WOMEN MEAN BUSINESS - Blog

Marketing 101 - Tip # 9 Have a Clear Message

 You need to be able to clearly state what you do in one or two sentences. This is what's often called the "elevator speech" as it's supposed to be what you can say in the time it takes to go up a few floors in a lift. Unfortunately, crafting this message seems to "floor" a lot of small business owners!

The answer is to get really clear on what you do. And I mean really clear! If necessary, practice your words till the phrases are fixed firmly in your memory. Don't be caught off guard and end up waffling about what you do!

You can have a few variations depending on who you're talking to and depending on what product or programme you want to emphasise. Remember tip #8 - Ask Questions first!

 You need to be able to clearly state what you do in one or two sentences. This is what's often called the "elevator speech" as it's supposed to be what you can say in the time it takes to go up a few floors in a lift. Unfortunately, crafting this message seems to "floor" a lot of small business owners!

The answer is to get really clear on what you do. And I mean really clear! If necessary, practice your words till the phrases are fixed firmly in your memory. Don't be caught off guard and end up waffling about what you do!

You can have a few variations depending on who you're talking to and depending on what product or programme you want to emphasise. Remember tip #8 - Ask Questions first!

Marketing 101 - Tip # 8 Ask Questions First

It always pays to ask questions first - whether you're networking or you have a prospect on the phone.

Ask pertinent questions and really listen to the answers. So few people feel truly  heard these days. The temptation may be to jump in with ideas and solutions, but be patient until you have a clear picture of what your prospect  needs. By asking follow up questions and not making assumptions it won't even feel like "selling."

Think about the last time you were networking. Did most people jump into their pitch when they met you, or did anyone take the time to find out more about you and your requirements. Treat prospects the way you'd like to be treated! You'll be remembered for the right reasons

Marketing 101 - Tip # 7 Have a Networking Plan

Networking is the life blood of many small business marketing plans. In fact - in some small businesses it's the only marketing they do. Don't get me wrong - I love networking and it's one of the ways I built  my own business in the early days.

Make networking part of your marketing plan, but not the whole effort you put in! When you've picked your niche, check out which groups are available  locally  for your target clients. It's better to attend a small number of networking groups regularly than to go to lots of different ones only now and again.

When you're at events ask questions first so you can find out what the person you're talking to really needs. Be a good listener and don't talk about you and your business unless it's specifically focused on the person you're talking to.

I'll talk more about networking  in future posts.

Are you on Facebook yet?

I'm a huge Facebook fan and have had a personal account for nearly a year. It's a great way to keep in touch and to re-connect with people. But you can also use Facebook for your business. For a few months I've been telling myself it was time to start a Facebook page for Women Mean Business. However, unlike a personal Facebook account, it wasn't the easiest thing to get to grips with so I put it on the back burner.

On Saturday, however I decided that I was not going to bed until I had mastered creating my Facebook fan page. And at 11.30pm (before the clocks changed!) it went live. So it took me about 5 hours altogether, most of which was trying to figure out one particular application. Sometimes you have to try things that don't work so you can figure out what does. In the end I found a staggeringly simple solution that wasn't in any of the "how to do facebook" websites and chat rooms I tried. Perseverance does pay off!

Setting up a personal account in your own name is quick and easy though, and if Facebook was a country it would have around the fifth largest population in the world. That's a lot of people! It's free to join and you can stream your blog posts and Twitter posts automatically. I highly recommend adding it to your marketing mix. Why not open an account this week and start finding your way around? And do connect with me at Shona Partridge and the Women Mean Business fan page.

This blog post is being streamed through to my new Facebook fanpage blog -  so if you're reading it there rather than on my main blog - welcome! You're obviously on Facebook already and know its value!.

Marketing 101 - Tip # 10 Don't "label" yourself

Most small business owners, when asked what they do, will respond with: "I'm a Life Coach" or "I'm an Accountant." The trouble with this kind of response is that you have immediately pigeon- holed yourself! Instead of being judged on what you can do for people, you've labeled yourself and this can set off a stream of snap judgements in the other person!

There's a really simple and effective way to avoid this. When you meet someone for the first time, talk about what you do and how you help people instead of using your "title."  For instance I usually say something like: "I teach self employed women and small business owners how to do their own marketing and PR so they can get more clients."  In one sentence you can identify your key area of expertise and the target market. See what you can come up with for your own business using this formula.

I'd love to hear how you get on with this strategy.

Make the most of networking

 

Try some of the following tips to make the most of your networking.

• Ask questions and really listen to the responses.
• Concentrating on someone else also helps to minimise nerves.
• Consider how you can be helpful to other networkers. Even if it doesn't lead to direct business, you will feel good and the other person will have a very positive opinion of you which they are likely to pass on to others.
• Give your full attention to those you are currently talking to, but don't be afraid to move on politely. After all, you are all there to network.
• Plan and rehearse some useful phrases for moving on while still leaving a good impression.
• As they say in marketing: "under promise and over deliver." It's nice to be helpful, but before you offer, be absolutely certain you will be able to follow through on your promise.
• If you are nervous about networking, arrive early. It seems less intimidating if people have not already formed into groups.
• Keep accurate records on the contacts you make. It's a good idea to make a quick note on their business card and follow up with more detail later.
• Not all networking events are going to turn out exactly as you'd like. Aim to be relaxed about this. Every new event is another opportunity for positive results.
• Remember to smile, make eye contact and be approachable!
• Remember, successful networking is about being visible. Attend a group several times before you dismiss it as ineffective. However, don't keep flogging a dead horse.
• Consider starting your own networking group.
• Don't forget about your family and social networks. Remember the six degrees of separation theory – you're never more than six people away from whoever it is you want to meet.

(c) Shona Partridge Women Mean Business

 

Try some of the following tips to make the most of your networking.

• Ask questions and really listen to the responses.
• Concentrating on someone else also helps to minimise nerves.
• Consider how you can be helpful to other networkers. Even if it doesn't lead to direct business, you will feel good and the other person will have a very positive opinion of you which they are likely to pass on to others.
• Give your full attention to those you are currently talking to, but don't be afraid to move on politely. After all, you are all there to network.
• Plan and rehearse some useful phrases for moving on while still leaving a good impression.
• As they say in marketing: "under promise and over deliver." It's nice to be helpful, but before you offer, be absolutely certain you will be able to follow through on your promise.
• If you are nervous about networking, arrive early. It seems less intimidating if people have not already formed into groups.
• Keep accurate records on the contacts you make. It's a good idea to make a quick note on their business card and follow up with more detail later.
• Not all networking events are going to turn out exactly as you'd like. Aim to be relaxed about this. Every new event is another opportunity for positive results.
• Remember to smile, make eye contact and be approachable!
• Remember, successful networking is about being visible. Attend a group several times before you dismiss it as ineffective. However, don't keep flogging a dead horse.
• Consider starting your own networking group.
• Don't forget about your family and social networks. Remember the six degrees of separation theory – you're never more than six people away from whoever it is you want to meet.

(c) Shona Partridge Women Mean Business

Marketing 101 - Tip # 9 Have a clear message

 You need to be able to clearly state what you do in one or two sentences. This is what's often called the "elevator speech" as it's supposed to be what you can say in the time it takes to go up a few floors in a lift. Unfortunately, crafting this message seems to "floor" a lot of small business owners!

The answer is to get really clear on what you do. And I mean really clear! If necessary, practice your words till the phrases are fixed firmly in your memory. Don't be caught off guard and end up waffling about what you do!

You can have a few variations depending on who you're talking to and depending on what product or programme you want to emphasise. Remember tip #8 - Ask Questions first!

Marketing 101 - Tip # 8 Ask questions first

It always pays to ask questions first - whether you're networking or you have a prospect on the phone.

Ask pertinent questions and really listen to the answers. So few people feel truly  heard these days. The temptation may be to jump in with ideas and solutions, but be patient until you have a clear picture of what your prospect  needs. By asking follow up questions and not making assumptions it won't even feel like "selling."

Think about the last time you were networking. Did most people jump into their pitch when they met you, or did anyone take the time to find out more about you and your requirements. Treat prospects the way you'd like to be treated! You'll be remembered for the right reasons.

Marketing 101 - Tip # 7 Have a networking plan

Networking is the life blood of many small business marketing plans. In fact - in some small businesses it's the only marketing they do. Don't get me wrong - I love networking and it's one of the ways I built  my own business in the early days.

Make networking part of your marketing plan, but not the whole effort you put in! When you've picked your niche, check out which groups are available  locally  for your target clients. It's better to attend a small number of networking groups regularly than to go to lots of different ones only now and again.

When you're at events ask questions first so you can find out what the person you're talking to really needs. Be a good listener and don't talk about you and your business unless it's specifically focused on the person you're talking to.

I'll talk more about networking  in future posts.

MAKE FRIENDS ON FACEBOOK -But say hello first!

I'm a recent convert to FaceBook and I love it. I'm growing my list slowly but surely.I've decided I need a "friending" policy. Every single contact I have asked to add so far has received a one -off personal message from me. I have been approached by people I don't know and have no idea who they are. There's no message so I don't add them. I feel adding people without saying hello is kind of like ringing the door bell and running away! 

I'd love it if you joined me on Facebook but please say hello first!