Small Business Smart Marketing

Nothing Beats Low-Cost Email Marketing for Boosting Sales

2011-11-15T07:24:00.000-08:00

If email newsletters are not central to your real estate marketing strategy, you are missing the boat. Email marketing gives more "bang for the buck" than any other form of promotion:

Advertising Medium	Cost/Piece	% Viewers
Email	$.015	15%-70%
Direct Mail	$.50-$1.00	50%-100%
Flyer	$.10-$.75	50%-75%
Newspaper Ad	$25.00-$600.00	10%-50%
Pay-Per-Click	$0.45-$10.00	0.5%-10%

Email marketing offers real estate professionals significant advantages:

1. As seen above, the return-on-investment can be astronomical!

2. Whereas other forms of advertising are shot-gun approaches, email marketing can be very targeted by using segmented email lists.

3. By building opt-in email lists, recipients have already agreed to receive emails about certain topics, and email delivery percentages dramatically increase rather than winding up in a spam folder.

4. Opt-in email lists available from third parties can also be utilized to target specific demographics or geographical locations.

5. Email marketing also promotes relationship building for future real estate business and client retention..

6. Email marketing often enjoys viral benefits, wherein your emails are forwarded to friends, family and colleagues.

7. Email marketing can be used for a variety of purposes, such as promotions, newsletters, event management and online surveys.

8. Autoresponders allow automated email responses and follow-ups to be preprogrammed, enhancing sales productivity.

9. Email results can be tracked - the number of opens, the number of clicks, etc. Moreover, you can actually determine who clicked on what link in a newsletter, for example, and then further segment your email list according to interest. Eventually, one can derive highly-targeted email lists consisting of pre-qualified recipients.

In short, email marketing is the least expensive, most productive means of reaching clients, nurturing prospects and pushing your message to the marketplace.. If your company is not doing email marketing, you are foregoing a huge opportunity to boost sales!

Plan Now for 2011

2010-12-28T08:48:00.000-08:00

The week between Christmas and New Years is the perfect window for small and home-based businesses to reflect and plan for the coming year:

* What is working and what is not?
* Look at Google Analytics for your Website to identify areas for improvement.
* What industry and economic trends are likely to affect your business next year?
* Are there any opportunities which you can take advantage of?
* Set goals and develop a business plan for 2011.

Taking a day or two to perform this useful exercise can have immense payoffs for your business in 2011.

Online Email Newsletter Preparation Service - Constant Contact Product Review

2010-08-05T11:27:00.000-07:00

Constant Contact is a popular entry-level Web-based service for the creation, distribution and management of email newsletters. It is optimized for non-techies who want a fast, easy answer for low-to-moderate volume email promotions. Over 200,000 small businesses, associations, non-profit organizations and Realtors are said to be utilizing their online service.

While not "hiccup" free, the service fills a market need. I found Constant Contact to be an affordable answer for small organizations that lack inhouse technical resources, but wish to leverage low-cost email marketing to promote their products or services.

Constant Contact provides easy-to-use tools for developing attractive email newsletters, managing email lists, and handling distribution issues (compliance with spam laws, bounces, unsubscribes and filters). It also provides tracking tools and reports for evaluating results. Moreover, they have added the ability to set up autoresponder message for newsletter sign-ups. And of course, you can also schedule a series of emails to a segment of your contact base in an autoresponder-like fashion.

Recently, Constant Contact added two optional upgrades - the abilities to conduct online surveys (with results analysis) and manage events. So, if you are looking for feedback from your customers and prospects, now you can conduct a survey as part of your monthly email newsletter. Want to hold a product or service seminar? Now everything - broadcasting the event, sign-ups, emails to participants, etc. - can be accomplished with Constant Contact. If you have ever created and managed an event, you'll realize how powerful this canned capability is.

If you are familiar with the features and functionality of any word-processing program, then you can easily use Constant Contact for your email campaigns. They have a plethora of templates, tutorials, guides and "step-by-step" screens which ensure that anyone can create email masterpieces. Email pieces can contain one or more links to landing pages on your Website or even PayPal buttons for direct purchases.

Constant Contact makes it easy to sign up for their service. They offer a sixty-day free trial without a credit card requirement (for up to one hundred email contacts), pricing is attractive (starting at just $15 monthly for up to 500 email contacts, but no limit on the number of emails that can be sent each month), there is no software to purchase or install, and no long-term contract is required.

As with any Web-based interactive service, however, Constant Contact is recommended only for those who have a DSL or cable Internet connection. Otherwise, you may be in for a frustrating experience -- it can take a while for your newsletter editing inputs to show up on the browser screen.

The newsletter creation process itself is simple. It involves modifying your choice of several newsletter templates with your own content and images. Constant Contact has worked hard to make this an easy process. In addition to modifying overall appearance (background color, font, etc.), you can customize the content and look of each template section employing tools familiar to any Microsoft Word user.

A word of caution here. There are some quirks. Sometimes, what you want to happen doesn't happen. For example, I found that font and spacing actions sometimes produced unsought results. Despite an "undo" button, you might just have to close the newsletter editing function, then re-open it to eliminate unintended results. It thus pays to "save' your work frequently as you go along. But, if you know a little HTML, you can open a "code" window and usually resolve these mishaps in quick fashion.

Here is a hint -- copy any text prepared in a word-processing application or copied from a Website to the Microsoft Notepad before inserting it into the Constant Content newsletter template. This will remove any underlying formatting code that could affect your newsletter display.

I particularly like their list import capabilities. Constant Contact offers a downloadable tool for easily importing selected contacts from Microsoft Outlook. Other lists can be imported in.csv,.txt and.xml formats. And your lists can be segmented for targeted email campaigns.

A newsletter sign-up form or button is automatically generated for you. All you have to do is copy its underlying HTML into one or more pages on your Website to promote your newsletter to site visitors. Obviously, you will get more subscribers if you also offer an incentive, such as a free report or discount, to sign-up for your free newsletter.

But Constant Contact is about more than just sending out newsletters. It also allows you to set up email promotional campaigns. For instance, you can modify their templates to promote events, seasonal specials, or product announcements. These can then be sent to targeted segments of your email list(s) along with embedded coupons or links to special offers.

In summary, Constant Contact gets "two thumbs up" for being an affordable, hassle-free solution for low volume emailings (up to a thousand or so contacts). Its ease-of-use, extensive functionality, variety of templates and helpful learning resources make Constant Contact an excellent answer for small businesses and real estate professionals. With Constant Contact, you can quickly launch and easily manage professional-looking newsletters and other email promotions without a steep learning curve or breaking your wallet.

If you need help setting up a Constant Contact account, template or managing your newsletter, please contact us at (866) 284-4955 or by email at info@SmallBizSMartMarketing.com.

Advice for Baby Boomer Entrepreneurs

2010-06-14T15:55:00.000-07:00

Either through retirement or because their job evaporated, Baby Boomers are becoming entrepreneurs and their medium of choice is the Internet. Why? Because less resources are necessary to get started and a worldwide audience awaits. But don't be fooled - it still takes a lot of planning, hard work and expertise to be successful.

Starting an Internet-based operation offers Boomers the chance to take their "great idea" and turn it into a profitable business. But don't expect overnight success. It takes as much time and as much work to create a successful Internet business as it does to launch a "brick and mortar" equivalent. Plus, one additional piece of expertise is required - an understanding of how Internet marketing works and what it takes to gain online visibility among a target audience.

I would say that 95 percent of all newly launched online businesses are doomed to failure. People put up a canned Website and wait for the business orders to show up in their email. Months go by and nothing happens. They can't understand it and are at a loss about what to do next.

Here is some advice for new Baby Boomer entrepreneurs:

Before Baby Boomers spend any money, I urge them to do their homework first and give your "great idea" a sanity check by subjecting it to the rigors of a business plan. For those who do not understand how a business plan screens ideas for feasibility, click here for a free guide.
If you have not mastered the technical aspects of gaining Internet visibility, hire an expert to help you. Otherwise, your Website will not show up within the first three pages of Google, Yahoo or MSN Bing when someone searches for your product or service. For all practical purposes, the only people who will even know your site exists are those to whom you directly communicate your site address. Otherwise, your business will remain invisible on the Internet.
Being successful with an Internet business requires continuous work. Your site must be frequently updated and constantly promoted via a variety of online avenues. This requires money, time and effort. Again, if you are not an Internet guru, hire one to relieve yourself of this burden so that you can focus on running your business.

A word of caution. There are countless schemes appearing that offer Boomers turnkey solutions to running their own Internet business. They contain gushing endorsements from other Boomers who have enjoyed overnight success and become wealthy while working part-time. Do yourself a favor and thoroughly check these out before giving money to anyone. Many of them are multi-level marketing schemes. Others fail to disclose that you will be entering a saturated market or that members actually compete against one another on the Internet. Usually, just googling the outfit will turn up any negative feedback from dissatisfied customers. Checking them out with the Better Business Bureau is also a good idea. If it sounds too good to be true, it usually is.

The key to Internet business success is to leverage the wisdom and experience you gained during your own career. Don't rush into something. Take your time and thoroughly evaluate opportunities. And be committed once you make the decision to proceed. Expect it to take time and hard work. Set out benchmarks to gauge your progress. Celebrate your successes and adapt accordingly when you discover that something isn't working. If your "great idea" is solid, eventually you will enjoy the fruits of your labor.

Managing your own Internet-based business your home office is an exciting way for Baby Boomer entrepreneurs to supplement their income and remain engaged in the business world. It can be a part-time or full-time endeavor - you set your own pace. Ultimately, you may even create an online enterprise that can be profitably sold when you feel ready to fully retire or explore other opportunities.

The Zen of Running your Own Business

2009-01-11T10:07:00.000-08:00

When it comes to satisfaction, nothing compares to owning and operating your own business. Everyday is exciting. You wake up energized, full of ideas and objectives to be accomplished. When you launch a business that is something you really want to do, your chances of success are high and (as the psychologists say) you become "self-actualized."

I spent over twenty-five years in entrepreneurial and corporate environments. Sometimes it was fun. Sometimes it was drudge work. And then there was the corporate politics, artificial deadlines, and incompetent bosses to deal with, not to mention driving at two hours daily through exhausting traffic. I don't miss it.

Now, I work out of my home office and have a virtual company made up of knowledgeable executives who like myself leverage our vast experience to mentor start-ups and small businesses. We hold meetings (when necessary) at Starbucks overlooking the Pacific Ocean surf.

It is amazing how much you can accomplish in a day when you're not bothered by the minutia and frustrations that are the price of working for someone else in exchange for getting a steady paycheck. Your workday becomes very targeted. And if it's a nice day, there's always time to "smell the roses," go for a bike ride along the beach, or just take a break to reflect on life.

Don't get me wrong. Starting a business takes a lot of work. You will work harder and longer during the first couple of years than you ever did when employed by someone else. There will be victories and defeats. Some days you will wonder how you are going to pay the bills this month. You will learn and overcome adversities. You will grow. You will grow a lot!

But mostly it doesn't seem like work, because you are making your own decisions and building a future for yourself. You are your own boss. You get to be creative and test new ideas. And when you succeed, it brings a special sense of joy and satisfaction.

I look back over the past five years since launching my own consulting business and my only regret is that I didn't do it sooner. With the ugly economy and layoffs, maybe it's time for you too to take an entrpreneurial leap. One door closes and another opens. If you do your homework upfront and are prepared to dedicate yourself for a few years, you may find the rewards in both your business and personal life to be overwhelming.

Five Low-Cost Marketing Activities for Small Businesses during a Recession

2008-12-30T15:13:00.000-08:00

With the recession gathering steam, 2009 looks to be a tough year for small businesses. Belt-tightening on marketing budgets is a natural reflex to diminished sales. However, it would be a huge mistake for a small business to shut down marketing in a recession because marketing is essential to surviving a downturn. And fortunately, there are effective marketing activities that can be conducted for little or no cost to help keep your sales alive.

Marketing promotion doesn’t have to cost a bundle to yield results. Some of the most effective marketing activities are inexpensive and require little more than investing your time to make them work for your business.

Here are five inexpensive marketing activities a small business can do to keep existing customers coming back while creating new ones:

Fine-tune your Website. Go over your site from the perspective of a first-time visitor. Are visitors able to discern what your site is about and why they should do business with your company within the ten seconds that you have to capture their interest? Is the site easy to navigate – can visitors readily find what they are looking for? If your business is selling online, is the purchase process simple to use and fool-proof? Do you offer complementary items for sale during the checkout stage? And finally, have you at least performed basic search engine optimization by including meta, alt and header tags, as well as populating your page titles and textual content with keywords relevant to each page? If that sounds like gibberish to you, check out sites like www.WilsonWeb.com to get helpful non-techie site tuning tips. Take an hour or so to perform an audit of your Website – it will ultimately yield big returns for your business!
Nurture your customers and prospects with a monthly email newsletter. Use “push” marketing through an email newsletter to stay in touch with your customers and prospects. Gain their ineterst by providing valuable information. This allows you to promote your products or services directly to potential buyers. Include incentives and create a sense of urgency. Insert click-through links to special pages on your Website that are germane to any offers or subjects promoted in the newsletter. Use low-cost ($30-$50 monthly online services like www.ConstantContact.com which offer professional newsletter templates and email list management. Just remember to “drip, drip, drip” on your clientele to remind them of the value your business provides.
Include your Website address on all correspondence, especially business cards and emails. Add a tagline to emails under the signature block that promotes your business. For example, “World’s Largest and Most Affordable Supply of Custom Widgets.”
Do press releases. These can be simple one-page releases announcing new products or services offered by your business, your latest achievements, new employees, management changes, new markets, discount programs, etc. – basically anything of public interest. Press releases are free advertising! Distribute them online to targeted geographical locations or audiences by using inexpensive services like www.PRWeb.com ($80). Don’t worry - these services show you how to set up the release. Make sure to include a link back to your site to provide interested readers with more information or drive traffic to an online sales funnel. And since online press releases get picked up by other Websites, newsletters and blogs as “filler content,” they help to create one-way links to your Website from a variety of complementary sites, thereby enhancing your search engine ranking. Don’t forget to mail your press release to local hard-print publications as well!
Advertise weekly or monthly promotions on your Website and in your newsletter to generate new sales and keep your customers coming back. If appropriate, you can even get a unique Website address (e.g., BigSale-TailorMadeSuits.com) for about $10 that points to a page in your Website where the promotion is presented in detail along with possible online purchase options. You can also add this unique online address to flyers or small ads in your local paper or industry periodicals.

With a little effort, your small business can have an effective marketing program for minimal expense. And now is the time to try new things and learn new marketing skills while you may have some slack. If you master the above activities, they will continue to provide a foundation for inexpensive marketing once the economy recovers. So make an investment in your future by starting with just one of these proven marketing techniques. Then tackle the others. You will be surprised and pleased with the results!

Small Business Marketing During a Troubled Economy

2008-11-18T13:09:00.000-08:00

Is there any doubt in your mind that we are entering a deep recession, perhaps the worse one since the Great Depression? How will your business survive this downturn? Bet that question has been keeping you up at night!

When the economy tightens, there is often a natural inclination among small businesses to cut costs across the board. This can be a healthy move. Certainly, there are business expenses you are now incurring that could be curtailed or eliminated. However, drastic cuts in marketing is not one of them.

In an economic downturn, continued marketing is key to survival. It's simple - without sales, you go belly up, and effective marketing generates sales even in a recession. The key to survival is to step back and re-orient your marketing dollars to activities which contribute to cost savings while still effectively maintaining visibility among targeted audiences.

For example, if you run ads in a trade periodical, just start running smaller ads if this medium is critical for your business. If you do television or radio ads, cut back to just those time slots that generate the most sales.

And most importantly, invest your valuable marketing dollars where you get "the most bang for the bucks." In good or bad times, this means placing an emphasis on Internet marketing. Why? Just consider:

Internet marketing reaches a worldwide audience on a 24x7 basis. And over 70 percent of people now surf the Internet when looking to buy a product or service. A Website and domain name costs about $60 annually. Figure another $1,000 to $6,000 (depending on complexity) to have an experienced pro develop a site for your business and optimize it for Internet search engines so it eventually bubbles up on the first or second page of Google for your keywords. This is a pretty cheap price to gain a worldwide sales vehicle that works around the clock for your business.
Flyers, direct mailings and hard-print advertising in newspapers and magazines are expensive...very expensive. On the other hand, online pay-per-click (PPC) advertising (when done right) delivers high-quality sales leads for pennies or a just a few dollars each. A typical medium-size newspaper ad might cost $600 or more for a short run. For the same amount, you could run PPC advertising for one or two months. Hard-print advertising is a shotgun approach whereas PPC advertising targets potential customers at the exact moment when they are looking for a product or service just like the one you offer. And, you are only charged when a prospect actually clicks on your PPC ad. Otherwise, it's free advertising! Plus your business gains immediate Internet visibility while your Website gains search engine ranking.

So don't cut your own throat by discontinuing marketing during this economic downturn. Rather, make your scarce dollars go further by shifting promotional activities to Internet marketing. But employ a professional to help your business. As many before you have discovered, you'll get results sooner, avoid costly pitfalls and save money overall.

Time to Start a Home Business?

2008-10-05T16:52:00.000-07:00

Maybe you are wondering if it's the best time to start a home business, what with the ailing economy and all. The answer is that it is always a good time to start a home business IF you have done your homework first.

Here are some tips:

Don't just jump in - take time to do your homework. Research your target market. Scope out the competition. Determine how you will differentiate yourself. Identify the risks and how you will deal with them. Develop a launch plan - what do you have to accomplish and in what order? Develop some financial projections - what can you realistically expect in terms of costs, revenues and profits? Fortunately, the Internet is a wealth of information. The more time you spend on this step, the more pitfalls you will avoid and the less costly your start-up phase will be.
Plan on developing a Website. You need a Website today to be credible. Ideally, your Website should be an online marketing platform for generating business. But it's not enough today to just put up a Website and sit back. Unless it is optimized for search engines, your Website will remain invisible on the Internet. Also, make sure to add Google Analytics to the Website so that you can analyze visitor behavior and make tweaks accordingly. Go to www.smallbizsmartmarketing.com if you need help. We'll give you a free consultation.
Market your business. Take advantage of the free online listings offered by Google, Yahoo, Kudzu and SuperPages. Look for inexpensive advertising opportunities in your local press. Do an online press release with an embedded link back to your Website. Distributed free articles about your business subject online (again with an embedded link back to your Website). Send flyers or postcards to your local target market. And add a free online newsletter subscription box to your Website - email newsletters (in which you can promote your business) cost less then a penny each to distribute.
Lastly, monitor your progress, and make changes as necessary based on the feedback you receive. Be sure to compare your actual financials to your projected financials. Are you on plan, or do you need to make changes? Are your expectations proving true?

Running a home-based business during retirement is a great way to generate supplemental income! But don't be fooled. The planning and start-up phases take a lot of work if you are going to be successful. Don't be in a rush to launch your "great idea." The more time you spend upfront in the planning phase, the better your odds of success.

Do the Business Plan First!

2008-09-18T15:44:00.000-07:00

I'm constantly amazed by how many entrepreneurs just jump in and start spending money on websites, marketing, etc., without having first accomplished their homework. Then after several months and maxed-out credit cards, they turn to someone like myself to help them understand why they are not getting any leads or generating any business. In almost every case, these fledgling millionaires failed to complete a business plan before leaping into the unforgiving world of commerce.

A business plan forces one to apply logic and rationale to "bright ideas." Done right, it highlights the risks, tests assumptions, helps to identify winning strategies (if there is one), and presents the expected return on investment in cold hard numbers for different scenarios.

Completing a business plan before launching a business will not guarantee success, but it will give you a much better chance of succeeding. Rushing to market without a business plan almost always results in expensive surprises and ultimate failure.

Having a business plan provides a targeted roadmap and benchmarks against which progress can be measured. It also alerts you to "bailout" opportunities if things are not going as expected. And it will help you to avoid costly pitfalls. In short, preparing a rigorous business plan upfront will more than pay for itself.

Launching a Home Business Offer Many Benefits

2008-08-30T11:47:00.000-07:00

In today's economy, many people start a home-based business or work part-time to make ends meet. Regarding the former, having a home business offers many benefits besides additional income.

First, it is exciting to start your own business, to pit your experience and wits against the world and become successful. It keeps you engaged with the outside world and the business community. You learn new things; you meet interesting people, and you continue to grow.

And there are considerable tax benefits too. Did you know that health insurance costs are deductible? This is a great way to take the sting out of the high cost of health insurance for Baby Boomer retirees who are not yet 65 years old. And your home computer equipment, automobiles, supplies and even home office space are fully or partially deductible too! Of course, you should check with your accountant or use a package like Intuit's Turbo Tax for Home and Business to confirm the exact deductions to which you are entitled.

Perhaps the biggest benefit of launching a home business is the gratification one receives from being the captain of your own ship. You control your time. You get to plan your own strategy and make all the decisions. It is invigorating and yes, even fun. When you're doing something you enjoy, it's not work.

Need help with mastering online marketing? Take a look at wwww.smallbizsmartmarketing.com. We can help. Baby Boomers who are thinking of starting a home business should look at www.babyboomerlifeboat.com to get an idea of the how to approach it and the challenges they can expect.

Baby Boomer Lifeboat

2008-07-08T16:46:00.000-07:00

Several "Baby Boomer" members of our organization (Pacifica Endeavors LLC) have expressed concern about the impact of the economy on their ability to retire. On June 24th, their fears were confirmed:

The decline in home values has reduced the prospect of comfortable retirements for the majority of near retirees, according to a new report from the Center for Economic and Policy Research (CEPR) .“This extraordinary destruction of wealth will have tremendous implications for millions of families as they enter retirement,” wrote report co-author Dean Baker. “Coupled with a very low personal savings rate, this means that many people will only have Social Security and Medicare to rely on in their retirement."

As many as two-thirds of Baby Boomers in their 50's and 60's are believed to fit the above profile. Sure, most have some savings, but for the majority their retirement plan was anchored by presumed home equity.

So, after much hand-wringing and a few drinks, the question among my colleagues quickly became, "Is it possible for Baby Boomers to comfortably retire if they do not have a large 401K, a big pension, an inheritance, or an executive golden parachute to sustain them?"

Being Internet Marketing professionals, we decided to do what we do best - research the subject....and the answer is "Yes." BUT, Baby Boomers with financial shortfalls have to be willing to make changes in their life styles to do so.

We discovered a wealth of information and Websites that can help Baby Boomers on their journey to retirement. So much information in fact that we decided to consolidate it in a new Website: http://www.babyboomerlifeboat.com/.

Pacifica Endeavors will maintain this site as a public service for fellow Baby Boomers. God knows, it looks like the majority of us will need it!

A CRM Solution for Small Businesses

2008-05-21T16:06:00.000-07:00

Managing customers, conducting marketing campaigns and achieving timely follow-up on sales leads is a vital process that can overwhelm a small business. Keeping promises, storing correspondence, managing sales and being able to quickly determine the status of accounts is crucial to success. Having a single, integrated solution to accomplish all this makes the lives of small business people so much easier and more productive.

Internet-based customer relationship management (CRM) and contact management solutions offer significant advantages. Typically, they are more affordable for small businesses because there is no software to buy or maintain. Equally important, online CRM solutions are accessible from any Internet connection by authorized personnel, providing a good centralized answer for both far-flung sales forces and company management. Too, online CRM solutions circumvent the danger of viruses accessing or destroying vital company data. And most solutions do not require a long-term contract, so it’s easy to get started and companies are not locked into a solution that may not be right for them.

I recently helped a client modify his Website to communicate with AppShore’s online CRM and contact management solution. I was impressed by what I saw.

Why? First, AppShore is designed for small businesses, a market that my own consulting service targets. Having tried other online CRM solutions myself, I am familiar with their functionality. What struck me right away about AppShore is how simple it is to use. Things that seem complex in competitive Internet-based solutions like Salesforce.com or desktop packages such as Goldmine are straightforward and fairly easy to understand in AppShore. I believe this reflects the background of the AppShore team, which consists of seasoned software professionals experienced in start-ups and small businesses.

Speaking as a small business person myself, here are some things that I particularly like about AppShore:

It has an intuitive design and offers functionality that is a good fit for small businesses rather than enterprise-level companies. I didn’t have to spend hours studying a manual to understand the function of each tab or how to use it.
It employs “mouse over” technology to give you a quick overview of accounts and leads, as well as the ability to edit them.
Accounts and leads can be imported using csv files. This means your Outlook Contacts and ACT! files, for example, can be easily imported to AppShore.
Relevant documents, such as proposals, agreements and RFQ’s can be uploaded and stored for fast access and management.
AppShore even offers a means to seamlessly transfer captured data from Website forms into the AppShore “new leads” database and then automatically notify you via email. This is a terrific time saver that ensures that Web-generated sales leads never fall through the crack!
The ability to prioritize tasks by customer or prospect helps you to focus on activities that generate business.
Opportunities are easy to track and (by assigning a probability and dollar amount to each) provide a basis for forecasting sales. Setting up a sales funnel with different stages is straightforward and beneficial.
Versatile reporting capabilities facilitate management of marketing and sales functions, as well as providing fast looks at expected revenue.
AppShore includes a convenient outbound Webmail function that allows you to send email using your domain name. Emails can be linked to customer and prospect accounts for easy retrieval and reference.
The ability to set up and use templates with multiple “insert” fields for outbound email marketing campaigns and customer/lead follow-up is available with the premium plan. This is both convenient and effective, allowing small businesses to be responsive and conduct inexpensive marketing campaigns. Just be sure that emails are sent only to valid contacts to avoid violating CAN-SPAM laws and provide an “unsubscribe” capability if you use this feature to send email newsletters or promotions.
A “dashboard” tab allows you to quickly review upcoming activities, your latest leads and top opportunities.
Password-based access and a separate Administrator function provide adequate security. AppShore databases are also backed up on a regular basis. Having vital customer and sales information located offsite also facilitates disaster recovery.

Overall, AppShore is an excellent solution for a small business. It’s not too much, nor too little. Like any CRM package, however, set-up and terminology may be a little confusing for small businesses that have never used a CRM package before.

What would I like to see more of? The AppShore solution is surprisingly lacking in online tutorials and a Help tab to provide quick answers for “how to” questions. This oversight is balanced by AppShore’s free personalized training, set-up assistance, and excellent telephone support (I know because I tried it!). And, AppShore will release a new version in June 2008 that includes a searchable FAQ (answering “how to” questions), user manual downloads and online problem ticket submission.

Best of all, AppShore is affordable for small businesses, with prices starting at just $11 monthly per user after a thirty-day free trial. Moreover, there are no long-term contracts, so companies can export their data and discontinue AppShore at any time if they are dissatisfied. But from what I’ve seen, small businesses will be pleasantly surprised by the positive impact on their bottom line once they start using AppShore CRM.

Having a Pricing Strategy is Key to Success

2008-04-16T12:45:00.000-07:00

Many businesses give little thought to their pricing strategy. Most do a cost mark-up, and then make adjustments when the competition pushes back. Many have little or no idea if their pricing generates sufficient margin to have a profitable, growing business.

Pricing should be an intricate part of your business strategy. Are you pioneering a new market and want to lock up market share before competitors enter your niche? Do you have a product with an edge that supports premium pricing? Are you trying to penetrate an established market? Will you be selling products internationally? Each of these situations requires a different pricing strategy.

It is important to understand your target market(s). What is the buying power of your prospects? Is financing required? Who are your competitors and what do they charge for similar products or services? What differentiates your offering from the competition, and does this support premium pricing or require you to compete with lower pricing?

The good news is that if you can answer these questions and have thought your pricing strategy through, your business has a much better chance of success. Why? Because you understand your market and have a business plan. And this is the basis for creating a good pricing strategy.

PPC Advertising Is Not For Novices

2008-03-15T08:05:00.000-07:00

Pay-per-click (PPC) advertising is a challenging, dynamic endeavor. You can't just set it up and walk away from it. PPC advertising requires constant monitoring and tweaking to be effective.

Those who first launch a PPC advertising campaign are usually disappointed by the results. Expectations are high; results are low. That's because the initial launch parameters are just a starting point (i.e., your best guess based on keyword research, etc.). From that point on, be prepared to make adjustments to inch towards desired results.

The tools to refinement are provided by the PPC vendor. Google, for example, has excellent tools...if you know how to use them. For example, what ads and what keywords are giving you the best results? Narrow down your market attack to get more bang for your advertising dollar.

Here are some other parameters to employ in optimizing your advertising campaign:

Set up your ads to run during daylight hours (why spread your budget over ad impressions in the middle of the night?).
Focus your ads geographically (city (also by zip or radius from a zip), region, country, language, etc.)
Unless you are selling consumer products or really know what you are doing, avoid settings that display your ads on other Websites, but do take advantage of having your ads appear on major auxiliary search engines (e.g., AOL).
Target your keyword bids to get your ads to appear in positions 3 to 5 - your money will go further and you will still get good results.

Of course, the purpose of PPC advertising is to sell something or capture a sales lead. Hence, your real measurement of success is not how many ad clicks you get, but how many of those click-throughs turn into useful conversions that lead to more business.

Most PPC advertisers take the clickers to the home page (or an internal page) of their Website. What happens thereafter, nobody knows because there is no easy way to track clicker behavior. Most wander around and leave the site because material germane to the reason they clicked on the ad is not readily apparent. And there is no way of knowing how many ad click-throughs turn into customers or at least prospects. So, these advertisers spend a lot of money without any means of determining whether their advertising bucks are worth the effort.

That's why it is critically important that you have special landing pages where ad clickers find content relevant to the ad AND the ability to make a purchase or fill out a form to acquire an incentive. Completing this desired process is the goal of your campaign, and by arriving at a "thank you" page afterwards, you can measure how many ad click-throughs actually result in achieving this goal. Inserting special code into a "thank you" page allows the PPC vendor to report how many conversions your campaign is achieving and the cost for each. This is the real cost for your PPC advertising.

By tracking your PPC advertising results through the entire sales process, you can measure your return on investment. For example, if you sell Widgets at $10 each and the PPC advertising cost to achieve a sale is $1, then it's working for you. If PCC advertising costs $10 per resultant sale, then you probably want to re-think your marketing strategy.

PPC advertising is not for the novice. You can burn through a lot of money very quickly with little or no results. In the long run, small businesses are much better off by employing a professional, such as Pacifica Endeavors, who understand the pitfalls and can fast-track PPC advertising while saving them money. The result can be a dramatic growth in sales within one-to-two months, which more than compensates for the advertising expense.

Get More Mileage with Internet Marketing Compared to Traditional Marketing!

2008-03-01T12:25:00.000-08:00

I'm often surprised by how many small companies haven't yet grasped that Internet marketing is far more economical and yields much better results than traditional hard-print marketing. Compared to the latter, online marketing yields a significantly higher ROI.

Having a good Website that is optimized for search engines is a first step. Once accomplished, ongoing expense is minimal. Email newsletters cost less than a penny apiece compared to about $.50 each (minimum) for direct mail pieces. And online press releases reach a larger audience than hard-print coverage. Moreover, pay-per-click advertising costs only a fraction of - and is much, much more effective than - newspaper or magazine advertising.

In short, Internet marketing is the perfect answer for small businesses on a budget. Done right, it can dramatically increase sales while saving a bundle over traditional marketing. Contact Small Business Smart Marketing for a free consultation.

Close Sales with Testimonials and Reference Letters

2008-01-26T12:14:00.000-08:00

Never underestimate the value of a customer testimonial or reference letter. Whether you sell a product or service on the Internet or by direct sales force (or both), these are gold!

Prospective customers feel more comfortable making a "buy" decision if your business has glowing endorsements from existing customers. In their eyes, this reduces the risk of selecting your company as their vendor. So, always ask for a reference letter or testimonial upon completing projects or transactions.

If your business has performed as agreed, there will be no problem getting this endorsement. You can actually ensure this by writing it yourself and then emailing the "draft" to the customer to get their blessing, asking them "if they want to make any changes."

Place one-to-two paragraph testimonials in conspicuous places on your Website. If you have a direct sales force, make sure customer reference letters are printed on the customer's letterhead and signed. Often, a prospect will even forego calling references if your sales people give them high-caliber endorsement letters at an appropriate stage in the sales cycle. These are great closing tools!

What You Need to Know About Google PPC Advertising

2008-01-13T13:49:00.000-08:00

Google pay-per-click (PPC) advertising is a great way for small businesses and start-ups to acquire sales. After all, Google owns 70 percent of the search engine market, and your prospective customers are likely to us it to hunt for a product or service just like yours. While PPC advertising can help your company, there are also major pitfalls to avoid.

Let's start with the major advantages:

You can gain instant Internet visibility while your Website bubbles up in organic search engine rankings.
Your ads appear right at the moment someone is searching for your product or service!
You are only charged when someone actually clicks on your ad…otherwise, it’s free!

But to take advantage of PPC advertising, you have to really understand how it works. In short, Google PPC advertising is not for novices. Trust me, if you just follow Google directions and recommendations, you can blow through a lot of money really fast with minimal results.

The major mistakes small businesses and start-ups make when using PPC advertising are:

Not setting objectives, a strategy or computing break-even economics.
Failure to perform keyword research; bidding primarily on popular (costly) keywords.
Not using negative keywords to optimize your budget.
Poorly written or misleading ads which result in ineffective clicks.
Failure to incorporate keywords in your ads
Clicking on an ad takes the user to your Website Home page where they get lost and quickly move on. Either take the clicker to a specific page in your site or (preferred) a landing page related to the ad content.
No lead capture or purchase mechanism.
Failure to actively manage campaigns.
Unable to measure return on investment.

And you can't master Google PPC advertising without devoting considerable time and, yes, money in the process. The industry is full of horror stories about first-timers who tried it and were shocked at the bill they received on their credit cards. Hiring a knowledgeable, experienced person to launch and manage your PPC campaigns is worth every penny. In the long run, you'll save money while profitably grow your sales.

If you wish to proceed on your own despite this advice, for God's sake set a minimal budget so you can play with the PPC variables and learn the Google ropes without breaking your bank. If you want affordable professional assistance, give us (http://www.smallbizsmartmarketing.com/) or a knowledgeable consultant a call. You won't regret it.

Your Website IS your Business Credibility!

2007-12-31T16:44:00.000-08:00

Today, a business Website can either enhance the credibility of a company or damage it. We live in an online world now, and the first thing sales prospects do is to check out your Website. If it's good, easy to navigate and quickly conveys the nature of your business and differentiating strengths, the site helps sales. If it is obviously home-grown and amateurish, with dead-end pages, the site will destroy your credibility and cost your company sales.

The shame of it is that it doesn't cost that much these days to have someone create a professional Website for your business. No matter what size your organization is, the Internet creates a level playing field. A well-designed site that presents your company in a credible fashion and captures sales leads is worth every penny. And in the process, the new or enhanced site can be optimized for search engine spiders so that your organic ranking improves and brings in even more clients.

The ROI for creating a new site or improving your existing site is extremely high. It is the best, long-lasting investment any business can make in 2008. So, as you draw up your buisness resolutions today, put this at the top of your list!

What is the Purpose of your Website?

2007-11-27T16:08:00.000-08:00

There are millions and millions of business Websites on the Internet, and I'm continually surprised by how many were apparently put up without any thought about what was trying to be achieved.

I say this because many are obviously nothing more than online brochures for the business products or services. These treat the Internet the same way as hard-print advertising or collateral materials.

Other business sites are designed for the Internet but are not optimized for search engines. Many also lack a means of capturing sales leads and hard to navigate. Kinda makes me wonder what they were hoping to achieve...

The first and most important step in launching any Website is to define its purpose and goals. Is it to be a reference site? A customer support site? Or, do you want an online marketing machine? The answer determines the resultant site design and content. Conversely, failure to address this subject before building a site will inevitably lead to frustration and expensive site revamping.

So, what do you want your site to do? Is it accomplishing this? Need help?

Market your Website with Free Articles

2007-11-12T11:39:00.000-08:00

One of the most inexpensive means of promoting your Website is to create and distribute free articles on the Internet. There are a half-dozen major sites that are dedicated to this purpose and the best part is that is FREE!

And the articles do not have to be long - three or four paragraphs will do. Write about something you know. Keep it narrowly focused and related to the service or product you offer on your Website. Include an author box with an embedded link back to your site. That way, interested readers can go directly to your site to learn more. Articles are a great sales lead generator!

Moreover, free articles get widespread distribution on the Internet. They are picked up by other blogs, Websites and newsletters for content. So, your free article (with its embedded link back to your site) results in an explosion of one-way links back to your site and considerable traffic boost.

There's nothing not to like about using free article distribution as a means to improve your Website traffic and search engine ranking. Contact us if you need help getting this going.

The Importance of Disaster Recovery

2007-10-24T15:08:00.000-07:00

The San Diego firestorm (and yes, I live in a threaten area near Fallbrook in north San Diego county) reminds us just how important it is to be prepared for a disaster. For a business, this means having one or backup copies of critical records. Studies have demonstrated time and again that businesses which are unable to recover critical information typically fail after a disaster.

And it's not enough to just have a backup copy of important information. You need to have backups that are stored off-site or are at least portable. For those of you who operate home businesses, backup your data daily to removeable disks (e.g., a zip drive or memory stick) or to a portable external drive that can be quickly disconnected and thrown into a travel bag. Some home businesses even use different memory sticks for specific files. Store at least one copy off-site (someone else's home, a safe deposit box, etc.). Have a dedicated fire-proof and water-proof safe box to preserve data stored on removeable storage devices.

Ideally, critical data should be backed up to a remote site that can be readily accessed from any location for fast recovery. Inexpensive online services, like Carbonite, that provide continuous, secure background backup over the Internet are a good, easy solution.

Don't feel snug if you have important information in an online Website database and not at your your business or home office location. After all, what happens if the Website location suffers a fire, flood, tornado or terrorist event? Always download and backup your Website on a periodic basis. Likewise, maintain duplicate backup files of really critical information, rather than entirely trusting your livelihood to a remote backup site.

Finally, make sure your backup solution allows you to quickly access or repopulate data. It does no good to protect critical information if you run into problems when you try to restore it.

You won't realize how very important your business records are until you actually face a disaster...and by then it's too late if you haven't taken prior precautions.

Creating Market Awareness for your Products or Services

2007-10-01T16:24:00.000-07:00

Public relations ("PR") is not a black art. It is as essential for small businesses as it is for large corporations. Let's face it - it's hard to sell your product or service if the market you are targeting has never heard of you.

Of course, you can blanket your target market with expensive advertising in magazines, the radio, television or newspapers. But did you know you can accomplish much the same thing through effective PR programs? In many ways, PR is "free" advertising and often much more effective than expensive alternatives.

Public relations takes many forms. It can be a press release that takes on a life of its own on the Internet, placing an article about your company in a widely read publication, having a published interview, winning an industry award, or briefing industry analysts. These activities spread your message in an effective, credible fashion.

Online press releases and articles contain embedded links back to your Website. Since these get picked up by other Websites, newsletters and blogs, interested readers often follow the embedded links to your Website. This increases your Website traffic. Also, having incoming links from other Internet entities drives up your organic search engine ranking. It's a win-win situation!

Use Google PPC Conversion Tracking to Determine Advertising ROI

2007-09-17T11:59:00.000-07:00

Google PPC advertising (Adwords) is effective, but can be a very scary proposition. if you don't know what you're doing, you can burn through a lot of money very quickly with little or no results. In short, it really, really pays to employ a knowledgeable person to set up your Google PPC advertising.

Google Adwords has a neat feature that allows you to track the business results from your online advertising. Essentially, it works like this:

Set up your Google ad campaign
Each Google ad should go to a separate "landing page" where you present your sales argument and have a lead capture form or "buy" button.
When a prospect clicks on the "Submit" or "Buy" button on the landing page, you should have a "Thank You" page to which they are automatically transferred. The only way anyone can get to the "Thank You" page is by clicking on a button on the ad landing page.
Google Adwords provides a conversion tracking feature that generates specific code which can be inserted on the Thank You" page for each landing page. This code notifies Google when someone arrives on the "Thank You" page.

Thus, Google will record all arrivals at each "Thank You" page as a lead or sales conversion for the landing page tied to a specific ad. This data is displayed in your campaign summary by Google Adwords. In effect, this tells you how well an ad and its associated landing page is performing in converting ad click-throughs into either revenue or sales leads. This is your "return on investment (ROI)" for Google advertising.

Knowing your ROI for Google advertising is essential. Without it, you have no way of measuring how much a lead or purchase is costing you in terms of advertising dollars. If it's too high, PPC advertising may not be the answer for you. A high ROI figure can also alert you to the need to improve your conversion rate by tweaking your ads and./or landing pages.

Need help with Google PPC advertising? Contact a professional at Small Business Smart Marketing: (866) 284-4955 or via email at info@smallbizsmartmarketing.com.

The Fastest Way for a New Company to get Sales

2007-08-27T14:54:00.000-07:00

When you finally launch that new business, you probably start your marketing campaign with a Website. But it takes a long, long time for your Website to bubble up in organic search engine ranking. So until it does, you're still invisible on the Internet. Meanwhile, you need sales and money to pay bills. Right?

Want to know how you can quickly begin to generate sales leads from the Internet? It's simple - implement a local pay-per-click (PPC) advertising campaign. That way, your PPC ad will be visible to Internet searchers at the exact moment they are looking for what you're selling. This overcomes the weaknesses of your Website being nowhere in sight in organic search returns. And you are only charged when someone actually clicks on your ad. Otherwise, it's highly-visible free advertising.

Done right, local PPC advertising can be VERY effective...and very economical. But setting up PPC advertising is not for amateurs. Believe me, you can run through a lot of money real fast with little or no results. Google and Yahoo have their own algorithms for managing PPC advertising and they are not obvious, nor do they necessarily work to your favor.

It pays to engage an experienced PPC advertising manager to set-up, optimize and manage your online advertising campaign. Someone who knows how to create winning landing pages that capture leads or gain online sales after a rpospective customer clicks on your ad. You will save money and start generating sales sooner by turning to someone who knows what they are doing. Just ask anyone who rushed into PPC advertising - I'm sure they'll echo these sentiments.

Need help launching your PPC advertising? Contact us at info@smallbizsmartmarketing.com or at (866) 284-4955. ;~)

All You Need is a Website to Get Internet Business. Right?

2007-08-12T11:52:00.000-07:00

The days when you could just put up a Website for your business and wait for sales leads to come rolling in are long gone. It's amazing how many small business Websites are actually "invisible" on the Internet.

Today, your Website must be optimized for those little critters known as "search engine spiders" that continuously crawl the Internet, indexing and updating a humongous database of Websites. Next, you need a sustained program to acquire cross-links with complementary sites, something that all search engines place a high value on in determining your site ranking. And you need a form or two on your site to collect sales leads. Finally, you need meaningful content on your site, and the more often you update your content, the better Google and other search engines like your site.

Don't kid yourself - all this takes work...lots of work. But the results can be phenomenal. I've seen small businesses go from zero Internet business to being bombarded with leads in just a matter of a few weeks. Done right, Internet marketing does work!

An easy way to find out what you can do to boost Internet lead generation is to take advantage of our Online Marketing Appraisal. We will examine your site and prepare a custom report with specific recommendations for turning it into a powerful Internet marketing machine.