The Small Business Marketing Blog

Marketing Mistake #10Sending Your Brochure/Catalogue Without A Sales Letter This is one of the ‘dreaded sins’.You must NEVER send your brochure or catalogue out without enclosing a sales letter.If the reason you send your brochure to a prospect is to secure a meeting, then your sales letter must ‘sell’ the meeting, and explain why the

Marketing Mistake #9Not Giving Reasons Why Just saying your product or service is this or that much better than your competitors’, isn’t going to be enough to convince your prospects.You must always give reasons why.For example, let’s take a cliché that many people use – “our service is the best”.On its own, this phrase is

Marketing Mistake #8Not Charging The Perfect Price For Your Product Or Service Based on my experience, I can say quite confidently that you’re likely not charging the right price for your product or service.Pricing is the quickest and easiest way to grow your business with significantly increased profits.Here’s how most people go about pricing their

Marketing Mistake #7Not Converting The Features Of Your Product or Service Into Compelling Benefits You’ve probably heard this a thousand times…Everyone knows they should talk about benefits and not features yet nearly everyone persists with selling features.Remember, people don’t buy what your product or service does (features), they buy the result – or the benefits

Marketing Mistake #6Not Keeping In Touch With Customers & ProspectsRegularly Enough Let me ask you a question…How often do you keep in touch with your clients, customers or patients and prospects? If your answer is less than once every month, then you’re missing out on an untapped goldmine.You must keep in touch with your clients,

Marketing Mistake #5Not Using a Guarantee I guarantee that…If you put in place a powerful guarantee today, you’ll be staggered by the success it achieves for you in the coming days, weeks, months and years.As you know, the benefit of your product or service is gained only after the sale is made.Sometimes this can be

Marketing Mistake #4Failing To Use Testimonials Let’s be honest – selling isn’t easy.Unless you convince your prospect your product or service will give them the result they’re seeking, you won’t get the sale.And what you say is often taken with a ‘pinch of salt’.After all, we’re all sceptics these days.So how can you almost instantly

Marketing Mistake #3Using Big Brand Marketing for a Small Business I would say 99% of business owners use this technique.Big brand, or Institutional marketing and advertising, is marketing and advertising that doesn’t ask for a direct and instant response.For example, it is characterised by ads that have the company name as the headline at the