If you have been looking for simple, proven and tested step-by-step methods for generating more leads for your small business, then this article may just have the answer how to avoid the biggest lead generation mistakes made by small businesses.
Let’s think about the advertising you have seen over the past week.
How many of those actual ads can you name? Researchers estimate that over the past seven days, you have been exposed to as many as 117,000 ads based on national averages. So out of 117,000 ads, how many can you name, and of the few ads that you do remember how many of their products or services have you bought?
This article will divulge the three biggest lead generation mistakes small business owners make, and show you how you can easily and systematically overcome each one of them.
Mistake #1. Small business owners fail to get professional help. Seems eerily strange when today each and every professional athlete has at least one coach to provide guidance in everything from their professional game to financial investments. But do small business owners really need professional help?
Here’s what a true marketing professional will know, and help you implement into your marketing. It’s known as the “marketing equation.” This marketing equation will let you quit competing on price, and let you start selling your product or service for what it’s really worth. First, you must understand what marketing is supposed to do. Its purpose is actually three fold: (1) Capture the attention of your target market; (2) It must train and teach them how to recognize the true value of your product or service and conclude that you, and you alone, offer the best value versus your competition; (3) It must lower the risk of taking the next step in the buying process, and if necessary, continue to educate the prospect regarding the value you offer.
Marketing that accomplishes these three objectives will result in your prospects and customers coming to one single conclusion, that they would have to be an absolute fool to do business with anyone else but you, regardless of price.
Mistake #2. Most small business owners use a tactical marketing approach instead of a strategic approach. This distinction between strategic and tactical marketing is huge, and one you need to be acutely aware of anytime the discussion involves generating more leads.
Many companies mistakenly assume that when you talk about lead generation, you’re automatically talking about tactical lead generation… placing ads, sending out mailers, joining a networking group, attending tradeshows, and so on. They fail to realize that the strategic side of the coin, what you say in your marketing and how you say it, is almost always more important than the marketing medium where you say it.
When lead generation results are less than optimal, small business owners tend to almost always blame the marketing medium … like the newspaper the ad ran in or the postcards they sent out. They blame the tactical part of the plan… without any regard for how good or how bad the strategic messaging in that marketing piece was. People often say things like, “we tried radio and it doesn’t work for our kind of business,” or “we sent out 50,000 pieces of direct mail and only generated 3 orders. It just doesn’t work.”
Mistake #3. Small business marketing must ‘educate’. Once you have interrupted and engaged your prospect, you have to give information that allows them to logically understand how and why the purchasing of this product or service will solve the problem the are facing. This is accomplished by giving detailed, quantifiable, specific and revealing information. In sum, ‘educate’ is the logic they need to justify picking up the phone and calling you, or selecting purchase online.
Small businesses should use the information in this article to assist them in
seeking out professional help for their business from the proven lead generation experts at Recamp https://www.recamp.com.
By using the Recamp technique property and casualty agents have consistently reported increased telephone and Internet inquiries, positioning of their business as the dominant force in their market, and the creation of a marketing foundation that will enable every small business to generate immediate cash flow. Start a lead generation technique today that works — contact Recamp https://www.recamp.com.
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