Marketing Tips for a SLOW economy II

Marketing Tips
For a
SLOW
Economy
(Finding the customer)


First, know your business. What is it that you do? What makes your business necessary? Do you have a niche? Why would someone choose you or your business? What makes your business unique? To know what type of customer you are looking for and where to find them you must know your business. If you do not know the answers to these questions you may want to sit down with a trusted colleague or business coach to make sure you are on the right track. Many business owners think they can throw up a sign and they are good to go. However truly knowing your business is crucial to being successful. It is vital for retaining customers.


Second, know your customers. Whether you have been in business for fifty years or 6 weeks, this is fundamental. Times have changed so have customers. So ask yourself these questions. Where are your customers coming from? Are they within a 10 mile radius of your location or are they international? How old are they? How are they doing business? (Walking in or ordering online) What is there average income? Are they the right demographic for what you are trying to accomplish in business?


Third, Now that you know what kind of customer you have or are going after, you will need to think like that customer. This is where you cannot be afraid to do some research or ask questions. For example, if the customers you are trying to reach are newly engaged couples, think about what you would do or where you would go to plan for your future or sit down with a wedding planner from your network of business people and ask them specific questions that may help you enhance your business. Like how are you marketing to your base? Do you send referrals? Would you mind if I put together some materials for you to give to your clients when you meet with them?
Working with businesses that service the same demographic of clients can be an enormous improvement for your business.

You may even want to go directly to the client themselves. Set up a test group and ask for feed back. Use the feed back to enhance your business.


Forth, EDUCATE, EDUCATE, EDUCATE. People like to learn. They also like to do things on their own, or for themselves. See if there is anyway you can teach or educate your clients about one of your products or services to gain their trust and business. For this you may need to team up with those in your core group to make a stronger impact. Be creative. Seminars and classes really work.

For those of you working with major corporation’s clear, crisp power point presentations and market research without the industry vocabulary and jargon is effective. Make sure you are using terminology that everyone can understand. Impress without making people feel inferior.



Finally, follow up. If someone refers a client to you make sure you call and thank them for the referral as well as contact that referral in a timely manner. Remember nothing happens overnight and you get out what you put in. If you want people to remember you stay in front of them. Above all don’t forget ASK FOR THEIR BUSINESS AND SUPPORT.



Written by: April M Hack -Sales and Marketing Oldstone Title Agency Inc. February 2010
Phone (330)670-0150 Fax (330)670-0151

Marketing Tips for a SLOW economy

Marketing Tips For a SLOW Economy

First remind yourself that you are great at what you do and you are better than the economy. You will be surprised to see how far a positive and optimistic attitude will take you in a shaky economy. You will find that people will prefer to be around and do business with someone more upbeat and positive then someone spouting stories of doom and gloom.

Second, get down to business. Start with your closest circle of friends, family, acquaintances and associates. Send each one of them a short letter or postcard saying hello, and remind them where you work, what you do, and what you offer. For example: “Hi Aunt Judy, I just wanted to drop you a quick note to say I hope everything has been going well for you. I wasn’t sure if you were aware that I work for 123 Mortgage and I am always looking for new business and referrals. Please keep me in mind if you happen to hear someone mention that they are looking for a good mortgage person or they are thinking about refinancing. I would love the opportunity to help out your friends. I have included a few of my business cards, please pass them out freely. It is more important, now more then ever, for people to do business with someone they can trust. Please let me know if there is anything I can do for you. Thank you for your gracious support in advance.”

If you are sending a letter, remember to send some of your business cards with it. If you are sending a postcard, remember to design it with the idea that they will need your business information at their fingertips if you want them to refer you.

Third, email, fax, send a letter or call all your old contacts from the last year. Remember to thank them for their business and remind them that you love referrals and would be thrilled to work with anyone they may know. Many times it is the old adage “out of sight, out of mind”. Keep track of those that respond back to your contact. Begin a database for those people that respond, as well as the people that do not. Keep your list updated and fresh. Categorize these contacts to make it easier on yourself. If you don’t have any contacts from the previous year, you will need to focus on new business and making every relationship work for you.



Forth, get involved with everything!!
Business networking groups are great areas to pick up new clients and contacts. For example Chambers, business referral networks and other business core groups just to name a few. Think of these as your Linked in colleagues. You must see this away to grow your business and possibly help grow someone else’s business as well. You need to focus on what you can do and how you are different from your competitors. Show these new contacts that you can be trusted.

Personal networking, think of this as your Facebook side of business. Social clubs and groups are a more personal touch to your business portfolio. For example: Kiwanis, Rotary, Scouting, kids clubs, sports, church groups. Always express your gratitude with a quick note about how much you appreciate meeting them.. Let them know you would like to have the opportunity to sit down and tell them about what you do for a living. Cultivate these relationships wisely.

Finally, follow up. If someone refers a client to you make sure you call and thank them for the referral as well as contact that referral in a timely manner. Remember nothing happens overnight and you get out what you put in. If you want people to remember you stay in front of them. Above all don’t forget ASK FOR THEIR BUSINESS AND SUPPORT.



Written by: April M Hack -Sales and Marketing --Oldstone Title Agency, LLC 2010
Phone (330)670-0150 Fax (330)670-0151