Tag Archives: Marketing and Advertising

Does Social Media Marketing Work For Small Business?

After a interesting conversation on my Google Plus page based on the question has anyone seen any direct sales results based on their Social Media programs, I came up with the following conclusions about Local companies and how they can use Social Media. You can see the conversation here: https://plus.google.com/u/0/105942183030635544624/posts?cfem=1

Social Media does not in and by itself create sales, what it does do is add value to all your other methods of marketing.  It’s like adding high octane gas to your marketing tank, or 4 hour energy 24 hours a day for your branding, or super vitamins for your marketing program.

Social media is not advertising

Social media is just one piece in a businesses P.R. and Branding

Social media is reputation management.

PR is making the Public aware of your brand and company. Social media plays the biggest roll in this.

On average a new customer will see your message 7 to 11 times before buying. Social media is one – three of these touches.

You can not quantify directly the role of reputation in your sales. You can however use correlation, and then it is clear, selling a known brand out performs the same exact service/product under an unknown brand.  Today Social Media plays a large role in your reputation.

Social Media does not in and by itself create sales, what it does do is add value to all your other methods of marketing.  It’s like adding high octane gas to your marketing tank, or 4 hour energy 24 hours a day for your branding, or super vitamins for your marketing program.

Those are the main points I would make to any small business thinking of using social media.


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How To Sell Search Engine Optimization Services

How to Sell Search Engine Optimization Services:

Why do so many small SEO companies struggle with selling their services?  Many reasons, as you will see below. SEO and Internet marketing services are, in the universal world of all type sales, on a scale of 1-10, 10 being really hard, and 1 being simple, about a 7.  Here’s why.

White hat seo symbolizes good ethic techniques...

1.) You are generally selling to a small business owner or manager.Small business owners really hate spending money on anything they can not see a very quick and tangible result from, and they have very good reason to feel this way. You must understand that most small businesses operate on a very slim margin of error when it comes to advertising and promoting their business. Unlike the fortune 500, where a $100,000 campaign is small fry, a few thousand dollars to a small business can be a big investment.  A $10,000 investment may be one of the largest advertising investments they make.

2.) They don’t understand the process and experience needed to do SEO.

Ensure Website Visibility With Search Engine O...

It’s far easier to buy a T.V. or radio campaign than SEO. You can see or hear what you are paying for. It’s an easy decision (in comparison) to purchase a new server, computer, or furniture.  SEO is a promise, an “IOU” if you will.

Many small business owners I have worked with just think it’s some sort of I.T., PR, Web based thing we do.

3.) Most local SEO providers don’t have sales experience and rely on word of mouth.  This in itself isn’t a bad thing. If you have to rely on referrals and word of mouth you are going to have to be very good at what you do to keep the existing customers happy enough to refer you, so if this is your number one (and possible only) sales strategy, you are probably doing pretty good work for your clients! (That assumes you are getting referrals)

4.)  Most Local SEO providers don’t really try to sell. This goes with number 3. Because they do not have the experience or training, they just don’t try. Can’t blame them really, if someone asked me to rebuild my cars engine, and just handed me a book with “how to rebuild your cars engine”, the job would most likely, never be done. Or if it was, the car would not run, or be so rusty due to the passage of time, that it would be worthless.  Does that sound like the state of your sales process?

5.) Many businesses in some markets have had a bad experience with SEO  or Internet marketing.

Clicks-Hype in Toni Kurz because Nordwand (Fil...

This is the old one bad apple syndrome. 

So what are the solutions?  If you look at all the reasons there is one very large commonality.  They are all fear based both on the prospect side and on the sellers side.  A SEO service has to reduce and eliminate the fear of buying and the fear of selling.

How do you reduce the fear in buying?  You replace it with confidence by identifying what the fear is, and addressing it.  Let’s look at the first fear:

1.)    I am afraid I will waste my money. How do you replace this with confidence?  First acknowledge the concern (fear).  Let them know you understand that many companies have a natural fear that SEO won’t work, and it will be a waste of money. And of course ask them if they feel this way.

2.)    How do you answer that or address it?  Actual current examples of SEO clients that are similar to their business with a full explanation of their success. Don’t go summary version with this. Have all the facts and details ready. Where they where ranked, what their traffic was and how much revenue increase they have seen. Have 4 pages of explanation, and the last page being the reference letter from that client. Three of these type examples, and a phone call from the prospects office to one of your current clients, on speaker phone,  to let your current client tell your prospect how great your service is, and that fear as significantly put to rest.

All the buying and selling fears above can be addresses with logical, honest tactics, and having trained over 1000 sales professionals,  hundreds of sales managers and business owners, I know that any company that makes a commitment to the sells process will see results.

Let me know if you would like a free consultation on how to grow your revenue.  You can reach me at mike@myonecall.com

Oh… and if your challenge is just not seeing enough new prospects, we have proven systems that can jump start your sales with lead generation.


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Social Media Denver

I asked Lisa Michaud, President of a Denver based Social Media company to write a blog for us on what small and medium business owners should know and do in Social Media. It’s a great post for all business owners interested in utilizing social media to grow their relationships and business.


Set It and Forget it? Not true in Social Media Marketing

So often when I am working with clients on their social media efforts, they comment “Well, I haven’t really looked at it lately.” I am always a bit amazed. While social media can drain time from your business if not done strategically, not looking at your social channels can also leave money on the table. One of the most important strategic exercises you can engage with daily is commenting on your channels and other people’s postings.

Just as a refresher, social media is not just about pipeline development. The overall goal for social marketing is to build relationships with your customers, clients, prospects, partners and vendors in order to:

  1. Increase revenue through direct communication to target audience
  2. Increase profit through deeper relationships with current clients = client retention and brand ambassadors
  3. Increased Brand recognition – Viral marketing effect
  4. Brand monitoring – understand what your market place is saying about you and/or your industry
  5. Marketing research – ask questions to understand your market place needs
  6. Pipeline development – create new clients through viral marketing & brand ambassadors.
  7. Ensure that you remain relevant and live within your industry
  8. Asset to company – ready to sell or find investors? Built in marketplace
  9. Generate site traffic – keywording, SEO links are incorporated into some social sites (LI, TW, FB)

Keep the pulse on the conversations daily or at least weekly to show your audience that you care about your network. If you don’t look at it, neither will your audience.

Lisa Michaud


The Startup Launcher

Social Media Systems Designed to Empower Your Voice



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Digital Marketing Consultant Certification

SEO in DenverDigital Marketing Consultant Certification:

Digital Marketing is one of the few industries expected to continue to grow in the next few years. Almost every business wants to have a strong on-line marketing presence that will bring in new customers. A part time or full time career as a Digital Marketing Consultant can be very lucrative for those individuals who have an entrepreneurial spirit, the training and network, to support a full portfolio of digital marketing services.

The number one skill needed for success as a Digital Marketing Consultant? It’s at the end of this piece, but first the 2nd most important skill:

Digital marketing consultants must have professional analytical skills to assess the needs of a client, and what services will bring an excellent return on investment.  There are so many opportunities, that this one skill, the assessment and recommendation ability, will be the foundation of their success, as well as their long term financial viability.

Let’s look at the basic areas a digital consultant must be familiar with:

  • Pay per click advertising
  • Face book advertising
  • Search engine optimization
  • Local search engine optimization
  • On-Line reputation management
  • Content development
  • Blogging
  • Web Site development
  • Email marketing
  • Public relations  (P.R.)

Each area is a business within itself, and few businesses or agencies possess the skills to do more than one or two.. Add to that the natural bias a business has towards the services they offer, and that’s where a digital marketing consultant can provide huge value. Business owners and managers can be completely confused by the number of options and the selection of vendors for each. A Digital Marketing Consultant can provide the expertise and services that make sense for their unique in bound marking needs.

The average cost (Based on the Denver Colorado area in 2011) for the services listed above for a small business vary a great deal, but here are some general guidelines for costs:

Search Engine Optimization: $400.00 to $1500.00 a month.

Social Media Programs: $275.00 to $2000.00 a month

Pay per click management: $99.00 to $500.00 a month (Or 10% of the spend which ever is highest)

Content Development: $100.00 per page

On Line reputation management: $99.00 to $1500.00 a month

Blog produced: (4 a month) can be included in other services or $275.00 and up per month

Web Site Development: $85.00 an hour. Average rebuilds $1000.00

New web Site: Average cost $1500.00 to $7500.00

Email marketing: $50.00 an hour.  Average 8 hours a month. $400.00

Public Relations:  $500.00 to $5000.00 a month.

Consulting: $150.00 an hour.

In our experience the average small business will have a $500.00 to $3000.00 monthly budget. You can see the challenge. The planning and implementation process is the key success strategy for the business. Utilizing the right services in the right order is essential with these limited budgets.

Most Consultants make their income through either an hourly fee, combined with a monthly agreement, or by providing one of the key services and out sourcing the others. Accepting commissions from the vendors they recommend is unacceptable. A consultant must be unbiased, and therefore will earn there keep through the management of the entire program.

If a consultant can provide one of the key services, and has a disciplined prospecting program (sell to the right businesses) they can expect to earn $500.00 to $1500.00 a month per client.  Managing up to 10 accounts a month is about as many as one person could do, but is possible in a full time effort.

Some consultants will evolve into an Internet Marketing Agency and provide the services by outsourcing each one, and making a certain margin on each account.  Much like a General Contractor in construction, they are the manager, and responsible for the success of each component. Nothing wrong with this business model, it’s just important to call it an Agency, and not claim to be a consultant.

The number one skill needed to be a successful Digital Marketing Consultant, or Inbound Marketer.

What most “certification” programs miss, is the number one skill to be successful, that being how to sell digital marketing services. It’s a highly competitive unregulated field, and if you can not sell, you will starve. Depending on your individual financial goals, you will need to spend up to 70% of your time selling in one form or another, or outsourcing that process. That’s the big difference between this certification program, and all the others. We have been sales consultants for over 20 years, and specializing in Internet Marketing since 2003. This program, unlike all the others, will give you the process and training to bring in customers.

If you are interested in becoming a Digital Marketing Consultant feel free to contact our partner company Bayes Squared llc for information on their on-line 6 month programs, which include one on one consulting as you grow your business, or their in person classes combined with Internet webinar training, for a faster start.  Prices start at $2499.00. for the fast start program, which can get you selling in two weeks. You can add new skill sets on a menu basis starting at $750.00 each.

Contact Bayes Squared llc at  bayessquared@gmail.com






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