How To Get New Business

Market, Market and then market some more. So many small and home-business owners do what we call spot marketing. They market hard for their business, get a response then stop marketing.

Marketing must be an ongoing process. Let's repeat that...Marketing Must Be An On Going Process. In addition, you should have multiple marketing strategies. For example, we market on the internet through newsgroups, newsletters, press releases, forums, writing articles. We also market by running support groups, joining local groups and chambers, and being active and getting involved in the community. We give out our brochures and business cards. Your cards and brochures are not going to do you any good sitting in your files. We send out follow-up information for every cold call we make and speak to someone. While we might not do business with them now, we might down the road. However, we certainly won't hear from them, if they don't get something from us.

The following happened during a teleclass we sat in on: One of the other participants asked about getting customers for interior design work. She had a brochure with her services, and would give a free consultation to her clients. However, she wasn't turning those into sales. A couple of things we suggested were to 1) put pictures in her brochure of before and afters for homes she did; 2) offer to re-do a small area of their home for half price, so they could get an idea of her work. She loved the ideas, and thought they would work marvelously for her.

Remember, you won't get the business, if you don't ask for it. Along with the marketing you have to also be a salesperson. You have to ask for the sale. You don't have to be obnoxious about it, in fact, if you are, you probably won't get it at all. As most of you know, we never push anyone to order or do something with us, it's up to them. We want our customers to make an informed decision, and for it to be win-win for everyone, and that is how we conduct our business. You should also. However, realize that for certain businesses a stronger approach might be necessary.

For those that work with services only, you have to create a need for that person to act now. Those in real estate know, if the owner is not motivated now and is just fishing for price, the deal might not go. You have to make it go, either by using a new strategy or following up at a later date. There are some deals that do go even if there is not a lot of motivation, but because you were able to come up with a creative real estate strategy that peaked the owners/buyers interest now and for him/her to act now.

For those in service businesses listening skills are a must. If you are not a good listener, learn to be. If you are constantly thinking only about what you are going to say about your product/service, you are missing out on what your customers needs are. The best way to think of your services or products is what are the benefits for your customers. Make a list of them, know them well and then you'll be better able to listen to your customers.

There are many different ways to get new clients, repeat business and to stay focused.

Copyright DeFiore Enterprises 2001

Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our "how to" Home Business Solutions Digest, it's like having your own personal coach: mailto:subscribeHBS@homebusinesssolutions.com

In The News:

pen paper and inkwell


cat break through


Trade Shows Are Not a Waste!

According to the Center for Exhibition Industry Research (the trade... Read More

Finding a Brochure Printing Company

A brochure can be a great promotional tool, whether it... Read More

FREE Means MORE Business

Why give freebies?We have all seen freebies at trade shows... Read More

Networking: The Cost of a Connection

"Networking is a waste of time," said JoAnne, owner of... Read More

What The Heck Is An Eponym, And What Does It Mean For Your Brand?

Today I've decided to share with you a new word... Read More

What is a Marketing Plan Anyway?

Building a business that grows steadily in size and profits... Read More

Comprehensive Marketing Details Not Found in Beginner Books

If this is the first marketing article you are reading,... Read More

Powerful Direct Marketing Numbers

Direct Marketing works!Why? It works because it's personal. It carries... Read More

Network Marketing Is Definitely A Relationship Business

Heavily branded websites like amazon.com are household names and carry... Read More

How to Save Time and Achieve More by Creating High-Leverage Marketing Assets

The single biggest, non-renewable asset you have is your time.... Read More

Be a Smarter Marketer - Learn the L-A-W for Trade Shows

People attend trade shows because they are in a specific... Read More

Turbocharge New Sales with a Marketing Database

What is the most valuable asset your company owns? Inventory?... Read More

Make More Sells With Colors

How Colors Effect Our Emotions?One of the most interesting things... Read More

The Top Ten Ways to Get Beyond Networking And Generate Cash-Building Exposure

Gain the exposure you need to succeed with these ten... Read More

How to Give Your Biz a Boost with a Summer Marketing Makeover

Are you on track for hitting all your business goals... Read More

Profitable Marketing Programs (Part 1)

Deciding whether a particular marketing program is profitable to your... Read More

Dont Think Like A Package Designer - Think Like A Customer

Some of the most successful package introductions have come from... Read More

Behold the Power of the Tip

You are an expert. You have lots of content -... Read More

Using a Contact List Profitably Part One

In previous articles, we discussed the generation of a contact... Read More

Discovering The Benefits That Hook Your Prospect

Benefits! They're what marketing is all about. No doubt you've... Read More

Fundraising Letter Envelopes: How To Make Them Irresistible

Readers spend only a few seconds deciding the fate of... Read More

Receiving a Brochure Printing Quote

Brochures are a great way to get your message across.... Read More

How To Get Business With Your Business Card?

So, you have a business card? And you have given... Read More

How to Leverage Your Most Powerful Marketing Tool

Second in a series of three articles:What if you could... Read More

Write Better Web Content

If you're reading this article, chances are that you, like... Read More

The Right Logo

The Logo: a little historyLogotype, commonly know as a logo,... Read More

Why Referral Business Is So Valuable

With so much money invested on innefective advertising, it's time... Read More

Top Five Tips For Designing Marketing Strategies That Get Results

"But this won't work" said Steve. "I've tried it in... Read More

Small Business Marketing Tip - Get Attention and Be Remembered

We live in a world of noise ? not just... Read More

Marketing vs Selling - Why Theres A Difference

Marketing is something that we do to let people know... Read More

Teaming Up Marketing and Sales

The Pitchers: SalesLet's say you have a new baseball team... Read More

Is CRM Technology Living Up To the Hype?

Over the last few years the buzz about CRM (Customer... Read More

Dramatically Improve Your Marketing Results With These 6 Simple Steps

What if there were things you could start doing now... Read More