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Even Chicago's immense business district is tiny compared to the Internet marketplace
For instance, in October 2008, Netcraft reported 182,226,259 sites from their web server survey. That number has surged to 235,890,526 sites in their May 2009 survey. Given that volume of competition for attention, I would say that the odds of being “found” by chance are slim to none. You need to actively market your business like you would any “brick and mortar” business, i.e. a company with a physical storefront or office space.
Avoid panicking at these numbers. Only a fraction of that number provides competition to you. Instead use this information to motivate yourself to actively market your business.
The great news is that at no time in history has it been easier for a small business to reach people looking specifically for the products and services it sells. Internet marketing makes niche sales incredibly effective. Additionally, the associated tools ideally suit a soft sell marketer and soft sell salesperson because they enable you to build a community of people interested in what you have to offer, people who can come to know, like, and trust you. Then, based on your relationship with them, they will come to buy from you or to buy from companies you recommend.
Here are some points to consider:
• Read my other blog posts first about identifying your ideal customer profile then figuring out their problems or desires and their wants and needs — as they see them. Write out your benefits based on your prospects’ concerns.
• Revise your website to speak to their interests.
o My favorite marketing cliché is that “nobody cares how much you know until they know how much you care.”
o In other words, stop bragging about how great you are. It’s irrelevant until they become interested in what you are saying to address their problems or desires.
• Develop an Internet marketing campaign with social networking.
o Be sure that your website has a place to sign up for your ezine (electronic newsletter) — provide a free bonus when someone opts-in, i.e. signs up for your mailing list.
o Post a comment on someone else’s blog when they write about a topic you can contribute to.
o Answer a question posted on a forum that you find relevant to your business.
o Create your own newsletter
o Create a blog of your own
o Submit articles to Ezine Articles or other article directories where people can reprint your articles in exchange for including your author’s resource box.
o Post videos to YouTube.com or other video sites
o Add them also to your website and/or blog
o Post audio to your website and/or blog too or to an audio directory like PodBean.com
• Use physical marketing to support your Internet marketing, like your business cards and postcards,.
No matter how gorgeous your website, it’s only an address on an overcrowded virtual marketplace. Proactive marketing like the ideas above enable you to attract people looking for what you offer. These soft sell sales & marketing activities enable you to develop trust by showing that you care about their challenges and dreams. You are giving them a taste for what you can do to help them. And when they are ready, you help customers buy through guiding them and by describing the benefits instead of manipulating and pressuring.
Sign up for my free article on soft sell sales techniques, “Easier Sales: 7 Steps to Winning Customers.” We care about your privacy so we will not sell or give out your email address to others.
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