A common mistake made by small business owners, is that they fail to focus their marketing correctly. As a direct result, they get too few sales leads or client enquiries.
The most effective way to increase sales is to focus on people, who are dissatisfied with their current provider. When someone isn’t happy with their current provider, they’re actively interested in switching to a new provider. They are highly motivated buyers; the exact people you should be targeting with your marketing!
Despite the massive value of dissatisfied prospective clients, most small business owners market their services to less targeted groups. They waste their time and money marketing to people, who are happy with their current provider or who have no need or interest in the kind of product they sell. They go for volume over value… quantity over quality. This makes things unnecessarily difficult. It also produces anaemic results.
Yes, it’s a good idea to create awareness of your service. In fact, it’s essential. The key though, is to leverage your marketing efforts as much as possible. And this means focusing on the best prospective clients — those dissatisfied people who want what you provide. That’s because when you focus on marketing to the dissatisfied, your results go through the roof!
One way to market to the dissatisfied is to be easy to find when they’re looking for help. Search engines provide an excellent way to achieve this. That’s because your prospective clients and customers will often search the internet for exactly what they need… exactly when they need it. So, if they find your website, you’ll have the attention of someone who is actively looking for exactly what you provide.
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Organic SEO is maybe the most powerful way to achieve this, for small business owners. In short, by optimizing your website and content, you can organically (or naturally) become easy to find. The process is something you can learn to do and, with the right software, it’s pretty easy. It can also be extremely effective. For example, without paying anyone for advertisements, thousands of people find Jim’s Marketing Blog every week, at the exact point when they’re looking for marketing tips or marketing help.
Advertising on Google (or other search providers) is another way to be there, when the dissatisfied are looking for the kind of product or service you provide. Paying for a top search engine result is a lot faster and easier than earning a top organic search ranking. However, it’s a far better advertising investment than typical ads, aimed at specific industries or geographical areas. With typical ads, you pay based on the size of the audience, even though the vast majority will never see your ad or they’re disinterested. You need to be smarter than that when you invest your advertising money.
( Alice )30 Nov,2018
