Small Business Marketing Tips

Want to Increase Your Success Rate and Your Revenue? Take Time to Study Your Customers.

By: Dan Kennedy on: July 3rd, 2015 No Comments

I know this may seem obvious. But I’m surprised how some small business owners just don’t do their homework and drop the ball on this one. I’ve been in the marketing business for better than 40+ years now. And in my opinion getting to know your prospect is a critical part of success. I’d go so far as to say that it is the number one secret to creating, writing and executing a successful promotion.[…]

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Are Sales Numbers Dropping? Here’s a Sure-Fire Cure.

By: Dan Kennedy on: June 26th, 2015 1 Comment

When I first started in business I developed an important mantra to follow: make saleable things and sell them. I can’t tell you how happy I am to have gotten this revelation early in life. Without it, I most certainly would have struggled to survive, let alone grow my business. What’s one of the biggest problems that stop businesses from growing quickly? It’s a failure to focus on making sales. It’s not uncommon to find[…]

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Building Funnels Can Help Increase Sales

By: Dan Kennedy on: June 12th, 2015 1 Comment

How many times has this happened to your business? You successfully pull someone in with your marketing. They mull over the offer. But they leave without buying. You know the feeling. Don’t lose sleep over this because EVERY business, without exception, goes through this. And it doesn’t matter what you’re selling: mutual funds, the latest personal doohickies or snowshoes. Even when you get them all the way to the shopping cart, they leave. According to[…]

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The 10 Commandments for Writing Effective Headlines

By: Dan Kennedy on: June 5th, 2015 6 Comments

The headline is the single most important element for any kind of advertising you might do. This includes but is not limited to newspaper ads or flyers, magazine ads, sales or lead generation letters, postcards, online messages, web content and banner ads. The headline is the ad for your ad. It forces your prospect to read the rest of what you have to say. No matter how good your body copy may be, if your[…]

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Key Ingredients for Successful Direct Response Copy

By: Dan Kennedy on: May 29th, 2015 1 Comment

I’ve often been asked how I can justify charging $18,800 a day as a marketing consultant or up to $100,000 to write a sales letter, ad campaign, video script, etc. That’s easy. Words matter. And I’ve developed a keen sense for picking and combining words that I know will sell. Now you may wonder if I’m really 20 times better than a copywriter who charges $5,000 to write a sales letter, ad campaign, video script,[…]

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Seven Principles for Success

By: Dan Kennedy on: May 22nd, 2015 2 Comments

Since I’ve worked as a coach and consultant for many years, I’ve had a chance to take a rare peek into the lives and businesses of many of my students and clients. Most of them are highly ambitious, driven people. But from time to time they may run into a road block or need to take a detour to stay on course. This is natural. No matter what kind of business you may operate, as[…]

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One-Size-Fits-All Won’t Work for Websites

By: Dan Kennedy on: May 15th, 2015 No Comments

When you’re face-to-face with a customer, client, patient or prospect you can ask and answer questions, plus give them the personalized attention they need to feel as if your business and yours alone is THE one for them. This type of engagement is essential if you want to grow your business. And we’ve talked in the past about how to do this with direct mail, email and other forms of media. This one-on-one communication is[…]

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Pricing Principles You Should Know

By: Dan Kennedy on: May 8th, 2015 2 Comments

Most small business owners operate in the dark when it comes to price. They guess at and ballpark what they should be charging. When it comes to research, that usually means taking a look at what the competition is asking and try to slightly undercut them. Cost analysis? That’s usually a panic move that results in reduced prices, which leads to smaller profit margins and jeopardizing the future. It’s time to shed some light on[…]

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Is it Time to Go Long?

By: Dan Kennedy on: April 24th, 2015 3 Comments

Over the years many of my clients have asked me about long copy. They wonder if it makes sense, will it increase readership and will it boost their response rates. They’re thinking about testing a long copy format across various media channels (direct mail, website, an email campaign) to market their products or services – but they have reservations. They understand and appreciate the importance of brevity, of being able to grab attention immediately and[…]

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Time-Sensitive Spending Triggers

By: Dan Kennedy on: April 17th, 2015 2 Comments

Life Events That Flush Out Whales Into the Open Waters No matter what business you may be in, there are ways to identify potential whales through behavior patterns. Once you are able to figure out what these benchmarks or patterns may be, you can rely on direct, targeted marketing to reach them. There are time-sensitive stimulants that trigger a regular-size fish to grow into a whale. This person may not have been a whale just[…]

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