Archive for October 2006

Mike McDerment and the folks at FreshBooks have put together a really great series of weekly teleseminars that cover some of my favorite marketing topics. Sign up for the teleseminars

Up next is Advanced Web Analytics from John Marshall, CEO, ClickTracks. Future and past sessions include web traffic building, project management, pay per click, and referral marketing. Visitors to the site can listen to past sessions as a podcast.

FreshBooks, by the way, is an online invoicing and time tracking service. They really only do one thing but they do it very well. In addition, they are the only service of this kind (that I know of) that also allows you to send your invoices, created online, through the USPS as snail mail.

Many small businesses would benefit greatly from a couple actions, done routinely.

So that’s the 2 x 12 reference in the title – do these two things 12 times a year (as in once a month) and your business will benefit greatly.

Action #1 – Create a list of journalists that cover your business type, industry, community, etc. Once a month make a point of sending every member of this list something. As often as possible, send something personal such as link to a great industry resource they cover or a note commenting on or adding to a column they wrote. At the very least send some form of announcement, update, industry news or change impacting your business in the form of a one page press release. This type of relationship building with journalists will eventually land you in one or more publication as a resource or industry expert.

Action #2 – Come up with a list of something to send your clients, A prospects and referral sources at least monthly. Don’t wait for them to call you when they need something in six months or so. Make sure that you are keeping your name in front of them about every 30 days. Cross sell services, updates them on changes, point out an article you wrote in a trade journal, send them gift certificates to use as referral tools. Just make sure that when they think about what you do or when someone asks them if they know anyone that does what you do – your name is the first one they think of. Do this every month – mix it up – don’t just send the same old tired newsletter month in and month out.

These two pretty simple, inexpensive activities, that can be planned and delegated, will make the phone ring and stabilize the foundation of all of your marketing.

Recently I caught up with Ivan Misner, founder of BNI and author of a number of books on networking and referrals, including his most recent release - Truth or Delusion on the Duct Tape Marketing podcast.

Misner and I discussed a number of the myths and truths that commonly surround the practice of networking.

    For instance:

  • Truth or Delusion? People who like, care and respect you will refer business to you.
  • Truth or Delusion? Referral marketing is the safest form of advertising.
  • Truth or Delusion? If you provide good customer service, people will refer business to you

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Misner is often called the “father of modern networking” and has much to offer on the topic.

If you are not familiar with BNI you might want to search for a chapter in your community. BNI has created over 3,000, industry exclusive referral groups. Chapters exist in most American cities and aournd the world. Find a chapter

Intuit has launched a Small Business Center on its QuickBooks Community site.

In addition to the information on small business finance and accounting that the group site was built on, the center features content from experts in the area law, starting a business and marketing. Intuit has asked me to fill the role of marketing expert. I will also be answering marketing questions submitted through the site by readers starting early next month.

From the site:
Find resources including the Small Business Question & Answer, articles and forums for small businesses. To help you, we have partnered with Entrepreneur®, NOLO® and Duct Tape Marketing®. Connect with small businesses and ask questions, share ideas and build your small business community.

    They are also building an expert locater service using Google Maps. Users can plug in their zip code and locate:

  • QuickBooks ProAdvisors
  • Small Business Development Centers (SBDC)
  • Womens Business Centers
  • SCORE Chapter Locations
  • Duct Tape Marketing Coaches
  • Nolo Lawyers

I have been using a new tool to create, edit and convert PDF files and I can’t say enough good things about it. The software is called ScanSoft PDF Coverter Professional 4

I think this is a great tool for small businesses because I find it much easier to use than Adobe Acrobat and the cost is $99 compared to $449 for a new install of Acrobat. It has completely replaced Acrobat and Acrobat Reader on my computer.

    Business owners will find these features particularly useful

  • Edit PDF documents directly just like working in the original file.
  • Use FormTyper to instantly convert static PDF forms into fill-able PDF forms.
  • Convert PDF files to human sounding audio files
  • Convert PDF files into fully functioning Word of Excel documents

According to Marketing Vox, the Word of Mouth Marketing Association (WOMMA) on Thursday released the WOMMA Ethics Assessment Tool, which helps marketers identify and eliminate unethical word-of-mouth marketing tactics before they are implemented.

I don’t know about you but I think the conversation about policing unethical word of mouth has gone overboard. Who’s to say what’s unethical when it comes to this form of marketing but the end consumer. If the end consumer thinks some actress on YouTube pretending to be a lonely high school teenager in order to garner fame is entertaining and authentic, then it is.

If a PR agency wants to pay bloggers to create “Working Families for Wal-Mart” as a publicity stunt, (web 2.0 lingo is astroturfing) well, maybe it works, maybe it doesn’t. I’m not saying that I’m for anything that is unethical in any way. I’m just saying that I think all of this call for some sort of absolute authenticity and transparency is being driven by people who seem to have a hold on the higher ground and at best it’s killing creativity.

Years and years of what were once called publicity stunts have fooled innocent participants, fueled careers and sold millions of dollars of product. Innocently and without anyone getting hurt – even with no organization looking out for them.

Marketers have always done goofy things. Some work, some don’t, some are incredibly authentic, some are corny. In the end, the consumer gets to decide what’s art and what’s a stunt.

In the mean time go out and find your Dr. Livingston – and blog about it everyday. Don’t let “ethics assessment tools” and the self appointed blog community sap your creativity. The market will let you know when you’ve crossed the line.

Open from American Express presented the Make Mine a Million (M3) event yesterday at the Manhattan Center just off Times Square in New York.

The Make Mine a Million program is part of the Count Me In for Women’s Economic Independence organization and provides a combination of money, mentoring and marketing tools that women entrepreneurs need to help their businesses grow to a million dollars in revenue and beyond. The event was built around a competition between business owner finalists – ala American Idol meets the Apprentice. 20 new women business owners were awarded with a package of money, mentoring, marketing and technology tools to help propel their businesses into million dollar companies.

The program began at 4pm with a speech by Susan Sobbott, CEO of American Express Open and Nell Merlino of Count Me In for Women’s Economic Independence (Nell is well-known for her work in spearheading the “Take Our Daughters to Work Day.”) Suze Orman, host of the Suze Orman Show, delivered the keynote address.

There are 10 million women entrepreneurs in the US. Most are stuck at the $250-350K level. So the M3 program is all about moving the dial to $1M for more women entrepreneurs. Only 3% of women-owned businesses are presently over $1M annually. The M3 program has enlisted 15,000 women who’ve taken the pledge to get a million of the 10 million businesses to $1M in annual revenues or beyond by 2010. Partners include AIG, QVC, CISCO and others. 30 finalists competed by giving a 3 minute elevator pitch of their business concept and growth strategy/plan, the audience voted and a panel of judges used the result to pare down to 20 finalists who will receive one-on-one mentoring (heavily emphasized concept for the movement), marketing assistance, a line of credit from OPEN, a loan from Count Me In, technology support from Cisco Systems and the opportunity to take part in QVC’s product search and sell their products on the network.

Interesting insights: Men need to raise their skills to match their confidence, women need to raise their confidence to match their skills; research shows that women entrepreneurs are less optimistic about the 6-month outlook on the economy (61% vs 67% of men), but 42% of women owners love what they do and can’t imagine doing anything else. 87% of women owners have taken steps to make their business more environmentally friendly (vs. 78% of men). Captial investments planned in the next six months 45% of women vs. 66% of men. Plan to hire in the next six months 29% of women vs. 36% of men.

Presidential hopeful Senator Hillary Rodham Clinton made a surprise guest appearance, spoke eloquently about her involvement with Count Me In, and announced a new fund of $1.5M from AIG to support the M3 program.

Stephen and Andrew MacGill, father and son co-founders of PeerSight, stopped by the Duct Tape Marketing podcast recently.

PeerSight has created an online version of the proven “advisory board” model aimed at small business owners. PeerSight helps small business owners join an advisory board that matches their needs and then facilitates activities inside that board including regularly scheduled online meetings, content and expert advice.

They have also supplemented the program with forums and resources directories. They offer a free 60 day trial to see if the fit is right.

Not having anyone to bounce ideas off is the major complaint I field from small business owners. Forming an advisory group either on or offline is a great way to address that gap.