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Armstrong Beech Marketing LinkedIn Marketing Networking

Networking – Love it or Hate it – Part 2

Listen to the podcast here

This is Part 2 of my Networking Articles, The Follow Up
Some of you are regular attendees; others not sure and others again absolutely hate it.  I have always networked and passionately believe in its value. When working in the telecoms sector and establishing an office here in the South West, I gained at least one third of my business through networking.   And, equally important, those customers remain loyal and don’t get whisked away when the next ‘too good to miss’ telesales call comes in – so long, of course, that you have ‘done what you say on the tin’ and given them the very best customer service. So do give it a try.
But before you start:  you must make the time to follow up every interesting conversation/potential lead from each event within a couple of days.  If you’re not prepared to do this, then probably worth waiting until you can follow up effectively.

  • If you have promised to follow-up with someone about something, do it within a couple of days of the event whilst still fresh in your mind (and theirs) with a quick email or phone call.   And of course you’ll invite them to join your network on LinkedIn…  Even if you haven’t promised to follow up, then Linked In is great to maintain contact.  If emailing, why not attach your own ‘outlook’ business card to your mail, so it saves having to make out a card for you.  Make it easy to do business with you…. If you do a lot of networking, then perhaps consider a business postcard or folded overprinted note let to ‘stand out’ from the standard two-line email.   I was sent once a great looking card as a follow up from a national IFA once but it had no contact details!  What a waste – in fact more than that – it made me think the company was daft for going to all that trouble and not ensuring the basics were in place!
  • If you are sending an email follow up, check your email signature to see that it’s complete.   If you’re in business, you don’t have a Hotmail, Gmail, AOL account do you?  Needs to be the same as your website. These others are great for home use but do not give you a professional image. Take care with sending your own logo and test to ensure it is received as you send it and not as a box with a X in the corner.  Your signature needs:
    • First name and surname
    • Company name
    • Job Title
    • Strap line/sentence about what you do
    • Landline
    • Mobile
    • Skype if appropriate
    • Email address
    • Website
    • Links to your social media networks, eg LinkedIn, Twitter, Face book etc.
    • Links to articles on your blog or any special offers
  • If you have time, consider how the person you met is most likely to want to be communicated with – think about where they fit in with the behavioural/disc quadrants and contact accordingly.
  • When you make contact, where appropriate, suggest a follow up meeting to find out more about their business and for them to find out more about yours.
  • When you receive an email from a new contact, make sure you update your ‘contact’ details on your PC, eg outlook contacts. Personally I copy all details from an email signature and then paste onto a new contact and then populate the appropriate boxes accordingly.  (it’s always a nuisance where people list their landline numbers as +44 (0) 1225 111111)!    Another good idea is to send new contacts your own outlook business details – that way you know they’re all there and correct!
  • Exchanging business cards doesn’t give you the permission automatically to add to your data base for email ‘blasts’, unless you agreed that you would when chatting.  Nor does a list giving email addresses.  You should contact people individually if this is what you want to do to ask permission.
  •  If you are sending out an email newsletter, don’t just abandon the bounce backs and out of offices. There can be lots of useful information there – mobile numbers, alternative contact numbers and the like.  Copy and paste into the contact information.

You get out of networking what you’re prepared to put in, but you need to ‘work’ at it and build the trust.  Building up a network can become one of your best marketing strengths and can help to generate regular referrals.

Categories
Armstrong Beech Marketing Communications Marketing Networking

Networking – love it or hate it – Part 1

Listen to the podcast here

or read the article below…
Some of you are regular attendees; others not sure and others again absolutely hate it. I have always networked and passionately believe in its value. When working in the telecoms sector and establishing an office here in the South West, I gained at least one third of my business through networking. And, equally important, those customers remain loyal and don’t get whisked away when the next ‘too good to miss’ telesales call comes in – so long, of course, that you have ‘done what you say on the tin’ and given them the very best customer service. So do give it a try.
But before you start: you must make the time to follow up every interesting conversation/potential lead from each event within a couple of days. If you’re not prepared to do this, then probably worth waiting until you can follow up effectively.
I’ve jotted down a few pointers to help you:

Categories
Armstrong Beech Marketing Marketing Presentations/Words

Hands up those who love presenting!

 Hands up those who love presenting!

If we think about it, the word ‘presenting’ covers giving a seminar/talking to a room full of people, to colleagues, to your boss, at an interview and so many different scenarios both in business and one’s personal life.

Here are a few pointers to ensure you’re on track:

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Customer Journey Feedback Marketing

Scary stats for why people stop buying from businesses

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Armstrong Beech Marketing Customer Journey Feedback Marketing

The Value of the thank you/good feedback

I received a great email from Lou Fletcher of Piccolo Property in Salisbury: “I love receiving your email newsletters – they constantly remind me of all the things I *will* do when I can magic up some more hours in the day! Good tip about picking up the phone – you’re right – it is good to talk!”

Just a couple of sentences; doesn’t take long. Nice to send. Great to receive.

How often do you give positive feedback and/or thanks?
What more could you do?

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Advertising Armstrong Beech Marketing Communications Marketing

Excellent article from the Committee of Advertising Practice (CAP)

61% of the complaints the Advertising Standards Authority (ASA) received in 2011 were about misleading advertising. That equates to about 80% of the ads it looked in to. Making sure you don’t mislead people might seem straightforward, but it is a broad area that can require careful navigation by marketers in all sectors. So here we give a quick guide on how to avoid the most common pitfalls.

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Marketing Price

The Vendor Client Relationship in the Real World

The Vendor Client Relationship in the Real World

the-vendor-client-relationship
Click on the image to watch this brilliant 2 minute video.

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Advertising Advertising and Design Armstrong Beech Marketing

Branding considerations when commissioning a logo

An excellent article on branding from Mark at Yee-ha! Design & Brand Communications. 

A few things to think about when commissioning a logo…

Use a professional graphic designer that specialises in identity. You will then
get a logo that is unique to you, your business, product or services and be
relevant to your target audience and existing customers.

Your logo will be created and provided to you in various file formats so it
can be reproduced consistently on all medias. (From signage, embroidery
on uniforms, websites, business cards, exhibition stands, sales literature,
vehicle livery, etc.)

When you brief your designer:

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Armstrong Beech Marketing Communications Marketing Sales Sales/Selling

Sales tips to improve effectiveness

Sales tips to improve effectiveness

Generally people buy to make themselves feel better or to solve a problem.  People buy for the ‘afters’ ie  they go to University because the ‘afters’ can give them better job prospects.  What ‘afters’ are you giving?  What do you ‘leave behind’ after you have made the sale –  a better lifestyle?  more sales/profit?  Really important to identify and communicate it.

How will you sell each product/service? – (to your already identified target market)

Categories
Advertising Brand Directories

Yell renames

Hmm, not sure. Hibu doesn’t mean anything, apparently. What do you think?

“Despite its £2.2bn-worth of debt, directory service Yell has gone ahead with a change of name which has cost it thousands of pounds. WPP’s Landor agency was asked to consider over 60 different names and decided on ‘hibu’. Chief executive Michael Pocock, defending the decision to choose a new name, said it was because the company was “viewed as a dinosaur”. Yell has struggled to maintain advertisers in the face of competition from the internet. The Yellow Pages name is to be maintained for print directories”.
The Daily Telegraph & FT 23 May 2012