Creating Buzz For Your Business

Creating Buzz For Your Business

When starting a business, it is important to focus on the providing a quality product, and consider how best to deliver it to your customers. However, none of that will matter if no one knows about your product. You must get people talking about your business, sharing information about it on the internet, and recommending it to others. This creates a buzz that will bring customers to your door.

Highlight personal success stories as well as hardships. When discussing your business with others, it pays to set yourself apart from others by sharing how you got to where you are. What led you to the decision to run your business? What obstacles have you faced and overcome along the way? How have you achieved your goals thus far? What makes you passionate about this business? Answering these types of questions will show others that because your business is a personal victory, that you are dedicated to providing customers with nothing but positive shopping experiences.
Reach out to those who have inspired you. There are no doubt a number of people who have influenced your decision to start a business. These might be former teachers/professors, family members, friends, fellow business owners, etc. Don’t be afraid to contact them to share your accomplishments, thanking them for being positively influential in your life, and offering them V.I.P. customer status for inspiring you to achieve your dreams. You never know where it might lead. For example, a former dancer has started her own studio and reaches out to her childhood dance instructor to tell her the good news. Not only does the instructor offer her valuable professional advice, but she offers her services as a master class guest teacher to bring in new clientele. Those who have taught you well can likely continue passing on their wisdom and experiences.
Blog about your business. Blogging not only allows you to share information about your business, but it affords you the opportunity to interact with current and potential customers. Regularly participate in the conversation that occurs in your blog’s comments section, and do the same for others’ blogs. Tip: Add video. A humorous and unique video either on your blog or business’s website can create immediate buzz by drawing the attention of a larger population. If you really execute this well, your video has the potential to go viral; the exposure provided by a viral video can be a turning point for a startup business from which it grows to the next level.
Make a major announcement. Sometimes, business owners are successful at creating an initial buzz, but sustaining that attention is difficult. One way to keep your business at the forefront of the people’s interest is to make a major announcement, like a new product, contest or promotion, equipment upgrade, improved facilities, or competitive price cut. Create anticipation of your announcement by referring to it in marketing materials with an emphasis on the upcoming date. When you do make such an announcement, it should be done in such a way that no one is likely to miss it. For example, a local bakery announces that it will be creating an audition reel for a major reality competition show for chefs and wants to include its customers on the tape. The bakery’s owner sends out electronic and paper mailings as well as posts a large banner on its storefront offering a free cupcake to any customer who shows up to appear in the audition reel. The bakery becomes a full house on the day of shooting, and aside from drawing in so many customers, the owner walks away with plenty of quality footage to submit to the network.

Creating buzz for your business is an effective technique to attract new customers and maintain current ones. How do you create buzz? Please share your ideas below!

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Creating Useful Content Marketing

Creating Useful Content Marketing

Building an audience that is interested in your business and all it has to offer is the main objective of content marketing. Today’s technology makes it easier than ever before to distribute such relevant content to your target market. By taking advantage of these resources, you can create and share useful content to acquire an interested following, and watch your business grow.

Provide solutions to problems. Consider problems that your target market encounters that your products/services can solve. Share these solutions online.
Re-package your present content. Just because you want to broaden your audience base doesn’t mean you have to reinvent the wheel. You most likely already have content that is worth sharing, so consider re-packaging it into a different medium, such as an e-book. With the presence of smartphones and e-readers, e-books are very appealing to the general public. The same goes for podcasts. The great thing about podcasts is that they are free; another bonus is their accessibility from a variety of devices. A little market research and an inventory of the types of technology you are interested in will help you choose the best format for your content.
Update current content. Thinking more about your current content, it is definitely worth periodic review. Some of it may only need to be tweaked, but you might find that an update or re-write is in order. For example, when reviewing your blog archives, you come across a post about interacting with customers during a product demonstration. If this post was written prior to 2007-2008, it would be a good idea to update it to include new ideas about interacting through smartphone apps. You should also review your content for new information backed by current scientific research, recent user reviews, innovative product concepts, etc. If it is relevant to your business, it’s probably relevant to your audience as well.
Change your medium. Sometimes it isn’t necessary to alter your content, just the way it is presented. For example, if your blog hits have been steadily on the rise for three years, but have experienced a plateau in recent months, experiment with changing the format. Posts made up solely of text might benefit from an occasional video, for example. Try out different media to decide which ones work best for your needs and attract your audience.

Successful content marketing contains quality in both the message and its delivery. Be sure that what you are creating is valuable to your audience and easily shareable.

How do you create and share useful content? Please add a comment below!

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Reaching the Baby Boomer Market

When you pick up your smartphone, how long does it take you to unlock it and bring up your social media feed? Can you do it without looking at it? For most people, the answer is yes. Chances are, you either grew up with modern technology or have been using it for long enough that it is second nature to you. However, if your target market includes the baby boomers (people born in the years following the end of World War II), things like technology aren’t as easily mastered. Consider the following suggestions to make your customer relationships with baby boomers more effective.

Make sure your message is simple and clear. There could be a number of reasons why a senior citizen needs your message to be this way. As we age, it is more and more difficult to tune out background noise when having a conversation. Also, the brain may take longer to process information than it did in our youth. For reasons such as these, be sure to stick to the main point of your message and convey it clearly. Speak at a normal pace with good diction, compose written documents like emails with proper spelling and grammar (you should be doing this anyway!), and avoid using business jargon when choosing your words. Remember seniors are not less intelligent than others; they just may have different needs from you as their salesperson.
Be organized. This applies to all aspects of your customer interactions including emails, phone calls, and your general sales process. For example, when talking on the phone with a customer, make sure you have organized your agenda for the call ahead of time. There is nothing more chaotic and confusing than being on the other end of a conversation with someone who jumps from one topic to another with no rhyme or reason. It might help to either use a script to refer to or rehearse you end of the call before you pick up that phone. Other organization must-do’s include streamlining your sales process, making returns/exchanges easy, and simplifying paperwork by highlighting or flagging the sections that a customer needs to complete.
Be more personable. Much of our interaction with others comes in some electronic form: a text message, Facebook post, tweet, or email. As convenient as these methods of communicating are, they come with a disadvantage. We don’t have as many chances to talk with each other the old-fashioned way. It is a good idea to brush up on your people skills, especially when working with older clients who likely feel most comfortable dealing with someone in person. Make sure you have good eye contact, use appropriate body language (don’t cross your arms since it’s a non-verbal way of closing someone off), smile, and show that you are listening by responding to the other person when necessary. Making others comfortable and being able to provide pleasant customer experiences are extremely valuable skills to any potential customer, especially one who is a senior citizen.

As a direct seller you need to understand and connect with your target market. The “greatest generation” has much to offer in knowledge and wisdom; make sure you return the favor by giving its members an overall customer experience that is second to none.

So, how do you reach the Boomer market? Share your answers with us in the comments below. What other suggestions or comments would you like to share?

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Creating Great Ideas For Your Business

Have you ever felt unable to come up with a new idea? It can be frustrating when you feel that everything has already been done before. Creating great ideas doesn’t have to feel this way, and it can be done by tapping to your own experiences and previous ideas. Read on for some ways to get started.

Break down your niche market even further and fill in those needs. Niche marketing is an effective way to stand out from your competitors. With some research and preparation, you can find a smaller segment of your market to focus on and provide solutions to those customers’ needs. For example, one direct seller of travel packages decided to create a niche out of her love of homeschooling by tapping into her family’s experiences combining travel and learning. This is a great niche since there are many families throughout the country who home-school their children, but at the same time, it is a very specific market and need that is being fulfilled. Start with what you know, do some research online and in person (customer surveys, interviews), and segment your target market.
Improve upon old ideas. Perhaps there is something you have tried in the past that didn’t work as well as you had hoped. Instead of scrapping the idea altogether, go back and evaluate exactly how or why it went wrong. Maybe you tested out a new activity at your home party designed to spark interest in your opportunity, but it fell flat. Consider your audience, your presentation, the level of difficulty, the fun factor, etc. How could you make it better? By improving upon old ideas, you may be able to come up with something completely new and much more effective.
Combine ideas. Sometimes our ideas don’t work well on their own, but combined with each other, can help some aspect of the business tremendously. Many direct sales companies ship all the products ordered at a home show directly to the hostess. From a guest’s perspective, it all becomes a waiting game about when the hostess gets around to contacting you that your order is in, or when she is available for the guest to pick it up or drop it off to her. In a lot of instances, the process of getting the product to the guest can be complicated and time-consuming. One consultant had an idea for the hostess to send a text message to her guests when the order arrives in the hopes that it would speed up the process. However, this idea relied too heavily on the hostess actually sending the text. Instead, the consultant combined this idea with another idea for a contest; she contacts the hostess around the time of the expected shipment to make sure it arrived, and then the consultant sends out a text to the guests that the first one to get her order receives 10% off the next purchase. Get creative by recycling and combining past ideas.
Collaborate with others. There is a multitude of ways to collaborate with others for a mutually beneficial outcome. Consider direct sellers from other companies as well as local businesses related to yours for a starting point. For example, a local weight loss center opened their doors to an independent makeup consultant to set up her table in their lobby once a week. Every time someone came in for a weigh-in appointment, the consultant had an opportunity to demonstrate some products and offer a “total makeover” to celebrate the customer’s weight loss. This helped the consultant reach a new and more populated customer base, and it helped the weight-loss center stand out from its competitor down the street by offering an extra service. Use your networking skills to join forces with others and brainstorm ideas that will benefit both parties involved.

How have you generated some great ideas? Please share with us in the comments section below!

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Why Price Doesn’t Matter

Whether you’re making a big purchase like a new car or a small one like a jar of baby food, there is a variety of factors to consider besides how much something costs. Like virtually all direct sellers, you really cannot control the price of your products, but successful salespeople know how to think like a customer. In doing so, you can showcase those other factors that most likely outweigh price.

The product is a solution to a problem. You’ve probably heard before that you should be educating your customer about the benefits of your product and how it can solve a problem. For example, a businessman who travels frequently wants to improve his diet, but finds it very difficult to do so on the go. Your company’s individually-sized protein powder packets can easily be mixed into a bottle of water and supplemented with whatever else he happens to be eating at the airport or in the hotel. This convenience may come with a higher price tag, but in this case, the benefits far outweigh the cost.
Present a good value. Customers are always in search of a good value. As a representative of this product, it’s up to you to know what the product’s overall value is and how to share that information with your customers. In the example above, the product offers convenience and nutrition, two things that contribute to its value. Find out what the customer is looking for, since value can be perceived differently by everyone. Aside from the protein powder’s nutrition and convenience, it also mixes well and pours easily out of the packet to eliminate messes; most people would rather pay a bit more for a product that suits their needs in so many ways. Everyone wants to get the most value out of a hard-earned dollar.
Know why you have a competitive edge. Knowing what your consumer wants and needs is important, but it’s also important to know what your competitors are offering. It’s not uncommon for a customer to say, “But the XYZ company has this same kind of thing for a lower price.” Such a statement can make or break the sale, depending on how prepared you are to respond. Your customer may not realize that the competitor offers an inferior guarantee or that its product is made from lower quality materials. Educate yourself about not only your product line, but also how your company competes with similar products and prices.
Offer peace of mind. Because there is some degree of risk involved in making any kind of purchase, you want to be the one to minimize that risk and offer peace of mind to your customer that he or she is making the right decision to buy from you. Of course you want to emphasize any guarantee policy that your company has in place, but you should also emphasize the quality of the product and your commitment to satisfying the customer. Let’s say at a home show, one of the guests is visiting the hostess from out of state and is worried about the hassle and cost of having to make a return or exchange. Offer to cover the postage and personally take her through the process if she needs to send something back. With someone’s biggest concern no longer an issue, the sale can easily be made.

The price of a product is only one of many factors that contribute to a customer’s decision to make a purchase. With a bit of research and preparation, you can be sure to overcome any obstacles you feel the price point has created when it comes to closing a sale. How do you show your customers that price doesn’t matter? Please share with us below!

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Effective Sales Calls

Effective Sales Calls

Making sales calls are a necessary part of your business, though for many people, it is one of their least favorite things to do. We are sometimes hindered by a fear of rejection, but by implementing a few suggestions and preparing well, you will find your sales calls to be much more pleasant and effective.

Use referrals. When making your list of contacts, use your referrals as a starting point. You already have an opening when you make the call by telling the customer who referred you; this can even lead to a bit of small talk that will put the person at ease. For example, “Jane Woodson referred me to you. Our sons play on the same baseball team, and she mentioned that your son is on the team as well? How is he enjoying the season so far?” Using referrals can help you take a genuine interest in your contact, which will motivate them to listen to your pitch.
Offer a good value. This can be a bit tricky, as value is perceived differently by different people. However, as long as you are knowledgeable about the benefits of your product or service and how it compares to others, you will be able to demonstrate its value in ways other than price. For instance, if a product you carry has similar features to a competitors’ but is more expensive, point out that it is made from higher quality materials, that it comes with a lifetime guarantee, or that the customer can try it risk-free for 60 days. Whatever the incentive, always be clear in emphasizing a product’s value.
Provide solutions. Most consumers are seeking certain products that have a purpose in their lives. What solution does your product provide for a customer’s problem? Reflect on your own experiences to help you answer that question. One consultant for a jewelry company first fell in love with the product line because it allowed her to take her outfit from the office to an evening out by simply changing out one necklace for another or clipping an extra piece onto her bracelet to make it sparkle for her night out. This may not be a life-altering solution, but it is a common one that most women would love to know about. Be the answer to your customers’ problem.
Know your client. A client never wants to feel as if he or she is just a number on your list of calls to make. Tailor your calls to be specific to each person; this doesn’t mean that every single call will be different, but it does mean that you have done a certain amount of preparation for the call so that you can appeal to a client’s unique need. You wouldn’t have the same conversation with a repeat customer that you would have with a prospect you’ve never met or done business with. Take a few minutes to find out something about each contact before picking up the phone. Often that research can be done when receiving the referral.
Anticipate objections. Sometimes you will encounter one or more objections to what you are trying to sell. Before making a call, prepare a list of possible objections and decide how you will respond to each one. You will not be able to anticipate every possible objection, but having a good idea as to how you will handle them can be useful in helping you overcome objections and make the sale. The more prepared you are, the less likely you are to be caught off guard without knowing what to say.
Use scripts wisely. Writing a script is a great way to get started with sales calls. You can literally map out your ideal conversation, and then using the suggestions above, prepare yourself for the many different turns the conversation may take. One thing to be aware of, however, is not to sound like you are reading from a script which can sound extremely impersonal, and may cause a client to either tune out or cut the call short. Use the script as a guide only; know what you are going to say and speak in a natural, conversational tone.

Do you have any tips to share for making your sales calls more effective? Please share them with us below!

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Profile of an Easy Sale

Profile of an Easy Sale

Making a sale is not always easy. However, understanding these main points may help you convert more sales and make the process easier.

Identify the right product for the right client. You must define your target market and then make sure that your products/services are solving problems they have. Without this key element you will not make many sales.
Develop and cultivate relationships. If you have some kind of relationship with a prospect it will make it easier to approach them with your products/services. Done correctly, the sales pitch comes across more like helping out a friend. Make sure you are authentic, honest and providing a solution to your friend’s problem. A relationship built on trust and value will generate reorders.
Once you have a relationship with your prospect, find out what their likes and dislikes are. Understand what impresses the prospect. Do they focus on value, style, ease? Lead with that in your solution to their problem (sales pitch).
Finally, make the sales process quick, simple and easy. Your ability to do this will project professionalism and cause the prospect to perceive greater value in your products and services. And the next time he/she needs products/services like yours, he/she will go to you first.

Take a look at your current approach to selling. Do you follow these main points? How well are you implementing them? If you understand and apply these main points in this order, and take the time to do it correctly, in the long run you will generate more sales, reorders and make sales easier.

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DSEF & CBBB: Tips for Ordering Online…says Carol

Tips for Ordering Online…says Carol

By Carol Odell

A friend ordered a prom dress from China through eBay for her daughter. Before ordering she had researched the company’s track record and found it stellar.

After the prom dress didn’t arrive in the promised time, she contacted the company only to learn that the dress had been shipped to an address in North Carolina. Communication with the company was frustrating as there was a language barrier.

Having not received an acceptable response from the company, my friend contacted eBay. Bad news, she was told because she had ordered the dress as a “guest” and not a member of eBay there was nothing eBay could do, their dispute resolution process was only for members.

Since she went through PayPal she decided to contact them as well. Again, the same story, since she was a guest and not a member of PayPal, there was nothing they could do. She is out $169.00 — and worse, she had an extremely disappointed daughter.

My friend has learned you cannot make any assumptions when ordering online even when dealing with a highly rated company, each company will have its own policies. Make sure you know what they are.

Some tips to follow before ordering are:

Know what the return policy is with all parties involved.
Is the return policy the same for all customers?
Know what will be the latest shipping date? Also, note that it could be after the return policy date voiding your chances to return the item.
What is the policy if the order gets lost? Be sure you file a claim within the allotted time frame. Companies may try to put you off past the timeframe to file a claim.
Remember to only use a credit card, not a debit card.
Print out confirmation of the order with the promised shipping date.

Do you have an interesting story about ordering online? Love to hear it.

DSEF and Council on Better Business Bureaus (CBBB) fosters honest and responsive relationships between businesses and consumers—instilling consumer confidence and advancing a trustworthy marketplace for all.

About the Better Business Bureaus
As the leader in advancing marketplace trust, Better Business Bureau is an unbiased non-profit organization that sets and upholds high standards for fair and honest business behavior. Every year, more than 87 million consumers rely on BBB Business Reviews® and BBB Wise Giving Reports® to help them find trustworthy businesses and charities across North America. Visitwww.bbb.org/us for more information.

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Creating Additional Income Streams For Your Business

As an entrepreneur, you’re always looking for ways to increase sales and diversify your opportunities. The business world is unpredictable, but especially in times like these, having the security of an alternate income can be a lifesaver if for some reason you experience a lull in business. Fortunately, there are many ways to create additional income without having to shell out any kind of significant investment.

Teaching, coaching, and consulting are all great ways to bring in some extra cash. All you need to invest is your time, which you’ll use to reach out and offer your services, as well as time you’ll need to prepare a presentation of some kind. If teaching interests you, reach out to local community colleges, libraries, or recreation centers with an idea for a class, workshop, or seminar. Create multiple sessions and offer prospective students a package deal. If teaching isn’t your thing, you might be more comfortable with one-on-one coaching or consulting. Using your skills and experience, you undoubtedly have a lot to offer someone who is just starting out in small business ownership or something else related to your field. The possibilities are limited only by what you’re willing to do, and the result can be very profitable.
Start a blog. Writing a blog can be an effective way to share your expertise with others, market your business, and attract more customers. You don’t have to limit yourself to blogging; create a website that includes how-to videos, customer testimonials, or even guest posts from other industry experts. Earning money as a result of online content can take some time, but the potential for it paying off is certainly achievable.
Listen to what your customers want. Take the initiative by asking your own customers as well as others in your network about what other services/products they would like to see. For example, if you’re in the business of creating gift baskets, ask your customers what other service/product they would like to see. A customer might suggest fun gift baskets for kids. This might be an idea worth exploring. Ideas from customers are often your best source of creating an additional income stream.
Explore your other interests and skills. Make a list of all your hobbies, as well as all the things you do around the home, for your kids and through volunteer work. For example, you might list doing pedicures with your daughters. Since you sell cosmetics, this might become a service you offer. Or besides selling kitchenware, you also love healthy cooking and you might sell an easy to follow healthy cooking program. You want to look for things that compliment what you are doing now and other interests and skills you possess.
Other ideas to explore.
- Create your own How-To-Videos
- Sell other services that compliment your current business
- Personalization services – gift wrapping, sewing, special delivery
- Create partnership with local businesses

With some effort and extra time, you have the ability to find additional sources of income. This revenue can help you get through a slow season or simply help you reach your personal and professional financial goals faster (not to mention expanding your contact list for your primary business!) What other ways can you create alternate streams of income? Please share with us below!

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Simple Ways to Add Value to Your Business

In this economy, it has become the norm for consumers to seek out products and services that will bring them the most bang for their buck. In other words, everyone is looking for the best value. Even an everyday trip to the grocery store involves a search for the best value; why buy three individually packaged rolls of paper towels for $3.00 each when you can get a 6-pack of the same kind for $14.99? As a small business owner, it is important to add value to your own products and services, so your customers are assured that they are making the best decision by patronizing your business.

Problem: A higher-priced product is perceived as too expensive and rarely sells.

Solution: Highlight the versatility of the product, and educate customers on its many uses, some of which they may be unaware. For example, a cashmere blend sweater wrap in your company’s catalogue is one of the priciest products at $79. Most of the customers who see it and try it on absolutely love it, but don’t want to spend so much on one article of clothing. Add value to the product by highlighting its ability to be worn on its own, as a wrap over a dress or blouse, tied in front or in back, etc. You may also point out that because of the high-end fabric, it will last many years and serve as a staple in one’s closet. Once all of that is considered, the price does not seem so high.

Problem: Most people don’t patronize small businesses because they don’t think they can offer the same conveniences as big box stores.

Solution: Emphasize your excellent customer service and throw in conveniences when possible. For example, if someone wants to make an exchange or purchase an add-on to one of your products, offer personal delivery so the person doesn’t have to make the extra trip. Take it one step further by making a follow-up call a few days later to make sure the customer is completely satisfied. Most people are willing to pay a bit more for top-quality service and convenience. The ability you have to be more personal with your customers is something you should take full advantage of when marketing your business.

Problem: Customers seem skeptical about making the purchase.

Solution: Offer a test drive of your product or service. This is an effective way to demonstrate your confidence in your business as well as an opportunity for you to showcase what you have to offer. One local masseuse who works out of her home offers three-minute “mini-massages” for just $3, but it becomes free when the client decides to either stay or book a future 30-minute or longer session. This strategy allows potential customers to literally try out her service completely risk-free, which works especially well for this kind of business since you can’t “return” a massage if you’re not happy with the results.

Adding value to your business doesn’t have to cost you any money. With a bit more time and effort, you could find yourself an increased customer base that is spreading the good word about your products and services to family and friends. How do you add value to your business? Please share your ideas below!