Marketing to Small Businesses

[DanWilliams]

Few things that work well fo rmy industry. Letters of introduction/referral/recommendation from existing clients...they are better than testimonials. Secondly, customer testimonials that address common objections/reservations. Thirdly...use your connection/membership with the chamber to offer free classes/seminar on topic of concern that your product solves.

[ParaTed2k]

I've found that Appreciation Marketing is one of the best methods of gaining (and especially retaining) customers and clients. Since only about 5% of business people show any kind of appreciation beyond a verbal "thank you" at the end of a transaction, it really helps you brand yourself and your IT services.

You do want to become the preferred IT provider in your area, right?

[LFinkle]

I spent years cold calling and had good results. The challenge with cold calling is you have to keep at it day in and day out. I suggest you consider attending networking events. Are there chamber of commerce events in your area? Some networking groups like BNI are great for starting out. Perhaps identify associations that have small businesses as their clients and offer them some discount for their members? Mailers aren't going to be much success I don't suspect unless you send something big and flashy...a 6 x 8 postcard for instance.

This sound like a great question for a product I am createin. I'd love your insights. Submit your questions and ideas to the link in my signature and you'll have a chance to win the product.

[MobileMarketness]

I like the idea of direct mail pieces, but they can be so expensive. Cold calls can be inexpensive depending on how you structure payment.

For the SME owners here, would a cold call offering something free be an annoyance? Of course, assume the offered freebie would be of high value and not some report, a "free consultation" or something equally vague.

[glenneena]

I despite cold calls and hang up or bust chops on 100% of the people that call. I normally get 10 plus calls a day, time waster to the max. Don't do it, IMHO your wasting your time. Possibly letters with a flyer. Short concise cover letter, detailed flyer, business card. That is it. I have been at my current retail/service location 10 years, 3 company names, 7 phone lines, lots of on line ads. My numbers are out there, lots of cold calls. Never bought anything over the phone. Never will. One time I talked with a tele marketer about long distance service and got slammed, complete nightmare to switch back.

The way I look at it, if you can't send an intro in the mail and then show up in person, you don't have anything worthwhile to sell or offer and your a fraud. (I said IMHO, and my statement could be wrong, but I have a business to run, not time to waste on the phones).

[billbenson]

I despite cold calls and hang up or bust chops on 100% of the people that call. I normally get 10 plus calls a day, time waster to the max. Don't do it, IMHO your wasting your time. Possibly letters with a flyer. Short concise cover letter, detailed flyer, business card. That is it. I have been at my current retail/service location 10 years, 3 company names, 7 phone lines, lots of on line ads. My numbers are out there, lots of cold calls. Never bought anything over the phone. Never will. One time I talked with a tele marketer about long distance service and got slammed, complete nightmare to switch back.

The way I look at it, if you can't send an intro in the mail and then show up in person, you don't have anything worthwhile to sell or offer and your a fraud. (I said IMHO, and my statement could be wrong, but I have a business to run, not time to waste on the phones).

You'll get along well with Huggy here on the forum

I see no reason to hang up or chew someone out. They are generally people that don't know how to get a better job. It takes two seconds to say "I'm sorry sir but I'm not interested" and hang up. You already picked up the phone, that was the most time consuming part.

I'm not saying I don't hate the calls, but I don't agree with your response.

[glenneena]

I probably over dramatized my actions, I normally say no, not interested, not buying anything now. But most call and call and call and have our numbers on repeating dialers and that is also not fair. Our phones do get busy and more than once I have had clients hang up or lose people calling in for service on cell phones only to answer an incoming call and it is a cold caller. Sorry, but just feel it is the wrong way to sell.

[billbenson]

I probably over dramatized my actions, I normally say no, not interested, not buying anything now. But most call and call and call and have our numbers on repeating dialers and that is also not fair. Our phones do get busy and more than once I have had clients hang up or lose people calling in for service on cell phones only to answer an incoming call and it is a cold caller. Sorry, but just feel it is the wrong way to sell.

Then we pretty much agree. Its generally a slime bag way of selling. It can also work and be time well spent for certain salesman. Take some sales guy for some company and the phones aren't ringing. If he gets on the phone he might get some sales.The bigger problem in this example is the company is doing a lousy job of marketing if the phones aren't ringing. But could you really blame the sales guy. At least he put hamburger helper on his family's plate that day.

[queenvictoria]

The status of our economy should not stop you from marketing your enterprise. It does not have to be through expensive advertising. You can start it off by using your own social networking accounts. You may also use inexpensive promotional tools such as posters, to let your target demographics discover the existence of your business.

[jrobconsult]

You should used several methods to market your business. The networking involving Chamber of Commerce is good and join a committee to even get more exposure for your business. Direct mail letters, flyers or a postcard followed up with a phone call can be a great way, if you have the right message. Do something free for a high profile non-profit and you may have all the business contacts you need. These are just a few of the possibilities.