Tag Archive | "Small Business Marketing"

Videos:  The Best Kept Secret of Social Media

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Videos: The Best Kept Secret of Social Media

  I believe videos are the best kept secret of Social Media marketing, yet many small businesses ignore its importance as a marketing tool and feel it’s not for them. Well, nothing could be further from the truth.

With videos, you sell more, improve your search engine ranking, provide better product exposure and provide your audience with another engaging way to interact with you.

Over the last few years, there has been an exponential increase in the use of videos for business purposes.

If you are still sitting on the sideline and wondering how it will help your business, the next five reasons should give you valuable insights.

  Top 5 reasons to consider video marketing:

  1. 85%  A visitor who watched a product video is 85% more likely to make a purchase than if they hadn’t.   Internet Retailer, April 2010
  2. 200-300%  click-thru rate. A recent study by Forrester showed that video increased email click-through rates by 200-300%. Forrester, 2010
  3. 30% higher conversion rates    In a recent study, it was found that eCommerce sites that display video increased conversion by 30% and increased average ticket sales by 13%. L2 Specialty Retail Report, September 2010
  4. 6-30%  more sales. Zappos achieved a 6-30% increase in sales after implementing product videos onto their website. ReelSEO, December 2009
  5. 53x with proper optimization , video increases the chance of a front page Google result by 53x. Forrester, January 2010

 (Stats by Animoto)

Here’s how I say it with video http://video214.com/play/Tk1gg81Ec1HKZIr78XJULg/s/dark

If you are still not convinced and need help understanding the benefits of video marketing contact me @   purplecowmkt@akbsmallbusinessmarketing.com or  647 449 6760

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Breaking Down Social Media Terms

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Breaking Down Social Media Terms

There are over 200 well known social media sites out there today including Facebook, Twitter, LinkedIn, and Pinterest to name a few. But these are just the ones we seem to hear about the most. What about the rest? There are so many questions surrounding social media, it’s hard to know where to even begin:

  • What is social media?
  • What’s the difference between them?
  • Which sites work best for me?
  • Where do I even begin?

Finally, someone has helped us all and created a social media glossary. This document includes several popular terms to help you understand the ins and outs of social media. Here are some popular terms to get you started.

  • Hashtag
    • The use of a pound symbol (#) in front of a word to emphasize it and start a conversation. It’s a keyword, something that links conversations and begins a dialogue between contacts. Using a hashtag helps that word become more searchable as well.
    • For example, “@AKBpurplecow can help you plan your social media strategy, #gettingstarted”
  • Gamification
    • Applying gaming principles to non-games to get people involved. Points, trivia etc all are great ways to get an audience to return, keep playing and be engaged by your site.
    • For example, collecting product points and linking customers back to their social media channels to enter contest and engage in conversations.
  • Trending
    • A topic that a large amount of people are talking about through their social media channels, in real-time. News, information, pop culture, anything! To combine terms, hashtags are often used for trending words.
  • Tweet
    • A verb used to describe the 140 character message users post on Twitter. It’s the message you share with your readers and followers – your thoughts, inspirations, news updates, or posed questions. A tweet sparks a conversation and engages users.
    • For example, “Thanks to @AKBpurplecow, my small business marketing plan is complete!”

To view the entire glossary of social media terms, click here.


For help getting started with social media and developing a strategy for your small business, email me at  info@akbsmallbusinessmarketing.com


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Run Your Small Business Like A Motorcycle: How To Boost Your Company’s Marketing With Focus and Direction

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Run Your Small Business Like A Motorcycle: How To Boost Your Company’s Marketing With Focus and Direction

While driving on the highway this past weekend I saw something that caught my attention. While cruising behind a motorcycle for some time, I noticed that every time he passed another motorcyclist he made a gesture acknowledging his fellow rider, expressing a kind of shared respect. Whether it was a flash of the peace sign, a quick wave of the hand, or a simple head nod, there was almost always some sort of positive interaction between the two.

Which got me thinking…what is it about owning a motorcycle that makes people feel this innate bond with fellow hog riders? A deep culture has been created somewhere along the lines that doesn’t judge people by their age, race, paint job, brand of bike, or any other form of minutia. No, it’s strictly tied to a similar passion shared between two people, regardless of how similar or different they might actually be.

There’s something that can be learned here by small business owners, such as myself. It’s the importance of creating something long-lasting and meaningful with your brand. What are your customers interested in? Where do they socialize? What will make them become raving fans?

Whether there are thousands of people in your target market that could rally around your brand – like motorcycle enthusiasts – or hundreds, it’s important to truly understand your market, cater to their needs, and speak to them with the same passion you had when you first opened up your doors and decided to start your business. Sometimes this is easier said than done, but it will help you realize where your business needs to be to create that stronger connection with your customers.

Having a well thought out marketing plan often goes a long way in understanding what you need to do in order to have a closer connection with your customers. The key is expressing your brand message with a genuine passion.

Developing a marketing plan will force you to answer the tough questions you’ve likely been putting off and, although it may not solve everything, it will likely help you hone in on what you need to do to have a more desirable product or service.

You may not receive a rewarding peace sign flashed at you from oncoming traffic for your efforts, but you might just find a new outlook for your business and have a better understanding of what you need to do to be more successful.

For advice on how to get started on your marketing plan and create your own group of followers, send me an email at info@akbsmallbusinessmarketing.com or call 647 449 6760.

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Be a Rock In The Sand: Four Easy Steps To Make Social Media a Key Part of  Your Business Marketing

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Be a Rock In The Sand: Four Easy Steps To Make Social Media a Key Part of Your Business Marketing

Rock in the sandThe next time you’re relaxing on the beach, take a second to watch the shoreline and pay attention to what is taking place. The water pours up onto the sand as the waves crash onto the shore, and then roll back down into the sea. As this is happening, watch how the grains of sand move with the wave, many being pulled out to sea. But then there are the rocks in the sand, big and small, barely moving, almost unaffected by the waves.

Now, picture your business (and all other businesses for that matter) being a grain of sand; the water being your industry. The industry, much like the waves, is constantly fluctuating, while businesses are forced to react. Some grains of sand move a little while others move a lot, but the rocks almost always stay put.

Over the last few years, businesses have had to adapt to the waves that are social media and, with it, instant communication. Facebook, Twitter, LinkedIn, Blogs, FourSquare, Pinterest, Instagram, etc. have brought new responsibilities to a business’ marketing demands and while these tools have become necessities for some businesses, many are still trying to understand what exactly they mean for them.
I’m here to tell you that, if you follow these four steps, you can take advantage of social media and help turn your business into a rock in the sand.

1. Understand your business
Before you start to look at social media, make sure you understand your business’s most important messages. What is your brand message? Who is your target market? What sets your business apart from the competition? What are you best at? What are you worst at? Where are you failing and how can you fix it?
If you can answer these questions clearly, then you have a strong foundation from which to work and should be able to easily determine what message(s) you should be sharing. If you don’t know the answers to these types of questions, social media is only going to add clutter to your business and take you out to sea.

2. Pick the right tools
Plain and simple, not every social media channel is right for your business. Posting a message on Facebook won’t always translate to Twitter, and vice versa. But if you understand the differences between each form of social media and which ones are relevant and useful for your business, you can start towards creating a plan for social media success. Whether it’s to manage your online reputation, generate leads and find new business prospects, build awareness, improve your SEO, or to express your company’s personality, understand which tool is right for you.

3. Have a plan
It is one thing to be posting useful information on social media, but it’s a whole other to post relevant information on a regular basis. To keep your social media endeavours from being washed away, use a social media calendar to keep you on track and prepare your messaging. By predetermining what you’re going to talk about weeks or even months in advance, it gives you plenty of time to gather content and reach your goals.

As part of your plan, make sure you’re tracking results on a regular basis to determine what’s working and what isn’t, so you can assess what needs to be changed.

4. Stick to it
You already have the plan in place, now you just need to stick to it. Everyone misses deadlines once and a while, but if you weather the storm and stick to the plan you’ll find that social media has become an important staple to your business, leaving you with one less wave in the sea to manage.

Although there are other waves to worry about aside from social media, following these four steps will help you better position your business for future success while also implementing new and important tools in your repertoire. The rock may still move in the water (occasionally) but you will be solidly planted.

For help on how you can implement these four steps, or for more information, please contact info@akbsmallbusinessmarketing.com or call us at 647 449 6760.

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Social Media Series Part 3

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Social Media Series Part 3

Everyone is always “tweeting” or watching funny videos on YouTube. What is this Social Media all about?  Increasingly, it will become the way to communicate; another way to promote your business to a whole new audience, which spends hours upon hours on these social media sites. The best thing - it is all for free!

Here is the final part in our How To series.  I hope you’ve found them useful. 

• Helps to broadcast quick, succinct messages to interested parties. 140 character maximum.
• Helps you to listen to what others are saying. Creates opportunities to fill a need.
• Gives you insight into what customers, prospects, competitors and industry experts are saying – either about you or the industry you operate in.

• Set up your Twitter account.www.twitter.com
• Create a compelling reason for people to follow you.
• A retail company could tweet about a special offer.
• B2B companies could post links about relevant industry info or trends.

Cost: Free



• A powerful medium for spreading your message
• More than 2 billion views per day. Very, very popular online activity.
• Small businesses have an opportunity to jump on the video marketing bandwagon.

• Set up your YouTube Channel – www.YouTube.com
• Your account name should be consistent with your business name.
• Put your video in the right category and make use of tags. Add tags that describe your business and products as well as the video’s subject matter.
• Write a good description for your video that contains your keywords.

Cost: Free

Do you feel you can become a Social Media expert? Well, maybe not yet, but this is a great start.

By: Dorothy Vernon-Brown

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Your Social Media tool box: What, Why and How to jump start you NOW.

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Your Social Media tool box: What, Why and How to jump start you NOW.

It’s all the buzz now – Social Media. Social Media.  Social Media. Do or die, get in the game, yada, yada, yada. If your head is still spinning from the ‘chatter’  or you are still utterly confused, let me break it down into bite size pieces to help you navigate the new marketing frontier that can seem so daunting.  

 Today let’s talk about blogs and Facebook.

1. Blogs


  • An opportunity to provide free value to your customers and prospects.
  • Elevate your status as an expert in your industry.
  • Raise your website in search engine results.


  • Write original and interesting content that’s relevant to your industry or business. Write to engage your audience.
  • Do not turn your blog into a sales pitch. Remember it’s not about YOU! WIIFM applies.
  • Add value to your readers; provide interesting content. Solve a problem, ease the pain.
  • Platforms: www.wordpress.com /www.blogger.com


Free (for basic service). Upgrades and add-ons available at a cost.

2. Facebook


  • Highly indexed by search engines. One of the most highly trafficked sites on the internet.
  • Facilitates social connections between people (i.e customers and prospects). Fans can quickly and easily share your message.
  • Can use the Events section to plan and promote a business event or meeting, invite people on your ‘Friend’ list and see who will or will not attend.
  • The Wall allows you and your fans to engage in a two way dialogue. You can post a topic for discussion and your fans can participate and express their opinions. 


  • Create a business Fan Page.www.facebook.com/page/create.
  • Customize your Fan Page.  Fill out the relevant details about your business. Upload a profile picture (could be your logo, company/team picture or a business picture.)
  • Engage your fans and invite them to share stories, ask questions, upload pictures (relevant to your business).  Offer discounts, contests, giveaways to your Facebook fans only.
  •  Focus on updating your status with company news etc, use the Events page to promote your events and post company photos to the gallery.

 Cost: Free. Facebook Ads available at a cost (similar to Google AdSense ads).

Next post LinkedIn and Google Analytics. Stay tuned.

By: Dorothy Vernon-Brown

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Excuses Be Gone! Why Small Businesses Should Embrace Social Media

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Excuses Be Gone! Why Small Businesses Should Embrace Social Media

If social media has reached its tipping point why does the adoption rate seem low?  Once considered the domain of the ‘younger’ crowd and used only for sharing personal info; social media is growing up and trumping traditional marketing as a low cost, highly effective marketing tool. 

The social media stats are staggering; 400 million users on Facebook; 60 million on LinkedIn and more than 50 million tweets per day on Twitter.  If Facebook was a country it would be the fourth largest in the world.

With these staggering stats and growing evidence of the effectiveness of social media, I go back to my original question – why does the adoption rate seem so low among small businesses?  If I were to guess, I would sum it up with one word – FEAR.  Yes, FEAR of what is unknown and unfamiliar.  

 The adoption rate among small business in the US is approximately 24% which means 76% are yet to venture therein.  In Canada the adoption rate is around 19% which means that 81% of Canadian small businesses are yet to adopt. Fear of the unknown is the oldest and strongest emotion of mankind says renown horror writer H. P. Lovecraft. 

If all the experts, pundits, gurus or whatever you want to call them are right, social media is not the Next Big Thing. It is The BIG Thing.  It follows then, that if your small business is not involved in social media in some way, shape or form; your business will become stale and outdated, and maybe, just maybe your competitors will leave you eating dust.

Do you realize that Google is now a verb?  These days if you are looking for information what’s the first thing you think or do?  That’s right – you ‘Google’ the search term. Most consumers now ‘Google’ a company or a product before a purchase decision is made.

Customers and prospects are turning to their peers for recommendations often looking to online communities and sites like Yelp.ca to read user reviews and then make a decision.

Want proof?  Consider the role social media played in getting President Obama elected. One of the most unlikely candidates in the early days, his use of social media is now a case study for the marketing books.

 Then consider the role Twitter played in June 2009 when those protesting the official outcome of the Iranian election used it to co-ordinate their actions and spread the word to colleagues and supporters within and outside Iran.

 Still unconvinced? How about Lucky Bucky Clothing in Tennessee who after using Facebook ads for only 4 months received over 40% of their click through on their website from Facebook pages. Naturally this converted to increased sales.

While it might be too late to be an early adopter, now is good a time as ever to get your small business found online and engaged in social media.  Why not start a blog and provide relevant content about your industry? No sales pitch please. How about tweeting on Twitter?  No problem if you are not chatty, the micro-blogging site only allows you 140 characters to say your thing.  Tweet about a coupon, discount or sale you might be running.  Not your style? At least join the 60 million professionals around the world who are connecting with each other every day on LinkedIn.  Why not tryout being a ‘fan’ on Facebook?  Once you see how engaging it can be  set up your own Facebook fan page for your business.  Bottom line ‘Just Do It’ as Nike says.

Every medium might not be the right fit for you but at least give one or two a try and see what works best for your business.  If you are still uncomfortable, research, ask or hire a social media consultant to guide you through the process; like traditional marketing it’s all about testing and refining.

If you still decide to sit on the sideline and play ‘hands-off’ here’s are just a few ways you could be potentially hurting your small business:

  1. 1.    Your competitors have the edge. YOU DON’T

Other savvy small business will jump in and leave you eating dust.  They will engage your customers and prospects and eventually win them over. How costly is it to regain a customer?

  1. 2.    Your customers and prospects are online.  YOU ARE ABSENT

Remember that saying “out of sight, out of mind”?  It’s true. If you are absent from the social media scene you leave that void to be filled by your competitors.  Fill they will. Your competitors will now have their finger on the pulse of your customers and prospects.

If they fill that void they take your share of voice, if they take your share of voice, eventually they’ll take your share of wallet.

  1. 3.    Everyone else has a voice. YOU DON’T

Social media seems to be the great equalizer now.  Consumers have more power than ever before as they tweet, blog or Facebook about their preferences and positions; their rants and their faves.  Customers and prosects are taking back; they now have control of the conversation. If your voice is absent how then can you engage and listen? A shift has taken place; consumers have more power and voice. Jump in or become a dinosaur.

 4.    Your market is changing.  YOU ARE NOT. You seem irrelevant

 It’s true that the future belongs to those who will embrace change.  Make no mistake; the landscape is changing at lightning speed.  Your audience is changing and the market is shifting.  Do you realize that some Gen Ys might not recognize a typewriter or a cassette player?  If you market to the Gen Xs and Ys social media is not optional. How dated and irrelevant do you want to be?

 Jump in!  Social media is not that scary.

 This is just the tip of the iceberg. You might have some to share. Please do here.

 By: Dorothy Vernon-Brown

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Small Business Marketing:  15 Simple Do’s and Don’ts

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Small Business Marketing: 15 Simple Do’s and Don’ts

Including marketing in your plans should be obvious to the small business owner but time and time again, I come across many who have overlooked this MUST Do part of the business. The reality is that no matter how great a product or service you have, unless you have a plan to get it and/or keep it front and centre of your customers or prospects, success is not guaranteed.
For starters, here are my top fifteen (15) marketing Do’s and Don’ts for small businesses.
1. Determine your IDEAL target market
2. Determine the best and most cost effective way to reach your market
3. Know your competitors
4. Develop a marketing plan no matter how simple
5. Develop a marketing budget
6. Find your customers pain point and address it
7. Develop your Unique Selling Proposition (USP)
8. Recognize that your business starts and ends with the customer in mind. Period
9. Ask your customers what they want
10. Satisfy your customers – it’s 5 times easier to sell to an existing one than to convert a new one
11. Stay alert and be open to new ways of marketing
12. Set specific marketing goals which can be measured
13. Test and refine different marketing strategies
14. Embrace social media
15. Read industry publications to stay abreast of industry trends and developments


1. Try to be all things to all people – you cannot satisfy everyone so determine your market and laser beam focus
2. Go another month without a marketing budget
3. Ignore your customers
4. Put all your marketing eggs in one basket – try different ways of reaching your customers and see what works best
5. Lose sight of your competition and their marketing strategies
6. Under or over price your products or services. Be competitive
7. Ignore your company’s weakness. Determine how you will market around them
8. Be scared of Social Media. Accept that it’s part and parcel of the new marketing
9. Blindly believe industry gurus and experts – do your own homework.
10. Get complacent when you achieve some success
11. Misrepresent your products or services. Customers can sense FAKE
12. Choose a location that might not provide the necessary traffic or expansion possibilities
13. Package your products or services in a way that conflicts with your company image
14. Market your products or services to the wrong audience
15. Take rejection personally. Keep moving, you’ll strike ‘gold’ eventually

By: Dorothy Vernon-Brown

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Part 2. Small Business Marketing Ideas You Can Steal Now. A 5 Part Series

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Part 2. Small Business Marketing Ideas You Can Steal Now. A 5 Part Series

I hope Part 1 got your creative juice flowing. As the holiday season barrels along fiercely, let me introduce you to some more simple and cost effective small marketing strategies you can implement right away. Of course, the Christmas season is the Holy Grail for marketers, and as I suspect as a small business owner, the marketing responsibility falls squarely in your lap.

If you have not yet planned your marketing initiatives, I urge you to consider doing so now. If you find yourself too busy, it might be worth your while to farm this out to a small business marketing consultant whom you trust. It would be a shame to miss out on the upcoming opportunities. Remember, you cannot not market.
Here goes. No excuses.

6. Create your own holiday. A Whacky Hair Day or some other holiday relevant to your industry
Who said that holidays and special occasions were reserved for religious or civic observances only? Where did the idea of Valentines Day or Family Day or Get Out of the Doghouse Day originate? Outside of the religious holidays, many of the other special occasions were created by some government body or opportunistic entrepreneur. Many companies these days have created their own special day as a marketing tool.
What would stop you from becoming another creative entrepreneur creating a holiday just for your business purposes? As you consider doing this, it’s important that you ensure your holiday has something to do with your product or service then proceed to build a buzz around it. Alert the media, your current customers and prospects. Make it fun and interesting, and you will have more business than you know what to do with.

7. Handout Referral Cards
Do you ask your current customers for referrals? If this is not a consistent practice of yours, you are losing out; leaving half your lunch in the plate. By now, you must realize that referrals are one of the top ways to grow your business. If you assume every satisfied customer will automatically refer you, you are wrong. Your customers have their own concerns and growing your business is not a top priority for them.

So if you want to grow your small business, it’s time to get over your fear and develop the habit of asking for a referral from every satisfied customer. Here’s one way you can do it – hand out referral cards. A referral card is simply a card that entails various discounts and promotions when the customer adds a new name to it. You may also combine your referral cards with a referral contest if you want to.
Distribute a supply of your referral cards to your loyal customers, family and friends. Your referral cards can be your business cards with a pre-printed message or rubber stamp on the back that could say:
“Refer a prospect, family or friend and you will get a 20% discount voucher for each new customer who brings this card in.” Who doesn’t like incentives?
You may also include a grand prize for those customers who send in the most referrals. There are lots more creative ways to use referral cards – it’s only limited by your imagination. Think creatively.

8. Make a custom t-shirt with your website and tagline and wear it to the gym or mall

If you’ve been putting off a gym membership or simply hate walking the malls – here’s an excuse to do either or both with an ulterior motive. A good quality custom t-shirt with your website and other company coordinates is a really cost effective way to promote your company and services. It’s also a real ice-breaker and might just be your ticket to strike up that conversation you’ve been thinking about.

Many converts swear by it and says it really works. So now that you’ve found yourself another great advertising opportunity jump on board and get the most out of the upcoming holiday season.

9. Organize a Happy Hour (not pay for) and invite complementary businesses, customers, connectors, referrers etc.
Who doesn’t like to get together for drinks, munchies and chat? Take the initiative and organize a Friday evening happy hour. Not only is it a great way to unwind after a long week but it’s an opportunity to get to know your ‘community’ in a more intimate way. The more you know them, the more you can serve them. Think strategically and invite complementary businesses, customers, prospects and other people within your ‘community’. You’re sure to be seen as a leader.

10.Trade advertising with local businesses (complementary) – offer an online ad on your website in exchange for a link on theirs

In these challenging economic times when marketing dollars are scarce, it’s time to think creatively. It’s the era of swaps and barters and it’s time small businesses cash in on the trend.

Expand your reach by tapping into the connections of other local (complementary) businesses and offer an online ad on your website for a link on their or co-promote in some other way. You’d be surprised how you could tap into their network and vice-versa.

The former US Senator Bill Bradley and 2000 US Presidential hopeful once said:

‘When you’re not practicing, someone somewhere is, and when you meet they will win’.

As a small business, I encourage you to take some of these ideas and put into practice; if you don’t your competitors will…. and they will win.

Until next post. Just do it. Do something.

By: Dorothy Vernon-Brown

Posted in Small Business MarketingComments (1)

Part 1 – Small Business Marketing Ideas You can Steal Now. A 5 Part Series.

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Part 1 – Small Business Marketing Ideas You can Steal Now. A 5 Part Series.

It’s a common dilemma for small businesses – more customers required but little to no marketing dollars available. It’s a classic chicken and egg case – spend marketing dollars and they will come or have customers then spend marketing dollars. It’s a challenge I see over and over again in my small business marketing practice.


The great news is – it doesn’t need to be so. Small businesses can still market on a lean budget. If you’re open to new ways, sometimes out of your comfort zone ways…have a dash of creativity and even a small dose of discipline you can begin to attract more customers on the cheap.


This five part series will outline some real cost effective and simple marketing ideas you can steal now.


Marketing has a beginning but never an end, so determine your short, medium and long term strategies as you implement these ideas.


One last thing, as a small business owner you cannot not market.


1) Start a Blog

With the era of social networking in full throttle mode, getting found online is imperative. Period. If you fail to embrace Web 2.0, prepare for a slow death.

Many of your customers and prospects are doing most of their search online before making a purchasing decision. Blogger.com or WordPress.com are free tools and a good place to start.


2) Create an email newsletter

Creating an email newsletter is another cheap way of connecting with your customer base and prospects on a regular basis, whether weekly, bi-weekly or monthly. Include information they want to hear and will read, forget the sales pitch. Start with the What’s In It For Them mindset – great content, the latest and greatest in your industry, a special discount, a not to miss event; something your customers and prospects will value.

There are many email management systems out there – eMarketer by SoftEdge, Constant Contact, Emma, Mail Chimp to name a few.


3) Set up a Linked In or Facebook Account

More freebies- Linked In and Facebook are becoming useful marketing tools for small businesses; they are easy to set up and get you connected with other businesses quickly. Use them to invite people into your community. While some small business owners might not see the value in Facebook, its gaining traction as a compelling business tool especially when you use the Fan page right. Linked In is a hands down winner as a business tool. Many success stories abound as to its usefulness. Proceed quickly.


4) Start Tweeting

A tweet is a short message or entry post on the micro blogging site Twitter, another social network medium. You can begin your free account at Twitter.com. According to them, it helps you share and discover what’s happening right now, anywhere in the world. Why in the world would a small business care? Twitter evangelist, David Spark, feels that Twitter gives you an opportunity to connect in a way that isn’t possible with any other communication tool. David’s Sixteen Great Twitter Moment article explains its usefulness perfectly. (Respond to me for article)


5. Create a Signature Event

Quality face time gives you an unparallel opportunity to have a conversation with your customers and prospects. So whether it’s a networking event, a workshop, a seminar, a fireside chat, a conference – consider something you can create to add value to your customers and prospects.

Until part two, just do it. Do something.


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By: Dorothy Vernon-Brown



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