On Marketing
"NEVER EVER EVER hire a PR firm. A PR firm will call or email people in the publications, shows and websites you already watch, listen to and read. Those people publish their emails. Whenever you consume any information related to your field, get the email of the person publishing it and send them an email introducing yourself and the company. Their job is to find new stuff. They will welcome hearing from the founder instead of some PR flack. Once you establish communications with that person, make yourself available to answer their questions about the industry and be a source for them. If you are smart, they will use you."
— Mark Cuban, Blog Maverick
"Really think about if you need that $15,000 a month PR firm. Perhaps you can get a PR consultant to work on 2-3 projects a year for $10-15k each and save 75%. More PR firms are wasted half the year while you build up your product anyway."
— Jason Calacanis, Calacanis.com
"Focus on generating attention. The Web has liberated us from the tyranny of paying for attention! Small business entrepreneurs can generate attention for their business in four main ways: You can BUY attention (this is called advertising); you can BEG for attention (this is called Public Relations); you can BUG people one at a time to get attention (this is called sales) or you can EARN attention online by creating great information that your buyers want to consume such as YouTube videos, blogs, Twitter feeds, photographs, charts, graphs, and ebooks—and it is all free. How are YOU generating attention?"
— David Meerman Scott, Web Ink Now
"Budget enough time and money to market your company; the world won't beat a path to your doorstep if they can't find you on Google."
— Rich Brooks, Flyte Blog
On Social Media Marketing
"Ask Why, Not What: It might seem like everyone is on Facebook or using Twitter these days. When the latest marketing fads come into view, don't ask 'what' should I do on sites like this, ask 'why' should my business be on these sites. If your customers don't use these sites, should you?"
— Kevin Dougan, Strategic Public Relations
"Find your customers online and where they spend time. Once you've researched where your customers spend their time, use those venues to converse and collaborate with them toward shared mutual gain."
— Steve Rubel, SteveRubel.com
"Don't fear the social media space. Small business do excel in social media, because they understand relationships. Though the Internet is often seen as a place to sell, social media has made it a great space for extending customer relationships. Social media tools also offer great ways to connect with other small business to share ideas, to talk with customers for feedback, to announce special events and to find with new partners to make new innovative offers."
— Liz Strauss, Successful Blog
"To increase the effectiveness of your activities, you need to integrate three basic components – research / intelligence, content development, and measurement. Remember that relationships are key in social media, so you will need to expand your thinking to earned direct and indirect links through good content."
— Valeria Maltoni, Conversation Agent
"To make participation in comments and social media activities count for you, listen first, be aware of the context - are people talking about your industry in general, a competitor, or your company directly? - and look to engage in an honest, open and helpful manner. Drop the buzzwords, and do a gut check by reading your comment as you would read what someone else left on your blog."
— Valeria Maltoni, Conversation Agent
On Lead Generation
"Reanimate your sleepers - It costs far less to reach back out to an existing list of dormant customers than it does to find and sell to new customers. Offer your sleepers something outrageously compelling to get them buying again. Even if you make nothing on the sale that 'awakens' them, you'll likely make up for it in continuity sales."
— Jonathan Fields, JonathanFields.com
"Nurture your leads that aren't sales ready. Lead nurturing isn't calling every quarter to ask if they are ready to buy, but to become a trusted advisor and provide relevant information to your prospects. In fact, a recent study of business-to-business buyers shows that sales people who become trusted advisors and understand the needs of economic buyers are 69% more likely to come away with a sale."
— Brian Carroll, B2B Lead Generation Blog
"Use your CRM - Don’t create the biggest database of contacts possible. Instead, seek to create the most relevant database possible that contains the right companies and contacts that influence the buying decision. In the beginning, you won’t have all the data you need. Be patient and you'll build the opportunity profile over time. See each conversation as an opportunity to build a relationship."
— Brian Carroll, B2B Lead Generation Blog
On Sales
"Boost your sales by focusing on how each customer wants to buy, instead of plugging in some standard sales approach."
— Michael McLaughlin, Guerrilla Consulting
"When you do make a request, frame it in benefits to the prospect. For example instead of 'join my list', say 'get the 10 secrets to ... delivered to your email inbox'."
— Chris Garrett, ChrisG.com
"Sell more to existing customers - Create a sleaze-free sales process that upsells and cross sells highly-relevant, value-added products or services to clients in order to bump your average order size by 10-15%."
— Jonathan Fields, JonathanFields.com
"Co-operate with a competitor. Up-sell related products after the initial sale. If your customers would benefit by having both of your products, you might negotiate the opportunity to include your competitor’s product inside your own box, or vice versa."
— Martin Zwilling Startup Professionals Musings
On Customer Relations
"Treat your customers right, even when they're wrong"
— Muhammad Saleem, MuhammadSaleem.com
"Small businesses know that relationships matter. Start asking for ways to connect that go beyond the sale."
— Chris Brogan, ChrisBrogan.com
"Then, if you get them, treat these people special, and not like marks. Give them MORE than the others. Encourage them."
— Chris Brogan, ChrisBrogan.com
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