How do you get people to buy your products and services and refer you?

News Flash - People Don’t Want to be Sold To

Think about it….Do you watch commercials on TV?  Do you read bill boards?  Do you read your junk mail?  Probably not.  You probably don’t even listen to commercials on the radio anymore because you’re listening to your own playlist or Pandora.

Then when people need a product or service, what do they do?  Probably like the rest of us, they go back to the person who has given them good service in the past or ask their best friends or neighbors for recommendations.  Or they may even ask on Social Media.

So as a business owner trying to market your business, how do you reach your target market?  For the purpose of this article, let’s talk about social media and your business Facebook page.

·        You must have an audience - How many people ‘Like’ your Facebook business page?  Did you know that only about 5% of the people who ‘Like’ your page see what you post?  So, say you have 100 people who like your page, only about 20 are going to see what you post.  So, you must build your audience.  Suggestions to get more ‘Likes’ to your page is to ask ALL your friends, family, neighbors, etc. to ‘Like’ your page.  Send them an invitation right from your business Facebook page. 

·        You need some champions.  Other ways to get more people to see what you post, is to get ‘Likes,’ ‘Shares,’ and comments on your posts.  Facebook sees that as ‘engagement’ and then will show the posts to more people.  So, you need to ask your best buds, employees, family, etc. to be your ‘Champions.’  Ask them to Like, share, and comment on your posts.  That way, their Facebook friends see what they are Liking, Sharing, and commenting on and it builds from there. 

·        Don’t Sell to People.  People don’t want to be sold to.  Read the first to paragraphs again.  It doesn’t matter if you have the best deal in town, if no one sees the offer.  If you haven’t built any trust, then you’re wasting your time.  So, what do you post you ask.  Social Media, particularly Facebook is just that - for socializing.  Think about the last party you went to.  What did you talk about?  Current events?  Your favorite team winning or losing?  Ask questions?  ‘Did you know……blah, blah,?’  You were socializing not trying to sell your products or service.  That’s what you do on social media. 

o   Let people get to know you.  Post about you, photos, likes, dislikes, hobbies, interests, etc.

o   Use current events.  What holiday is it?  I did 8 posts last Friday the 13^th for 8 different small businesses and used the theme of Friday the 13^th.  Everything from haunted ships, real estate numbers, to Friday the 13^th reading list.

o   Provide information.  What type of service/product do you offer?  What makes it different from others that are out there?  Provide industry information.  Seasonal information.  For example, a realtor might provide information on fire safety since last week was fire safety week.  I call this ‘Infotainment.’  Provide information and entertain your followers.  Talk from your experience and point of view, i.e. your expertise and why you care.  As the saying goes – ‘People don’t care how much you know until they know how much you care.’

o   Don’t be so serious all the time.  Laugh at yourself.  Post a cartoon.  Tell about getting lost.  You’re human.  People can relate.  Let people get to know you. 

o   Are you involved in the community?  What is your favorite charity?  Again, this is a way to help people to get to know you.

·        Post videos.  Learn to use Facebook Live.  Show before and after photos and videos.  Videos are a great way to let people know you do a good job. 

·        Get Reviews.  When people brag on your work, ask them to write a review on your Facebook page and on Google (if you are listed on Google).

·        Learn what people like.  Check out the ‘Insights’ section of your Facebook page or look at the bottom of each post.  It will show you how many people the post reached.  The posts that reached the most people – is what you need to post more of.

·        Boost your posts.  This is another way to reach a larger audience, but there are a few things to know before you throw money at this one.

o   Get very specific as to who exactly is your target market, i.e. household income, zip codes, cities, age groups, etc.  Think about who are your best clients, what is their average household income (guesstimate), where do they live, what is their approximate age, etc.  You’ll come closer to getting some additional followers if you can figure this one out and target your boost.

o   Do this intermittently and not on a regular basis.  Yes, you want to post regularly and consistently on your Facebook page, but you don’t want to be regular and consistent on boosting your posts.  Why is this, you ask?  Again, Facebook is a social platform and even though Facebook is making money on your boosted posts, they see your boosted posts as ‘selling’ and won’t show them to the larger audience you seek, if you boost to often.

These are just a few tips for using Social Media to market your business.  You can search my blog site for more articles about Social Media.  If you’re still feeling overwhelmed and don’t know where to start, contact us.  We can teach you how or do it for you.

Your comments and feedback are welcomed and appreciated.

Happy Posting,

Annette

Painted Lady Enterprises

Summer Business Boosting Tips

How does Summer affect your business?  Do you have a slowdown in sales?   

Some people just assume that business is just not going to be very good during the summer months.  But that doesn't have to be the case.  Like everything else, if you think it's so, it is.

While Summer may be a lazy time for some, we can change our frame of mind to "Let's make hay while the sun shines."   

Here are some tips to boost Summer business:

1. Keep in Touch - This could not be more important than now.  Touch base with all your client power base, i.e. those clients that continue to use your services and refer you.  See how you can be of help to them during the summer months.   

2.  Follow up - Target those that aren't slowing down either during the summer.  Schedule appointments with prospective customers.   

3.  Focus on Marketing efforts - Attend networking meetings, distribute flyers, updating website / blog, post on social media, etc.

4.  Appreciation Marketing - Send a Thank You card to those long time customers.  Let them know how much you appreciate their business.  Perhaps sending a gift or offering a discount on their next order.    

5.  Go Beyond the call of duty - While other competitors relax during the summer months, ensure that your customer service is 'Top Notch' and above the norm.  Let your clients and prospects know that you are willing to make things happen and handle special needs.   

Make Summer Time your opportunity to shine.  By using these tips you are staying 'Top of Mind' with your clients and prospects.  You are letting them know, that even though it's Summer, you are still Open for Business. 

I hope this has been helpful.  Please share your Summer Business tips with us.  Your comments and suggestions are welcomed and appreciated.

Happy Summer Sales,
Annette

www.PaintedLadyEnterprises.com

Why Email Marketing?

Because personal one-to-one communication with your customers that's targeted and inspires conversions is hard to beat.

•  It's more personal than social media

• 66% of online consumers check their email account multiple times per day, with 13% of online consumers actually checking their email hourly or more frequently

• Makes it quick and easy to follow up, send newsletters, special offers, etc. 

• Email provides you the most direct line of communication for conversion to sales

• It's also amazingly cost-effective

• Good email content deepens your relationship with your audience, builds loyalty, & referrals

• Email inspires action - conversion rate for email was 3.19 percent, compared to 1.95 percent for search, and just .71 percent for social media

Keep in mind that people buy when they have a perceived need or want.  By continuously keeping in touch, you and your business will be 'Top of Mind' when they need your products or services or perhaps refer you to someone.

www.EmailMarketingMadeEZ.com

Why Constant Contact:

- The Leader in the industry
- Easy customizable templates
- Individualized training, help, support, & coaching
- Integration tools of social media, surveys, event
- Easy to use.  No Technical experience necessary
- Image editing & Storage
- Managing all your contacts in one place
- Easily import contacts from other databases
- Keeps lists current with automatic duplicate checks & unsubscribe removal
- Autoresponder
- Spam checker
- Tools to automate & grow your permission based list
- Real-time Reporting, tracking, & integration with Google Analytics

I am a Business Partner with Constant Contact.  I would be happy to help you get started using this amazing tool.  Contact me today and get signed up to try it for FREE for 60 days. 

www.EMailMarketingMadeEZ.com

Happy Emailing,

Annette
www.PaintedLadyEnterprises.com
"Helping You and Your Business Look Good" 

Good Networking Etiquette

I was recently asked to do a presentation for a local ABWA on Networking Etiquette.  After doing a few hours of research, I came to the conclusion that most of what most articles were saying, is what I have been advocating in previous presentations and articles.  Here is my synopsis.  I have also included a list of resources at the end.

The dictionary defines etiquette as conduct or procedure required by good breeding or prescribed by authority in social or official life.  

 To me – Good Networking Etiquette is in simple terms, just the good manners your Mama taught you.  

So with this definition as a guiding principle, etiquette is even more important in a networking situation than in others because most who are in the "taking" end do not even realize that their behaviors - and even attitudes - are making it hard for those at the "giving" end to be gracious about being considerate.

Are you –

·       In Sales

o   Sales Reps use networking to build relationships with potential and existing clients, prospects, and vendors.  Let’s face it; people do business with people they know, like, and trust.

·       Looking for a job

o   According to the Wall Street Journal, 94% of new job finders cited networking as their primary mode of job search.

·       Have a job

o   Think you don’t have to network because you’re not looking for a job or in sales?  Think again.  A recent poll by Inc.com found that 48% of their readers believed that personal connections are the primary factor that most often leads to getting ahead in an organization.  No matter how qualified you are, unless you have strong relationships with key players, your advancement opportunities are limited.

Really good networking is about humility and serving others.  Showing interest in others.  Seeking influence for the sake of making people’s lives better.

Here are some ‘Dos and Don’ts’ for Good Networking Etiquette –

·       Arrive on time or better yet, arrive early.  Check out the location.  Meet the host.

·       Wear a name tag.  Wear it on your right side so that it is visible when you shake hands.

·       Have plenty of business cards that are easily accessible.  (Men do not carry your cards in your back pocket.)  (Ladies – you do not want to have to dig in your purse for your cards.  Better yet, leave the big bulky purse in the car.  Either wear a jacket with pockets or carry a small shoulder bag so as to keep your hands free.)

·       Eat before the event or arrive early, eat and then network.  To me there’s nothing worse than someone eating and trying to talk about their business.

·       (I found this to be interesting in my research) Most people do not like to talk while they are in the food and/or beverage the line, but they do in the dessert line.  So a good place to position yourself is near the desserts.

·       If you have to have a drink, carry or hold it in your left hand so that your hand isn’t wet when you shake hands.

·       Don’t know anyone at the event?  No problem – Go introduce yourself to the person who looks lost.  “Good things don’t happen to those who wait – They happen to those who initiate.”

·       When introducing yourself, say your full name and your company name, especially in a business situation.

·       Women should extend their hand first, especially to a man.  Have a firm not a weak or death grip handshake – web to web.

·       Have a 5 to 10 second infomercial prepared –  KISS (Keep it Simple).  Focus on the benefit or goal of your business.  Have it well rehearsed so that it is will sound natural.

o   For example:  “I help people keep in touch with their clients and prospects with affordable marketing solutions.”  And then say – “And what do you do?”  put the focus back on them.

·       Focus on the person you’re talking with.  Make eye contact at least 60% of the time.  Or you can look at their facial features.  Smile and nod your head.  Your non-verbal communication will indicate that you care and have a genuine interest in what they are saying.

·       Listen 80% and talk 20%.  It’s not about you; it’s about getting to know them.  Ask thoughtful questions, i.e. How did you get started in business?  Or What is the most interesting aspect of your business?

·       If you are interested in following up with them, ask for their business card.  Look at it.  Comment on it or ask a question.  Again show interest.  Don’t automatically hand over your card, although that is what most people do and expect.  Wait for them to ask for it.

·       Spend a minimum of 10 minutes with each person so as not to monopolize their time.  After all you are both there to meet people.  To excuse yourself, find someone that would be good for them to meet and introduce them.  Or simply say, ‘It has been a pleasure chatting with you, and ask it you can follow up with them (if that is what you want to do).

·       Follow up and keeping in touch is key.  This makes you memorable.  The best way is to send a hand written note(if you got their snail mail).  If not, send an email or even better, a phone call to arrange a one on one meeting for coffee or lunch.

·       If you receive a referral or lead from someone, be sure to send a Thank You note, even if the referral or lead doesn’t work out.  Letting the person know you appreciate their help will keep you top of mind when something else comes up.

·       Ask permission to add them to email newslettersand distribution lists.  When you follow up with them is a good time to ask if you didn’t ask when you initially met them.

In closing -

Understanding and applying good networking etiquette will empower you to build and nurture your own network.  These lasting, mutually beneficial business relationships begin with projecting an outstanding impression, but are sustained through trust and the investment of time and effort to help others.

Practicing good etiquette will not only get what you want, it will also help position you in a different way in the eyes of those who are at the "giving" end!

After all – Good Etiquette is the lubricate that makes things move smoothly.”

Get out there and Network!

In gratitude,

Annette

 www.PaintedLadyEnterprises.com

"Helping You and Your Business Look Good"

Resources –

·       http://www.videojug.com/interview/networking-etiquette-2

·       http://www.sideroad.com/Business_Etiquette/networking-etiquette.html

·       http://goinswriter.com/networking-etiquette/

·       http://www.advancedetiquette.com

·       http://www.culpwrit.com/2009/11/23/10-tips-for-networking-etiquette/

·       http://progressions.prssa.org/index.php/2011/02/22/do-you-have-finesse-to-ensure-success/

·       http://www.glassdoor.com/blog/keys-networking-etiquette-career/

·       http://workbloom.com/networking/networking-etiquette-for-success.aspx