Strong willed, focused individuals with an entrepreneurial spirit start and get a business up and running. These business owners are specialists in their field of expertise and build the business by utilising their network around them.
The business gets some regular clients and are so busy providing their skills that is where their energy goes. But what is the missing part which requires cash and routine that is dropped when times are busy? ……. Marketing is that missing piece for both Small Business and Family Businesses.
Marketing is missed and not done.
Creating awareness of your business regularly is important – propsects don’t buy when the business owner wants them to buy, they buy when the prospect has the urgent need. You need to keep your business “Front of Mind” for when the time is right for the prospect.
This is missed because :
1. the business may not have a marketing system in place to remind them to do their marketing.
2. They might be busy so they think they can miss the marketing as they have plenty of work – this is a misconception because it take around 6 months to get your marketing to have an effect so when the busy time reduces and the business is looking for more work they haven’t got the prospects in the pipeline and cash flow becomes an issue.
3. The Business owner may not feel comfortable going out and promoting their business. They prefer just to beaver away and wait until clients come along. This is not going to work well!
If you don’t do your marketing, your business is not front of mind and another business could get the work. We want your business to be front of mind.
Problems faced by Small Business & Family Business ?
- Personnel Selling:
Small business owners are experts in their field, they know their offerings intimately but it is not always easy for the owner or the business to go out their and promote the benefits of the product?Lack of personal confidence, going out there and displaying their skills is not always easy and the “Tall Poppy” syndrome happens where they don’t want to be seen above the crowd. Talking about their products, they can just go into a dark hole and not attract the interest.Roadblocks can be experienced and wonderful products can be lost due to the issues faced around the skill of the business owner to sell themselves. - Selling their products and closing the sale!
Time and effort goes into creating a wonderful product. All the work is done with regards to the website and the pages with all the details. Every “i “is dotted.Then, it comes to going out, promoting and selling the product. Again, this hole appears and the lack of confidence makes it difficult to take the conversation across the line to make the sale.This is where the Book into the Professional Services Marketing Conference is designed to help with marketing, sales conversations and knowing how to get that sale!
How can these skills be developed?
What we are talking about here is more than sales skills. This is personal, this needs absolute belief in yourself as well as your product. What happens if they say NO? That’s a rejection and that does not feel good.These issues were highlighted in the Small Business and Family Business Roundtable held at the Australian Catholic University – Peter Faber School of Law and Business held in April, 2018.
Business academics stated that Personal Selling and not being able to close the sale were the two big issues that Small and Family Businesses face.
From experience, this is absolutely true. The Professional Services Marketing Conference is absolutely pivotal in helping business owners promote themselves.
The conference speakers discuss ways to stay front of mind – the business development system from having a strong foundation with branding, building Trust and Credibility, and Sales and Marketing.
We have two mindset specialists who will challenge our thinking with identifying roadblocks, clarifying business objectives and give a structure for sales conversations.
This conference day will help you learn how to do your marketing, you have a positive input into how to approach situations and it gives you the confidence to go through the sales process and finally get the sale. You have a “buddy” guide you through the process – getting out of you comfort zone is challenging and this approach can help you grow your business.
Book into the Professional Services Marketing Conference – it is a day designed for you! There’s a 15% discount for groups of 3 booking in!