Farming VS Hunting… The way we get BUSINESS

Ok I am not really a hunter or a farmer, but there are some great similarities in the way the we look for business. Both Farming and Hunting put food on the table but which is better.

First Hunting

Hunting is going out and looking for some business to drag home. The small stuff is a little easier to find and certainly easier to carry back. However the big business will feed you for much longer. Although the big business is usually harder to find and harder to drag home. But when you are successful there is nothing better than going out with a purpose, finding that big job, closing the deal, and enjoying the rewards of your hard work. The problem is the to many businesses rely on this approach exclusively. We wait until the last job is finished then go out looking for the next job. Maybe you will find it maybe you don’t.  It can be an unreliable source of business.

Farming

Farming is a much more reliable form of getting business. This approach requires that you take the time and spend the money upfront and wait for the business to come in. Farming is not instantly rewarding. It requires putting up a good website that people can find easily, calling on potential clients on a regular basis, sending out a newsletter or marketing materials. To make farming successful you need to plant the seeds about your business all over the place and in time those seeds well mature and bring you more business. Some seeds take longer to machure and produce business but that actually works out to your benefit. If you are always sowing the seed about your business you will , over time, have a steady flow of business coming in.

So why do most business choose not to farm for business.

Farming requires an upfront expense. Hunting can be done by one person armed with a few business cards. Hunting brings instant results , when your successful, and farming takes longer before the results come in. The best plan is to do a little of both. If you will take the time to market your business on a regulare basis ,with good print and web design, when you go out looking for business the chances that you will succeed will be much higher. If the seed is already planted the hunter may just have to go by and pick it up.

Decide now that you will find at least one marketing plan to do on a regular basis. Commit to doing it for atleast 6 months. You will be glad you did. Please contact Rush Design Group if you need help your print or web marketing materials.

Marketing Preperation for 2009

Ending the year can be very encouraging for some. For others it is proof of a goal not reached. Whatever situation you find yourself in be encouraged that with new goals and some planning you can make 2009 a very successful year.

Yesterday I printed off my monthly sales for 2007 and 2008 and compared the two. It was interesting to see the trends that had developed. For example March, November, and December have been slow months for the past 2 years. However the months following are generally better than others. What I can learn from this is that when times are slow we crank up the marketing machine and get busy looking for work. We react to the problem The goal for 2009 is to plan in advance for those slow times by increasing marketing and networking efforts in advance to correct the coming slow down in business. Another trend that I have noticed is that a decrease in business generally follows our busiest months. This could be attributed to the lack of time spent on marketing when business is booming.

You may or may not be able to relate but chances are that the majority of us are in this boat together. Most people get their act together and start looking for work when they have had a slow down. Why not instead plan for those slow times and be proactive. The problem is that we never have the time to spend on marketing until we have nothing else to do. The reason we have nothing else to do is because we didn’t spend time marketing. It is a viscous cycle.

So the plan is this. Send out a monthly e-newsletter. The newsletter will provide consistent marketing throughout the year. In months before a historic slow down spend time calling potential clients and sending out direct mail. Also look for speaking opportunities at local chambers and other networking opportunities. Call past clients and look for new opportunities with them.

Rush Design Group can provide a email marketing solution as well as consult with you on the use of direct mail to target specific business opportunities. We can’t speak or network for you but we can insure your design materials look great. So good luck in the new year and make a plan now to have your most successful year to date. We look forward to working with you.

YOU can have Success without a Logo.

It is true. You can have a successful business without a logo. I run into businesses on occasion that basically have no branding and no logo. They have there name in some standard font on a sign but they really don’t have a logo or a brand. They have been in business for longer than I have been alive and are making good money doing whatever they do. So here I come ,mister logo designer, trying to sale them a logo or a brand or anything resembling a marketing effort. Their response usually goes like this. Well buddy our owner Jim started this business 50+ years ago and we rely on word of mouth and good customer service. “Two-thirds of new employer establishments survive at least two years, 44 percent survive at least four years, and 31 percent survive at least seven years, according to a recent study.” from sba.gov. If this is true than this business is unique to start with. To be in business for so long means they are doing a lot of things right. Generally after closer evaluation a few things are found to be true.

1. The business Owner is the back bone of the business and brings in the majority of revenue through personal contacts and long standing relationships.

Problem: If the owner dies. The relationships may also. Or if the person the owner has the relationship with moves to another company. The business will likely suffer. Because there is no brand in place the value dies with the relationship. If the value is in the brand then the new owner will likely continue the service that the brand represents. One other potential problem with this scenario is that if the business should decide to sale while things are good the owner will likely need to stay on to see the business through the transition. With so much of the value in the person and not in the brand the business will be valued less to potential buyers. Example if you were buying Coke. Would you want to own the drink or the name? If you could Only pick one you would probably pick the name because it is recognized world wide.

2.The company was able to carve out a niche early on and have not seen significant competition.

Problem: When competition comes, and it will, You don’t want to start a brand or marketing campaign to tell your clients about the value you bring. You want to have that in place before. Be assured that the competition will have all there ducks in a row. They will tell your customers all the things you should have been telling them coupled with a great price. It may not take much to persuade them to leave.

3.The Company has large clients that generate consistent business.

Problem: If one of those clients leaves you will have wished a strong brand had been in place so that when your new sales guy goes out people will have heard of and recognize the value in your brand. You will not need to take the time convincing them that you know what your doing you will just have to make the sale based on offering what they need at the right price.

So if you are a business that has enjoyed success, take the necessary steps to ensure your companies value and develop a professional image with a logo that customers can associate your quality with.

4 Steps to Building a Marketing Database

This summer I started to commit more time to building a database of contacts. In the past I had not been very good about working on the list on a regular and consistent basis, but now I do. Actually I pay someone part time to do it from home because it would never get the attention otherwise.

Here are ways to build and use a database for growing your business in a slow economy.

1st. Make sure that the names you get are from people that you have met or have given you permission to contact them. That is the reason for building the list, because you plan to contact them.  If you get a business card or an email from someone add them to your database. Or call and ask if you can contact them later or I ask “Would it be ok if I sent you my contact information”. Or “Can I email you some info about our company.” Those are ways to build the list.

2nd. Get good information. I use Google documents this lets me set up a spreadsheet that I can update and edit from any location. It also lets multiple people update the same list. This keeps the information up to date and correct. I can leave notes about the conversation I had and when I last contacted the business. I keep track of Industry, Company, Contacts Name, Title, Phone, ext, Date Contacted, Date to call back, Email, Website, and Comments about the call.

3rd. I use that info to import into Rush Mail this lets me send a email newsletter to that list on a monthly basis. I could also use that list to form a direct mail campaign.

4th. Always update the list. Call your contacts on a regular basis. I make a point of calling my potential clients when ever I have down time. I call them every 3-4 months. I ask if they recieved the email or post card that I sent and if they have any project coming up in the future. I am not very aggressive with the call. I keep it casual and quick. If they don’t need me I don’t want to be annoying. But I do want to remind them that I want their business.