If you’ve been an entrepreneur for any length of time, chances are you’ve experienced the vicious feast or famine cycle. At times, you are so busy you can hardly keep up with your bookings and appointments. Then things quiet down so much that all you hear are crickets! So you stir up your marketing mix, and get busy again.
This cycle is more common than you think!
That’s why, on the latest episode of BernadetteTV, I’m sharing 4 marketing techniques and pricing strategies you can begin using right away to create a consistent flow of business, appointments, and income.
Watch it here now…
There is no better thing to do in marketing than to make sure you have a consistent flow of new business – and the 4 marketing techniques I’m sharing here help you do just that.
Without further ado, here they are:
- Grow your prospect list or customer database.
How do you do that? First, get into the right mindset. For everything you do, day in and day out, you must ask yourself, “How can I use this to grow my list?” For example, if you publish an article in a trade publication or magazine, invite your readers to come on over to your website and enter their contact information. If you give a talk, don’t expect people to come up to you afterward and ask to work with you. Get them to raise their hands – offer them something like a free report or consultation and ask them to give you their contact details.
- Create opportunities that give people a chance to sample you at low- risk and for a low investment.
I look at it like this: Imagine your prospect is on a dock, and you’re on a boat. Lower an onramp to make it easy for them to get onboard! It doesn’t have to be free, but it could be a lower-cost experience. For example, a therapist may offer an initial consultation at a lower rate, and then create a business model in which she offers a package including several sessions.
- Create a system to convert first time buyers into repeat customers
Many entrepreneurs make the mistake of creating a great low entry offer but failing to create a mechanism for converting that interest into ongoing business. This is where the pricing strategies come into play. For example, a massage therapist may offer an initial session, and then upsell her client into a 6-session package. This way, she sells her service up front, gets paid up front, and supports her cash flow. More importantly, her clients get better results because she is able to support them longer-term.
- Create a system to win back lapsed customers. I consider a system something that Saves You Time, Energy and Money (I know, pretty clever, right?). A system happens without you having to think about it. Whether you create a monthly postcard to send out to all past clients to get them back on board or a newsletter that keeps you at the top of their mind, create a system you can hand off to an assistant who can handle it for you.
I think you’ll find these techniques are simple. They’re also really powerful when you use them consistently!
What’s been your experience when it comes to using some or all of these techniques? Leave a comment below – I’d love to hear from you.