Being a business owner is tough at times.

We’re all trying to do the best we can when it comes to marketing, and working out how to get engagement, leads and clients from our websites and our social media.

Want marketing that works?

In this Blog, discover the most common marketing mistakes by business owners and how to avoid them so you can do better marketing.

Let’s name them from the get go shall we?

What’s the 10 most common marketing mistakes business owners make?

The most common ones I see are:

  1. You’re not 100% crystal clear on the problem you solve and who you solve it for

2. Not sure what it is your audience really wants to achieve

3. You’re being vague in the results you’re audience will get or you’re offering results they don’t want or need

4. You don’t have a marketing message that speaks to your ideal client so they’re left in no doubt what you do and how you can help them

5. You don’t know how or where to find your clients and how to help them find you

6. You put content out there when you remember – you’re not consistent

7. You leave them wondering what you’d like them to do next

8. You’re without any strategies or plans to achieve your business goals and objectives

9. You’d be guessing if I asked you do you know what marketing works and what doesn’t

10. You get in your own way, and give too much air-time to your inner chatterbox

Now they’ve been named and called them out how do you avoid them or fix them? 

Fix #1: Be clear on the problem you solve and who you solve it for

Who is your ideal client and what problem do you solve for them?

It can be so tempting to decide to work with everyone and anyone but very quickly you can end up working with no-one. It’s seems to be one of those things that’s counter intuitive though, doesn’t it?

Talk to too many and what you say is generic, non-specific and ends up being ignored.

Lost in all of the messages your lovely potential clients are bombarded with every single day in this online world.

When I first started out, I genuinely believed I could work with everyone.  So that’s what I tried to achieve with my marketing.

What happened. Hardly anyone took any notice of me and the ones that did weren’t, I’m sad to say, fab to work with.

Who is your ideal client?

They are the clients you most like to work with, they light you up and you really enjoy working with them.

Think about the clients you’ve worked with. Which ones shone out for you and why? These are the ones you’d love to have more of working with you or buying your products or services.

Why reduce the amount of people you can potentially work with?

I know, it seems a daft way to go about it but the more specific you are in who you are talking to, the problem you solve, the better chance you have of getting more engagement, leads and clients.

And it’s a noisy old world out there online and it’s getting noisier.

The clearer you are about who you are talking to the better.

The more content you share that’s useful and helpful for them the better too.

Create content that’s helping them to decide to buy from you or not.

Fix #2: Understand what it is your audience really wants

What big problem do you solve for your audience?

Their painful problem is what’s keeping them awake at night, it’s niggling at them, it’s keeping them stuck, it’s a frustration, a worry, a concern, a situation that needs resolved – by YOU!

Imagine if they associated you as the solver of their problem.

If you don’t understand your customer’s pain points, how are you going to know what problem your product or service solves?

  • If you don’t know, what are you telling your client you can solve?  Do they care?
  • Is the problem you’re offering to solve really a problem for them?
  • Do you know or are you guessing what their problem is?
  • If you’re not sure you’re addressing your client’s pain or problem, all is not lost.

They’re leaving you clues everywhere.  Social media, testimonials, book reviews.

Investigate what your client really is struggling with.

Where can I investigate what my ideal client is struggling with?

Head to Amazon and check out book reviews.

I know, you’re thinking I’ve got confused.  But stick with me here.

You’re not going to check out any book reviews. Nope. You’re going to check out books that your audience will read to help them to solve their problem.

How to investigate what  your audience is struggling with using Amazon book reviews

Let’s imagine you help parents with toddlers that are fussy eaters and you want to know – rather than guess – what they struggle with so you can make more impact with your marketing.

The book reviews will tell you what the book specifically helped them with.

Here’s an example:

The book is Feeding Toddlers: A Pediatrician’s Guide to Happy and Healthy Meal Times.

Here’s a couple of reviews:

The author uses her personal experiences as a mum and knowledge as a doctor to convey the importance and ease of introducing healthy eating into the home. Making mealtime a fun family time. I used to worry about the amount my picky toddler was eating but after reading the useful section on portion size I can now see she is eating sufficiently. I also enjoyed reading the recipe suggestions.’

Getting young kids to eat well can be such a battlefield and this book does a great job of demystifying child nutrition and suggesting a step by step approach.’

From two reviews you can see parents are concerned that they’re giving their little ones the right nutrition, mealtimes can be a battlefield and they’re confused about portion sizes. They worry a lot.

You can also see the results the parents want which leads us very nicely to…

Fix #3: Make it crystal clear the results they’ll get (be sure the results you offer are the ones they want)

Using our parent’s as an example these parents want fun meal-times, healthy meal-times, healthy recipes with the right nutrition and to be able understand portion sizes.

And that’s just from two book reviews!

Be sure to let your audience know the results they’ll get when they buy from you by including them on your product or service pages, your sales pages and your testimonials and case studies.

How to be sure you know what results they want from your service or product

Perhaps you’re offering results but you’re not sure they really are the ones they want, so ask them.

Create a questionnaire

  • Email it to your list
  • Share it where your clients are and ask them to complete it. For example share it on social media.

Check your inbox

  • Chances are you have emails from potential clients where they’ve mentioned what results they’re struggling to achieve on their own.

Use social media

  • Keep your eyes peeled for questions asked around what you do (and answer them)

Testimonials/Case Studies

  • When you ask for testimonials ask what results they’ve achieved after buying/working with you. Then when a potential client is thinking of hiring you, the testimonial with showcase you as someone who can solve the same problem for them.

Fix #4: Have a clear marketing message that’s understood by your ideal client

What’s a marketing message and why have one?

It’s one or two sentences that you can repeat over and over and over again so that people know what you offer and why they should buy from you.

What do you want to be known for?

Why it makes sense to have a clear marketing message.

There’s lots of reasons to have a key marketing message but two main ones are:

  • It increases your chance of getting a client.
  • It will help you grow your business.

It doesn’t stop there.

Your marketing message is the diamond key to your marketing activity.

Create a powerful marketing message and all your other marketing will fall into place.

What to write in Blogs, your emails, your social media, your Facebook lives etc

You can create your marketing message in three steps:

Step 1: Identify your client’s problem

Step 2: Explain how you will help them

Step 3: Tell them their happy ending

Check out my Blog where I break down each step for you so you can create your own clear marketing message so you’ll never be stuck explaining what it is you do, ever again.

Fix #5: How do you find your clients and how do they find you?

To be found you need to be where they are 

And where they’d expect to find you.

Where Are Your Clients?

If you are clear on who your ideal client is, you can search for them on social media platforms.

  • Use the search bar in Facebook
  • Use the search bar in Twitter
  • Use the search bar in LinkedIn
  • Use the search bar in YouTube
  • Search online forums
  • Search Blog sites Reddit etc

Where is your audience looking for their solution?

What’s the first thing you do when you want information?

You Google it.

So does your audience. You want to get your content on your website in front of them.

Let’s be honest, ranking on the first page of Google isn’t something that’s going to happen overnight but if this is where your audience is looking you need to have a strategy to create content that’s going to build trust and authority and get you turning up in their searches.

Get inside the head of your audience and become their go to person

Check out my Blog where I explain “How to create to build trust and authority with your audience, using 6 key topics“.

 

Fix #6: Share your content with your audience regularly and with consistency

How to be in front of your clients regularly and consistently online without going into overwhelm.As a business owner you have so much to do. Add marketing to that and it can be easy to feel overwhelmed. 

Creating Content Takes Time

I’m not going to sugar coat these truths.

Marketing is the life-blood of your business and marketing takes time to create and gain traction, but when you know what type of content to create to help you get leads and clients, it becomes easier.

Break your content down into 4 types for each of your products or services.

  1. Share useful and helpful content

This is the type of content they’re looking for that’s helpful. At this stage of their search, they’re not ready to buy from you or anyone else. They are solely looking for some assistance to a problem that’s presented itself to them.

Let’s use the example of the parent with the toddler that is a fussy eater. The parent knows they have a fussy toddler so they’re searching for specific solutions.

  • How to get a fussy toddler to eat
  • Why is my toddler a fussy eater
  • Tips to get a toddler that’s a fussy eater to eat

It’s your job to write to write content that answers these types of questions and share them as: 

  • Blogs
  • Videos
  • Social media posts       

You can then build a relationship with these people as you stand a chance of them associating you as a solution to their problem.

  1. Bring them closer

Have an email list
Offer them your lead magnet so they can sign up to your email list. Your lead magnet or freebie can be the likes of a checklist, an e-book, webinar, guide or a newsletter. Once they sign-up you send them more useful and helpful information directly to their inbox.

Check out my Beginners guide to lead magnets

  1. Deciding to buy

What content will help your audience decide to buy from you?

This is assuming they’ve been impressed with all your useful and helpful content and they’re now deciding who to buy from. We know that people buy from people they know, like and trust so this is where you can add a bucket load of oomph to help them along with their decision making.

Create:

  • Blogs that answer their frequently asked questions about your products/services
  • Case studies and testimonials – showcase the results you’ve gained for others

Answering questions your competition aren’t answering has to be a plus for you, right?

  1. Make it easy for them to buy from you 

Make it clear how they can buy from you:  

  • Have an easy to find sales page on your website with easy to follow instructions
  • Tell them how they can buy from you on social media
  • Send emails to your list that include offers to buy from you

How to make use of your content that’s sitting on your website gathering dust?

It can be so easy to be re-inventing the wheel with your content because to us it feels “old news”, but for your audience it can be the first time they’ve seen it. One of my best performing Blogs is one I wrote about 2 years ago.

Here are some ideas to optimise your blogs so it works harder for you:

  • Update it
  • Share it on Twitter with a post and a link to it
  • Share the link to it on Facebook
  • Turn sections of your Blog into Facebook posts, Tweets, LinkedIn posts
  • Use it as a script/outline/idea for a Facebook live.
  • Use it as a script for a video and upload to YouTube
  • Share the video on social media
  • Create an infographic
  • Create a Slideshare
  • Turn it into a downloadable PDF and email it to your list

Rinse and repeat for other Blogs, Social Media posts, videos etc

How to find the time to create and repurpose content regularly

Plan your content and block time out in your diary to create it and make it a non-negotiable. In other words, commit to doing it and make it happen.

For me, Tuesdays are content creation and repurposing days and I have a nifty plan and checklist to work through so when Tuesday arrives, I know what I’m writing about, what images I need and how I’m going to optimise and repurpose my blog once it’s published.

Imagine…

If you were to Blog twice a month, you’d have 24 pieces of content to use to drive traffic to your website, build trust, get leads, win clients and repurpose.

Blog once a week and you could have 48 pieces of content to use to drive traffic to your website, build trust, get leads and repurpose.

Don’t want to use your valuable time repurposing your content? 

There’s lots of fab people out there that can do it for you,  leaving you more time to do what you’re awesome at.

Fix #7: Tell your reader what you’d like them to do next by using a ‘Call To Action’

This was a biggie for me. I’d happily share useful and helpful content but I’d NOT ask my audience to take any action.  Of any kind.

Then I’d ponder why my content wasn’t getting me results I wanted. 

Lovely folks would visit my blogs and once they’d read the blog there was nothing else for them to do – no direction on what to do  next.

When you ask them to take action it’s drawing them closer to you and building a relationship with them.

In this online world of ours it’s so important to be building connections. We’re people buying from people at the end of the day.

Tell your audience what to do next in a way that’s:

  • Clear
  • Simple
  • Short

A few call to action ideas are:

  • book your call
  • email
  • buy now
  • click
  • join
  • share
  • subscribe
  • give feedback
  • apply
  • write to
  • sign up
  • you might want to check this out
  • visit

Use a call to action on your website, in your emails, Blogs, videos, sign up pages, sales pages, social media posts, slideshares, infographics.

Your possibilities are endless.

Be clear on what you want your client to do when they engage with your content.

Make it easy for them to take the next step with you.

Fix #10: Challenge your chatterbox

We can get in our own way. So much, too much and so often.

Your chatterbox, mind monkeys or inner voice can get in your way.  It can make you stop and ponder what others are going to think about you, who do you think you are and there’s others better than you out there. To name a few of the types of things it can say.

Imposter syndrome was something I struggled with and worked on.

If it’s something you struggle with, check out my Blog where I chat about “Imposter Syndrome: How to recognise it and manage it

THE MONDAY MORNING MARKETING MEMO

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