When I first start working with client’s I often hear them say ‘My Marketing’s not working’.
And they’re stuck. Stuck because they’ve run out of ideas to get more leads so they can pay the bills, pay themselves and know they’re heading towards the financial freedom that they started the business for.
There are usually 3 main reasons why your marketing isn’t working:
1. No clear Message
2. Not enough Marketing Methods working
3. Not confident with what to say when Selling (no sales process)
But today I’m going to talk about Marketing Methods.
There’s 3 things that business owners get wrong when starting their business and doing marketing and trying to get cashflow consistency:
1. NOT ENOUGH MARKETING METHODS
Simply, they don’t have enough ways of getting leads or clients.
People start off with the usual ways – website, business card, facebook page – and think that they are all they need and the clients will come rushing in.
Very soon, they find out this isn’t the case.
Its ok for businesses who are more established to have tested, measured and refined their marketing methods and can have the luxury of relying on one or a few methods to get the leads they need to meet their sales.
But this isn’t the case for businesses either starting up or getting to breakeven in the early stages. You need to be ‘everywhere’ and build awareness for your business fast. You need to be building know like and trust among your potential prospects and the best way to do this is to have lots of methods all working – like having layers to your marketing to get as many leads as possible and to then measure and determine which are going to work best for you.
2. NO MARKETING PLAN
Often when you hear the words ‘Marketing Plan’ you cringe because you don’t have the slightest idea what to do to get one.
Having a Marketing Plan is essential for your business, but it doesn’t have to be complicated. At TEWAY for Women our clients use a 1 Page Marketing Planner and that tells them everything they need to know to get the leads they want for their business.
Its about knowing how to test, measure and refine many marketing methods, know exactly which methods are working, what the budget is, what the return is, how many leads you got from each method, total sales and average sale.
It becomes your ‘system’ that you use for getting leads in your business and many of these methods in your system can end up being automated or delegated once you have them working in your system.
3. THE 20% FACTOR
Often business owners get caught in what I call the ‘tradie trap’ – they are too busy doing the work and they don’t have time to grow the business.
This is like some tradies – they are really good at what they do and just want to do the work. Even accountants and lawyers can fall into the tradie trap and its because sales and marketing is not their strength. So doing the work is easier.
But we know that if we aren’t putting in at least 20% of our time into growing the business, we won’t have any ‘work’ to do.
So in scheduling a productive day, its essential that your ‘A’ tasks, are tasks that are helping you work ON the business instead of IN the business. 20% of your time minimum, until you get more clients, can hire staff or outsource help and then spend more of your time in sales and marketing.
‘Are you doing it, doing it, doing it…. or growing it, growing it, growing it!’