Category: New Clients

Newest customers and clients

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Why Internet Marketing kicks B2B’s butt – WIIFM!

I’ve spent some time ruminating about this question – why does it happen…

Scenario A) A company has a great product, a large marketing budget, hires salespeople or distributors, but come up woefully short on sales year to year.

Scenario B) Some upstart company (usually using a substandard website from a single home computer), has an average product, a few hundred dollars of marketing, no salespeople, and drives sales day in, day out.

What is the difference?

WIIFM!

For those of you who don’t know what that acronym stands for – Whats in it for me?

Internet marketing folks know –

They have a short window of opportunity to hit their target in the gut (one click and you’re history).
They know they need a robust database (capture data at every point in the conversation).
They offer something of value (usually at a deep discount to capture contact information).
They need to groom their prospects into customers (usually through systematic drip marketing).
They rarely talk about how great their company is (they let other people do it for them).
They don’t make a big deal about themselves (they know how to be seen without being obvious).
The talk to the customer about their needs and wants (because they know their customer better than they know themselves).
They put the customer behind the wheel (creating ownership and letting the customer solve their own problems, with their help, of course).
They sell the sizzle of the product  (not the steak)
They SOLVE a customer problem (often one they don’t know they have)…

Bottom line, they know their customer inside and out, and solve a problem as a partner, friend or trusted adviser.

There is a factor that B2B marketing managers overlook.  B2B marketing spends thousands of dollars convincing their prospects about how knowledgeable they are.  They “position” themselves as the best solution to the problem.  Rarely do they know what the problem is, just they are the right solution. They SELL, not tell.

Now take a look at your marketing message – how often do you refer to yourself, and how often do you refer to your customer?  Where does the customer see themselves in your marketing message?  Because if they don’t see themselves as a part of the dialog, the chances of you converting the sale is unlikely.

Let me know what you think – how are you marketing yourself?

Betting on Bigger Sales –
Your Marketing Maven,  Christine

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Failure is an exhausting habit

Have you ever spent time ruminating about your mistakes?  Focusing on how you messed up, or worse, lost something near and dear because a personal mistake?  The moment is past, but you are still jailer, judge and jury.  You mete out punishment daily, and fully expect the world to offer the same.

Inviting failure back to live in your mental space daily is a habit.  Good news!  Habits were made to be broken.  They are just a familiar reaction.

The question is…Do you want to live in failure forever?  I’m quite sure the answer in a resounding NO!

I know the old adage, you can’t grow unless you failed a few time.  Well I’m thinking that is totally bogus.

How about a new plan…

Avoid planning for failure:

1) Forget the past – it’s over.

Sure you’ve had your share of setbacks if you’re an adult.  Don’t get stuck in that brainworm, endless loop place of instant replay.  You know where you keep replaying the mistake and looking for ways to repeat it.  Human’s make mistakes – release your need for making it right.  Your brain is great at trying to solve complex problems.  Failure isn’t complex – it’s simple and it’s over – let it go.

2)  Know your path.

This is big – when you’ve decided on a plan.  You will find it is so much easier to walk on the correct path.  You will know where you want to end up.  Then when you sense you’re off the path you will quickly loop back and get right back on the journey.  Success feels right, fear and failure produce the opposite feelings.  Big news – people have a limited lifespan.  Do what makes sense to fulfill your destiny here and now.

3)  Is this your mistake or someone else?

This is going to seem strange.  Maybe the mistake isn’t really a mistake.  Sure there are some biggies that people warn you about.  Youth is famous for “doing it my way” thinking.  Then something clicks later on in their lives.  Maybe I should have listened to my parents, teachers, etc.   I firmly believe you should try to follow the golden rule.  Still in the end are you living your mission?  I have found that many times a mistake is really another person’s disappointment you didn’t fit into their image or plan.  You will still have to look yourself in the mirror everyday.

You shouldn’t go out of your way to lie, cheat, or steal from other people.   The bottom line – you need to live your own personal mission.  Be true to yourself, and most of all forgive your past mistakes.  Seems pretty simple right?

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Houston we have a problem… but I can tell you how to fix it

Happy Sunday readers,

I’ve been thinking about Apollo 13 recently.  Rent the movie for the complete story.  Here’s the synopsis: Three astronauts traveling to the moon have a series of problems while on a space mission.  They had to use their wits, and through the power of logic, come up with some creative solutions quick.

Recently I’ve been counseling someone with a “big problem.”   Everyone usually has several problems which they encounter daily, but there is one (or several) with a lot of juice.  Something that stops them in their track, and keep them up at night.  I like to think of them as Apollo 13 problems.  Most of them are related to money, health or relationships.

This individual was frozen by one of the big three problems, and he couldn’t see any solutions.  He had tried “everything” to fix his problem.  I asked him if he’s tried “everything” which he sheepishly said not everything, but it sure felt that way.  I pointed out if Edison failed 10,000 times to create the lightbulb do you think he tried the same solution 9,999 times and succeeded the last time?  Not likely!

So my suggestion – write down three new solution to this Apollo 13 problem everyday for two weeks.  That would offer him 24 new solutions.  Do it for a month and you would have 90 options.

Now I warned him – don’t filter the suggestions your brain comes up with.  Some of your suggestions are crazy, even illegal, but several of them will turn out to be really creative.  All he needed was one or two great solutions and he was set.

Once he had his list I wanted him to check each solution on a scale of 1-10.  One for minimum effort, ten for maximum effort.  Finally I wanted him to rate his enthusiasm for each solution on the scale of 1-10.  He finally began to see several solutions naturally rise to the top.

You might ask – why would I want him to rate effort and enthusiasm?  Enthusiasm will carry people over the hump of effort, but they might give up if the effort is too difficult when enthusiasm is so low.

In the case of the client he wanted to fix a money problem.  I had him do my Apollo 13 exercise – what he realized was astonishing.  He saw in black and white that his usual solution wouldn’t get different results, but adding a list of new potential ideas he had new possibilities.  He began to feel hopeful he could get new results.

So what are your mission critical problems?   Start with a piece of paper and begin brainstorming to get some new ideas.

I don’t want to give away the story, but in the end everything worked out.

Have a great week from your Mompreneur

Christine

I would love to reach more people – Like us on Facebook or subscribe to the blog

P.S. – RIP Whitney Houston…may you sing on forever.

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Rule of Three

Today I gave someone a task – for the next 30 days think of three things everyday you want to do to have more abundance.  While I wasn’t the creator of this exercise I think it is extremely valuable.  I have to give credit to other personal development coaches such as Tony Robbins and Jack Canfield.

Still, I didn’t give this task lightly…

This important task was given to someone who is planning to retire, but they don’t know what to do with their post 9-5 freedom.  How many people would be thrilled with having all the time in the world to do whatever they choose?  The only problem… this person doesn’t feel abundant.  Even though they have a nice nest egg to retire with they feel everything is “too big” of a cost.    They live in a perpetual state of lack and fear.

Here’s my big secret – you’re wealthy beyond measure if you have your health, family, and friends.  Once you get past a feeling of lack you begin to see possibilities.  You need to stop looking at the glass half-full.  Ask yourself do you want the inert paper called money or what it brings and offers your life.  I’m willing to bet it is the emotions and possibilities money represents.

How about the next time you get bills in the mail think “Wow I was able to buy X, or I have electricity to run my house, or thank the universe for the ability to have a job to pay these bills”  Whatever it takes to start to feel graced and abundant.

You will be amazed how positive you feel.  Feeling positive is sunshine in a gloomy day.

Now don’t get me wrong – if you want more abundance you need to ask for it.  You need to believe it’s possible, and take action.  Still you can start feeling abundant today.  Give a dime if you have a dollar.  The open hand receives – the grasped fist deters success.  You decide if your a conductor or a resistor.

You might not get the positive results from the immediate future, but I can assure you what you do today will come back threefold.  Patience and persistence is the leverage which moves mountains.

Now I hope that you take on the exercise – think of three things daily that make you feel powerful, graced and successful.  Do you want more money – think of three things you can offer each day that increase your abundance.

Not every idea that comes out of your head will be a winner – but after 30 days you will have 90 ideas.  All you need is a single idea to make a big difference in your life.

Live well and open your hands to success,

Blessings,

Christine
Your Mompreneur Coach

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Stop Fishing for Prospects

Today’s post is about fishing

Here’s a story.  My grandfather would drag me every summer to a lake in Minnesota.  It was the most GOD-AWFUL experience for a teenage girl.  He would take out the boat early in the morning.  Every once in a while he would grunt and stop the boat.  Hour after hour we would circle the open waters looking for mudflats.  To my casual observation it was hellish – looking back on it – it was brilliant.

Rather than wasting a whole bucket of minnows or worms on worthless feeder fish he was looking for the elusive Walleye – the prized fish from that lake.

So you might be wondering why I’m talking about fishing…

Well – it’s because most people who are struggling with business are fishing in the wrong place.

Struggling business owners spend all of their valuable time fishing for customers in the wrong places.  They use their best bait trying to land any kind of customer.  Then they focus all their attention to get any prospects into their boat.  At the end of the day the results are disappointing.

All the while they ignore the big fish swimming close by.  Sooner or later the average fisherman gives up, and takes up golf.

This is my formula to become a better fisherman…

1) Know your fish

Where does your fish hang out?  Are they local clients hanging out at Chamber events?  Are they businesses on the internet?  Does your business cater to a specific type of business customer, or a consumer.

2) Plan your fishing trip, and be patient

Find out information about the lake.  Don’t throw all your bait (advertising and networking) away at the beginning of the fishing trip.  Put out a feeler line in a spot.  When you get a bite, plan to fish in that same spot until the fish move somewhere else.

3) Bring enough resources

Fisherman are very resourceful.  They bring enough resources to stay out on a lake all day long.  Translated, don’t go out on the lake of business unless you can wait out finding the big fish.  Better to wait until you have the resources, than take short trips back and forth to shore.  You’ll have a better chance finding the real fishing spots, not just the obvious shore fish.

4) Become a better fisherman

Fishing is about patience – I’ve found that many business owners suffer from impatience. They think every fish swimming by will be so enamored with their bait fishing will be easy.  They don’t realize how picky fish are.  You’re target market is looking at bait from a lot of lures.  When you know what tickles your target market’s fancy your bait will be the most attractive.  The only way that happens – know your fish

Are you still struggling planning with your fishing trips?

Last piece of advice don’t assume it’s the equipment.  Smart fisherman won’t buy a bigger boat, or a better lure.  Translated to business – Smart marketing doesn’t need a bigger website, or brand advertising.  Targeted direct marketing maybe the bait you need to find your prize fish.

As my grandfather always said – you won’t get more fish with a bigger boat, but you will feed your family with patience.

So today’s question to ask yourself – are you fishing in the right pond (location) for the right fish (customer) with right bait (marketing/advertising/sales process)?

Shameless plug – if you aren’t sure you’re reaching the right clients contact a marketing professional (such as Lady In Red Marketing) for a second opinion.  Better to work with a professional fisherman than starve.

Until next time – live with passion and market well

Christine Cavaliero
Owner – Lady In Red Marketing

 

Lady In Red Marketing is your virtual marketing partner helping you maximize your business results – Like us on Facebook.  BestSEOinTown helps you reach your internet customers with social, mobile and internet marketing.

 

 

 

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Gas Prices & Your Business

Hey readers,

I was going to go off on the price of gas, but what is it going to solve? I don’t have any pressure on the oil company, except to drive less. Or create a business where I don’t need to commute 30+ miles to earn a living.

So I’m going to change gears – let’s focus on a positive thing – creating a business that you can manage from your home.  If you work from home you don’t need to spend hundreds of dollars every month on gas – Take that Oil Barron!

How much money do you need each and every month.  How would a few thousand dollars a month to change your life?

I love Internet & Information marketing because it’s so powerful. Anyone who knows me personally will tell you I’m an information junkie.  The Internet has proven to be the best thing in my life. I have to say working in the Internet world is wonderful. You can set your own hours, and really manage your own lifestyle.

But… You do have to work!

One of the biggest problems I’ve seen happen time and time again.  People assume the Internet is a set and forget type of business.  That’s 100% wrong.  To be successful you need to work at your business every single day.  Especially in the beginning of a business.  It takes time and effort whether that’s writing a blog post, promoting your name on a social network, or taking a course about  Internet promotion.  That’s the job description of Internet marketing, love working on the net, it doesn’t happen 9-5, Monday through Friday, 50 weeks a year.

Stop waiting for the perfect solution, and pick something you can excel at. I have several mentors in the internet universe. The common theme they say is “follow your passion.” Become the voice of the crowd who loves dogs, support green energy, is an expert in baking, or any other niche markets.  Believe me there are millions of niches in the world.  Follow your passion and you will love what you do for a living.

There are basic marketing rules you need to follow.  Such as knowing your customer, writing compelling copy, having a system to follow-up with prospects.

My current projects are helping two people follow their passion on the web – classic cars, and bridal floral arrangements.

Another thing that I believe in is the “Law of Attraction” – Ask, Believe, (ACT), Receive.  Did you notice that ACT is bold and in red?  That’s because it’s the key component to moving the universe.  You have to act to get results.

So today – decide what your passion is.  What would you do for a living (even if you didn’t get paid)?  Write down a list, but I guess you already know what you’re passion is.  You think about it, you read information about it, and have friends who enjoy the same thing.

I’m working on a passion project of my own – the Mom-Entrepreneur project.  This is something which I hope will help women know their value and translate it into net worth.

So off to writing some compelling copy.

Until we talk again…Live passionately and market well.

Christine

As always I appreciate people who follow me on Twitter, Facebook or LinkedIn

 

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