19 DIY Small Business Marketing and Sales Tips

Are your marketing efforts reaching potential customers and providing the sales leads you need to close the deal? If not, it's time to modify your company's marketing and...

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11. Get to know your customers.

Go hang out with your customers, not with your fellow service providers. If you create web-enabled software to help lawyers do research, don’t spend your limited funds on attending the Next Great Web 3.0 conference. Instead, go to a legal conference and build a reputation among your customer base.

Stever Robbins, CEO at Stever Robbins, Inc.: @GetItDoneGuy

12. Ask for the upsell.

Add value to every sale. Most of the time your customers will buy an upgrade, an add-on or premium service once you have made the offer. Simply note that, “Most people get the best results when they add this package.” And then explain the added value and associated cost. If they already said yes, there’s an increased likelihood that they will keep saying yes.

Dr. Letitia S. Wright, Show Host & Producer at The Wright Place TV: @DrWright1

13. Make time for existing customers.

In the chase for new customers, it’s easy to forget that your existing customer list is one of your most valuable assets. Don’t ignore them! Communicate with them regularly via email is to generate referrals and repeat business.

Justin Premick, Director of Education Marketing at Aweber: @Aweber

14. Take advantage of what you already do.

Repurpose everyday materials to act as marketing collateral. For example, create mailers that include something extra of value on the outside of the package. It’s a simple tactic that can make the customer happy and increase brand exposure without spending extra dollars.

Laura Zander, Owner at Jimmy Beans Wool: @JimmyBeansWool

15. Focus on your service or product.

Focus your efforts on testing and validating whether or not your product or service is viable enough for people to purchase it. Start selling and marketing your product from day one. Gain website traffic from joint venture partners and affiliates. Also, utilize a webinar, teleseminar, or sales letter.

Chris Brisson, Co-Founder at Automizeit.com: @ChrisBrisson

16. Go after free publicity.

Take advantage of as much free publicity as you can get through referrals. People are much more inclined to purchase something their friends use. Create incentives for referrals, auto-tweeting purchases, and creating a short You Tube testimonial video that can be shared virally. Also, take advantage of free press – pitch newspapers, local bloggers, and media outlets. All of these things can provide validation for your business and the direct links, they often provide, will drive traffic to your site.

Sen Sugano, Director of Business Development at GrubwithUs: @GrubWithUs

17. Leverage word-of-mouth.

Provide your customers with an outstanding customer experience.  When you take care of your customers, they will do your marketing for you through powerful word-of-mouth (WOM) recommendations.

Randi Busse, President at Workforce Development Group, Inc.: @RandiBusse

18. Use guerrilla marketing.

Low-cost, unconventional promotions can be effective and get your business a lot of buzz.  Guerilla marketing cuts through the clutter and really makes you think creatively about your efforts, without breaking the bank.

Falisha Hopkins, President & CEO at Innovative Specialty Gifts LTD.: @XposeYourBrand

19. Conduct free market research.

Would you respond to the offer? Also ask other people and be willing to receive an honest answer. Most small businesses cannot afford market research, but you will be surprised how effective mini-focus groups can be.  Think about this the next time you want to offer a discount or a free incentive: these tactics don’t work unless your product is very expensive or your target audience is budget conscious.

Kathleen Turpel, Owner at Imaginal Marketing Group: @KathleenTurpel


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Photo Credit: Spice Business

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