I am not in sales. Yes you are like it or not!

Hands up how many of you see yourselves as in a sales role? I bet the majority of us don’t see “sales” as part of our job specs. We might work in the IT department or be back office support and have a sales team to do sales. However, have a think. Do you come in contact with people on a daily basis either professionally or personally?

I am sure you do. This means that, without realising it, you are inadvertently in sales and are part of your organisations brand. I’ll tell you what I mean.

After a session in the gym this morning, I got talking to someone I haven’t met before in the changing room. He asked me what I did so I told him about my company Bath Marketing Consultancy, what we do and with who. I wasn’t “selling” as such, but I was making conversation about business. If I made a good impression he may remember me if the subject of marketing comes up at his place of work. Similarly, he may well say to someone he knows personally that he met me thus putting me and my company on more radars. I also found out that he was in finance, specifically pensions and have since looked up their company website – they need some serious SEO work done!

This situation is common and don’t underestimate the importance of this type of marketing. If you work for a company as an employee at whatever level, do you know exactly what your company does and with who? Are you kept up to date with internal news such as new client wins, new joiners etc? Does the CEO communicate what the “brand” stands for?

To me, Sales and Branding are not just words thrown about by the communications industry to baffle the consumer. They are the key to consistency and one can facilitate the other. We all have a role to play in our business lives and a thorough knowledge of your business is very powerful. It’s not just about an organisation running an external marketing campaign with nice advert designs in magazines or running ads on Facebook, it’s about communication and this starts internally. Do you and everyone you work with know what’s happening at your company and why?

For example, the person who answers the phone can be the first point of contact for clients and prospects and hence, needs to know exactly how to answer the phone and be kept up to date with events and updates for the company he/she works at. He/she is the initial voice of the company and is vital as this could be the start of the sales process.

When I meet new people in business, I always say that they should be able to sum up their brand in 3 words. They also should be able to do the Richard Branson “elevator pitch” where they can sum up their business or the business they work for in 30 seconds as if going up in an elevator with Richard Branson. But it’s not just the people at the top that need to be able to do this. In my opinion, everyone within an organisation should be able to do it. This means that everyone is consistent so that when they come into contact with people, they are able to present the company effectively and communicate what it stands for, who it works with and why.

This is the start of an effective sales strategy and we’re all a part of it!

SEO is not just a box ticked

When it comes to getting the best from your website, a lot of emphasis should be placed on how it performs in search and, just as you’d expect to scope out a website design and development project, so too must you scope out a search engine optimization effort.

In Bath Marketing Consultancy’s opinion, SEO shouldn’t be something that is just asked for as a generalist service from marketing companies. It is an essential part of online marketing and, if organisations are prepared to spend money on their websites, they should also be spending money on ensuring that the site is found.

So, questions that I would normally ask clients and/or prospects are –

  • Who’s going to write the content?
  • Who is responsible for PR efforts?
  • Who is handling social marketing?
  • Who’s doing link building?
  • Who’s restructuring the website, as necessary?

Yes, the foundations can be done during the actual website build, but ongoing SEO is the key to success. Work with a specialist, agree a budget, allocate who is doing what and then work together to achieve your goals.

The Marketing tools of the trade

Marketing is a multifaceted process. It offers a wide range of tools for placing your service/product in front of clients and prospects. The main “tools” available are:

The web
Cold canvassing
PR
Advertising
Direct Marketing
Print
Conferences, seminars, exhibitions etc

Bath Marketing Consultancy suggests you use them all! If each tool is used for the right purpose, has the right objective, at the right time, for the right TA, they could be incredibly effective.

Before you say anything, I appreciate there are other marketing tools that I haven’t mentioned such as telesales (or telemarketing) which is ostensibly phone canvassing. However, there are 2 types of telesales, 1) is closing a sale and 2) is closing an appointment. The skills required for both to achieve success vary, i.e. to close a sale, you might use an introductory offer. To close an appointment, you may well use “I am in your area….”

The tools of the trade!

One initiative that may well yield results is client entertaining, but be careful that it doesn’t appear like bribery!

What marketing tools do you use and what works best? Feel free to leave me a comment.

Seasonal marketing

Do you experience seasonal fluctuations with your business? If so, you are not alone! One of the trends that Bath Marketing Consultancy is experiencing right now is enquires from people experiencing just this; a period of downtime in their businesses due to the (supposed!) British summer.

Summer?


What these people seem to be saying, quite correctly is, “yes, I know the summer impacts on my business, but I am going to lay the marketing foundations for the Christmas period and get in touch with a marketing professional to help me.”

Fluctuations in a business are very hard to predict exactly, but there are times of the year when traditionally businesses will be quieter than others. For example, December and January tend to be quiet as the “silly season” is in place. In addition half terms, school holidays and then summer holidays. In fact, there may well be less of a buzz about in business when major sporting events are on like the Rugby World Cup, Football Cups, Olympics etc.

During these times business is likely to be slower, enquiry rates may well fall and invoices take longer to be paid. We are all in the same boat! The trick is to make sure that you have a consistent marketing plan that will continue marketing your business during these quiet times.

You could look at bursts of marketing activity before these times or incentivising prospects to commit to working with you before they go away or take a holiday. Similarly, there is always the option of you mirroring these quiet times by taking time out too. 

One key area I would suggest is do not go quiet yourself with your own marketing or you risk going of radars. Yes, there is a possibility that the markets you appeal to may well become smaller in seasonal fluctuations, but there will still be a market there for you to talk to. So do not stop Blogging, Tweeting, Advertising, Link Building etc as continued marketing and brand awareness activity over a sustained period of time really pays dividends. 


What makes up a brand?

Bath Marketing Consultancy has been asked a number of questions recently about the word “brand.” These questions usually relate to whether a logo is a brand or whether a brand is more than that and if so, what?

Therefore, below is my take on what makes up a brand and, if you invest time, money and resources into your brand, you are very likely to reap the rewards. Branding, Brand, MarketingA brand will be made up of a collection of different perceptions that will have been built up after exposure to every aspect of your business. This can be a myriad of different things:

  1. Product design and experience
  2. Packaging
  3. Sales experience – your sales people or distributors
  4. Service experience – during the sale and after
  5. Advertising messages and straplines
  6. The way you look and sound – imagery, colour, fonts, personality and tone
  7. Your website, blogs or mentions on social networking sites
  8. The price, and how you discount
  9. Your reputation
  10. The shop, office or factory experience
  11. Uniform, badges, vans and trucks
  12. Your people
  13. The logo
  14. Your name

Bath Marketing Consultancy is an expert at developing, building and then marketing brands so please let us know if you need any help.

Managing business growth. What do you do?

I thought that this subject was one that could well strike a chord with a lot of my readers and clients as a high percentage of them have been going for 18 months or so now and are experiencing what I have been experiencing for quite some time now – success and growth.

Growth and business success creates a dilemma. Do I staff up to cope with the increasing workload, do I restructure, do I put prices up, do I cull less profitable clients or do I continue to juggle things in house?

Bath Marketing Consultancy has been going for 26 months now and we have worked with over 60 different organisations in that time. Some of these clients have become regular clients and some were one off projects. However, the growth I mentioned has indeed presented me with the dilemmas above as, after all, there are only a certain amount of hours in a day, days in a week etc to manage the requirements.
Dilemma time.

In addition, it is not just managing the actual workload. I am finding that administrative requirements have rocketed; areas like banking, invoicing, reports and simple paper work and filing are taking considerably longer. In addition my travel has increased as have my hours.

But…..I am complaining? No.

These are incredibly tough times for businesses which put even more pressure on having a successful marketing strategy. I don’t know about you, but I feel the success of Bath Marketing Consultancy is down to us being passionate about marketing, having a clear USP (pay as you go marketing), being good at what we do and, above all, being approachable, professional and friendly.

Yes, I have staffed up. Yes, I have roped in my wife to help with the admin side of things and yes, I am considering a price hike. Ride the wave while it is here I say, but ensure that you have time for yourself. All work no play can become very dull!

If you want me to take a look at your business and how you market yourself, get in touch with Bath Marketing Consultancy for a free initial chat. 

Need marketing expertise, why not invest in yourself….and your business?

I have always found that winning new business is something that is actually quite complicated as  marketing-expertiseit can come as a result of so many different marketing activities and initiatives and these initiatives are actually quite hard to locate as to which one worked. However, one thing to consider is that it is highly unlikely that you as a business owner, can keep on top of every one of these many initiatives yourself to keep the new business tap flowing.
Similarly, if you are a business that employs people, the people you employ are also unlikely to be experts in every field of marketing so I feel you have 2 options:

1) Invest in training yourself so that you can do certain initiatives in house
2) Outsource to a specialist

For example, if you want to take control of your companies’ social media then, in this Blog I have written some 25 odd articles that are all social media related so you may well be able to fulfill certain requirements simply by reading my articles. However, if you read my articles (or books from the library) and they do not give you the answers you seek then you have the option of signing up for a social media course or outsourcing to an expert.

If outsourcing is a route you might go down, be very careful before buying in services that will come into direct contact with prospects.

Whatever you decide to do, try and see any costs incurred or time allocated as an investment rather than a direct cost to your business and this investment should pay off over time.

What is the best form of marketing for my business?

This question has raised its head a number of times recently as we are entering a time where seasonal fluctuations for some businesses can mean a downturn in business, but, in all honesty, it is very tricky to answer this one.

As we all know, each business is different and therefore is likely to require different results from its marketing activity. i.e yes, sales are key, but what sort of sales and would increasing repeat business be a quicker way to increase revenue rather than driving new client acquisition?

So……….how do I answer this question of the “best marketing” without possibly coming across as evasive?? Well, I tell clients and prospects that the only true way of discovering what works for their businesses is to test initiatives. For example, don’t fall victim to the Chinese whispers that direct mail doesn’t work or advertising doesn’t work, try them and see what happens. Include reference numbers and/or unique phone numbers to gauge response levels.

Also, I have found that, as marketing budgets shrink, ROI expectations seem to be increasing and some clients seem to pin all their hopes on a quick fix to a problem. 

Talk to someone!

Stop this now! Marketing is all about identifying and fulfilling a need and this takes time. Don’t think of marketing as spending unnecessary money. Think of it as investing in the future of your business and building your brand. 

The true success of a brand is measured in years and decades not months so don’t give up at the first hurdle and, if need be, talk to someone outside of your business to see what he/she thinks.

AIDA – explain it please.

I am pretty sure you have all heard of AIDA – the 4 key areas of advertising – but do you know exactly what they stand for and how to encompass them into your advertising strategy?
A – Capture the customer’s attention and make him AWARE of the product/service you are offering
I – Make an IMPACT and stimulate his interest.
D – Persuade him that he is deprived because he does not possess the product/service you are offering and therefore stimulate a DESIRE or demand for it.
A – The actual purchase made or ACTION taken.
There are however, difficulties associated with assessing the effectiveness of your promotional expenditure, mainly because of the possible delays taken to yield a result or action. In the case of advertising, a distinction must be made between what is known as direct response advertising and brand awareness advertising. The former is widely used when selling a product i.e. the retail industry where a sofa is on sale for a limited time. Whereas the latter type of advertising might be used to build awareness in the first instance.
In Bath Marketing Consultancy’s opinion, the objectives of an advertising campaign may need the following –
1. To support a brand by stressing its advantages
2. To attack a competitor (directly or indirectly!) and hence increase market share
3. To increase total sales by aiming to increase market share within the existing market
4. To co-operate with producers of jointly used products = mutual approval
5. To appeal to a new segment or market
6. To convey and image of the firm rather than an actual product/service
7. To support a particular marketing strategy
8. To support a decision to buy after the purchase has actually been made
Most advertising does much more than maintain an existing position, but I feel it should be an essential part of an organizations overall marketing strategy for areas like brand loyalty are very fickle and hence, organizations need to continue to remain “on radar” with their customers and prospects. I am not saying that regular advertising will bring you one step closer to retirement; more that it certainly has a place within your marketing activity so dismiss it at your peril.