Comments on: Discounts and referrals: What works now http://smallbusiness.blogs.cnnmoney.cnn.com/2009/06/12/discounts-and-referrals-what-works-now/ Editors from FSB magazine answer your pressing small-business questions. Tue, 15 Dec 2009 12:52:55 +0000 http://wordpress.com/ hourly 1 By: M. Benjamin, Chicago IL http://smallbusiness.blogs.cnnmoney.cnn.com/2009/06/12/discounts-and-referrals-what-works-now/#comment-2005 M. Benjamin, Chicago IL Tue, 13 Oct 2009 17:01:31 +0000 http://askfsb.blogs.fsb.cnn.com/?p=1051#comment-2005 I think Mr. Winston is way off base. Your not selling coffee. You should know your customers better than anyone. 1. Serve. Don't Sell. 2. Reconnaissance on your competition 3. Forget social media unless there is a true utility in it for your customers. 4. The devil really is in the details - Create some small personalized wow factors for your customer experiences and your competition will crumble like a Crummy Brothers cookie. I think Mr. Winston is way off base. Your not selling coffee. You should know your customers better than anyone. 1. Serve. Don't Sell. 2. Reconnaissance on your competition 3. Forget social media unless there is a true utility in it for your customers. 4. The devil really is in the details – Create some small personalized wow factors for your customer experiences and your competition will crumble like a Crummy Brothers cookie.

]]> By: Dr Bill Toth Houston TX http://smallbusiness.blogs.cnnmoney.cnn.com/2009/06/12/discounts-and-referrals-what-works-now/#comment-2003 Dr Bill Toth Houston TX Mon, 12 Oct 2009 15:26:23 +0000 http://askfsb.blogs.fsb.cnn.com/?p=1051#comment-2003 Jenny - Add value! Determine what makes you and your business unique and tailor your marketing to the customers that LOVE that uniqueness. Be very clear as to who your ideal client is. For example; Our ideal client is "Bob" or "Bobette". a 40ish YO salesperson who makes 60k per year, has two kids they never get to see, a spouse they rarely get to relax with, hasn't had a vacation in more than a year, wears khaki's and a golf shirt to work, drives a 2+ YO car, is fed up with being downsized and right sized, was considered "over qualified" on their last interview and is seeking to start their own business." After you are clear as to your value in the marketplace, who your ideal client is, THEN you MUST have a written plan...for the year, month, week and each day. Most important - Have Fun, Be flexible and Live With Intention, Dr Bill Toth Success Coach CreateYourFate.com Jenny – Add value! Determine what makes you and your business unique and tailor your marketing to the customers that LOVE that uniqueness. Be very clear as to who your ideal client is.
For example; Our ideal client is "Bob" or "Bobette". a 40ish YO salesperson who makes 60k per year, has two kids they never get to see, a spouse they rarely get to relax with, hasn't had a vacation in more than a year, wears khaki's and a golf shirt to work, drives a 2+ YO car, is fed up with being downsized and right sized, was considered "over qualified" on their last interview and is seeking to start their own business."
After you are clear as to your value in the marketplace, who your ideal client is, THEN you MUST have a written plan…for the year, month, week and each day.

Most important – Have Fun, Be flexible and

Live With Intention,
Dr Bill Toth
Success Coach
CreateYourFate.com

]]> By: Jeremy J. Ulmer, Chicago, IL http://smallbusiness.blogs.cnnmoney.cnn.com/2009/06/12/discounts-and-referrals-what-works-now/#comment-2001 Jeremy J. Ulmer, Chicago, IL Sun, 11 Oct 2009 20:21:38 +0000 http://askfsb.blogs.fsb.cnn.com/?p=1051#comment-2001 If you are not yet using social media such as twitter, linkedin and / or facebook to help get the word out, I'd encourage you to get some social media coaching and dive in. You may also consider some incentives geared toward target niche markets. Also, consider designing a referral program with your current clients. Make sure they are clear that you do want referrals, what is in it for them, and how they can specifically help you in that regard. Jeremy J. Ulmer Sales & Business Coach http://www.coachwithjeremy.com/ If you are not yet using social media such as twitter, linkedin and / or facebook to help get the word out, I'd encourage you to get some social media coaching and dive in.

You may also consider some incentives geared toward target niche markets.

Also, consider designing a referral program with your current clients. Make sure they are clear that you do want referrals, what is in it for them, and how they can specifically help you in that regard.

Jeremy J. Ulmer
Sales & Business Coach
http://www.coachwithjeremy.com/

]]> By: Jennifer Woodard, Detroit, MI http://smallbusiness.blogs.cnnmoney.cnn.com/2009/06/12/discounts-and-referrals-what-works-now/#comment-1999 Jennifer Woodard, Detroit, MI Sun, 11 Oct 2009 06:11:34 +0000 http://askfsb.blogs.fsb.cnn.com/?p=1051#comment-1999 I would add that you should try and find out why your customers are leaving. It may not be the price. Maybe the new shops are offering more trendy styles then you offer. Maybe the beauticians are younger and friendlier, maybe they carry products that you do not carry. Try asking some of your old customers why they left and visit the new salons and take in what is different at their shops compared to yours. I would add that you should try and find out why your customers are leaving. It may not be the price. Maybe the new shops are offering more trendy styles then you offer. Maybe the beauticians are younger and friendlier, maybe they carry products that you do not carry. Try asking some of your old customers why they left and visit the new salons and take in what is different at their shops compared to yours.

]]> By: Ms Price Milwaukee, WI http://smallbusiness.blogs.cnnmoney.cnn.com/2009/06/12/discounts-and-referrals-what-works-now/#comment-1853 Ms Price Milwaukee, WI Mon, 22 Jun 2009 10:43:04 +0000 http://askfsb.blogs.fsb.cnn.com/?p=1051#comment-1853 do you have a presence on Networking sites like Facebook? try some networking sites for exposure. if you need affordable health care go to : www.healthcoveragemadeaffordable.com do you have a presence on Networking sites like Facebook? try some networking sites for exposure. if you need affordable health care go to : http://www.healthcoveragemadeaffordable.com

]]> By: Rita in Orlando, FL http://smallbusiness.blogs.cnnmoney.cnn.com/2009/06/12/discounts-and-referrals-what-works-now/#comment-1841 Rita in Orlando, FL Tue, 16 Jun 2009 18:47:29 +0000 http://askfsb.blogs.fsb.cnn.com/?p=1051#comment-1841 Go to your local library and read the book "Guerilla Marketing." YOu can also buy this on Amazon.com or in any bookstore. It has a lot of great, innovative, inexpensive marketing ideas for small businesses. Also, consider "partnering" with another small business in a related area. For example, you are a hair dresser. Is there a nail salon that you could partner with that you have a Pre-Wedding special for members of a bridal party where if you get your hair and nails done on a certain day and patronize both you and the nail salon they will get 20% off or something? Basically, it's setting up an inter-business referral service. The advice about rewarding customer referrals was good, you should definitely do that. Finally, I would ask you: how much have you spent on advertising/marketing? Many people think all they need to do is start a business, hang a sign out front and the customers will roll in. What have you pro-actively done to get the word out about your business? Have you taken out ads? Have you got a radio spot? Who is your target client? Do you specialize in one type of hair style (for example African Americans)? If so: target your marketing efforts to that target client. If your answer is: we'll cut ANYONE's hair, then market yourself to families! Advertise in a newsletter that goes to area daycares/preschools, say "members of XYZ preschool get a 10% discount, and the discount is 15% if you bring in 2 or more people to get a haircut." EVERYONE has to have a target audience: focus on who yours is. Lastly, if your competitors are eating your lunch, ask yourself: are they better than me? Or are they merely cheaper? If they are better than you are (better skills) then you have to be cheaper. If they are cheaper than you, then you need to be better (have better stylists or offer a better, more relaxing salon experience for the price premium you are charging). If they answer is that they are BETTER AND CHEAPER then no advice can help you. You need to be honest with yourself. Go to your local library and read the book "Guerilla Marketing." YOu can also buy this on Amazon.com or in any bookstore. It has a lot of great, innovative, inexpensive marketing ideas for small businesses.

Also, consider "partnering" with another small business in a related area. For example, you are a hair dresser. Is there a nail salon that you could partner with that you have a Pre-Wedding special for members of a bridal party where if you get your hair and nails done on a certain day and patronize both you and the nail salon they will get 20% off or something? Basically, it's setting up an inter-business referral service.

The advice about rewarding customer referrals was good, you should definitely do that.

Finally, I would ask you: how much have you spent on advertising/marketing? Many people think all they need to do is start a business, hang a sign out front and the customers will roll in. What have you pro-actively done to get the word out about your business? Have you taken out ads? Have you got a radio spot? Who is your target client? Do you specialize in one type of hair style (for example African Americans)? If so: target your marketing efforts to that target client. If your answer is: we'll cut ANYONE's hair, then market yourself to families! Advertise in a newsletter that goes to area daycares/preschools, say "members of XYZ preschool get a 10% discount, and the discount is 15% if you bring in 2 or more people to get a haircut." EVERYONE has to have a target audience: focus on who yours is.

Lastly, if your competitors are eating your lunch, ask yourself: are they better than me? Or are they merely cheaper? If they are better than you are (better skills) then you have to be cheaper. If they are cheaper than you, then you need to be better (have better stylists or offer a better, more relaxing salon experience for the price premium you are charging). If they answer is that they are BETTER AND CHEAPER then no advice can help you. You need to be honest with yourself.

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