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What Are The 3 Keys to Small Business Marketing Success

by Charlie Cook
Copyright 2005©. All rights reserved.

A week ago, a friend of the family, Allen arrived at our home, here in Connecticut, with all his worldly possessions; his laptop, a few law books, and a couple of changes of clothes. He'd just completed his first week at Tulane Law School before being forced to leave his home in New Orleans in advance of Hurricane Katrina.

With the university closed, he's trying to turn the disruption in his life into an opportunity to get more job experience. He was lucky, I know; so many have suffered and lost so much more. But helping him make a fresh start made me think about rebuilding careers and businesses.

If a storm or a fire ruined your business, what would it take to start attracting clients and generating a positive cash flow? You would want the following three essential elements of your marketing to get your business up and running and making money quickly.

1. Goals
You'd want a clear idea of which of your products or services you wanted to focus on. To get your business up and running as quickly as possible, you would focus your efforts on your most profitable ventures first. You'd want to set goals for the first three months and the next twelve months.

One of the biggest mistakes that business owners make is in not setting sales goals, even when they're not faced with a disaster. Without a clear idea of the target you’re aiming at I can promise you you won't reach it. If you set specific goals for your business and write them down you'll be twenty times more likely to hit your revenue targets.

One of my clients doubled her sales simply by writing down her goals. Why does this make so much of a difference? Because each time you write down a goal, whether it's for lead generation, web site traffic, response rates to mailings or monthly s.les, you have set yourself a target or a destination. Knowing where you want to go gets you halfway there.

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2. Your Business Network
After a disaster you'd be short of cash and would need to ramp up sales quickly. You wouldn't have time to spend months building your brand name. You'd want to tap your database of existing clients and prospects. Assuming you'd managed to bring your computer or at least your backup hard drive with you, you could be back in contact with your client base and prospects almost overnight.

One management consulting firm I worked with had dozens of satisfied clients and couldn't understand why they were having such a hard time growing their business. They’d done work for hundreds of clients and been in touch with thousands of prospects over the years, but they lacked a centralized database and a way to stay in touch with these people on a regular basis. And in most cases, they'd lost touch with past clients and prospects.

Once I showed them how to organize their marketing communication, they started bringing in as much new business as they could handle. People buy from providers they know and trust. If you have a large database of people who know how you can help them, it's easy to tap it to generate pr0fits.

Set up a lead generation system that builds a database of
people who want to hear from you. When you want to jumpstart
your sales, you'll have qualified prospects that want to buy
from you.

Discover how to create a small business marketing system that will generate the leads and sales you need to grow your business. When
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3. A Reason For Your Prospects to Buy
Whether you’re restarting after a hurricane or you just want to get people lining up at your door for your products and services, they won't buy from you unless they have a reason.

Sounds obvious. But many small business owners forget this basic marketing fact. Everyday I talk to entrepreneurs and even marketing professionals who are making the same mistake; despite having a great product or service, they are marketing their company name or a generic name for their services instead of the unique solution they provide.

You see this everywhere, from yellow page ads to web sites., Companies lead with information about themselves instead of zeroing in on the reason prospects should pay attention and buy from them. Which company would you choose, the one that is focused on their name and long-winded descriptions of their credentials, or the one that is focused on how they can help you get what you want?

Your prospects make decisions the same way. To attract lots of customers quickly, give your prospects a reason to buy.

If these three are the things you'd focus on after a disaster, aren't they important now?

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You'll discover how to build a network of prospects and how to give them a reason to buy so they become clients. You'll also find out how to generate a steady stream of referrals and how to uncover new business opportunities that could easily double your income. Use this link to discover how to grow your business.

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Want to know the secret to networking that results in more work? The first thing to do is stop using the networking approach everyone else uses and start using a strategy that generates results. Use this link to see your business network and your bank account grow.

Don't let your expertise and your services be buried in
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Find out how Charlie can help you improve your marketing
strategy, your marketing copy and your sales. I can work
with you one-on-one to show you what to do or if you’re too busy managing your business, I can advise you on marketing strategy, review your marketing materials and write your marketing copy resulting in more leads and sales

Write me to discuss your needs and objectives. I take on a limited number of clients, so if you're serious about growing your business, get in touch with me as soon as possible to make sure I can fit you into my schedule.

Get started by calling 1-800-795-1858 or use this link to tell Charlie what you want and what you need.

"I love your marketing books ... my favorite being 'Creating Web Sites that Sell'. I used to see marketing as a puzzle; now all the pieces are falling into place.

Your book has helped me be more productive and get many more clients. Highly recommended."
Susan Robichaud, Visual Communications Inc.

"One of the best investments I ever made in my business... Your marketing manual absolutely improved my marketing!

Charlie, because of the way you wrote this small business marketing manual, I can read a chapter on Tuesday and put it into practice on Wednesday. I will be telling all my clients about this marketing tool."
Dionne Carver, Owner, Accounting Firm

"I am thrilled with the marketing manuals I ordered! You are a master of making the important very easy to understand and implement."
Dave Eller, House Guy, Inc.

"With Charlie's help we've seen our web leads jump from 10 a week to 150 a week. In the first month we increased sales by hundreds of thousands of dollars. I'll be recommending Charlie to all our other business units."
Mike Trowbridge
VP Marketing, Fairfield Resorts

"We called Charlie because no one was responding to our ads. We ran the ad Charlie wrote for us, and within three weeks, we added nine new clients and increased our income by $180,000."
Jose Lopez, Rent4me

"Thanks to Charlie's coaching with using the telephone, I achieved a 50% conversion rate on my sales calls … his ideas and practical knowledge have been incredibly helpful."
Suzanne Falter-Barns, Get Known Now

Best,

Charlie Cook

Marketing For Success
www.marketingforsuccess.com
1-800-795-1858
3 West End Avenue
Old Greenwich, CT 06870

Copyright 2006 by Charlie Cook of Marketing For Success
and In Mind Communications, LLC