Why your sales will soar when you commit to the marketing basics

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 falling into the trap of trying to fit the odd bit of marketing in here and there whilst doing the day job it won’t work and you’ll waste money on knee jerk tactics. Find time to market and book that time in your diary. Three 90-minute sessions a week please.Find a quiet space; switch of your mobile and let your mind wander. Capture your ideas. At the heart of all great low cost marketing campaigns are fantastic ideas.

2. Become marketing savvy. It’s great you’re reading this blog. Come back and read more! Follow good marketing people on social media too. The more you can learn about marketing the better. In no time you’ll find yourself making the right decisions with confidence.

3. Know who you want to reach, why you want to reach them and where you are going to find them. Then remind yourself of the fantastic benefits you’re offering prospects and customers. I’m often called into a small business to find out why their marketing is not working. I usually discover they’re trying to reach everybody as opposed to identifying the folk with a deep underlying need for their product or service. Where do your starving crowds hang out? You need to be there on a regular basis!

4. Step out of your marketing comfort zone! I met a small business owner recently at an event I was speaking at. He told me he loved networking, loathed the idea of telephone cold calling. First of all, telephone cold calling is a powerful marketing tool but this is not about what you like, what makes you feel comfortable. It’s about finding the right channels to reach the people you want to sell to. Don’t limit your potential by avoiding marketing tactics on the basis you don’t like them. Make 2015 the year in which you well and truly push yourself out of your comfort zone.

5. Plan campaigns, not one off hits. People rarely make the decision to do business with you at the very first asking. They have to know, like and trust you before parting with their hard earned cash. This takes time. So if you’re hoping to convert a cold prospect into a new client with one mailshot for example you may be disappointed. As a young copywriter I was taught The Power of Three; that to clinch most sales you should target a prospect at least three times.  An example could be to make a charming introduction on LinkedIn, to follow this up with a targeted sales letter and to culminate in a telephone follow-up call.  Don’t give up before the miracle happens!


And don’t let a day go by when you’re not talking with enthusiasm about your business and doing something positive to market it. Embrace the marketing habit. Marketing is the engine that fuels your sales, compresses the decision-making process and elevates you above your competitors.


Discover more tips and case studies in my #1 Amazon bestselling books

The Ultimate Small Business Marketing Book

The 15 Essential Marketing Masterclasses For Your Small Business


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  1. Dan Braden says:

    Thank you for the article I found it very helpful. I have a question about a new position I took. I am sales, marketing and business development with a very specialized product and most of the companies are large like Shell, Exxon and DuPont for a few. I am finding very difficult to find the right person to talk to about our services do you have any tips that you could give me? Thak you for your time and help.

    Dan Braden