The "Uncategorized" Category

You’re at work and two mailshots land on your desk. One envelope has a handwritten address; it’s of a good quality and you notice it’s lumpy. The other envelope by contrast has a label affixed at an angle; the sender has graced it with incorrect details and to add to this ignominy it’s one of those tatty brown envelopes you associate with bills and final demands. It’s flat as a pancake too.

Which envelope are you going to open with some enthusiasm and which one will you lob into the bin without a backward glance?

It was Raymond Rubicam, one of the …

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The Holy Grail for any small business is sales by the barrel load on a shoestring marketing budget. But in your zeal to recruit new customers, you can overlook the most cost-effective marketing on a shoestring campaign of all – getting back in touch with your lapsed customers.

To inspire you that a lapsed customer can easily become a live one again, here’s a client case study.

Mike Yorke runs the Mike Yorke Golf Academy. After reading my latest book he approached me asking for help in growing his customer base and that of the 8 coaches working under his brand. …

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It is tempting to think that successful small businesses have found something extraordinary in the marketing department; that they have discovered the one marketing miracle at the end of the rainbow that only has their name on it.

The good news is there isn’t a marketing miracle you haven’t yet found. Or at least that’s my experience having worked with hundreds of small businesses in the last 33 years. But what I have noticed is that the businesses that succeed with their marketing and as a result that reap the rewards with many sales are doing the following:

1. They recognise …

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Happy New Year! As I’ve blogged before, the start of a new year is a great opportunity to improve your marketing. But, before you look externally, I want you to dig deep. You’re the biggest asset your business has. So shake off any limiting beliefs and make a commitment to improving your marketing mindset this year.

1)     Ditch the excuse ‘I don’t have time for marketing’. If you want to build a profitable business by developing a healthy pipeline of prospects you have to find time for marketing and …

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At a book signing I was approached by a small business owner, anxious to find out why the mailshot he’d sent promoting his bookkeeping services to a list of 200 businesses hadn’t worked.

After spending a little time with him it became clear he’d fallen into the trap so many small business owners find themselves in – expecting too much from just one communication. Sure, his list was good quality. He’d spent time selecting businesses that would already be using bookkeeping services. They were close enough to him to appreciate …

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  1. Be prepared when inspiration strikes because it will believe you me. Anytime anyplace anywhere (forgive the cheesiness). Record ideas and thoughts and revisit them when you are writing your copy.
  2. Don’t stint on the time. Rushing a letter, whizzing through an advert in just 10 minutes is a recipe for pouring money down the drain. Invest quality time including time to let your mind wander and ponder. Time to scribble down notes. Time to bounce ideas off trusty folk.
  3. Do your research! Get under the skin of your target audience. What are …

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Being successful at selling means getting into the mindset of your prospects.

What are they looking for?

1. Reduction of risk – they have to believe that you’re a credible player who can be trusted to deliver what they need. This means that your communications from your website to your sales flyers even your staff uniforms must convey the right impression. Undertake a no holds barred review. You may have to set aside time to update or replace your website and those cheap as chips flyers that you designed may have to …

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If you’ve been searching for the marketing miracle that will double your sales in the blink of an eye I don’t want to disappoint you but I’ve yet to find it. But what I can tell you is that you don’t need to find a miracle to increase your sales and build a profitable business. And you don’t need deep pockets.

You simply need to focus on being brilliant at the marketing basics.

1. Roll up your sleeves and invest some time in marketing your business. Commonsense but if you find yourself …

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Now is the time to analyse last year’s marketing efforts and take even greater steps to achieving world domination with your business in 2015 one marketing step at a time! So before your enthusiasm for doing something new and different wanes as you get stuck into the day to day,  cast your mind back over 2014 and what you achieved for your business; and where you could have achieved even more!

  • Did you grow your customer base last year and if so how?
  • Did you increase your sales last year and …

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With the power of self publishing at your fingertips you can now  write and publish a book in weeks. Selling thousands of copies of that book, however, is far from easy. But it is possible. It boils down to investing your time and energy in crafting a fantastic book and then marketing it with gusto long before the ink has dried on your final page.

Here are some tried and tested tips from my latest brand new book: The Ultimate Guide to Writing and Marketing a Bestselling Book …

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