assessment and do your best to create a buzz around your product.

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Watching Your Status

It is important to pay attention to your status with your direct sales company especially if there are repercussions for not making certain sales levels.

SALE

SALE (Photo credit: Gerard Stolk (vers l’Action de grâce))

My company has changed their criteria a few times in the last year or two so it has become that much more confusing.   This year, I almost didn’t make my quota but I got a few phone calls, post cards and email reminders to let me know that I had the possibility of losing my status.  But, one of my demonstrators was on the list to not make it and did not get any of these reminders.  She didn’t end up having the sales required and she was de-activated as a consultant.

I found all this out when she contacted me to find out why she could no longer log in.  She was able to sign back up and move on, but this could have all been avoided if she had been watching her own status and where her sales were.

I also realize that I let her down as a leader as I was not paying attention to where my tea was at in regards to their sales and their status and warning them but at the same time, everyone is adults and i should not have to.

That said, it is a good idea to make sure that you are always familiar with your companies policies in regards to maintaining your status and where you on that list.  Are you short by a few dollars or do you still need a few hundred dollars before the end of the month?  Depending on what your requirements are, it’s a good idea to start drumming up business ASAP if you will need a few orders in order to make it.

Do you really want to lose your status due to not paying attention?

 

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