Seattle Small Business Blog

Talk to almost any advertising agency, or Fortune 500 company exec about advertising and promotion, and you will almost certainly hear the buzz words “fragmented advertising” and “consumer-centric campaigns” and long discussions about the many pitfalls and difficulties of creating effective advertising campaigns today.

What is fragmentation exactly? It’s the increase in the number of available methods for getting your message to your audience.

One of the main difficulties faced by any entrepreneur is that advertising has changed and evolved over the last few years. It now includes visual, audio and electronic media.

In fact, if you do a Google search for advertising, you may feel overwhelmed by all the options available to you now — if you just look at the options for your Website you’ll find popups, popovers, audio messages, flash video, RSS, even animated “sales people” that can be programmed to appear right on your Website and interact with your customers. And that’s just the tip of the iceberg!

So is traditional advertising — which includes billboards, radio, television, newspaper and magazine — dead?

Not by a long shot. According to one top advertising mogul, traditional advertising methods are still around because they still work. The trick is to figure out who your target market is, what they want, and how they look for that information.

Mark Twain said, “Many a small thing has been made large by the right kind of advertising.”

If you know customers, you can spend your advertising dollars on the mediums they use to look for answers. If your customers are senior citizens who are not online, then focus the majority of your advertising dollars on the newspapers, magazines, television, and radio that they are reading, watching or listening to.

If your target market is working parents, you need to know how, when and where they get their information. Is it on the Internet? What radio stations do they listen to? What magazines are they reading? Do they watch television? When? Why?

So what are your best options for creating an effective advertising campaign? Here are some simple steps:

1. Know your audience. What do they want? Where do they shop? What do they read? How old are they? Where do they hang out? Do they need your product or services? Can they afford your product or services?

2. Know your competition. Be prepared to do a little detective work. What are your three main competitors doing to advertise? Where are they advertising? How often? What types of advertising methods are they using? How long have they been running? Are you reaching the same audience? Is your message different? Look at what they’re doing right, and figure out creative ways that you can make your advertising just a little bit better, or differentiate yourself from the crowd.

3. Next take a look at what the “big dogs” in your field are doing, and see if you can adapt some of their methods to your target audience and your budget.

4. Know your message. What exactly are you trying to say? What do your customers want to hear? Why should they buy from you, and not someone else? Make every word count.

Chances are, your customers are much more tech-savvy than they were five years ago, or even one year ago. The Internet has made unbelievable amounts of information accessible, but it also has contributed to the “information overload” consumers complain of.

Another side effect of the Internet is that your customers have probably become used to getting “instant gratification” when they are looking for information, products or services. They want it, and they want it now. Are you giving your customers what they want, when they want it?

If you want to have an effective advertising campaign, don’t try to be everything to everyone. Think of your advertising as a conversation between you and your one “ideal” customer.

Remember, if you’re giving your customers what they want, they don’t perceive your ads as a nuisance, they see them as a service.

Traditional advertising is not dead and you can use it to your advantage if you pay attention to who your customers are, and what they want.

Sales psychology is an advantage whether you are in a conventional brick and mortar business or an online one. The great thing is that sales psychology is not difficult to learn. Essentially all you need to do is put yourself in the place of the prospective buyer.

One aspect of sales psychology is that people respond to specifics more than generalities. If you sell photocopy machines, saying a particular unit is a high-speed duplicating machine is not impactful. But if you say that your machine produces 10 sheets of A4-sized copies in 12 seconds with the ability to automatically collate documents into correct order, then it seems more impressive. In sales, rounding off figures dilutes its impact so state numbers without rounding off.
This aspect of stating things in specific terms also applies to targeting your prospects. People must know whether your product or service is for them or not. Hence, the term ‘Home Owners’ is not as good as ‘Gardening Enthusiasts’. And ‘Gardening Enthusiasts’ is not as specific as ‘Tropical Plant Lovers’. Get specific. Got it?

Another aspect of sales psychology is that people are interested in how they can benefit from your product or service more than what the product can do. This seems obvious but most business owners and sales people miss the mark on this one. My favorite way to make sure I’m focusing on benefits instead of features is to ask myself “What does it do?” (to uncover a feature) and then “What’s so great about that?” to uncover the benefit to them.

Why on earth would you want to run an event for your business? Events take a lot of organizing and publicity, not to mention the time you might not have and, depending on what you want to do, they can also cost quite a bit of money.

So is it really worth all that effort? In a word, yes!

An event is a fantastic way to get a whole lot of your clients and potential clients together so you can present to them all at once, saving you huge amounts of time and effort trying to reach them all individually – and even better, as the speaker, you come across as an expert in your field. Give your clients valuable information and they will talk about you and recommend you to others. Having an event is also a great way to encourage your clients to network with each other and see how they can help each other – and of course, it’s you they’ll thank for that opportunity.

Having your name on an event can be very good publicity for you and your business. If you pick a hot topic for your industry you could find yourself interviewed by the local press, on the radio, or even on television, all of which increase your chances of being seen as an expert by potential clients.

You may even make money directly from your event – either by charging admission, finding sponsorship or by having products to sell at the event. Regular events could produce a nice stream of new income.

You could generate yet another income stream just from one event by creating one or more products – you could video it, record it, transcribe it, turn the learning materials into an ebook or online course and sell it – the possibilities are endless.

So once you’ve decided to go ahead – how do you pick a good topic? You’ll need to look at what your industry is discussing right now and what they really want to know. There are lots of ways to find this out:

- Run an online survey – www.surveymonkey.com has a free option you can use to create some very useful surveys
- Call several trusted clients and find out what they’d like to learn more about
- Go to online forums on your subject and see what everyone is talking about
- Post on online forums and ask people what they might be interested in
- Look at the bestsellers on Amazon, Barns & Noble and Clickbank
- Look at the most popular keywords using a word tracker tool (www.freekeywords.wordtracker.com is our favorite free tool)
- Go to your trade association and ask what their members are interested in
- Look at competitor’s ezines and see what they are discussing at the moment.

Once you have your topic you’ll need to pick a date and an event format. What kind of event should you offer? Look at where your potential clients are based:

- If most people are in a particular area of the country, you should consider having a face to face meeting – this is always the best option if possible as you have much more chance to impress and to deal on the spot with any objections and questions, as well as providing that all important networking opportunity for your clients.

If your clients are scattered across the country or even across the world, you may want to look at running a telecast or web based event:

- With a web based event using a facility such as www.hotconference.com, you have the option of using the whiteboard, showing a PowerPoint presentation, directing people to view a website and seeing the attendees online via webcam – this is a great way to give a presentation but make sure you are practiced at using all the features of the software first and consider whether your clients are technically-minded enough to be comfortable with this, and likely to have equipment such as webcams and microphones.

- If this is your first time running an event, the easiest option is to run a teleclass, where you set a date and time and participants simply dial in and listen to you. Many companies, such as www.freeconference.com, offer this service and a quick Google search should bring up a long list of companies you could use.

If you choose a live event you’ll need to find a good venue. Look at cost, position – find somewhere central with good transport links and parking. Make sure you see the room you’ll be using before the event so you can see the space you have available and plan your layout. Check maximum numbers the room can hold for fire regulations, find out where the fire exits and fire alarm are and make sure there is disabled access.

You’ll need to market your event very well to get good numbers:

- Use your own ezine, local press and radio, the chamber of commerce and online forums.
- Write articles on your subject and submit them to article directories and other ezines.
- Tell your trade association and use online event listings.
- Go to networking events and take leaflets with you to advertise what you are doing.
- Ask each client to bring one potential client to get a free place
- Offer to speak at other events on the run up to yours with a taste of what people will get on the day.
- Find another non-competing company who are aiming for the same market and do a joint event

Don’t just rely on one way to get publicity – think of as many different ways as you can and use the best ones for your event.

You’ll need to be very organized and plan well ahead. Make sure you order any equipment you might need in plenty of time. Make up an event checklist and buildyourself a kit with plenty of spares – pens, training materials, extension cables, flip chart paper, gaffer tape, scissors, etc. Check with the venue that everything’s ready for you the day before the event.

The more value you provide, the more likely you are to be seen as an expert in your area and the more business you will get from your event and from word of mouth after the event as a result, so don’t deliver a sales pitch – your content has to be high quality, entertaining and informative or people will feel cheated, particularly if they paid to attend.

Once the event is over make sure you follow up and ask for feedback – it’s the best way to find out if the event was what your clients wanted, to get ideas for future events, and also a great to chance to chat to prospective clients to see if they’re interested in working with you. You can also collect testimonials which will help you if you plan to run events on a regular basis, and which you can also use to promote any products you develop from your event content.

In short, pick a great topic, plan everything carefully, publicize what you are doing as much as you can, and check everything is in place the day before the event. On the day, don’t forget to relax and enjoy yourself – if you are having fun, the audience will too. Lastly and by no means least, whatever you do, don’t forget to follow up.

Just by following these guidelines you could find yourself with any amount of new clients, lots of publicity and several new income streams.
Worth it? Definitely!

No matter what business you are in it always helps to be seen as an expert. If you were calling someone to fix a drain or sell your house you would approach the person you saw as most credible and reputable in that area of expertise.

To become an expert takes hard work and experience. It can involve study or the honing of practical skills. It demands high standards of work. But after all this effort will you be perceived as an expert? If you feel you’ve earned the mantle of expert but are not recognized as one, here are eight ways to start establishing your reputation.

Publish a book or series of reports or articles

The internet has made this much easier. You can now create an ebook that can be downloaded without having to involve a publisher. There are ezine owners always looking for good quality articles and reports for their ezines. A well-written book or series of articles will establish your reputation as an expert in your field.

Publish a newsletter

Set one up on the internet and distribute it to your customers. This is an excellent way to regularly keep your name in front of your prospects as an authority on your subject.

Write press releases

Used correctly these can gain you a lot of positive publicity. Make sure the press release looks like newsworthy information and not like an advertisement.

Create a website

Set up a user-friendly website that will appeal to customers and you have expanded the reach of your reputation. Keep it timely and informative, and people will continue to return to your site. If you don’t know how to set up a website there are plenty of web designers who do. Alternatively enquire at a college teaching web design. Some students might want to build a portfolio.

Join associations

If you are a member of an association it will enhance your credibility. But don’t just be a member. Be an active member. This will build your reputation among your peers and lead to useful introductions. Membership can have many benefits, and it will certainly keep you up to date in your field.

Networking

You can boost your reputation and influence by speaking to the right people. Keep your name in front of your prospects. Organize mutually beneficial ventures. You cannot predict what may come from a contact so make as many as you can.

Public Speaking

Even speaking to a local group of people can establish you as an expert and get you referrals that may lead to a wider audience. If you are not sure you can speak in public, preparation and rehearsal are the keys to success. Make sure your presentation is aimed at the right level, follows a sensible sequence and will not sound like a dry textbook-like monologue. Write your main points on small cards so you are not relying solely on your memory and start in front of a small audience.

Teach workshops or seminars

If you have knowledge that people would like to tap into you can pass on your expertise. If your presentation is well planned you will be seen as an authority in your subject. You will also meet people who are likely to recommend you to others. If you are teaching a hot topic you will also be gaining a useful income stream.

Any of these methods will start building your reputation as an expert. Use them all correctly and you will gain the sort of reputation that will have potential clients approaching you without having to seek them out.

To be a successful entrepreneur, it is imperative that you understand and use sales psychology. Internet Marketing gurus have this ability honed to an art form. Sales psychology is an advantage whether you are in a conventional brick and mortar business or an online one. The great thing is that sales psychology is not difficult to learn. Essentially all you need to do is put yourself in the place of the prospective buyer.

One aspect of sales psychology is that people respond to specifics more than generalities. If you sell photocopy machines, saying a particular unit is a high-speed duplicating machine is not impactful. But if you say that your machine produces 10 sheets of A4-sized copies in 12 seconds with the ability to automatically collate documents into correct order, then it seems more impressive. In sales, rounding off figures dilutes its impact so state numbers without rounding off. Of course, the facts and figures must be believable.

This aspect of stating things in specific terms also applies to targeting your prospects. People must know whether your product or service is for them or not. Hence, the term ‘Home Owners’ is not as good as ‘Gardening Enthusiasts’. And ‘Gardening Enthusiasts’ is not as specific as ‘Tropical Plant Lovers’.

Another aspect of sales psychology is that people are interested in how they can benefit from your product or service more than what the product can do. In other words, benefits always win over features. For example, if you sell pianos, tell the prospect that giving his child a piano today will enable the child to have a career in music in future. This is far better than to use the old cliche, ‘Give your child the gift of music’ or to stress the features of the piano. It is important to mention features because people must know what they are buying but the trigger that makes them buy is always the benefit not the feature.

Sales psychology also takes advantage of human individuality. Everyone likes to feel special. So the smart entrepreneur would make his prospect feel exclusive. That is why Internet Marketers present a product in ‘beta’ version that is in pre-launch and tell their prospects they are the exclusive few who get to purchase it. But after sales for the beta version is successful, the product will be released to the general public, often at a higher price. So three elements, the timing (it is pre-launch), the version (beta) and the price (cheaper) combine powerfully to create the sense of exclusiveness.

In an increasingly competitive business environment, smart entrepreneurs utilize sales psychology triggers to get their prospects to buy from them. Therefore in whatever you sell, always use as many of these elements of sales psychology as possible.

Social media marketing is a way to promote your business on the internet via social networking. This has grown to encompass a very large number of websites and methods.

The savvy internet marketer is learning how to use this powerful marketing method to grow their business and make valuable contacts for the future.

Of course this also means making more money if you do it right. Let’s take a look at 4 ways to use social media marketing to make money online.

1. Blogging is a very strong way to combine various forms of social media marketing all in one place. If you do not have a blog you are losing ground to your competitors who do.

2. Social bookmark your blog posts to create traffic from social directories and as search engine bait for search engine traffic.

Be sure and use a quality blogging platform such as WordPress. They offer a terrific plug-in that makes social bookmarking a blog post very simple.

Social bookmarking gives you a way to get backlinks to your blog very quickly. You should be bookmarking to social directories such as Technorati, Digg, Stumbleupon, and Propeller.

Also go get a Twitter account and learn how to make friends and use it to drive traffic to your blog. This is fast becoming one of the top social sites online.

3. Video such as You Tube is becoming a favorite way for bloggers to add some excitement to their blogs, but it is also much more than that.

For example many affiliate marketing programs now offer videos embedded with your affiliate i.d. that you can use to pre-sell a visitor before sending them to your affiliate website.

Many bloggers are also easily creating videos and putting them online on their blog. This is a very powerful form of social media that is giving your visitor what they want. Many people are a product of the TV generation and like to learn by watching as opposed to reading.

4. Discussion forums are a great place to make friends and sell products if you do it right. They can also be an excellent place to create joint ventures and millions of dollars are sold online now because of these.

There is much more we could say about social media including social networking in places such as FaceBook, My Space, and many others. The bottom line is making money online via social media all comes down to finding a way you enjoy and then mastering how to use it to your business and personal advantage.

You can make a significant impact in public speaking if you put in a little effort to know your audience before making the speech. This does not have to be a mammoth task if you know the kind of questions to which you need to get answers.

1. What Are The Needs And Wants Of The Audience?

The topic of your speech is about what the audience needs to know. However, not everyone is excited about hearing what they need to know. It helps if you can figure out what they want to know.

To know your audience will require you to know how they perceive that the need will be of value to them. Just giving them the content will not be sufficient. It is important that you are able to show them what is in it for them to make an impact.

Just providing them the knowledge or content is only the first part but igniting enthusiasm about what you are talking about will be what will make the difference.

2. What Does The Audience Already Know?

It is so easy to bore your audience if you tell them what they already know.

Taking a little effort in finding out as much as you can about the audience you will address is actually your first step to helping succeed in making your speech. If they are new to this topic, then you will need to cover the basics. If not, then you may want to summarize the basics, before you continue with the rest.

It is also a good idea to inform the audience of the level of prerequisite knowledge required on the subject matter. There have been speakers who have been known to do a preparatory session for people who are new to the subject before actually doing the presentation proper. People, who already know basic content, are appreciative of this as they do not have to sit through information that they already know.

The intent of knowing your audiences’ knowledge level is not about impressing people with how much more you know than your audience. Rather, it is about imparting information and knowledge in such a way that will trigger something in the audience for them to make a decision and/or to take action.

3. What Does The Audience Understand?

Knowing a subject and understanding it are two completely different things. This whole idea of knowing but not understanding enough to get value out of what you hear is costing lots of people time and money.

People attend seminars and quite often they tell themselves that this is stuff that they know. Question is do they understand it sufficiently to take action. Even if they decide to take the first action, do they understand the underlying impact of how much work and actions are actually needed to complete what they are starting.

Again, the level of knowledge of the audience will have an impact on how detailed you may need to go to ensure that you can bring them to a level of understanding. Or, at least to inform the audience of the level of details that is covered in the session.

4. What Does The Audience Fear?

When you know your audience enough to know about what they fear, you can be in a very effective position.

Fear can be of two kinds. One is when the person fears something and the other is when the person does not fear.

Lots of people know and understand things but are afraid to take action. For these people, if what you say and how you say helps them to overcome their fear and give them confidence, then you know that you have done a good job. The audience will go away feeling good as they are in a much better position to take action.

This might be the case with people who want to start on internet marketing but are afraid to take the initial steps only because they have never done it before. Instead of just rushing over it, breaking it down in simple steps might make it simple enough for people to overcome their initial fears.

How about the audience that does not fear? In this case, there may be a need to share areas and extent of risk.

A good example of this would be anti-virus protection on personal computers not only for office but also at home. Speaking of the details of what is anti-virus protection and how it can be prevented is definitely good knowledge. Additionally, getting the audience emotionally involved in the kind of risk and loss that they will get into, will improve the extent of involvement in listening to you.

To know your audience does take a little bit of effort, but this is well worth it as you will have a much better impact and audience response. The next time you have a speech to make, get to know your audience and find out for yourself the difference that you can make both to your audience as well as for yourself.

The derivation of the word blog comes from web logging, as it used to be known. It has changed a lot in its development and now blogging is a front line tool in the Internet promotion tool box. It is now used to promote products and services and presents another platform to to communicate with the visitor and develop a lasting relationship with them.

Having created the the business blog you can then monetize it as well as personalize it to your own requirements. Once created, you can make money out of the blog by syndicating it through RSS to your business website. If you have decided that you will set up a blog for business, below are a few tips on how to make it one of the more interesting and popular blogs.

1 – Your audience.

You are writing your blog post for your audience to read, so don’t forget that what you write is of interest to them. They have searched for through a keyword, or keyword phrase, and arrived at your blog. So, make sure they are happy with what they find and even interested enough to look a little further into your blog, and maybe visit your website.

2 – Words fail – see sketch.

A large block of text can become very boring when reading, especially online. A picture or graphic or two placed within the text breaks up the strict framework of the post and keeps the reader interested through to the end. It is especially true if the picture is relevant to the subject of the post.

3 – The content needs to be relevant.

The posts made to your business blog need to be relevant to the subject of the blog. In other words the blog is set up around your niche market and with keywords and keyword phrases that are relevant to the subject. The intent is to draw traffic to your blog based on those keywords and keyword phrases. The business blog needs to create a special relationship with its visitors with the aim to sell products or services. If you consistently write good quality posts to your blog the visitor will return for more of the “good stuff,” and will eventually trust that you know what you are talking about and buy one of your recommended products or services.

4 – Keep things simple.

The art of good communication is to keep things simple. Keep away from the technical jargon unless absolutely necessary and try to keep the sentences short and to the point.

5 – Make it interactive.

Audio and video are very good interactive methods, but all blogs come with a “comments” facility for each post made. Make sure that this feature is not turned off, and all comments must be approved before publishing them.

Before starting out with your blog you will need to do some pre-planning as to how you will personalize and monetize the blog, as well as how often you will post to it. An important fact to resolve is where will the content for each post come from. A good business blog needs a steady stream of interesting and relevant content in order to become a profitable venture – how will you complete this task? Remember that no plan is a plan to failure.

Online forums are a fantastic reminder of the influence the internet has had on society. Using forums to connect with your market is a natural progression.

Forums are online communities where individuals can discuss topics ranging from fly fishing to breast feeding to internet business. Discussions are conducted by posting notes to the forum. A single discussion is called a ‘thread’ and most forums have several – even hundreds – of threads going at any time.

What is truly remarkable about the use of forums is the personal quality of the discussions. Read some of the posts on forums such as ivillage.com and you’ll soon see that the members become more like neighbors (and even friends) than strangers connected only by the keyboard and monitor in front of them.

Where brick and mortar businesses used to prosper based on their involvement in the community – online businesses now have a neighborhood all their own – online forums.

How can participating in a forum help YOUR business?

NETWORKING:

Online forums are a fantastic place to connect with others who are knowledgeable about your business. You probably cater to the same audience and share a common interest. If your businesses compliment one another you might just find a highly profitable partnership or joint venture.

Even if you don’t find a working relationship you may find the referrals or discussions highly beneficial.

TRAFFIC BUILDING:

Along with the referrals you may get when you’ve developed a trusted online presence with other members of the forum, you are also likely to attract targeted visitors to your website.

If the forum permits you to post a signature (your website URL) onto the posts then you can be sure that some of the members and quite likely some of the ‘lurkers’ (people who view but don’t post) will come check out your site.

EDUCATION:

Using the forums wisely can open you up to a great education. Whether it is from fellow entrepreneurs in your field or experts and other posters – you are participating in an ‘inner circle’ type discussion that may open your eyes to new developments and opportunities in your business.

ADDICTIVE:

The only downside is the highly addictive atmosphere. With members posting from all over the world it can be difficult to reign in your viewing time on forums.

On the flip side, other members are hopefully as interested in what you have to say and you may quickly develop a reputation as a reliable source for information.

Be very cautious to follow forum rules. Never spam a forum – your aim should be to participate in a conversation, not interrupt it. Have fun and watch your business grow!

People from all walks of life are talking about social media. From college students to new mothers to webpreneurs, everyone is learning how to harness the power of social media. From blogging to forum posting to LinkedIn, people use different forms of social media everyday.

What Is Social Media?

Social media is an online publishing platform anyone can access. No special skills or large fees are required to participate in social media. Students discuss their latest assignments and download music favorites. Parents share photos and videos of their offspring. Business moguls let everyone know about their latest goods and services. Through content, photos and video, people share a variety of thoughts and concepts via social media. Anybody can start their own social media website with little or no capital. Typically it’s free to participate in established social media programs such as Google Groups, Facebook and MySpace.

What Is Industrial Media?

Before the dawn of online social media, people had to get the word out about events on industrial media. From birth announcements to death notices to advertisements, industrial media was the only way to share information. Newspapers, television and magazines are examples of industrial media and are owned privately or by the government. For a fee, people purchase space in industrial media when they have something important to say.

What Are The Differences Between Social Media And Industrial Media?

There are several major differences between using social media and industrial media. Let’s consider what makes each form of communication viable and unique:

1. Social media requires little knowledge or skill while a certain level of professional expertise is required to use industrial medial.

2. Content on social media appears in real time so news and updates are announced right away. It may take weeks or even months for content to appear in industrial media.

3. Industrial media must answer to society for the quality and accuracy of its content while social media remains largely unregulated.

4. Social media can be owned by any individual or business while industrial media is more costly to obtain and manage.

Why Should You Choose Social Media?

If you want to talk in real time without any specific skills, social media is an ideal means of communication. Update clients and employees immediately, share your latest photos with family across the country and talk to friends half way around the globe. Network to connect with new business associates and friends and increase your circle of contacts. Social networking is easy and enjoyable through online social media.

Why Should You Choose Industrial Media?

Certain announcements are expected to appear in industrial media by law or social obligation. People often seek information about debts, legal actions, birth announcements and deaths in industrial media. Additionally, there are still plenty of people who aren’t online. Rather than getting information through a computer, these folks read or watch industrial media. If you don’t post content on industrial media, you miss out on networking opportunities with people that don’t go online.