I often get asked if you can follow people up too many times so that it seems like you're chasing them. And the answer to this question is yes as proved by an experience early this week when after chasing a potential client, they politely but firmly told me to 'go away'.
I think the main issue with following up is that the UK as a nation is very bad at saying no to people, so consequently we tell people "give me a call back in 2 weeks" or "I'll be speaking to my manager at the end of the month - give me a call back then" and if you're organised in your business, you dutifully follow up with the person at that time.
If only the person we're talking to would have the confidence to say "no, I'm not interested right now, but I will get in touch with you when I am', we'd know when to leave well alone.
Unfortunately, until that situation changes, we're left with no choice but to follow-up (or chase) people. Does that mean you shouldn't follow-up? Absolutely not and believe me if you don't follow-up, you will definitely NOT get the business.
But I would (for your own sanity) observe the rule of 3 - that is, if someone you've followed up with has given you an excuse three times for something, then they're not ready to buy just yet. With these clients, just drop them a quick email every 6 months or so to see how they're getting on. You'll feel much happier and you'll also know where you stand.
And if all else fails, they'll soon tell you when they've had enough - as this client did with me!
Thursday, 17 April 2008
Tuesday, 8 April 2008
Loneliness in Business
Running a small business can be an incredibly lonely experience. Let's face it, we're all quite sociable really and even if we don't need to be around people all of the time, too much of our own company isn't good for us. I don't know about you, but if I've spent a couple of days in the office on the trot, I'm usually climbing the walls. So, here's my top five tips to making your business less lonely:
1: Go out! Go and see a client, go to a networking event, go running - whatever it is, if you're feeling lonely, the worst thing you can do is stay in your office. It's only going to make you feel worse. Even if it's the last thing in the world that you feel like doing, I promise you that if you go out (preferably to somewhere where there are other people), you will feel much better!
2: Join a group. One of the reasons that the breakfast networking events are so popular is that people are part of a group and they don't feel so alone. Could you join a group too? There are plenty to choose from - type BNI, BRX, 4Networking, NRG into Google to find a group that might suit you. You can also type in "local networking events" and see what comes back. Joining a group will help you see that everyone feels lonely at some point, but there is a way of getting over that feeling.
3: Get a business mentor or coach. A business mentor or coach is someone who can help you with your business. You should be able to bounce ideas off them and they should help you to reach a solution, although they shouldn't run your business for you. And of course, they're someone to rely on if you're feeling lonely or struggling in your business. Business Link usually run low-cost mentoring schemes. Check them out to see if there is one in your area.
4: Find something that inspires you. When I find something that inspires me in my business, it's a great feeling - I find that I'm buzzing with idea and can't wait to get on and do something about them, which leaves no time for feeling lonely. Why not read an inspirational book, go and watch a professional speaker, download a podcast or watch a motivational video? Finding something that is motivational and inspirational can make you feel a whole lot better.
5: And finally, if all else fails...why not team up with other small business owners that you know and try to help each other? All of us feel lonely from time to time and I will guarantee that they'll be others feeling the same way. Speak to small business owners at networking events etc and see if you can meet for coffee. Better still, get a small group together and see if you can meet to help each other out. A word of warning on this one though - make sure it doesn't turn into a moaning match, which will make you feel worse. Make the focus on helping each other out.
There are loads of other tips about motivation in my e-book "How to re-kindle the passion for your business". Find out more details at: http://www.exceptionalthinking.co.uk/Survive-Course.php
1: Go out! Go and see a client, go to a networking event, go running - whatever it is, if you're feeling lonely, the worst thing you can do is stay in your office. It's only going to make you feel worse. Even if it's the last thing in the world that you feel like doing, I promise you that if you go out (preferably to somewhere where there are other people), you will feel much better!
2: Join a group. One of the reasons that the breakfast networking events are so popular is that people are part of a group and they don't feel so alone. Could you join a group too? There are plenty to choose from - type BNI, BRX, 4Networking, NRG into Google to find a group that might suit you. You can also type in "local networking events" and see what comes back. Joining a group will help you see that everyone feels lonely at some point, but there is a way of getting over that feeling.
3: Get a business mentor or coach. A business mentor or coach is someone who can help you with your business. You should be able to bounce ideas off them and they should help you to reach a solution, although they shouldn't run your business for you. And of course, they're someone to rely on if you're feeling lonely or struggling in your business. Business Link usually run low-cost mentoring schemes. Check them out to see if there is one in your area.
4: Find something that inspires you. When I find something that inspires me in my business, it's a great feeling - I find that I'm buzzing with idea and can't wait to get on and do something about them, which leaves no time for feeling lonely. Why not read an inspirational book, go and watch a professional speaker, download a podcast or watch a motivational video? Finding something that is motivational and inspirational can make you feel a whole lot better.
5: And finally, if all else fails...why not team up with other small business owners that you know and try to help each other? All of us feel lonely from time to time and I will guarantee that they'll be others feeling the same way. Speak to small business owners at networking events etc and see if you can meet for coffee. Better still, get a small group together and see if you can meet to help each other out. A word of warning on this one though - make sure it doesn't turn into a moaning match, which will make you feel worse. Make the focus on helping each other out.
There are loads of other tips about motivation in my e-book "How to re-kindle the passion for your business". Find out more details at: http://www.exceptionalthinking.co.uk/Survive-Course.php
Wednesday, 2 April 2008
New programme
We've just launched a brand new marketing programme that we're really excited about - it's called the (absolutely) everything guide to getting all the business you can handle.
Aimed at small business owners who are really, really serious about growing their business and getting new customers, we've put together a programme where you will receive:
a) An intensive one-day event that helps you to put together a marketing plan for your business.
b) The opportunity to work with me personally over 6 months to grow your business.
c) Access to the e-books I've put together on a variety of subjects to do with running a business.
d) Resources to make this year the best ever!
There's only room for 15 people on this exclusive programme and 5 of the places have already been filled. Interested? Find out more by going to http://www.exceptionalthinking.co.uk/Marketing-Day.php
Aimed at small business owners who are really, really serious about growing their business and getting new customers, we've put together a programme where you will receive:
a) An intensive one-day event that helps you to put together a marketing plan for your business.
b) The opportunity to work with me personally over 6 months to grow your business.
c) Access to the e-books I've put together on a variety of subjects to do with running a business.
d) Resources to make this year the best ever!
There's only room for 15 people on this exclusive programme and 5 of the places have already been filled. Interested? Find out more by going to http://www.exceptionalthinking.co.uk/Marketing-Day.php
Sunday, 23 March 2008
What do you want to see in our newsletters?
Feeling much better this week, so I wanted to find out more about what you want to see in our newsletters and tips sheets. Let me know what topics would be useful, whether we communicate with you too much or too little or what burning issues you have that you would like us to cover. Whatever it is, let us know...
We're also thinking about running some free teleseminars (workshops over the phone). Would these be of interest and if so, what topics would you like to see?
Be nice though - feedback is great, but only if it's constructive...
We're also thinking about running some free teleseminars (workshops over the phone). Would these be of interest and if so, what topics would you like to see?
Be nice though - feedback is great, but only if it's constructive...
Tuesday, 18 March 2008
The joys of running your own business
Well had some positive and negative things happen this week. The positive thing was that we have been trying out pay per click or Google Adwords, with some great successes. We've only invested a small amount at the moment, but if results continue how they have been been doing, we may well carry on with this.
On the negative side, I have a cold - again! This is the second time this year (I usally get one every three years or so) and I'm not very happy. I hate colds with a passion!!! So, I can't breathe, can't sleep and yet because I run my own business have to carry on - hence the joys of running your own business. Who said eating heathily was good for you!?!
On the negative side, I have a cold - again! This is the second time this year (I usally get one every three years or so) and I'm not very happy. I hate colds with a passion!!! So, I can't breathe, can't sleep and yet because I run my own business have to carry on - hence the joys of running your own business. Who said eating heathily was good for you!?!
Monday, 10 March 2008
Do we need another bank holiday?
I had an email today from a member of my staff asking me to sign up to a government petition for an extra bank holiday. While I'm sure the team want another bank holiday, I'm not sure they're thinking through the possible implications of this.
Because let's face it, I really don't want an extra bank holiday. Why? Quite simply because it creates havoc with the business. People just don't want to buy around bank holidays - they want to enjoy time with their families and that's fair enough (if it was just one day).
But bank holidays don't tend to be just one day do they? People tend to take the week off too and use the short working week to maximise their holidays. And with the new school calendar meaning different schools have different times of the year off, that's even worse!
I must admit that I always find it interesting that when people are working everyone wants another bank holiday and then when people become self-employed, they change their views! I'd be interested to hear what you think.
Because let's face it, I really don't want an extra bank holiday. Why? Quite simply because it creates havoc with the business. People just don't want to buy around bank holidays - they want to enjoy time with their families and that's fair enough (if it was just one day).
But bank holidays don't tend to be just one day do they? People tend to take the week off too and use the short working week to maximise their holidays. And with the new school calendar meaning different schools have different times of the year off, that's even worse!
I must admit that I always find it interesting that when people are working everyone wants another bank holiday and then when people become self-employed, they change their views! I'd be interested to hear what you think.
Wednesday, 5 March 2008
Why is my marketing not working for me?
There is nothing more frustrating that doing some marketing and finding it doesn’t work for your business – especially if you’ve spent money on it. Not only is it annoying, but it’s also demoralising and pretty soon when you’ve exhausted all the ideas you had for marketing your business, I can completely understand why you’d think that marketing was a huge pain.
But why isn’t your marketing working for you? Let’s look at some common reasons and see if we can put them right.
REASON NUMBER 1: TARGETING THE WRONG PEOPLE
The easiest way to find customers for your business is to go where they go. The most common reason why your marketing isn’t working is that you don’t know enough about where your customers go. Let me explain. If you were targeting mothers for instance, common places you might find mothers include doctor’s surgeries, mother and toddler groups, post offices, schools, nurseries etc. If you were targeting HR Managers, you might go to CIPD meetings, read Personnel Today, go to HR conferences etc.
Sounds easy doesn’t it. But, I meet far too many businesses who tell me that anyone is their customer or are appealing to the end user rather than the person who buys their services (i.e. the employee rather than the HR manager who will pay for what they’re selling).
Solution: Go back to basics. Really define who your customer is. Think about what motivates them and what frustrates them. Then think about where they might go to buy what you’re offering and make sure you’re in these places when they’re looking.
REASON NUMBER 2: NOT EVERYTHING YOU DO WILL GET YOU CUSTOMERS
Whenever you do any marketing, there are three objectives: a) Get awareness of your business b) Build your reputation and c) Get customers. Agree? Problem is that many of the marketing ideas you’re doing already are probably better at getting awareness of your business or building your reputation. PR for instance is great for awareness as is advertising; networking is great for awareness; doing a talk is good for building your reputation; sending out leaflets is good for awareness and so on.
You can get business from these methods, but it an extra step – capturing contact details!! If you do some PR, you’ve no idea who has found your press release really interesting but didn’t get around to calling you, let alone who might have looked at it. Therefore, you need to build some mechanism in each of your marketing methods to get contact details of people who are interested.
So in a press release, you might offer a free sample or a free newsletter; in a talk you might offer a free summary of your presentation and so on. If people give you their contact details, they’re telling you they’re interested – then all you need to do is follow-up.
Solution: Without contact details your marketing ideas will do little more than build your reputation and the awareness of your business. In each marketing activity you do, find some way of capturing those contact details.
REASON NUMBER 3: NOT DOING MARKETING
Ah – caught you! I know it’s hard. I know you have 1001 other things you want to do. But, the simple fact remains that most small business owners who say they aren’t getting as much business as they would like are not doing any marketing. They may dabble in it, but they probably aren’t doing it consistently.
You see if you really want your marketing to work for you, you should be trying 5 (yes 5) marketing ideas at once and putting a system in place to capture contact details so that you can follow up with people.
If you really don’t have time, find a marketing person to do some marketing for you (you can always contact us you know) which frees you up to do the things you like doing.
Solution: Do marketing (or if you really don’t like it, find someone to do it for you).
9 times out of 10, the three reasons I’ve outlined above are the main reasons why marketing doesn’t work for small business owners. Think about the solutions I’ve mentioned and try putting them in place for your business. Good luck.
Exceptional Thinking provides marketing help and advice for start-ups and small businesses. For more tips and ideas, go to www.exceptionalthinking.co.uk and sign up for the free newsletter.
But why isn’t your marketing working for you? Let’s look at some common reasons and see if we can put them right.
REASON NUMBER 1: TARGETING THE WRONG PEOPLE
The easiest way to find customers for your business is to go where they go. The most common reason why your marketing isn’t working is that you don’t know enough about where your customers go. Let me explain. If you were targeting mothers for instance, common places you might find mothers include doctor’s surgeries, mother and toddler groups, post offices, schools, nurseries etc. If you were targeting HR Managers, you might go to CIPD meetings, read Personnel Today, go to HR conferences etc.
Sounds easy doesn’t it. But, I meet far too many businesses who tell me that anyone is their customer or are appealing to the end user rather than the person who buys their services (i.e. the employee rather than the HR manager who will pay for what they’re selling).
Solution: Go back to basics. Really define who your customer is. Think about what motivates them and what frustrates them. Then think about where they might go to buy what you’re offering and make sure you’re in these places when they’re looking.
REASON NUMBER 2: NOT EVERYTHING YOU DO WILL GET YOU CUSTOMERS
Whenever you do any marketing, there are three objectives: a) Get awareness of your business b) Build your reputation and c) Get customers. Agree? Problem is that many of the marketing ideas you’re doing already are probably better at getting awareness of your business or building your reputation. PR for instance is great for awareness as is advertising; networking is great for awareness; doing a talk is good for building your reputation; sending out leaflets is good for awareness and so on.
You can get business from these methods, but it an extra step – capturing contact details!! If you do some PR, you’ve no idea who has found your press release really interesting but didn’t get around to calling you, let alone who might have looked at it. Therefore, you need to build some mechanism in each of your marketing methods to get contact details of people who are interested.
So in a press release, you might offer a free sample or a free newsletter; in a talk you might offer a free summary of your presentation and so on. If people give you their contact details, they’re telling you they’re interested – then all you need to do is follow-up.
Solution: Without contact details your marketing ideas will do little more than build your reputation and the awareness of your business. In each marketing activity you do, find some way of capturing those contact details.
REASON NUMBER 3: NOT DOING MARKETING
Ah – caught you! I know it’s hard. I know you have 1001 other things you want to do. But, the simple fact remains that most small business owners who say they aren’t getting as much business as they would like are not doing any marketing. They may dabble in it, but they probably aren’t doing it consistently.
You see if you really want your marketing to work for you, you should be trying 5 (yes 5) marketing ideas at once and putting a system in place to capture contact details so that you can follow up with people.
If you really don’t have time, find a marketing person to do some marketing for you (you can always contact us you know) which frees you up to do the things you like doing.
Solution: Do marketing (or if you really don’t like it, find someone to do it for you).
9 times out of 10, the three reasons I’ve outlined above are the main reasons why marketing doesn’t work for small business owners. Think about the solutions I’ve mentioned and try putting them in place for your business. Good luck.
Exceptional Thinking provides marketing help and advice for start-ups and small businesses. For more tips and ideas, go to www.exceptionalthinking.co.uk and sign up for the free newsletter.
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