Stevemills

Marketing tips

Your RESULTS M.A.P.

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What is your RESULTS M.A.P.

We all know that we need a map to get somewhere.  We need to know where we are on the map and we need to know where we want to go on the map.  Without that, all roads lead there.

So, in business we need to know where we want to go and we need a map to help us to get there?  Here lie the problems!  Most businesses do not know:

  1. Where they are right now.
  2. Where they want to go
  3. When they want to be there

And they do not have any form of map to get themselves there.

This video is the first video in a series of seven videos I have produced based on the pneumonic of R.E.S.U.L.T.S.  RESULTS is a business growth programme that I have developed over 25 years of study and learning from the best business, marketing and sales experts in the world.

The R in RESULTS stands for – RESULTS M.A.P.  Map in this instance has two meanings.  The formation of a map to get you where you want to go and a Massive Action Plan (M.A.P.)

Go ahead and watch the video NOW…

I hope you enjoyed the video and benefitted from it..  If you did then here is the next step…

You have the following options:
  1. Do nothing and get the same results you’ve always got
  2. If you are a start up, then you need to join The RESULTS Club.  Here is the link and it is a total no brainer!
  3. If you getting towards the £100K turnover, or you are less than £250K, then you need this.
  4. If you turnover £250K to £1million, then this is for you.
  5. And for £1 million + businesses, then take a look at this.

Any questions, please drop me a line.

Steve

PRESS RELEASE

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PRESS RELEASE

Coronavirus pandemic and the impact on business

Today I am looking at our plans right now and how they will need to change.  All the plans I had will need to change; spending patterns, buying needs and customer behaviour will all change and we all need a plan.

This 10 point plan is for us all to use and should help us navigate the tough times ahead.  It is clear there is a bell curve through which the virus will go and therefore your business.  The fear factor will definitely kick in when it comes to doing business and I hope to tackle the main issues here today.

  1. Communication: When a crisis happens people become negative and fearful.  It is therefore essential to build relationships with all your stakeholders at this difficult time.  It will pay real dividends. 

Your Team – You need to communicate with your team on a daily basis. Tell them what you are doing.

Your Customers – Use technology, what are you doing immediately to navigate this crisis.

Your Networks, Suppliers and Stakeholders – Communicate through all of your social media, what are you doing because of this crisis.

Community – Press Releases are really important at this time.  Get a message out to the market place and let people know what is going on.

  1. Positive Thinking and Positive Approach: In any time of crisis and change you should be looking for the opportunities that arise.  Where are the chances for your business to do better and create more success at this time and add value to your business?  

You need to be the most positive member of your team and lead from the front – how do you win through this economic impact, stay focused on the positives and think about what you can do and not on what can’t be done.

 

  • Know economic cycles:  Usually, there is a 7 – 10-year cycle.  We have been in the boom, Brexit and Trump were settling down and then suddenly crisis.  After a boom, there is always a downturn and you need to understand the impact that the virus will have on the global economy and your business within that.   Already some countries are coming out the other side and your business will also go through this cycle too.  You will come through this but remember your business focus, be prepared to act and think differently, and don’t give up.

 

  • Understand Change:  You can’t wait for these economic crises to happen, you need to get ahead and take action now.  Have a 90-day plan and do not think that this will blow over before then.  If however you have used this time to become a leaner, faster and smarter business and it blows over before 90 days then you have still made positive changes that will have a longer-lasting impact on your business.  The only constant in life is change.  Look at your products, services, pricing, delivery and staffing.  Use this time to do some serious analysis and strategic thinking.

 

  • Cut back:  This is going to be a time of real economic challenge for your business.  Cash will be king and you’ll need to stop spending on certain things.  Don’t stop spending on areas that will help you grow, like sales and marketing.  But can you reduce your outgoings, renegotiate your fees and not do that upgrade you were planning?

 

  • Extend your credit:  Get it now while they are still lending.  Get credit cards and extensions on the credit.  It gives you the opportunity to extend the survival of your business.  It might be that you don’t need it in 6 months’ time but at least you have it there now.  Try and re-negotiate your rates and refinance if you can.  

 

  • Staffing cuts and changes:  This might be the hardest decision you need to make.  If you can not lay people off it is much better for moral.  You could have your staff do less hours and you could consider letting people take holidays.  You might need to do pay cuts and suspend any bonus programme you might have.

 

  • Plan to work from home:  This is going to be the reality now for many of you.  The Government is encouraging us to do this and the technology is there to help you.  What technology do you need to enable your staff to work from home?  How will you do meetings and how will you get reports through.  What processes and systems will you have in place?  Do you have a customer service issue and simple things like collecting mail from the office?  You need to be thinking all this through now.

 

  • Online and Deliveries:  Can you deliver your product or service virtually or physically?  If you are in a restaurant how can you get deliveries into your customer’s homes?  If customers aren’t coming to you how are you going to keep everything moving and get to them?  Do you need to train staff?  Key here is communication with customers and understanding what you can deliver.

 

  • Marketing and Selling:  I can’t stress enough that in times of economic crisis you should not stop your marketing.  You must keep it going but your marketing is going to have to change.  You can’t just think that your old marketing is going to work in this crisis situation as people are thinking about different things and are worried and fearful.  Remember to be positive in all your communications.  Create new offers and rates and know your numbers in terms of leads and conversions.  In this market can you get cash upfront?

 

In conclusion:  At this time it is vital that you keep and look after your existing customer base.  Keep working with your customer base.  Communicate with them and make sure you are reaching out all the time through deals and offers.  Make sure your existing customers feel valued.  You need to over-deliver on customer service right now and it will set you apart.  Use the above points to help you make a plan now.

 

Sod surviving, let’s get thriving

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Sod surviving and let’s get thriving is a great idea, but what stops us?

  • Is it the coronavirus?
  • Is it the potential changes to the economy?
  • Is it cut backs?
  • Is it the government?

No, the reason you are not thriving (and I assume that you aren’t, as you are reading this) is far closer to home.

Watch this video and all will be revealed!

Google Adwords – Should you be using it?

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Google Adwords

Or PPC Advertising, as it is often known, is a great form of marketing, but one that is easy to get wrong!

But Why?  Why is so much money wasted doing Google Adwords?  The answer is two-fold:

  1. Google Adwords is very, very good and it is also a very, very sophisticated system.  However, being sophisticated means that it is also complex
  2. Therefore, if you attempt to do Google advertising by yourself and without any training, then often you might as well just flush a load of cash down the toilet

Listen to Steve Mills on Business Connections Live

talking about Google Adwords

Tried, tested and proven headline words that work

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Tried, Tested and Proven Headline Formulae

As the old saying goes – “The headline is the advert for the advert” 

And it is also true in terms of the headline being the advert for the email, the blog, the web page, the letter and the landing page.  

Changing, or testing headlines can often play a significant part in changing the results that you get from your marketing and I have known changing a headline to double, or triple response rates.  

In fact, the best change I ever did for a client, was their advertising in a magazine.  They had ran the advert on the back cover of a glossy magazine for six months and got zero enquiries, or sales.  I suggested a new headline and they got their first sales of £2,000,000 worth in one month.  Just by changing the headline.

So, use these headlines with thought and try to work out how you can double your conversion rates using one of the headlines below!

One way to use these headline formulae is to simply copy and paste them, filling in the blanks to match your circumstances. 

That’s okay if you’re just getting started. But a better and more powerful way is to print them and then study them. Read through each one, pausing to consider why the headline works. 

When you do this you will begin to truly synthesise the fundamentals of writing great headlines. If you do this, you will find yourself accessing the file less and less for inspiration. 

Also, make it a part of your process to copy and paste good headlines into your file. You’ll start to build up a headline file full of inspiration for the next time you need to kick start your writing for a social media update, blog post title or sales letter headline. 

Become a student of great headline formulas and all aspects of your digital marketing, including social media marketing, will improve.

I hope this helps you.

Steve Mills

Social Proof headlines

One of the keys to success in business is social proof.  Just ask Apple.  Everyone wants the latest iPhone.  Why? Because everyone else has got one and without one they will miss out.

  1. Here is a method that is helping ______ to become the most ________________
  2. Only _______________
  3. Sexy people ____________________
  4. Why I __________________ and maybe you should too
  5. Do ____________ like __________
  6. The ____________ idea that every leading _______________ is talking about 
  7. Join 1,000‘s of business owners that ______________________
  8. Own a _____________ like ____________
  9. How 98% of people lose _________ in [time period]
  10. Be like [world class example] and you too can [desired result] 
  11. Steve Mills – The Prudent Marketer, reveals ways to create _______________
  12. Why 440,000,000 people are using _________________ 
  13. A simple way to __________ that works for all ________________
  14. How to win friends and influence people
  15. Some people_______________, others ____________________, a few ______________

Away from motivation headlines

We all have the 200 million-year-old brain which is geared up over to protect us and to keep us safe and therefore advertising, marketing, sales and headlines needs to include ‘away from motivation’ headlines.

  1. Do you recognise the early warning signs of _________? 
  2. If you don’t take action now, you’ll ______________
  3. The biggest lie in ________________ is _______________
  4. These shocking mistakes are killing your business 
  5. Don’t try _________________ without training first ______________
  6. Lack of action may be causing you to lose out on _________________ 
  7. At last, the secret to __________________ is revealed 
  8. Why you shouldn’t do _______________ that does not work
  9. Why some businesses fail and some succeed
  10. Do not spend another penny until you train yourself to do it properly 
  11. The ugly truth about ____________________ 
  12. What your accountant won’t tell you and how it can save you a fortune 
  13. What everybody ought to know about _______________
  14. Your __________ doesn’t want you to read this __________ 
  15. The sooner you know __________ the better
  16. Why your website does not work and what to do about it

Towards motivation, headlines

These headlines are benefit-driven and they focus on what you will gain if you buy this product or services.  They are used often in marketing.  

However, beware!  Humans will do more to ‘move away from’ than they will ‘towards’.  

  1. Where more clients are and how to win them 
  2. How to __________________ in ____ time, without ________________
  3. Discover the lead generation secret of______________
  4. I wake up every morning to ______________.  So that _____________ and as a result of that _____________
  5. In 12 months our goal is to add __________________ to our clients ____________
  6. Sell your way to doubling your profit by _______________
  7. Are you someone who wants to create leads on LinkedIn?  If so_____________
  8. Stop wasting money on marketing and start _________________
  9. You too can win £80,000+ in 12 months with ___________________
  10. How to become __________ when you ________________
  11. There’s big money in them there hills 
  12. Little known ways to ________________
  13. Massive action produces massive results
  14. How to turn ____________ into £80,000 per year, per person
  15. How to build a ____________ you can be proud of
  16. Get more ___________ without risk
  17. Get rid of __________________ once and for all
  18. Improve/increase your ____________ in three months
  19. Imagine _______________ and loving every minute of it 
  20. Here’s a quick way to ___________________
  21. Get __________ without losing ___________
  22. The lazy person’s way to ________________
  23. How to make people line up and beg to _______________ 
  24. How to get more __________ out of _____________________
  25. How to __________ when you’re not __________
  26. How to _________________
  27. No _____________, just ___________ every day 
  28. Never suffer from not _____________ from your __________ again 
  29. The quickest and easiest way to improve your ___________ 
  30. If you can take action you can improve your _________________ 
  31. How you can improve your _____________ almost instantly
  32. Where  to get a better _____________ is and how to get it 
  33. Discover the ___________ secret 
  34. Improve your way to a better _____________ 
  35. To people that want a better _____________ but can’t get started 
  36. Stop wasting money on ______________ that does not work 
  37. You too can get a better _________ in a week with ________________
  38. How to become more __________ when you don’t have a big marketing budget
  39. There are big bucks in ____________ 
  40. Little known ways to use _______________
  41. How to turn poor ___________ results into bottom line profit 
  42. How to build a _____________ you can be proud of 
  43. Get more _______________ without more cost
  44. Get rid of _______________ once and for all
  45. Improve/Increase your _____________ and profit in 12 months
  46. Here’s a quick way to improve your ______________
  47. Get a better ROI without losing __________
  48. How to make people line up and beg to _____________
  49. How to get ____________ out of ____________
  50. How to ____________ when you’re not _____________
  51. Never suffer from __________ again
  52. The quickest and easiest way to _____________
  53. If you can __________ then you can ______________
  54. How you can __________ almost instantly
  55. How to become ____________ when you ______________
  56. How to use _______________ to create £100,000 in new business in 12 months
  57. How to turn your ___________ into ________________
  58. See how easily you can _____________ your ________________
  59. Now you can have _______________ without _________________
  60. How to take the headache out of ____________
  61. X questions answered about [blank]
  62. Give me 3 months and I’ll give you ____________
  63. Answered: Your most burning questions about ____________
  64. Take X minutes to get started with ___________ – you’ll be happy you did! 
  65. Who else wants _____________? 
  66. How to fast-track your ______________
  67. How 99% of people got _____________ without _______________

Questioning Headlines

Questions are great.  We all like to answer questions.

  1. What if ______________
  2. If you could ______________, then ______________
  3. If we could explain how to _____________, what would that mean to you/your business?
  4. Can you imagine _____________?
  5. Can you ___________?
  6. Would you like to _____________?
  7. Is being ____________ important to your business?
  8. If we showed you how to ______________, what would that be worth to you?

Want to know more about improving your sales and marketing results, then get in touch.

Prospecting for GOLD

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Prospecting for GOLD

Prospecting for sales is similar to prospecting for gold.  Think of the people you know, your LinkedIn contacts, the people on your email database and your prospects as gold, and treat them as you would a gold mine.

Post a claim and work it constantly. Because if you neglect it, will find someone else claiming your fortunes. Worse yet, your position in your market can sit vacated, unattended, and ignored.

The fact that you are not working your gold mine effectively does not mean it is less valuable; it just means that the gold is harder to get, but you aren’t tapping into its immense potential.

This has never been more true than during the new COVID economy. 

Pick up your phone and start getting in touch with friends, family, relatives, and past employers and take a genuine interest in them. Find out what they are doing; ask about their lives, their careers, and their families.

People love to talk about themselves, and they really love it when others take interest in them. Let them know what you are doing when it comes up, but understand that this is not a sales call.  You are simply keeping in touch with them.  In effect, with someone with whom you have been out of touch.

Make it clear that the intention of your call is to catch up with them and not to sell your products or services.

During all economies but especially during contractions, contacts and relationships are everything and you must prospect harder for sales

Have you ever heard the saying “You are short on people, not short on money”.  The people you know either have the money you want or know people who doIt is those people who want and need your service.

So the more people you speak to, the better chance you have of discovering and selling to those people.

Want more great tips on how to generate lots of leads and turn those leads into sales?  Click here

You’ll not only get access to my best sales, marketing and business course, you’ll find details of my classic How to win business on LinkedIn Course that will give you a better understanding of how to create sales for yourself in this tough economy.

What Matt Bullard of Ingress Ltd says about Steve

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A personal recommendation from Matt Bullard of Ingress Ltd

How to turn more meetings into salesThrough Steve’s online video sales and marketing courses, I’ve been able to identify and implement the key steps essential to growing and maintaining a sustainable small business.

His insight into Sales and Marketing has played an integral part in helping me achieve many of my business objectives.

I highly recommend speaking to him.

Want to know more?

Take the first step and book on to our free online training.  Click here to take a look www.stevemills.co

 

 

Geo-fencing – Marketing in the new world

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PRESS RELEASE – MARKETING IN THE NEW WORLD

HOW BUSINESSES CAN USE GEO-FENCING WHEN SOCIAL DISTANCING IS OVER

I’ve been asked to write this article on Geo-fencing so that you will hopefully have at the end of it a good idea of what geo-fencing is and how it can help in your business.  

Geo-fencing is like the new kid on the block and is increasing in its popularity as more and more marketers and business owners learn about it.  The No.1 player in the market is Google and in essence Geo-Fencing is – Mobile marketing. Not marketing to people’s mobiles, but rather using their mobiles to track where they are geographically.  

This form of marketing is an essential tool and because everyone is on their mobile these days you should be using this for your business. Geo-fencing, or geo-framing, lets you target a unique group of people by their specific location.  

Geo-fencing is a location-based service delivered via a cookie placed in your mobile phone telling businesses where you are.  A virtual boundary can be set up around a real-world geographic area, known as a geo-fence. The use of a geo-fence is called geo-fencing.  

It uses GPS (global positioning system), RFID (radio-frequency identification), Wi-Fi (wireless networking) or cellular data (how a smartphone accesses the internet when it is not connected to Wi-Fi) to trigger a pre-programmed action when a mobile device or RFID tag enters or exits a virtual boundary.  

Why is Mobile marketing essential to success you might ask – well the statistics speak for themselves as:

80% of internet users own a smartphone.

Users spend, on average, about 69% of their media time on their smartphones.

Over 50% of smartphone users grab their smartphone immediately after waking up.

68% of companies have integrated mobile marketing into their overall marketing strategy.

88% of consumers who search for a type of local business on a mobile device call or go to that business within 24 hours.

One way to look at geo-fencing is as an extremely advanced mobile advertising based on physical location.  This technique is great for events, works in real time, easy to customise audiences and you can go back up to 6 months in terms of collecting data.  It is a direct marketing strategy which uses a smartphone to alert the person who owns the phone about an offer from a nearby business.

Step 1 – Define your fence:

Geo-fence marketing is a virtual fence that is traces around a location where the advertiser wants to build an audience based on their visit to that particular location.

Step 2 – Tag the audience:

Once someone enters the geo-fenced area, they will become part of an audience that can later be targeted with your company’s adverts.

Step 3 – Show your adverts

Once your advert is live, customers will then start to see your adverts on free apps that they have on their phone.  The consumer can see these ads from between 1 and 30 days after they have entered the geo-fenced area.

Businesses can use this in several different and exciting ways.  It can add a whole new dimension to your analytics that can be quickly and easily unlocked using location based mobile marketing.

For instance you can bring your data to life with real world context. Visualising your data on a map provides a new perspective from which you can derive new insights.  Location and time are critical elements of mobile marketing and with geo-fencing mobile apps can drive engagement with real time.

Geo-fencing works because you can create a virtual fence around a certain location in which you’d like to market.  Therefore, when people turn on their phone’s location services (GPS), your geo-fencing campaign can communicate with then when they are in your ‘fenced’ location.  You can create your ‘fence’ as small as a local convenience store or as large as the city of London – it’s up to you.

Geo-fencing also works because people are attached to their mobile phones and use them all the time.  They actually want location based marketing and statistics show that 80% of people say they want alerts from business and are willing to share their location if they get something good in return.

We are used in business to targeting an audience and knowing where your audience likes to spend their time and with geo-fencing you can take it a step further and target them where they already are – on their smartphones and tablets.

Benefits include:

  • Increased foot traffic to your physical store
  • Increase web traffic on your website
  • Improved customer service
  • Happier customers and increased referrals
  • Integrated social sharing to improve brand awareness
  • Rising above your competition

An example of geo-fencing is if you’re attending an industry-related conference, you might want to geo-fence the conference location. Why? Because the people attending the conference are obviously already interested in your industry, and are more likely to positively respond to your marketing messages.

Another example could be – Let’s say you own a Golf Club.  You put a geo-fence around every other golf club in your catchment area and then start advertising to everyone in your catchment area who plays golf.

What is there not to like.

Want to know more from us about digital marketing, or geo-fencing?  Drop me a line.

Steve Mills

STEVE MILLS – PRESS RELEASE  – Small Business’s and Coronavirus – What will you do?

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Firstly DON’T PANIC

Many small businesses, including myself, are worried about how we can navigate the disruption to business that the Coronavirus is causing and will cause over the next few months.  The Government has laid out plans to help us and we need to wait to see what that practically and financially will look like.

In the meantime, we can make some real changes to how we work and try and mitigate our losses.  Many businesses can carry on in a virtual environment and we can use this valuable time, afforded to us by social distancing and self-isolation to do some much-needed housekeeping, the stuff you’ve been putting off!

  • Clean up your database.
  • Plan your marketing for the next 6 months and don’t stop marketing. 
  • Work on developing and improving your website.
  • Increase the number of connections on Linkedin and network.
  • Continue to advertise.
  • Increase your Social Media output.
  • Get involved with On-line training programmes.

Work remotely with your team and stay positive.  I’m a great believer in carrying on and have found Zoom to be brilliant in keeping in contact with my clients.  It’s easy to use and free at the first point of contact and I’d really encourage you to communicate with your clients and staff in this way.

FOCUS on your business, push your sales and marketing as hard as you can in order to survive and thrive.

We all need to think differently and we’re going to get through this.  Stay focussed and stay Safe.

Steve

P.S  I am just launching a FREE online training programme this week.  This is a GREAT TIME TO LEARN ONLINE!

Take a look here: Steve Mills