Does the Internet affect your small business? Because of the changes it has made for advertising and marketing, it is important even for brick and mortar companies. Fortunately, you can use it to your advantage. The Internet plays your strengths as it enable you to focus your small business marketing down on one niche where you can excel.
In ten years as a small business consultant, one of the toughest ‘sales’ I have had is getting clients to understand that not everyone is their prospect. Start by identifying those needs you address best. Concentrate your marketing efforts there to get momentum thereby growing sales.
Sales and Marketing Rule of Thumb
There’s been a rule of thumb in sales and marketing for all 30+ years that I’ve been in the profession: it takes seven impressions to make a sale. An impression is where a prospect sees or hears about you and your products and services.
Because of the shorter attention spans today, many marketers feel that the number of contacts needed has jumped to between twelve and fifteen impressions. Your goal is for prospects to know, like and trust you. It takes a while and multiple contacts to build a relationship.
Written By John R. Aberle
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