Marketing and Business Strategy Advice For Women Business Owners from NAWBO
One of the most important lessons to learn on your marketing and business development journey is this: you can't be everything to everybody
In order to get the best, fastest, most consistent results you first have to figure out where you want to be. You choose where you want to place your focus-meaning you need to market to what you want, not what you have. Figure out your niche, where YOU and your expertise fit in within the larger arena of law, lawyers and firms. Consider this: there are hundreds of thousands of real estate attorneys out there, tens of thousands who focus their practice on representing builders, thousands who do only litigation and maybe hundreds who litigate only for hotels and resort developers. Now think about how many litigate on behalf of hotel and resorts developers who build internationally. See my point? Narrow it down to the most detailed version of the type of work you want and it will make your business development that much easier. Here's why:
You can compete with the big name players in your market
You can attract corporate clients to buy your services, whether they involve negotiation skills, presentation skills, sales skills, or dealing with difficult clients and colleagues.
Sometimes, the idea that you're at a disadvantage to the big companies is more in your own head than it is in your potential buyer's eyes.
Here's asimple formula to follow whencompeting for big business:
People can sense when there's real truth in marketing
There aren't many of us who enjoy admitting to our weaknesses. Recognizing our own vulnerabilities makes us feel, well vulnerable. Here's the thing, though. If you want to emotionally connect with your audience - and you do want to do that - you have to find the strength and the courage to be vulnerable. I personally think one of the most powerful ways to really take your marketing to a whole new level is to find within yourself that courage to be vulnerable.
I'll give you the perfect example. At a two-day intensive workshop, I met a gentleman who was really intense about studying direct marketing, copywriting and Internet marketing.
If there's one challenge new entrepreneurs share, it's the need to close more sales
They work very hard, but never seem to meet with enough people to reach their desired goals. There's a better way to meet your goals and it's called "sales automation." Once you learn to automate some or all of the sales process, your closing ratio, and your income, will increase dramatically.
Getting Past Your Objections to Automation
When we're talking about "sales automation," it simply means putting your sales process into a format that doesn't require your physical presence. That may mean writing a great letter that causes prospects to want to buy without needing to meet with you. It could also mean setting up a website and email system that reaches out to prospects and makes your offer in a compelling way that leads them to buy.
Teleseminars - the profit-making ability of these super-calls
You're gathering a database of prospects and marketing to those who have shown an interest in what you're selling.
You're sending out direct mailings and e-mails, and you're promoting your next event... you're taking calls, you're booking seats, and you're realizing profits that are just short what you've dreamt of. STOP!
Every method listed above is a piece of the money-making puzzle, but there's at least one element listed there that can be expanded to include an explosion of profits - profits of a caliber that you may have not considered possible.
That element is the "call." If you're talking to one person on the phone, answering his questions and moving closer to a single booking, imagine the potential it could have if you were speaking to 50, 100, or even 150 people at once. And furthermore, imagine if you were charging money for each of those people to participate in that call.
Hadn't considered the teleseminar until now?