I own and operate a small business that helps small businesses. We build websites, mobile apps and produce market intelligence products. Most of all we manage all things web on the behalf of that business.
My website is www.focasocial.com
For example if a restaurant is changing their menu instead or promoting a new special, instead of manually changing their website, yelp, urban spoon, and the others they just e-mail us and we handle it all. In addition we handle the day to day posts and grow their following all the while promoting their products. Most business owners spend a ton of time managing their social media and website. I'm offering to change that. Our team handles everything web on the customer's behalf.
We save them time, increase their results by using proven marketing strategies, and it costs less than dedicating an in house employee to the task.
My problem has been sales. If I can talk to someone I can make a sale and a long term relationship very easy, my problem has been finding people to talk to. I have been cold calling and e-mailing businesses and my problem has been getting through to the decision maker. Either their employee filter keeps me from them by default or their manager marketer keeps me away on purpose (because I might replace one of their responsibilities or make them look bad.)
If I had money to throw into advertising I know exactly where I would put it, but I don't. I'm bootstrapping everything and although I have a positive cash flow balance I do not have enough resources to dedicate anything to additional advertising. All of my current advertising comes from blogs, guest blogs, social media interactions, and attending as many small business related events as possible.
TOO LONG DIDN'T READ VERSION: I need advice / help reaching small business owners. My pitch and value proposition is working, but how can I get in the door more to make that pitch?
Answers
Tim,
Regarding getting your name out on a shoestring budget, here are a few no cost thoughts: put together a presentation of your services. Identify the need, quantify the need, describe your solution, and the value you provide. Then let local business groups, chambers of commerce, Rotary, Lions, etc. know that you're available to give your presentation. Stress that your presentation is informational and not a sales pitch. At the close of your presentation, tell them you'll be available after the meeting to answer any questions and leave a supply of your cards.
Then, after you have completed your presentation (using the above steps), you will have an outline for a marketing plan. You've segmented your market, identified the need, etc. Now, you need to transfer this to your advertising program: brochure, first call presentation, etc. You need to identify why people would want to invest in your services (this will vary from customer to customer), for example: is it to perform the service as no one is currently doing it (due to termination, layoff, retirement), is it to supplement in-house staff, is it to help them to displace cost, remove cost, etc. Whatever the pitch, it always has to clearly affect the customer's bottomline AND you need to articulate that.
If you have specifics you'd like to share, let me know. We can brainstorm.
Best regars,
Doug
Hi Tim,
I know that we are competitors, but if there is anything that I can do to help, please let me know
Graham
Tim, I'm the CEO of a small business marketplace intelligence and consulting form and I'd like to learn more about your offerings. I checked out your site and was really impressed with your business intelligence offerings. I also like your messaging for your mobile apps hitting directly and clearly on ways that a small biz can increase revenue simply and inexpensive with things like coupons, etc. If you are open to connecting I would like to learn more so that I can start looking for ways to make some connections for you to potential new clients. Email me at darren@reset-my-business.com. Thanks and I hope to connect with you.
Hi buddy
I also do consulting for small businesses offering similar services.
If you are intested I can get on a call with you and tell you what's working for me.
Private message me if you're interested mate
Cheers
Sounds like you need some tactical intelligence!
LinkedIn is great. Other resources to look at are jigsaw.com and zoominfo.com. They both are helpful in finding specific people by key filters (geography, position, etc).
They both have free level of services with some downsides -Jigsaw (part of salesforce.com) forces you to 'give up a contact to get a contact', Zoominfo basically does the same thing somewhat by raiding your email box and limiting some functions. Once you have your prospects name, cross referencing them in LinkedIn can be valuable.
Tim,
Very impressive website. It immediately smacks out at you. I know a consulting firm that focuses on small to medium businesses that are in a growth strategy. They really could use your services. I'll message you with my contact information.
Use social media to expand your "network", advertise your business and develop sales leads.
Offer a tangible reason for potential clients to connect with you.
http://christinehueber.com/2013/how-to-generate-leads-for-your-business-on-linkedin-in-15-minutes-or-less-by-christine-hueber/
Rob I sent you an e-mail. Susanne I've been to some networking events but haven't really done much with the local Chamber, I'll get on that! Thanks. Thomas Thanks again!
I meant to include this as well:
https://www.google.com/search?q=online+business+to+business+marketing
Finally, Dream Big!
Tim,
Have you visited your local Chamber of Commerce? They have events too, and they have the list of all the businesses in your community with the owners contact information. That list can get you the audience you seek.
Susan
Tim, do you have a number? Maybe send me an e-card to ltdplowing@gmail.com. I have a small business out of Massachusetts and I'm interested in growing my exposure. How could we make something work for my scenario
Great suggestions, thanks for the tips!
Tim: It sounds like you are on the road to success.
A few thoughts:
* Possibly partner with or hire a commission-based salesperson?
* Partner with firms or sales people that already engage with small businesses, such as newspapers, local radio-stations, Val-Pak franchisees, etc?
* Are there any creative ways you can experiment with charging your clients based on performance, where the clients do not pay you anything until you generate incremental revenue?
* Can you buy ads that display on web-pages small businesses utilize to update their Yelp, Google, Yahoo, and other listings?
* offer free seminars for small businesses
* utilize permission based email marketing? Perhaps work with a firm that specializes in email marketing?
* create video-based advertisements
* research online business to business marketing
* consider if you need to raise capital (equity, debt, hybrid) to finance growth; perhaps develop a business plan
* perhaps engage with a SCORE mentor (score.org)
perhaps also see:
https://www.google.com/search?q=online+direct+marketing
http://www.targetmarketingmag.com/blog/purpose-frequency-free-marketing-turnaround#
http://www.targetmarketingmag.com/blog/purpose-frequency-free-marketing-turnaround
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