Do you love your business but hate the selling part? Whether it’s calling prospective clients on the phone or writing persuasive emails and web copy, most self-employed professionals say that selling is the element of their business they dislike the most.
If it was possible to sell without having that feeling of discomfort in your gut, or those sweaty palms and increased heart rate, would you be willing to make a change?
Planning your marketing can be as easy as sitting down with a pen and paper (or your keyboard) for an hour. What’s that you say — sounds too good to be true? What if this were the truth: your marketing is easy and simple, and creating a plan for it is simple, too. What could be possible for your business from that viewpoint?
When you have a marketing plan, things become easier. Easier because you know what you’re going to do, you have a plan, and you just follow it. You don’t need to think about it. Thinking is often the thing that gets in your way the most. As much as your human brain is an asset, it can also be a hindrance when it comes to getting things done.
It’s harder than ever for a self-employed professional to land clients unless you appear credible. Once upon a time, you could get clients based on not much more than a business card, decent clothes, and your ability to present yourself well in a conversation.
Now what happens is that prospective clients check you out online before they decide to do business with you. Even when prospects are referred to you by someone they trust, they will typically visit your website, search online for your name, or look for you on social media. If what they learn doesn’t shout “credibility” to them, you’ll have a tough time getting their business.
I recently ran across a 2017 study by FreshBooks Cloud Accounting asking 1,700 self-employed professionals, independent professionals, and small business owners what they found to be the most effective marketing strategies. All the participants had fewer than 10 employees, and 77% of them were solopreneurs, making this group a close match to the readers of this blog.
I was pleased to see how closely their answers aligned with the list of Effective Marketing Strategies in Get Clients Now! and the advice Kris Carey and I give our clients, students, and readers. Here’s what these self-employed professionals named as “highly effective” marketing strategies:
Unless you’re literally hiding under a rock, if you’re in business and have any clients at all, you’re doing something that qualifies as marketing. People tend to fall into two camps: those who are doing more marketing than they realize, and those who are doing less than they think.
Which camp do you fall into?
As an aside, for our purposes we’re defining marketing as getting the word out about your business, it’s services and benefits, to potential customers so that you can have a sales conversation with them and hopefully close the sale. Marketing creates opportunities to have sales conversations.
Trying to implement a marketing approach that has critical elements missing is like trying to make a pie without the ingredients to form the crust. Or in some cases, without an oven to bake it in!
There are four essential elements every successful marketing approach must have:
- Strategy – What are you trying to do, and why?
- Tactic(s) – How will you do it?
- Tool(s) – What will you need to do it well?
- Medium or Venue – Where will you do it?
If any one of these ingredients is missing, your approach will be less effective than it could be, and in many cases, will fail completely. Here are four examples to show you where an incomplete marketing plan can go wrong.