Find your niche and market, market, market

Find your niche and market, market, market

If you’re going to make a success of marketing your business, you need to hone in on what is the best niche for you to be in. What will sell well? What will make you the most money?

You might like everything you do, but in order to be a successful business, you need to be able to distinguish your brand from your competitors, find what you are really good at and establish yourself as a dominant leader in that area. Even the biggest names can’t be everything to everyone; there are always going to be those small groups of people who need a particular product or service not met by the bigger companies…which is where the small business can step in.

What are you good at? 

This first question is probably the most important. It’s not ‘what would you like to be good at?’ You need to be really honest with yourself – where do your talents really lie? VladoWhat skills do you have? What do you enjoy doing? Once you have decided what you are good at, make a list of your skills and talent in that area. For example, if you love knitting, crocheting and sewing, which one do you excel in?

Once you know which you are best at…let’s say knitting for example, then you need to look at what skills and talent you have. So, it might be knitting baby clothes, knitting adult clothes, knitting toys – put the things you enjoy making most at the top of the list and so on, down to the ones you least enjoy.

What do potential customers need from your list? 

This is where you need to do some research. Of the things you are best at making, what is popular? You can look on Etsy, eBay and Amazon – are the products you are good at making doing well? Make a list of the things people need from your list of what you do well…then look at these questions and do some research.

  • Do you solve a particular problem for customers?
  • Is your product(s) something that people will come back for time and time again? This is important for repeat business.
  • If there are other people selling the same as you, can you offer something unique that they don’t?
  • Who does your product appeal to? Can you expand that to include other groups? For example, if your product appeals to an older age group, can you make it more appealing to a younger audience. The bigger your product appeal, the more you will sell.

What will people pay for?

Now you know what is marketable, which do you think people will pay the most money for…put your products in order of price…from high to low. You now have your niche – your list of the products you like to make, that you’re good at making, that have a potential audience and that are sellable.

Market, market, market

Now you have your niche and know what is marketable, it’s time to actually market it. If Stuart Miles (3)you are a small business, marketing is all the more important as you won’t necessarily have a huge brand following, nor the money to spend on expensive and extensive advertising. So, what can you do to market your niche effectively and on a budget? I have written a couple of previous blogs about this; ‘How to promote your small business online’ and ‘Marketing your small business with little or no money’. Please take a look as you may pick up some great tips.

You should try to spend at least an hour a day promoting your business…and some things are much easier than others – here are some quick tips to help you market that all important product…

  • Always remember that YOU are your business. No matter what you do or where you are, everywhere is a business promotion opportunity. Your image largely reflects on your business. Although we all try not to, most of us do judge people on our first impression of them…so make sure that you always give a great first impression.
  • Always carry business cards as you never know who you might meet and if you don’t carry them, you could be missing an opportunity to get someone to contact you.
  • Can you leave flyers or business cards at places where your potential customers are likely to be…at the gym, hairdressers, beauty salon
  • Talk to people wherever you go – if you’re in the Doctor’s surgery waiting room, strike up a conversation with someone…too many of us sit in silence in these places…do you take your children to sport’s events? If you do, you’re likely to be hanging around with other parents…talk to them. There are always opportunities to strike up conversations and promote your business.
  • Attend networking events…again, this puts you in front of potential customers face to face…sell yourself and your business
  • Sponsor a local event or charity – or run a small event for charity in your own home or garden
  • Host a seminar or training event and share your skills – a great way to get your business name out there
  • Team up with someone who has a business that links to yours and promote each other’s business on social media sites and on your websites
  • Give your website/social media pages a facelift to keep it fresh

There are many other small ways you can promote your business and, as I said earlier, it doesn’t have to cost the earth – the most valuable thing you can invest in your business is your time.

How did you find your niche and how do you promote your business? I’d love to hear from you, so please get in touch.

Images courtesy of  1) (in title) – scottchan,  2) Vlado and 3) Stuart Miles at FreeDigitalPhotos.net

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10 quick wins to get more customers

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If you work for yourself, you will always be looking for new ways to get more customers, especially at the start of a New Year – New Year, new start!

Here are a few ways to help you find those all elusive new customers…

id-100123066Make yourself or your business the answer to a problem. Is there a problem out there that you can solve with your products or services? Do some research online and find out…then market yourself/your business, letting people know that you have the solution to their problem.

Follow up on previous sales. Once you make a sale to someone or provide them with a service, don’t forget to follow up with them a month or so down the line. Just dropping them a simple email to say ‘Hi, hope everything is OK ‘and ask if you can be of further service to them. If you sell a product, or range of products, perhaps you can suggest one to them that they haven’t tried before. If you provide a service, perhaps there’s another service you provide which they hadn’t thought of…you just need to point out that they need it and why!

Know your audience. It’s much easier to sell your products and services if you know who you are targeting. Do you know who your target market is? Take a few minutes to think about what makes those people tick…what makes them happy, sad, relieved … how can you address any issues to make their life easier?

Back to basics. Take a fresh look at your website and social media pages. Update your profile picture so it’s current, and make sure you are posting regularly. Make sure your website is up to date and that all the links work. Is your logo and online persona still relevant to what you do? If not, think about a re-brand. Make sure you have plenty of business cards and that they have all your up to date information on them. Distribute them to places where your target market may be….and think about getting flyers done to advertise your business…remember, that although we live in a technological world, not everyone is online, so there is still a need for hard copy advertising.

id-10040854Network with others. Find local groups or networking events, where you can meet like-minded people and exchange business cards and details. If you have a product and there’s a local trade fayre, go along and give out flyers and talk to as many people as you can. Don’t forget to also network online too – places like Google + and Facebook groups are great for this.

Get yourself interviewed. Approach a local newspaper or radio station and try and get yourself interviewed about your business. You can take the tack of putting yourself forward as an expert in your particular field.

Are you selling online? If you sell a product at markets and trade fayres, do you also have an online presence…and I don’t mean just a website. You could think about setting up an online shop – this can be very lucrative if it is marketing correctly.

Interview someone in your niche. Arrange to interview an influential person in your niche…someone who is an expert or leading authority on the kind of thing you do. You could interview them as a podcast or use it for a blog post. Either way, once published, that person will tell his/her contacts about the interview and point people to it…and you will get more traffic, which could lead to sales.

Offer a free trial of your product. Everyone loves a freebie and giving something away is a great way to get new customers. Make the free trial available for a limited time only, so instilling the idea that if they want a bargain, they need to do it ‘now’. Once they have the free trial, ask them for feedback so you can make improvements if necessary. If they love your product, they will look at your other products…you can also point them in the direction of another product, “If you liked XXXX, you should try XXXX – I’m sure you’ll love it!”

id-100282052Think about setting up a workshop. Although not exactly a quick win, is there somewhere local where you can share your knowledge through a workshop? People still enjoy learning face to face and this can bring you great new contacts. If you prefer to teach online, you could set up a webinar.

When you have gained new customers, which strategies have you employed? And what did you find was the most successful? It would be great to hear from you.

Images courtesy of Stuart Miles and Ambro at FreeDigitalPhotos.net

Make your profile fabulous on LinkedIn

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Do you have a LinkedIn account?

Do you use it for business?

Whether you use LinkedIn for business or for personal use, you need to have a first-rate profile to entice people into your world. LinkedIn is a professional networking site, so share your knowledge, your experience, be approachable and don’t post anything that you wouldn’t want a potential employer to see.

Before we look at how to make your profile fabulous, let’s look at what LinkedIn is NOT!

  • It’s not a CV – which tend to focus on career history and is factual. id-100264423
  • Although sometimes described as such, LinkedIn is not a social media platform. It’s a professional networking site, helping you to build your brand in a professional manner
  • Don’t put posts about your cat, what you had for dinner last night, quotes…you get the picture!

OK, now that’s out of the way, what will make your profile stand out and convey the business professional that you are… 

id-100476508Photo – First of all, make sure you upload a good photo of yourself – preferably a professional one. Don’t just go with the grey Avatar.

Smile…this will be the first time many people get to see you.

Headline – Your profile has your name, then a space to write something else. It automatically defaults to your job title and the company you currently work for, but you can edit this… and make it more personal. For example, mine says ‘Singing Freelance Writer’. It’s different and hopefully will make people want to read more.

Contact Info – Make sure people know how to get in touch…give your email address, website address, Twitter account… and if it’s already in the public domain, your phone number and business address.

Experience – with LinkedIn, you can really expand on what you do – make this count. Include things like a success story, a case study, how you can help people and why. Show your potential customers how your services make you stand out from the crowd or why your products are so good – what problem do they solve.

Summary – don’t forget the summary. This is where you can really pitch about who you are, what you’re about, what makes you tick. And don’t forget to add a Call to Action at the end.

id-100354053Network – join groups that are in your niche and make comments and join discussion threads. This is a great way to get to know people – answer questions as these groups are a great source of information. Someone always knows the answer to your problem and may even have experienced something similar that they can share.

Posts – If you’re a blogger or if you have an article you’ve written that will be of interest to other people on LinkedIn, you can share these posts on your profile page too. There is also space to add documents, portfolio items, photos … everything that can help your profile stand out, so take advantage of all you can.

Endorsements and recommendations – give endorsements and recommendations to those you know on LinkedIn. This will most likely result in you getting the same in return. If your customers are on LinkedIn, ask them to recommend your products or services.

id-100287020As well as all of the above, there is also space for

  • Volunteer experiences and causes, so if you have volunteered for charity, make sure this is completed.
  • There’s also space to write about your standard of education and any certificates or qualifications you might have.
  • Do you belong to any organisations? Add those too!

Finally, there are also boxes for you to complete detailing any Honours or Awards you have, any languages you speak, projects, publications, patents, and any interests you might have. It’s worth trying to add as much information as you can about everything you do or have done, especially if you’re looking for work.

Good luck  – let me know how you get on with re-vamping your profile…and if you have any other fabulous ideas, please let me know!

 

Images courtesy of 1)Stuart Miles 2)tiniroma 3)Stuart Miles 4)David Castillo Domenici at FreeDigitalPhotos.net 

 

 

How to promote your small business online

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In this day and age, where technology is easier than ever to access and where most of the population use Facebook, Twitter, Pinterest, Snapchat, Google+ or one of the many other social media platforms, you can’t afford not to have your business online. If you have a small business, it’s also worth considering setting up a website. These are the two online vehicles I’ll be talking about in this blog.

Why have a website?

id-100249653Having an online presence not only puts your business in front of a huge, global audience, it can help you get more sales and enable you to become more ‘real’ to your customers. The internet never takes a nap, gets distracted or falls asleep, so once you have your online presence, your business has the potential to be working for you 24/7. Customers can see your products and services in their own time, whenever they feel like it, so whether they work 9-5 and go online in the evening or whether they are night-shift workers and search for what they want during their break (at three in the morning), they can find you. More importantly, if you sell products and have an online store, a customer can order from you as soon as they feel the urge…they don’t have to wait for a shop to open at 9am, by which time they might have changed their mind. And they don’t have to travel to get what they want – whether you live in their neighbourhood or whether you lives hundreds of miles away, they can still buy from you.

A website gives potential customers the chance to check you out. What do you sell? What services do you offer? What is your business all about? What are you like? Your website builds your brand – online reviews from satisfied customers conveys the message that you are trustworthy; that your products or services are good; fills them with confidence in choosing you above your competitors. Your website can do all this…without you having to be there!

If you haven’t got a website yet, but would like to, click here for a very helpful site, which takes you through the process, step by step.

Social Media

id-100255669Using Social Media is the most common way to let people know your business exists and to build your brand. Social Media networks have millions of customers passing through them every single day – some of them will be your new customers. If you run a social media campaign for your business, or publish useful and high quality content on a regular basis, you can slowly, but surely build your online reputation. I don’t mean constantly bombarding people with images of your products with the hard sell, but taking the time to tell your audience what your product or service can do for them. Solve a problem, answer a question, show them that your products or services are worth buying or using and why.

However, Social Media is not a quick fix for your business – it’s an easy way to promote what you do, but it takes time and effort on your part to make it work and to build up your businesses reputation. Also, once you are on a particular social media platform, you need to monitor it to make sure you answer any questions or queries someone may have posted and to deal with any potential complaints or negativity.

Top 10 sites   

id-100282617Once you have decided to go the social media route, you just need to decide which one or two to go for. There are loads to choose from, but here are the top 15 sites, compiled in September 2016 by eBizMBA Rank – a US company. http://www.ebizmba.com/articles/social-networking-websites

  • Facebook
  • You Tube
  • Twitter
  • LinkedIn
  • Pinterest
  • Google+
  • Tumblr
  • Instagram
  • Reddit
  • VK
  • Flickr
  • Vine
  • Meet-up
  • FM
  • Classmates

You don’t need to use them all – it’s better to pick a couple and be brilliant at knowing how that one works for you, than to be on several that you know little about.

Email Marketing 

Email marketing, simply put, is the method companies use to send a message to a group of people using email. Sometimes it is used to send out adverts or maybe to inform id-100426841customers about a new product. However it is effective for small businesses to use this method to send out a monthly or quarterly newsletter. This can be written in a friendly, chatty way and is a great way to stay connected to your customers. You just need to collect email addresses of new and existing customers and, most importantly, ask them if they would like to receive your newsletter. You MUST have their permission to do this, so good to have a form they can complete online on your website to ask to subscribe. You can then use it to let them know about any special offers or discounts, inform them about new products and generally tell them a bit about your business and how it works. It’s a great way to stay in touch with customers and build customer loyalty.

These are just three ways to promote your business online. Which method do you find the most effective for your business? Please comment in the box below.

Images courtesy of Stuart Miles at FreeDigitalPhotos.net   

Marketing your small business with little or no money

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When you run a business, be it a large corporation or a small home-based business, we all know that at some point we have to dig into our pockets and spend some of our hard earned cash on marketing. But if you’re feeling the pinch, or are just starting out, here are a few tips on how to market your small business with little or no money.

ID-100110228Social Media – Facebook, Twitter, Pinterest, LinkedIn, Google + are all social media sites that can help you market your business for free. Set up an account and get going. Not only can you share details of your products and services, but you can also personalise to show your human self…what you like, what your interests are. Share articles of interest and inspirational quotes, pictures…anything that you think people will like to see.

Email – in order to use email, which is free, you need to collect email addresses of current and potential customers. How do you get email addresses? Give away something for free – people love free stuff. It doesn’t have to be a physical thing; you could give away free information. For example if you are a crafter, you could give away a free information sheet on how to crochet, sew a simple item. The only proviso is that people sign up for your monthly/quarterly newsletter – then send them your newsletter, which is packed full of information about your business, special offers and details of your products or services.

Ask existing customers to refer you to friends and family – offer an incentive for them to do this. For example, you could say that for every five customers that they refer who buy something from you, they will receive a 10% discount.

True stories – Use a real example of a problem you’ve solved for a customer, with a quote from them about how great you are! Turn this into a blog post, an article on your website or add it to your newsletter.

ID-100349134Survey your customers – Send your existing customers a survey. Ask them about the products or services they have bought from you. Ask them what they like best about your products/services and use the information you gain to improve your offering or to promote your business. At the end of the survey, ask if it is ok for you to publish any of their comments….if they say ‘yes’ you have more recommendations and possible stories. And report your survey results in a blog or an article.

Write a blog – Keep in the forefront of your customers and potential customers’ minds by writing a regular blog. There are lots of free hosting sites out there – it just takes your time to get it up and running and to blog on a regular basis.

Have a website – It’s always good to have a website, where people can easily find you and see all your products and services in one place. Make sure it is easy to navigate and engaging.

Free directories –As well as all the directories that you can pay to be in, there are loads of free directories out there. Get your business listed in all the free ones you can find.

Attend networking events – Sometimes these events are free and sometimes you have to pay a small fee to join in. Attending these events is important as you’ll meet other people with small businesses. The purpose is usually to share information and experiences. If there are none near you, how about setting up one in a local community centre or pub?

ID-10035801Enter a business award competition – There’s nothing better than being able to say that you’ve won an award in a specific competition. Even if you don’t win, but are shortlisted in the top ten, it’s still something to shout about. If you do happen to win, you can advertise the fact on your social media pages, on your website, in your newsletter etc. You could also put it in your signature.

These are just some of the ways you can market your business. If you have other free or very cheap ideas on how to market a small business, please feel free to share…

Images courtesy of 1) Master isolated images 2) fantasista 3) nuttakit at FreeDigitalPhotos.net 

How to make your business stand out in the crowd

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Starting a business, any business, is a fairly easy process. Anyone can get business cards printed and hand them out, but how do you stay in business? People have so many choices these days. There are so many different places to spend their hard earned cash. How can you make them pick your products/services? How can you make your business stand out from the rest?

Know your competitors

In order to stand out from the rest you need to know what the rest are doing; what they stand for; what they offer; how they are different to you.

ID-10058182Think about some of the big brand names in the marketplace, such as Virgin or MacDonald’s. How do they make sure they stand out from their competitors? What do they do differently?

Now, think about what makes you buy a particular brand over others. Try this small exercise….pick three brands that you buy regularly (could be a toothpaste, a skin care product, cleaning product, item of make-up). Why do you buy that particular brand over others? Is it simply because they’re cheaper? Is it because the latest advertising for that product encouraged you to try it? Or is it a brand you’ve always bought as you really like it? If this is the case, what makes you really like that brand?

Stand out from the rest

Once you know what your competitors are doing and why they stand out; once you’ve looked at some of the big brand names and what makes them different; and once you’ve looked at what you buy and why, you can look at your own products or services and see how you can make your brand proposition more appealing.  If you have a particular target ID-10036600market, such as women over 40 for example, think about how you are going to get your products/services in front of that specific group. Where do this group go? What do they do? Could you advertise where you’ll know they’ll be….leave business cards and flyers?

What about your online presence? Do you have a good looking website, Facebook page or online shop? Is your brand attractive? Would it encourage someone to try your products? What would encourage you to buy your products or services? #

Seven areas to focus on

As I see it, there are seven main areas to focus on to make your business stand out from the crowd.

  1. Know what your customers want, and wherever possible, give it to them
  2. I’ve talked about this before in previous articles, but make your customers feel valued, care about them and give them a good experience every time they contact you – excellent customer service is a must in every business.
  3. ID-100370861Do something to entice people – a free first consultation, a free gift or trial – everyone likes a something for free!
  4. Set yourself up as an expert in your field – solve your customers’ problems
  5. Advertise – give out business cards, flyers or brochures. Advertise in free directories and pay for the odd ad in your local paper
  6. Be interesting and informative on your social media sites….NEVER be offensive. It can take years to build a good, loyal customer base and one wrong comment to tear it all down.
  7. Ask your existing customers for feedback…and use it to promote your business. Use the positive feedback on your website, your Facebook page – anywhere potential customers may be looking. And if you do get negative feedback…address it IMMEDIATELY!

ID-100209829At the end of the day, people have money to spend and just want to spend it. Generally, they don’t care how long you’ve been in business. They care about how your product or service is going to help them – it’s up to you to show them that you mean business! That YOU are the company to choose.

 

Images courtesy of 1) Mr GC 2) Master isolated images 3) Stuart Miles 4) stockimages at FreeDigitalPhotos.net