Welcome Tracey Leak 'How to Get More Customers'

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Barbara Gabogrecan
President

Welcome Tracey Leak 'How to Get More Customers'

Postby Barbara Gabogrecan » Fri May 25, 2012 10:14 am

ImageDo you want to know how to get more customers? The simple answer is that it often depends on your marketing strategies .If you have to develop a marketing plan on a shoestring budget then you need to read these posts! Tracey Leak is really good at finding effective, yet low investment marketing opportunities. She has her own business and has been a business coach and trainer for over seven years.

Tracey grew up with a family who ran a home-based business and it seemed only natural to her to work from home with her own business. Consequently her ideas are very suited to the micro and home based business operators, as she understand just what your needs are.

Tracey recently published her first book ‘Make a Million in your PJ’s’ and her second book ‘Want a commute of 30 seconds?’ is due out in June 2012. You can see by the titles of these books that Tracey is very ‘clued in’ to marketing ‘talk’. She loves helping business owners working from home because as she says ‘Working from home is a great way to do business and an even better way to live’.

Tracey also publishes a monthly e-magazine, free for readers but full of valuable content, called The Art of Home-Based Business. Don’t miss out on following Tracey’s posts this week and ask questions and leave comments. All our experts are keen to assist you and need to know what your problems or concerns are.

Barb
Barbara Gabogrecan assists HBB's to market their business online
http://www.HomeBasedBusinessAustralia.org

Barbara is an artist specialising in silk painting; her video is on page one of You Tube http://youtu.be/1ZA9HObN_Go
http://www.SilkPaintingByGabogrecan.com/

Having survived a stroke and a brain tumour, Barbara wrote a book titled 'Thank God I Had a Stroke' to motivate and inspire others suffering from similar afflictions.
http://GabogrecanStrokeRecovery.com/
Barbara Gabogrecan
 
Posts: 341
Joined: Sun May 03, 2009 12:57 pm

How do I find customers?

Postby Tracey Leak » Mon May 28, 2012 8:15 am

Day 1 of our 7 day series: Understand who it is you are trying to find....

Firstly, welcome to this week with me around understanding how to find customers for you business. I love marketing! I love marketing on a shoestring budget even more and have found that I’m really good at finding effective, yet low investment marketing opportunities. I often get asked how I got so good at doing marketing on a shoestring budget and the simple answer is that when I had my first business and I needed to do marketing, I had no money so my skills in marketing on a shoestring budget came from necessity.

The biggest mistake I see business owners make is that they do the first thing they can think of when marketing without any thought prior. I have invested a lot in properties in my years and it is pretty common sense to think that you don’t just buy the first house you look at as an investment property. You need to consider who is going to live there, what rent you can attain, what financing you need, what maintenance the property will need in the coming years and of course will this property give me a return on investment. Marketing is no different. You are going to invest dollars and it should be that – an investment - not a cost.

So before you begin any sort of marketing to find more customers, stop and think. Grab a pen and paper now and do this exercise. Who is your IDEAL client? Not who is your target market or not the ‘anyone with a pulse’ type of scenario. Really think about it. Who is your IDEAL client? That is, who is the type of client you love to work with or to sell your products or services too. Get really specific. In fact, are they male or female? How old are they? What are their hobbies? Where do they live? Do they have kids? Are they happy/friendly/serious/educated/family type of people? List out everything you can think about them.

Why do you do this? Well, the way you are going to market to them (that is communicate to your prospective client), will be quite different depending on who it is you are targeting. Think about it, the way you communicate with a 20 year old female will be very different to a 50 year old male, yet most business owners never stop and think about who they are aiming their marketing at. They are in fact trying to sell rather than market. Marketing is all about generating leads whilst selling is about converting those leads.

Now just because you have been specific, doesn’t mean you won’t attract other people to your business. In fact, you can have more than one ideal client, but I would limit it to no more than three.

So step one in this week – define who is your ideal client.

Take a minute and share with us here, who is your ideal client.

Tomorrow, I’m going to show you what to do with this ideal client next and then later in the week we will discuss actual methods to find new customers for your business!

Have a great day!
Tracey
Tracey Leak

http://www.theartofhomebasedbusiness.com

Come get your copy of our FREE e-magazine designed to help home-based business owners gain greater success in their business.
Tracey Leak
 
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Joined: Wed Apr 25, 2012 2:15 pm

Re: Welcome Tracey Leak 'How to Get More Customers'

Postby Barbara Gabogrecan » Mon May 28, 2012 9:17 am

Wow - what an interesting start to the week Tracey! I love your comment "Who is your IDEAL client? Not who is your target market or not the ‘anyone with a pulse’ type of scenario." I know many business operators say they are targeting whoever will buy their product - most of us know that is not the thing to do. But....to differentuate between 'target market' and 'ideal clinet' is a real mind opener!

I target the home based business operators, but my ideal clients would be:-
* a male or female who wants to improve their business
* they want to grow their business
* they are prepared to invest time (and some money) in training
* they want to improve their marketing skills
* they see the importance of a website being a marketing tool (not just a pretty brochure)
* they want to network with like minded business operators
* they are prepared to 'think outside the box'
* they are not 'risk adverse' to the point of stifling their business growth
* they have a 'caring philosophy' of 'what can I do for you' (rather than what's in it for me)

Is that too many points for my list?

Can't wait for your next post.
Barb
Barbara Gabogrecan assists HBB's to market their business online
http://www.HomeBasedBusinessAustralia.org

Barbara is an artist specialising in silk painting; her video is on page one of You Tube http://youtu.be/1ZA9HObN_Go
http://www.SilkPaintingByGabogrecan.com/

Having survived a stroke and a brain tumour, Barbara wrote a book titled 'Thank God I Had a Stroke' to motivate and inspire others suffering from similar afflictions.
http://GabogrecanStrokeRecovery.com/
Barbara Gabogrecan
 
Posts: 341
Joined: Sun May 03, 2009 12:57 pm

Re: Welcome Tracey Leak 'How to Get More Customers'

Postby Tracey Leak » Tue May 29, 2012 9:59 am

Hey Barbara,

You can never have too long of a list! The more you know about your ideal client, the easier they are to find. :D

Tracey
Tracey Leak

http://www.theartofhomebasedbusiness.com

Come get your copy of our FREE e-magazine designed to help home-based business owners gain greater success in their business.
Tracey Leak
 
Posts: 10
Joined: Wed Apr 25, 2012 2:15 pm

Why You?

Postby Tracey Leak » Tue May 29, 2012 10:00 am

Yesterday, I talked to you about who is your ideal client. Today I want you to stop and think about why they would come to you?

Look back over your ideal client/customer and think about what they would want if they were coming to your particular business to buy from? Would they want friendly service? A particular brand or line of product? Certain information? What is it they would want?

Once you have done this, now look at why you? Firstly can you cover all the things your prospect would want? This is the first step because if you can’t cover the basics of what they would want then you either need to improve your business to meet those ‘wants’ or you are going after the wrong ideal customer.

The example I love to use is to think of a young female who tells you they want to marry a male model who is a millionaire with a penthouse in New York and drives a fancy car. Then you look to them and think ‘And why would he want to date you?’ I’m not trying to be mean or rude, but sometimes your ideal client is just a bit out of your league. Not forever, but maybe just right now. Doesn’t mean you can’t go after them, it just means you might need to lift your game.....

Really think about why you? What is unique about you, your business, your products or your service? It is not good enough to say I provide a 'friendly service'. That should be a given. I’d be looking for something that others in your industry don’t do, or things they do but don’t tell anyone about, or something unique about you personally.

In my example – as in me – I grew up in a home-based business plus have run my own home-based businesses. Do you know how many business coaches I meet that have never even owned their own business? It doesn’t mean I’m better than them, it means that I have a different perspective to them, an inner understanding. What sets you apart from the pack?

I’d love to hear what you think is unique about you so add a comment here. If you aren’t sure what is unique about you or you feel a little stumped, then add a comment and I’ll come back and see if I can’t help you unlock it.

Until tomorrow – look to add value!

Tracey
Tracey Leak

http://www.theartofhomebasedbusiness.com

Come get your copy of our FREE e-magazine designed to help home-based business owners gain greater success in their business.
Tracey Leak
 
Posts: 10
Joined: Wed Apr 25, 2012 2:15 pm

Re: Welcome Tracey Leak 'How to Get More Customers'

Postby Barbara Gabogrecan » Wed May 30, 2012 7:49 am

Ahh Tracy, you have hit a raw nerve when you discuss 'uniqueness'. I find that many HBB just cannot think that way. They seem to think that is they do everything well (friendly, helpful, speedy etc) then they are unique. As you put it, they are really offering the same as most good business operators do.

I like to think of both myself and my business as having some unique features that make us 'stand out in the crowd'. I personally wear a hat. I have even been spoken of on TV as the 'Lady of many hats'...I also know a client who always dressed in purple and people remembered her for that.

With my business, I am always developing something new to give away. So, it doesn't matter who you are or what you want from my business, you will always receive a gift as a bonus or as an incentive. I run my business by my philosophy of 'what can I do for you' - rather than 'what's in it for me'. I also try very hard to find out what it is my customers want that I have the skills to provide and develop that product or service.

Like you, I would love to hear of some other unique qualities from our readers.
Cheers
Barb
Barbara Gabogrecan assists HBB's to market their business online
http://www.HomeBasedBusinessAustralia.org

Barbara is an artist specialising in silk painting; her video is on page one of You Tube http://youtu.be/1ZA9HObN_Go
http://www.SilkPaintingByGabogrecan.com/

Having survived a stroke and a brain tumour, Barbara wrote a book titled 'Thank God I Had a Stroke' to motivate and inspire others suffering from similar afflictions.
http://GabogrecanStrokeRecovery.com/
Barbara Gabogrecan
 
Posts: 341
Joined: Sun May 03, 2009 12:57 pm

Putting it together

Postby Tracey Leak » Wed May 30, 2012 8:42 am

Welcome back – day 3 already! Amazing how time flies by.

So now that you have discovered your Who and your Why, we want to take this information to generate new customers to your business.

Look back over your who – that is your ideal client/customer. This time we are looking for opportunities to ‘get in front of them’.

You might have said that their kids go to a local school in your area. Well, that’s an awesome opportunity for your business. How could you get in front of them via the local school? Maybe the schools have a newsletter you could advertise in? Maybe you have something you could hand out to parents walking to their kids to school? Maybe there is a signage opportunity near the school.

What if you realised your ideal client is a part of a particular organisation? Think about, let’s say Physiotherapists. They have an organisation for Physiotherapists. Maybe there is an opportunity with the Physiotherapists Association, be it advertising, buying a list, speaking.

If you notice, what I am looking for is where are these ‘ideal customers’ all hanging out together. Where else do they go? What else do they do? What other types of businesses do they buy from?

This is one of my favourite marketing strategies and that is the strategic alliance or host beneficiary. Let’s use an easy to understand example of a hairdresser. A hairdresser is looking for, say a young female professional, about 30 years old that is into fashion and keeping up a good appearance. Where else would this ideal client go to buy, but the busy they go to is not in competition with your own? In this example, what about a beauty therapist? They have the same ideal customer, but they wouldn’t lose business to you, in fact they might actually gain business.

When we are doing marketing to find new customers, we must stop and think about where they are. Without doing this, you will not find the type of customers you really want in your business.

I know this may seem all common sense, but the number of business owners that don’t take the time to do this miss out on really attracting great new customers.

Take a minute and share with me your ideas for where you could find your ideal client and let me help you ‘flesh out’ your ideas. I’m here to help this week!

Tracey
Tracey Leak

http://www.theartofhomebasedbusiness.com

Come get your copy of our FREE e-magazine designed to help home-based business owners gain greater success in their business.
Tracey Leak
 
Posts: 10
Joined: Wed Apr 25, 2012 2:15 pm

Re: Welcome Tracey Leak 'How to Get More Customers'

Postby Geoff Haw » Wed May 30, 2012 9:45 am

Hullo Tracey
Yours is a welcome angle to marketing. Yes, it seems to me that many people are like archers shooting arrows at the target while wearing a blindfold. No doubt they'll probably get someone sometime, but more by serendipity than good management.

Ah yes, who is your ideal client? Most would immediately think, someone who's loaded with money and is willing to part with it for my incredible services!
Yet I am old fashioned enough to believe that money is not everything. (My accountant laments this!!!) When it comes to professional pride in a job well done, I'm more interested in how what I do with a client meets the client's needs.

Clearly, our ideal clients will depend on the nature of the services we offer. In my case, offering a range of services, clients vary. For weddings, it's engaged couples - of any age! For HR recruitment, I'm wanting people to come to me to assist them in finding a new position. For people who have written books and need them edited and brought up to production standard, I 'hope' that they can find me relatively easily online. For Corporate training e.g. in leadership principles and public speaking, I look to CEOs of companies, and very often their PAs, as it's often they who do the legwork. Sometimes for my editing work, I find that University students will seek me out for editing and tightening up their papers - which I do not believe in any way compromises the authorship of their papers, but does ensure that their work is up to standard. My Doctorate and Masters Degrees probable act as a reassurance to them that I know what I'm doing, whereas in other fields, it may well be utterly irrelevant.

Having said all that, the fundamental foundation stone to success for clients is to work with them, not for them. It works!
Best wishes

Geoff
Geoff Haw
 
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Re: Welcome Tracey Leak 'How to Get More Customers'

Postby Tracey Leak » Wed May 30, 2012 10:04 am

Hi Geoff,

You have made a very good point. Just because someone has money, doesn't mean that should be the only deciding factor. I often say that if all you do is to chase the money, then you will be running forever. I do believe that you do need to make sure you are profitable because in the end a business can not last if it isn't making profit. I usually put things more like that my ideal client pays me on time - if not in advance. My ideal client values my services/products and can see that they are value for money. Things like this.

Keep up the great work!
Tracey
Tracey Leak

http://www.theartofhomebasedbusiness.com

Come get your copy of our FREE e-magazine designed to help home-based business owners gain greater success in their business.
Tracey Leak
 
Posts: 10
Joined: Wed Apr 25, 2012 2:15 pm

Let's start finding those new customers . . .

Postby Tracey Leak » Thu May 31, 2012 6:00 pm

By now you should have a clear idea of who your ideal customer is, what they want, why you and where you can find them. Now let’s move to the how. That is how do we market to them?

By understanding your prospective customer, you should also now understand what things will attract them to your business. Think about it. Put yourself into your customers shoes. What words would attract them? What images would attract them? What problems would they like you to solve? What offers would entice them to buy from you?

Without understanding what will attract your customers, you can’t market effectively.

My first ‘how’ for finding new customers is what I think should be the best friend of every home-based business owner and that is networking.

Without a ‘shop front’, networking is one of the best tools for the home-based business owner. Even if your business is online, you should include some offline marketing into the mix.

For today’s post, I’m going to keep this short, so here are my top tips when going out to network:

1. You don’t want to connect with every person in the room. You want to find the 4 or 5 people in the room that are either your ideal customer or they work with/have access to your ideal customer.
2. Don’t hand out your business card to people. I hate at networking events that people go around and literally ‘shove’ their business card into your hand. I can tell you, that when I get home I won’t remember who you are or what you do and I won’t do business with you. I will with the people that I have a conversation with.
3. Join a group that meets weekly. Why? Because over time you build trust with others and tap into the word of mouth marketing and referrals that every business loves.
4. Know your lines. Can you describe what you do in 30 seconds to attract new customers?
5. Ask questions. Other people don’t really care about you and your business, but they love people who care about their business. Be interested, not interesting. You will gain a lot more business this way because people do business with people they like.
6. The fortune is in the follow up. When you find people you connect with, make a time outside of the networking event to connect again. This is where the business is usually done, not at the networking event.

To succeed at networking, it is all about practice. I’m actually quite introverted which is why I love working from home. I had to teach myself how to network. The best thing is to be yourself. You don’t have to be overly outgoing to succeed.

So, any questions on networking to generate customers?
Tracey Leak

http://www.theartofhomebasedbusiness.com

Come get your copy of our FREE e-magazine designed to help home-based business owners gain greater success in their business.
Tracey Leak
 
Posts: 10
Joined: Wed Apr 25, 2012 2:15 pm

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