When Does Cold Calling Work?

I don’t generally suggest cold calling to my clients – I recommend using marketing to generate a sales funnel of leads, so that you have warm prospects to follow up. If they do decide to use cold calling, I do suggest they get a thick skin and be prepared for plenty of rejection! But recently I have seen two examples of door knocking work extremely well. I was in a client’s office on an industrial estate when a lady from a national bank called in with details of their “Free Business Banking for 25 months” offer. Both my client and
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Why Do I Need a Responsive Website?

  Why Do I Need a Responsive Website? Having a responsive website has gone from being a “nice to have” to an essential since April 2015, when Google announced that it would rank responsive websites above non-responsive websites when searches were carried out on a mobile device.   What is a Responsive Website? A responsive website “responds” to the screen size of the device that you are viewing the website on, and adjusts its display according to the screen size. This means that one website on one URL will display well and legibly on a tablet, phone or desktop computer,
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Using Case Studies, Reviews and Testimonials

Genuine testimonials and recommendations from clients and customers are essential to giving your business credibility, particularly when prospects first come across your business on the internet. There are now a number of ways of getting testimonials from customers via independent websites such as Feefo that can then be displayed on your website. These will display negative as well as positive feedback, but give you the chance to respond too. This makes it clear that the feedback is genuine, and in some cases you can make a negative a positive. It also gives you important customer feedback which you can use
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Writing the About Us Page

  If we met at a networking event, we would both immediately make judgements about each other, and hopefully start to build trust. We use all sort of hints and cues to make this judgement, often without even realising it. But if I land on your website, I have to build that trust from the words and images on the screen.  How would I do this? By clicking on your About Us page, of course.  Yet so often, when reviewing clients’ websites, I find there is no About Us page, or it doesn’t contain any information about the client’s business!
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What can small businesses learn from the Olympic Athletes?

Like many people in Great Britain, I have gone from a vague interest in the Olympics to being fascinated by sports which I hadn’t even heard of ten days ago! We have all been moved by the determination, hard work and courage of the athletes, regardless of whether they won a medal or not. Let’s remember that competing in the Olympics is an achievement in itself. But as small businesses, it seems there is a huge lesson to be learnt from these athletes. Here are a few ideas: Get a great support team So many of the athletes have thanked
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Spring Clean Your Marketing

  If like me you have been inspired by the spring sunshine to have a big de-clutter and spring clean at home, you will know what a therapeutic process it is! Once all those annoying jobs and clutter are gone, you feel inspired to make a fresh start – and the same goes for your marketing. So how do you go about spring cleaning your marketing? Here are some ideas:   1.       Review your marketing materials If it is a while since you created your website and business card, you will probably find that they are in need of an
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The Unique Selling Proposition

As small businesses, we find ourselves in increasingly competitive markets, and it is essential that we have a clearly defined Unique Selling Proposition, or USP as it is often called, and that we are communicating this effectively. So what is a Unique Selling Proposition? It must be something that makes you stand out from your competitors – something which is unique to you, and differentiates your business.  It needs to answer the question “Why should I choose you?” How can you work this out? You need to put yourself in your customers’ shoes – so often we love what we
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Marketing Tips from Santa!

It is the time of year for making New Year’s Resolutions, so here are some ideas for Marketing Resolutions, and who better to look to for inspiration than Santa? So why is Santa so effective at marketing himself? 1. Consistent branding No matter how many different pictures you see of Santa – he always wears that red outfit with a white trim and white beard. While you don’t need to wear the same clothes all the time, do make sure you use the same style, colours and logos on all your marketing – it makes you easy to identify, and
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Marketing Tips for Small Businesses

The first thing we all do when we set up a business is spend money – business cards, websites, leaflets, advertising … But there is so much you could do for free! The truth is that most of us spend too much money, but not enough time on marketing!! So what should you spend your time doing? Here are some ideas…. 1. Tell people what you do Sounds obvious, doesn’t it? But you’d be surprised how often I find it is quite difficult to understand what a company does, particularly if it is offering a service, and also what makes
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Step by Step Guide to Email Marketing

If you are not keeping in touch with your clients, or have a pile of business cards from networking events and exhibitions, it is time to give some serious consideration to email marketing. Email marketing is an extremely cost effective way of getting more business from your existing clients and from new contacts. By sending useful information in personally addressed emails, you can build a relationship with them and keep you business front of mind, so that next time they need to purchase, it will be from you. Many companies think that the emails just get deleted – but just
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