In a recent Marketing and Sales Business Seminar, counselors from SCORE spoke about the importance of marketing and sales at First Financial.
Marketing is about building trust and a relationship with clients. 70-80% of your time will be spent in marketing your business.
You want to ask yourself:
- What is the uniqueness my business offers?
- What problem will I solve for my client?
- How can I get my message out?
Some different types marketing outlets to consider using include:
- Family and friends
- Past Business Acquaintances
- Cold Calling: telephone or door to door
- Direct Mail
- Advertising: Print and Media
- Networking (something you want to constantly work at)
When considering the use of social media here are five commandments to consider:
- Thou shalt understand the reach and power of the social Web – Facebook, LinkedIn, and other social networks give you cost effective access to more prospects than even before. It also gives you a chance to share information without sending out email blasts or cold calling.
- Thou shalt not become a Satan of Spam – offer members helpful ideas or links. Never spam members or use automatic friend-adding software.
- Thou shalt not mix business and pleasure – to avoid confusion, use a professional identity for your business. For example, when using Facebook, set up a page that is strictly for your business, not your personal account.
- Thou shalt be 100 percent transparent – when using social media programs always be upfront about who you are and what you do. Never leave a positive comment or testimonial about yourself.
- Thou shalt be kind to others – online communities can be vicious at times, with people feuding and spreading rumors and innuendos. While using online sites, remember the Golden Rule, treat others, including your competitors, as you want to be treated.
Selling a product or service is 70-80% listening. You need to understand the right questions to ask and when you should ask them. When trying to make a sale – be yourself, be natural, be confident, and be positive.
Sales are generally lost due to neglect of listening, lack of a trustful relationship, the client wasn’t educated enough, or you didn’t ask for the sale.
SCORE is a nonprofit organization that helps small businesses. It offers free counseling sessions, workshops, and more. To learn more about how you can get free help with your small business or to set up an appointment, visit SCORE’s website, give them a call at 732.224.2573, or find them at library counseling locations at Shrewsbury, Manalapan, Wall, and Middletown; main office at Brookdale Community College. They are also available through EMACC, SMCC, and GMCC Chambers of Commerce.