The Small Business Marketing Blog

Marketing Mistake #12Not Asking for the Order Even sales professionals are sometimes reluctant to ask for the order for fear of rejection.However – you must ask for the order.Why?Because your prospect is silently begging to be led.Asking for the order is something you must do to get the sale. If you don’t ask for the

Marketing Mistake #11Not Having a Referral System If your product or service is half-decent, then you’ll automatically receive referrals or recommendations from your clients, customers or patients.It’s a simple equation……the better you are – the more ‘unsolicited’ referrals you’ll get.That’s what good business is all about. Agreed?However, if you actively go after referrals and put

Marketing Mistake #10Sending Your Brochure/Catalogue Without A Sales Letter This is one of the ‘dreaded sins’.You must NEVER send your brochure or catalogue out without enclosing a sales letter.If the reason you send your brochure to a prospect is to secure a meeting, then your sales letter must ‘sell’ the meeting, and explain why the

Marketing Mistake #9Not Giving Reasons Why Just saying your product or service is this or that much better than your competitors’, isn’t going to be enough to convince your prospects.You must always give reasons why.For example, let’s take a cliché that many people use – “our service is the best”.On its own, this phrase is

Marketing Mistake #8Not Charging The Perfect Price For Your Product Or Service Based on my experience, I can say quite confidently that you’re likely not charging the right price for your product or service.Pricing is the quickest and easiest way to grow your business with significantly increased profits.Here’s how most people go about pricing their

Marketing Mistake #7Not Converting The Features Of Your Product or Service Into Compelling Benefits You’ve probably heard this a thousand times…Everyone knows they should talk about benefits and not features yet nearly everyone persists with selling features.Remember, people don’t buy what your product or service does (features), they buy the result – or the benefits

Marketing Mistake #6Not Keeping In Touch With Customers & ProspectsRegularly Enough Let me ask you a question…How often do you keep in touch with your clients, customers or patients and prospects? If your answer is less than once every month, then you’re missing out on an untapped goldmine.You must keep in touch with your clients,