Marketing tips

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



Geo-fencing – Marketing in the new world

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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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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.


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  


My take on the current financial situation we all find ourselves in…

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What are you going to do about this current financial situation?

I fully understand the need to cut back, but cutting back on marketing when times get tough is the opposite of what you should be doing. 
In my opinion, businesses in the helping industry should be marketing an online seminar for your clients in order to help them to survive in these tough times.  Or, adding a blog post to your new website with 10 ways to survive this crisis and then using social media to drive traffic to the blog.  Or perhaps, doing a video and adding it to the blog and then using email and send it out to all your clients providing them with 7 ways to reduce costs.  Or at least writing a checklist of the actions your clients and prospects need to take in order to survive.

We are now in a current financial situation where businesses need to market to survive, not thrive!

I am going to double my marketing just to survive this current financial situation and then when this ends and it will, I will be in a far stronger position in my market.
In the next few months people are going to be at home.  They are going to be board.  They are going to do 3 things:
  1. Watch more TV
  2. Search and use social media far more
  3. Spend far more time online
Now is the time to provide them with good quality content so that when the end of this current financial situation is in sight, we are all in a better position.
That is my take on it.


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Are you serious about growing your SME?  Then take the first step and book your seat on my next ‘FREE LIVE ONLINE RESULTS TRAINING SESSION’ on Thursday at 12.30pm to 1.30pm

We are experts in helping business owners to improve their Sales & Marketing RESULTS and in doing so, improving their return on investment (ROI).

Take your first step to growing your business and sign up to our FREE no obligation RESULTS training session.  During this live online training session I will discuss how to create more leads in your business so that you can create more sales, profit and cash.

I will discuss:

  1. What I think is the No.1 mistake that I see 99% of small businesses making and one which is costing them a small fortune
  2. How to improve the performance, effectiveness and results from your current marketing achieves at no additional cost
  3. A system for improving your lead conversion rate, so that instead of closing 4 out of 10 leads, you close 6 out of 10 and grow your business by 50%
  4. The importance of becoming really good at one thing, whilst still maintaining multiple streams of income approach
  5. Commitment – How can you make growing your business a key part of what you do?
  6.  The key to growing your business is increasing sales, but how can you do this without wasting a load of cash on marketing that does not work?
  7. How you can overcome your biggest problem – OBSCURITY
  8. Being first and embracing technology.  It is no longer acceptable to say – “I am not very technical and I don’t know what re-marketing is, or I don’t know how to use LinkedIn”.  That statement is costing you money every day
  9. Maximising the performance of your most important marketing asset.

Please feel free to share the details about this event on your social media, via email, or with others who you know who would benefit.




The more marketing you do, the more money you make – Strange isn’t it?

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And yet most businesses don’t do anywhere near enough marketing.

They tell me things like…

  1. I am on LinkedIn, but I don’t do very much
  2. I use social media.  I post on there once per week
  3. I send out a quarterly email newsletter
  4. I speak to our clients when I can
  5. I am often slow at following up on enquiries
  6. When I do networking I don’t ever really follow people up afterwards
If you want to put a STOP to the statements above once and for all, then take the first step and sign up to our online training here.

Increasing lead generation

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How to increase lead generation

The strange correlation between how much marketing you do and how much money you make…

One of the keys to business success is increasing sales.  One of the keys to increasing sales is lead generation (AKA marketing).  However, the problems are most businesses don’t do enough of it and are not very good at it.